Hospital Logistics Panel

Meet the Panelists Ken Arnold was a courier/trainer for the nation's largest clinical laboratory and has been published several times in magazines such as Courier Magazine and Medical Laboratory Observer Magazine. Ken was a featured speaker at the 2006 Courier Magazine conference in Las Vegas, Nevada and most recently was a featured speaker at the California Delivery Association meeting in Irvine California on July 22nd, His company, Integrity Medical Courier Training trains thousands of couriers each year on the proper handling, transportation and delivery of possibly infectious medical specimens.

Mollie Riddle has been in the courier industry for over 20 years. She joined Capital Express, Inc in 1993 and was quickly promoted to oversee the customer service center in Omaha, NE. Over the next several years she took on the roles of Accounts Receivable Manager, Client Solutions Development, and Director of Information Technology. Mollie was promoted to Vice President of Client Services in August of Prior to joining Capital Express, Mollie studied nursing at Clarkson College in Omaha, NE and is currently an active member of the Juvenile Diabetes Research Foundation. Mollie has been involved on every level of Hospital Logistics planning, RFI’s, RFP’s implementation, and roll out. Her experience has allowed her to bring a comprehensive solution to Hospital System Networks while remaining focused on integrity and Patient Care Above All Else!

Why Hospital Logistics? Benefit to the Hospital System One Source Solution Understand Spend Reduce Spend Take Advantage of Economies of Scale Greater Visibility Technology Optimization of services Improve service to their users!! Compliance Benefit to the Carrier Size of Healthcare Industry Aging Population (Longevity) Recession Proof Consultative Selling Customized Transportation Solutions Value Versus Price Private Fleet Opportunities

Sales Targets & Service Healthcare Entities Hospitals and HMOs Laboratories Blood Banks Organ and Tissue Transplant Home Infusion Pharmaceutical Distributors Long Term Care Pharmacies Retail Pharmacies (including Central Fill) Hospice Nuclear Pharmacies Medical Supplies and Equipment Optical and Dental Laboratories Services Dedicated Scheduled Routes High Volume On Demand – STAT Drive Out or Out of Town Strategic Stocking And Warehousing Reverse Logistics White Glove – Inside Delivery Home Delivery Customer Service, Scheduling, National Call Center

Research & Due Diligence Look them up Online/Research Know their specialty Know their capacity Understand their Footprint Site Visits & Maps Newsroom or About Us Reptrax Determine if this work is a good fit for your company Optimize Routes and design solution for both routed and stat work. Use a costing model Ask yourself………... What do you we need to do as a company to service this scope of work?

What would it take for you to get the business? Position Yourself! Get the Comprehensive Training Exposure Control Plan in place and documented! 24/7/365 Technology Strategy for Long Term Goals (Plan for the Future) Understand what they need! Performance – Value – Price Healthcare Is The Most Highly Regulated Business In The United States Compliance Security Knowledge Of Their Business Transparency And Trust Technology Commitment To Excellence Partnership - Looking For Companies That Want To Work For And With Them For The Long Term

Healthcare Technology Real Time POD Enhanced Chain of Custody Product Barcode Scanning Location Scanning GPS Temperature Control/Monitoring Dynamic Routing EDI – Order Information/Status Updates EDI – Invoice Information Customized Reports RFID

Hospital Admin/Key Players Materials Management Pharmacy Director Surgery Director Lab Director – “Lab Drives the Bus” Search Online – “About Us” Start with Purchasing Call Hospital Trade Shows Build Relationships even if the RFP is not due. It takes time…. Request a Meeting or to be added to the list to be sent an RFP Create Presentation Request a 2 nd meeting with other departments Identify Decision Makers Speak to what you bring to the table One source solution to manage & reduce spend Technology 24/7/365 Optimization Compliance Improved service to their users

Request for Proposal RFP Follow the Instructions “absolutely no deviations” Create RFP Checklist Submit Questions – clarification Submit on Time Cost Your Routes – Equipment needed – Decide on Acceptable Gross Margin – Don’t Under price Routing Options – Dedicated vs. Conjunctive Provide information regarding level of training and experience of proposed team. Submit in Correct Format – Hard Copy/Soft Copy – Delivered Award Factors Content and structure of bid response Ability to provide (Hospital) with a seamless, integrated service offering Best overall total price and service offering Price protection/price controls/payment terms Demonstrated knowledge of regulations and training programs for compliance Past performance of the Bidder in other contractual arrangements with any medical centers or hospitals Medical center and/or hospital references Value added services offering Possession of all applicable licenses and legal ability to do business with Hospital Financial stability

Implementation & Roll Out Detailed Action Plan with Assignment & Timeline Schedule Weekly calls or meetings to discuss Speak of any Challenges and address Position Key Management people to be on site for Go Live Determine point of contact who can answer questions & is authorized to make decisions. – Phone number – Address

Partnership Understand you are servicing the medical community Patient Care Above all else Impact on Medical Staff Emergency Management Team Donations – Sponsoring Golf Outings – Contribute to Fundraiser – Lab Week – Toys for Children’s Floor during the Holidays

Value Added Services Quarterly Meetings Provide a Report Card Reporting (KPI) – Show spend by Cost Center – Show spend by Level of Service – Show opportunity Educate on how to use your system Educate on how to use the route structure Online Order Entry

Thank You