Understanding the IDN Buying Process Through the Eyes of a Supply Chain Leader with Mike Langlois

Mastering Medical Device

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Mike Langlois is a Supply Chain expert, working his way up from the bottom to become Senior VP of Supply Chain for two large and widely recognized Integrated Delivery Networks (IDNs), Ascension Healthcare and Beaumont Health. He helped develop the strategies and tactics for the groups and introduced some truly innovative programs. In this episode Mike takes us inside the world of supply chain in an IDN and helps us understand their challenges and opportunities, and how medical device companies fit in. Some of the things covered were the best way to introduce a product, how to build an effective relationship, what you should be asking your customers, if your customers are talking to each other, and what happens in the middle of a contract when things change.
Links from this episode:

• Mike Langlois LinkedIn
• Ascension Healthcare
• Beaumont Health

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1. Introduction (00:00:00)

2. Getting into and progressing up in supply chain (00:02:33)

3. What an IDN is and how it functions (00:09:24)

4. What supply chain is (00:13:40)

5. Evolutions in Supply Chain (00:22:08)

6. Working with GPO's (00:28:34)

7. The IDN buying process (00:33:15)

8. Volume commitment (00:42:45)

9. Relationships with people and companies (00:45:12)

10. Introducing new products to an IDN (00:48:30)

11. What a good partner does (01:01:24)

12. Key take-aways (01:05:09)