Novation's Play in Physician-Preferred Products
The Senate hearings held last year on hospital group purchasing highlighted one of the most difficult challenges hospital groups face: getting physician-preferred products like drug-eluting stents and orthopedic implants under contract. For the past ten years, Novation has had a program focused specifically on such high tech devices, and though it hasn't always been easy, the program has been remarkably successful in getting manufacturers to put products on contract.
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The new merged supply chain programs of VHA and University Hospital Consortium is off the ground, headed by a former Baxter executive. The question for suppliers is the approach the organization will take--confrontational or conciliatory--as it shapes a dedicated program.