Supplier Strategies Track

Understanding and anticipating the evolving facility and equipment needs of hospitals and healthcare systems can be a major challenge. With the healthcare industry changing at a rapid pace, building strong relationships between customers, construction partners, and specifier firms is key to success. In this track, you will gain a fresh perspective on how to best position your product or service to assist health systems and hospitals in meeting their challenges as well as strategies to navigate complex relationships with GPOs, capital equipment planners, and specifier firms.

Getting the Deal 

Thursday, March 10, 2022 | 2:00 PM - 3:00 PM

Moderator: Josh Morita

Presenter: Brent Petty

The COVID-19 pandemic has forever changed the way the healthcare industry conduct business in nearly all areas of operation, especially how they assess capital projects. What do these changes mean for suppliers and your customers going forward? In this session, learn to determine how your customer is changing and how you can better serve customers in today’s disruptive and constantly transforming healthcare landscape.

Learning Objectives:

  1. Outline the most common changes hospitals and health systems are facing today.
  2. Distinguish how these changes will affect the supplier/customer relationship in the future.
  3. Compare methods to connect with customers following these changes.
  4. Evaluate best practices for selling to customers before, during, and after changes have occurred.

About the Presenter

Brent Petty
Full Name
Chief Relationships Officer
Bluegrass Business Media
Speaker Bio
Brent Petty is the Chief Relationships Officer at Healthcare Business Media. Petty previously served as an executive industry consultant for Lexmark International following a 12-year career as the System Vice President of Supply Chain for Wellmont Health System. Petty is a respected leader in the healthcare industry with distinct honors as 2015 Chairman of the Board of the Association for Healthcare Resource Materials Management (AHRMM). Petty holds a professional designation as a Certified Materials Resource Professional (CMRP). Known for his industry knowledge and first-hand experience on both the supplier and provider side of healthcare, Petty is passionate about bridging the gap between these two groups.