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How to Use GPO Contracts Effectively in Capital Equipment Negotiations

Overview: The presenter will discuss five critical leverage factors in capital equipment negotiations and utilizing these techniques in negotiating directly with manufacturer and distributors to save millions. Participants will learn utilizing lifecycle cost analysis to maximize savings and value on capital equipment acquisitions over the long haul. Review of the critical factors in developing and maintaining an effective capital procurement program will be provided.

Speakers: Kris Kramer, Assistant Director, Supply Chain Services, Children’s Mercy Hospitals & Clinics, Kansas City, MO
Don Slater, Capital Procurement Manager, Children’s Mercy Hospitals & Clinics, Kansas City, MO

Cost: $99 per recording link – AHRMM Members; $139 per recording link – AHRMM Non-members

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This webinar was recorded on February 15, 2012.

Biography:
Kris Kramer has been saving healthcare organizations millions over his 35-year career through the development and utilization of effective capital equipment programs.  With his diverse background that includes 10 years as Director of Materials Management and 11 years as Director of Facilities Management, Kris developed a comprehensive approach to capital equipment procurement.  His approach not only considers first cost and lifecycle cost but selection of the right equipment to bring maximum value to the organization.  Kris has conducted numerous programs on negotiation, project management and time management, and is the author of the book, Don't Leave Your Company's Money on the Table, Negotiate to Save Millions.  Kris holds an MA and is a certified Facilities Management Administrator.

Don Slater has been on all sides of the capital equipment decision-making process during his 30-year career in healthcare. He started out as a clinician becoming a Registered Radiologic Technologist in 1980. He joined MD Buyline as an analyst in 1987 and by the early 1990s had moved into a sales and account management role based in Kansas City. He worked with organizations throughout the Midwest providing negotiation’s training and conducting workshops emphasizing the importance of lifecycle costs when making capital equipment decisions. Rounding out these experiences, he spent several years on the vendor/supplier teams of Cerner, IDX, and GE Healthcare. Prior to joining Children’s Mercy Hospitals and Clinics in Kansas City as their Capital Procurement Manager, Supply Chain Services, he spent two years as the Director, Clinical Capital & IT Products, at Child Health Corporation of America.