As national account executives prepare for 2025, they should anticipate a variety of questions (some of them challenging) from hospital supply chains that reflect the evolving landscape of healthcare. Don’t be surprised by what IDN leaders want to know. Here are some of the top questions you should be ready to answer:
1. How Resilient is Your Supply Chain?
The next pandemic or natural disaster isn’t a matter of if, but when. Chances are that your supply chain will get hit in some way. Don’t think so? IV Fluids, gloves, gowns, drugs… they’ve all experienced disruptions. Hospital supply chain leaders want to know how secure your supply chain is, where your vulnerabilities may be, and what your plan is for any disruptions to your access of raw materials or ability to ship your goods. Do you have a plan?
2. Does Your Product or Service Integrate with AI?
AI has moved from buzzword to must-have. Do your products/solutions integrate with hospitals’ data systems? Are they easily adapted for AI-driven decision-making processes? Hospitals are increasingly leveraging AI and data analytics to enhance their operations and make informed purchasing decisions. These technologies help in predicting patient needs, managing supply chains more efficiently, and identifying trends in resource utilization.
3. Are You Eco-Friendly?
Carbon reductions, recycling, waste reductions, and lower gas emissions are terms that will perk up any supply chain leader. How green is your product offering? With growing awareness of climate change and environmental issues, hospitals are placing more importance on sustainability. This can include sourcing medical supplies that are recyclable, biodegradable, or produced through sustainable practices. Sales reps should be knowledgeable about their company's sustainability initiatives and be ready to showcase products that align with hospitals’ green initiatives, which may become a decisive factor in purchasing decisions.
4. How Personalized Are Your Solutions?
The shift towards more personalized and patient-centric care means that hospitals will look for medical equipment and supplies that help cater to individual patient needs. This can involve products that support precision medicine, improve patient monitoring, or help in managing chronic conditions more effectively. Sales reps should be equipped to explain how their products contribute to personalized care and can help hospitals meet patient expectations for tailored health solutions.
5. How Secure is Your Data?
Cyberattacks gave U.S. healthcare providers nightmares and cost the industry billions in 2024. So did a seemingly innocent software update from CrowdStrike. National Account Execs should be prepared to discuss how their products support compliance, especially if they involve data collection, storage, or transmission. Ensuring that products align with the highest security and privacy standards will be crucial as hospitals prioritize patient data protection and security more than ever.
These trends signal that medical sales reps need to be strategic, well-informed, and adaptable to the evolving priorities of hospitals in 2025. Being able to align products with hospitals' needs for efficiency, value, sustainability, personalized care, and compliance will be key to successful sales and long-term partnerships.
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!
