September eNewsletter from Technology Access Partners

September 2012

Volume 8, Issue 9

In This Issue

Accountable Care eLearning Course

A New Hospital Stakeholder Wants Your Help

Most Hospital Finances Are Stable...For The Moment

targeting Accountable Care Organizations

Our New Accountable Care eLearning Course Is Now Available!

Our latest eLearning course is now available entitled Navigating Accountable Care. This brand new eLearning course will provide you insight into the key Medicare Accountable Care initiatives impacting hospitals and the medical devices you sell. This course is structured from the perspective of the medical device company and covers four key initiatives:

1. Hospital Value-Based Purchasing.

2. Hospital Readmission Reductions Program.

3. Accountable Care Organizations.

4. Bundled Payment Initiative.

This course is available online from our Learning Management System (LMS) or for license to load on your company's LMS.

For more information contact Jay Spielvogel at jay@tapllc.com or (914) 584-2282.

A New Hospital Stakeholder Wants Your Help If You Can Reduce Readmissions With Your Product

One of the biggest challenges for hospitals when managing cardiac, CHF and other chronic care patients is the constant revolving door readmissions associated with these patients. Starting October 1, 2012, Medicare is levying steep penalties against hospitals that fail to better manage these patients.

Some hospitals have hired "Transition Coaches" to manage these patients. It will be the responsibility of these individuals to ensure patients receive appropriate follow up care after leaving the hospital.

As you develop your targeted messaging and value propositions for your products. You definitely want to incorporate this stakeholder into the network of hospital stakeholders to be messaged.

Click here to read more about how hospitals are utilizing Transition Coaches.

Most Hospital Finances Are Stable...For The Moment

According to Moody's, the bond rating company, most not for profit hospitals financials are stable. This is a good sign especially for those of us that sell capital equipment. Moody's does warn that Accountable Care and other governmental reimbursement reductions could quickly change hospitals' financial stability.

Click here to read the full article

Are you considering targeting Accountable Care Organizations with your medical products? A report on ACOs from the Commonwealth Fund.

Accountable Care Organizations (ACO) have to function somewhere between payers and providers. ACOs have to be concerned not just about the quality and direct costs of the care they deliver to patients but also the long term outcomes--an issue hospitals generally do not concern themselves with. ACOs provide a unique opportunity to discuss not just the direct benefits and costs of your products but also the longer term value propositions that wouldn't normally resonate with hospitals. Examples of these value propositions include reductions in reoperation rates several years from the original procedure or improved quality of life over the course of ten years.

If you want to learn more about ACOs click here to read the recent report from the Commonwealth Fund

Are You a Medical Device Sales Manager? Join Our LinkedIn Group

The LinkedIn Medical Device Sales Management group is a community for all levels of sales management in the device industry to network and share ideas and best practices with their peers.

This group is strictly for regional, area director and VP level sales managers in medical device (implantable and capital equipment), diagnostic, tissue engineering and other medical technology related industries.

Within this group we will share updates and ideas on issues related to direct and indirect sales force management, recruiting techniques, economic sales tools and resources, managing hospital value analysis and technology management review committees and new regulatory initiatives affecting hospital and physician customers.

Click here to learn more and join the group

Martin Gold and Jay Spielvogel

Technology Access Partners LLC

Ph: 845-596-6508