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Contracts and Chargebacks Seminar: Perspectives on Process Improvement
Wednesday, October 24—Thursday, October 25, 2012
Hotel du Pont
Wilmington, Del.
Seminar Overview
This seminar provides an interactive forum for those responsible for administering contracts and adjudicating chargebacks in the pharmaceutical industry — including manufacturers, distributors, GPOs and end customers. Although there are streamlined processes in place, there is room for further education and discussion on moving information through the system in a consistent, accurate and timely manner. Through presentations, panel discussions and interactive roundtable exercises, discuss the gray areas of eligibility, class-of-trade confusion and the gaps between ship-to, bill-to and the customer identifier in an action-packed 24 hours. In its fourth year, this seminar will again include a detailed Q-and-A about the 340B Drug Pricing Program as it has evolved through a season of covered entity audits and new communications vehicles for the industry.
Target Audience
This industry forum program is designed especially for manufacturers, distributors, group purchasing organization professionals and service providers responsible for:
- Trade relations
- Vendor relations
- Contracting strategy
- Chargeback administration and reconciliation
- Customer service, operations
- EDI
- GPO pricing
- Managed care organization pricing
- Government contracts and pricing
Preliminary Program Agenda
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| 3:30 PM–4:00 PM |
Seminar Registration |
| 4:00 PM–5:00 PM |
PRE-SEMINAR SESSION
Contract Administration Process Overview and Best Practices Town Hall
The seminar will kick off with a session providing an interactive, high-level walk-through of the contract administration process. Understand how parties are added to contracts, identifiers are assigned, eligibility is verified, orders are processed and where gaps exist in the process. Hear perspectives from suppliers, distributors and customers through the process from bid award to chargeback reconciliation. This interactive primer is ideal for those new to their role or business area, and will cover manufacturer, distributor and GPO perspectives, including various scenarios for contract pharmacy sales, government sales and more.
Facilitators: Tuck Bigelow, Manager, Chargeback Administration, Novo Nordisk Inc.
Fred Fieder, Director of Chargebacks, McKesson U.S. Pharmaceutical, McKesson Corporation |
| 5:00 PM–6:00 PM |
Negotiation Tips and Strategies
Negotiation skills are an essential tool in today’s business world — especially in the world of managing contracts and chargebacks. Whether you are closing a deal or resolving a conflict, this session will equip you with tips and strategies for your comprehensive negotiation plan. Real-world examples will be shared, demonstrating how the tools work in everyday business situations. You will be able to plan for your next challenging conversation, analyze points of resistance and navigate through each step in the process, knowing what to say, what to ask for and what to give and take.
Speaker: Colin Maiorano, CEO, StrategyWorx |
| 6:00 PM–7:00 PM |
Networking Reception |
| 7:00 PM |
Open Evening |
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| 7:00 AM–8:00 AM |
Continental Breakfast |
| 8:00 AM–9:00 AM |
Class of Trade: Simplifying the Complex
Class of Trade (COT) is the foundation of the government calculations but also is used by other business segments. Balancing these potentially different perspectives is critical for a manufacturer to ensure compliance with government programs as well as contracting requirements. Learn industry best practices for assigning, maintaining and auditing COT assignments to satisfy all segments of a business, as well as how the Affordable Care Act could impact COT designations and management within the industry.
Speaker: Katie Lapins, Founder and President, Government Pricing Specialists, LLP |
| 9:00 AM–10:00 AM |
340B Drug Pricing Update
The Affordable Care Act included significant changes to the Health Resources and Services Administration's (HRSA) 340B Drug Pricing Program. Hear the latest information on regulatory changes and gain a better understanding of HRSA's current initiatives to improve program integrity by conducting covered entity audits, recertifying entities, issuance of policy statements, and conducting numerous educational initiatives for all stakeholders. Learn about current guidance and get answers to your questions from representatives from Apexus, the prime vendor for 340B program as well as the Pharmacy Services Support Center, HRSA's technical support entity established to assist grantees and eligible healthcare entities optimize the value of the 340B program. Come away with unique perspectives and new understanding on eligible entities' expectations of their supply chain partners.
Speakers:
Bruce F. Boelter, RPh, MBA, Director, Apexus
Chris Hatwig, MS, RPh, FASHP, Vice President, Apexus
Lisa Scholz, PharmD, MBA, Vice President, APhA, HRSA Pharmacy Services Support Center
Office of Pharmacy Affairs, Health Resources and Services Administration (invited) |
| 10:00 AM–10:15 AM |
Networking Break |
| 10:15 AM–11:15 AM |
Roundtable Exercise
Roundtable discussions provide an opportunity to learn in small groups through peer discussion of key issues, obstacles and potential solutions. Attendees will rotate twice, which will provide an opportunity to participate in each topic discussion. Be ready to identify if there are “successes” or “goal states.” This will help drive greater awareness and action to share during the wrap-up discussion.
- Class of Trade
Facilitator: Katie Lapins, Founder and President, Government Pricing Specialists, LLP
- 340B Drug Pricing Questions
Facilitators: Bruce F. Boelter, RPh, MBA, Director, Apexus; Chris Hatwig, MS, RPh, FASHP, Vice President, Apexus; and, Lisa Scholz, PharmD, MBA, Vice President, APhA, HRSA Pharmacy Services Support Center
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| 11:15 AM–12:00 PM |
HDMA 2012 Guidelines for the Contract Administration and Chargeback Process
Last updated in 2001, HDMA’s newly updated voluntary guidelines (previously published as Streamlining the Contract Administration Process) assess the current process from multiple stakeholder perspectives — from bid solicitation to contract award to subsequent change management — and identify areas of improvement in communications between trading partners. Learn about the efforts undertaken to update these guidelines and explore their new features.
Speaker: Bob Weston, Principal, Weston Logistics Consulting, LLC |
| 12:00 PM–1:00 PM |
Networking Luncheon |
| 1:00 PM–2:30 PM |
Roundtable Exercise
Topics: EDI; GS1 on GLN and Best Practices
Roundtable discussions provide an opportunity to learn in small groups through peer discussion of key issues, obstacles and potential solutions. Attendees will rotate three times, which will provide an opportunity to participate in each topic discussion. Be ready to identify if there are “successes” or “goal states.” This will help drive greater awareness and action to share during the wrap-up discussion. |
| 2:30 PM–2:45 PM |
Networking Break |
| 2:45 PM–3:45 PM |
A View from the Customer: Contracts Administration Panel Discussion
The healthcare supply chain exists to safely and efficiently serve nearly 200,000 pharmacies, hospitals, long-term care facilities, clinics and others nationwide. Distributors and manufacturers work together every day to reduce costs and enhance services, but it is the needs of various customers – and ultimately patients –that drive business.
Gain valuable insights into customer expectations, needs and challenges of working within the healthcare supply chain. This discussion will cover trends in group purchasing organizations and key customer issues from several perspectives.
Moderator: Dina M. Barton, Director, Contracts Administration, AmerisourceBergen Corporation
Panelists: Karl E. Meehan, Vice President, Health Systems Programs, Walgreen Co.
Additional panelists invited |
| 4:00 PM |
Adjournment |
*Agenda subject to change.
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