Trisha Gillum, Executive Director of Supply Chain and Materials Distribution, Kettering Health, told the Journal of Healthcare Contracting that she is by her organization’s recent success in the PPI, or physician preference items. “We’ve been working with our physicians to standardize product selection, driving towards one or two primary vendors, with limited access to niche products as needed, for patient care,” she said. “Pursuing this will drive significant financial benefits, as well as operation benefits, by limiting the number of vendors with products on site and the number of systems our clinical teams need to know.”

One of our most successful examples was our spinal implants: “We were able to go from about 18 vendors to two primary vendors. These changes really allow us to pick our partners and focus on clinical expertise.”

National Account Executives need to be well-versed in both the specific policies and operations of Kettering Health and the importance of PPIs. Here's a breakdown:

• Clinical Evidence: National Account Executives need to provide strong clinical data and outcomes that demonstrate the effectiveness of their products compared to alternatives. Physicians want evidence that a product improves patient outcomes or offers a significant advantage.
• Cost vs. Quality: In systems like Kettering Health, cost considerations are becoming increasingly important due to pressures on healthcare budgets. You must be prepared to balance quality, physician preferences, and cost-efficiency in their pitch.
• Product Support and Education: Offering ongoing education and support, including training for physicians and staff, can increase a product's appeal.

Kettering Health and PPI Challenges

• Standardization vs. Preference: Kettering Health, like many healthcare networks, may seek to standardize products to reduce costs. However, physicians' preferences for specific products, particularly in high-cost areas like surgery and cardiology, can conflict with these goals.
• Reimbursement and Outcomes: With the shift toward value-based care, National Account Executives need to demonstrate how their products impact patient outcomes and reimbursement, particularly for devices used in procedures linked to outcomes-based payment models (e.g., joint replacements).

The IDN Directory provides insights into the supply chains for the biggest health systems in the country to give manufacturer reps, distribution reps, and national accounts managers a quick, accurate view of what’s going on with their customers - right now. Contact us at demo@idndirectory.com to schedule a demo today!