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Just in time to help radiologists and capital equipment procurement directors efficiently “work” the Radiological Society of North America  (RSNA) Annual Conference, the latest broadcast in the OpenMarkets Education series focused on why the show is important to both Imaging and Supply Chain teams, and how both teams can leverage it to improve procurement.

According to OpenMarkets Co-Founder and Senior Vice President Tom Derrick, statistics show that the imaging department is among the top two requesters for equipment in any health system. With more than 650 radiology-related exhibitors, RSNA is a prime opportunity to gather information supporting imaging equipment procurement.

But due to its sheer size, RSNA can be daunting to cover efficiently. This year’s RSNA show is expected to draw more than 50,000 radiologists, administrators, and imaging suppliers to Chicago, Nov. 26 – Dec. 1. The show will feature 400 educational courses, 1700 scientific papers, and 650 exhibitors in two enormous McCormick Place halls, as well as many outside events.

Todd Stanley, Administrative Director of Imaging at Indiana University (IU) Health Academic Medical Center, and Shirley Taylor, Director of Field Marketing – Diagnostic Imaging at Philips Healthcare joined Derrick on the broadcast to share tips for getting maximum benefit from RSNA 2017.

Stanley prefaced his advice with an explanation of IU Health’s approach to equipment procurement. He described a labor-intense process that starts six months ahead of the budget year for purchases over $1 million, and well in advance for items priced under that level. Managing an $11-12 million budget for radiology, Stanley works closely with IU’s supply chain leaders, especially on large purchases and long-term contracts, but says smaller equipment purchases can be more problematic because of the number of transactions, difficulty in knowing the players, and time required to research and reach them.

A 25-year veteran of RSNA, Stanley offered four tips for leveraging the show:

“We have a pre-meeting with our radiologists and say ‘Hey, what equipment do we want to look at, and what suppliers do we want to look at,’ and then we try to coordinate on-site meetings with each of those suppliers so all of us can be there at the same time, and get the same feel for what the supplier’s doing,” he said. “In addition, it’s always good to look at the map so that you’re not running back and forth between the two buildings – it’s a lot of ground to cover.”

Stanley’s third suggestion: “I think it’d be good for your main contact from capital procurement to go to RSNA and just see what’s going on, see all the equipment and what the experience is, and to meet with the vendors,” he said. “Our capital director for radiology interacts with all of the suppliers anyway, so it’s a great opportunity for him to have a dialog where he can actually see the person and the products.”

Derrick supported this idea: “Walking the floor with the radiology director and supply chain liaison could create efficiencies for providers and for suppliers,” he said. “We hear so often from suppliers that they have difficulty knowing who exactly the key stakeholders are to introduce their solutions to a hospital, but by involving both your key department leader and supply chain at RSNA, a provider presents a unified front that could save time for both parties.”

Finally, Stanley suggested providers send radiologists not just to the educational sessions at 



but urge them to visit supplier exhibits as well, especially for equipment they’ll use or need in the future. “It really helps if the doctors have exposure to the equipment in advance,” he said.


Philips Healthcare’s Shirley Taylor added advice from the suppliers’ side of the RSNA equation, highlighting some of the “must see” offerings on the Philips agenda for the show, including:


• Philips Live, an ongoing forum from Booth 6735 featuring short talks, conversations, and presentations to enhance diagnosis, connect radiology and improve the patient experience.


• Insight Night, a special event presented by U.S. News and World Report highlighting smart use of EMRs, data and emerging technologies to transform the rate of diagnosis accuracy.


Philips’ theme this year at RSNA2017 is health knows no bounds,” Taylor explained. “No silos. No limits. We’ll use a variety of forums that are enlightening, informative, and also educational for everyone attending RSNA. We’ll show how Philips connects not only the data that you get from our


 but also the technology and people together, seamlessly,” she said.


Post-show efficiency was another topic discussed on the broadcast, with Derrick sharing key features of the OpenMarkets Exchange that allow a provider to search the Exchange for a supplier they may have discovered at the show, easily gathering more information and quotes. Loving Stanley’s characterization of the Exchange as an “easy button” for vetting suppliers, Derrick said, “I would encourage providers to think of the OpenMarkets Exchange as a way to stay organized after RSNA as you follow up with connections made.”


The ongoing OpenMarkets Healthcare Supply Chain Broadcast Series educates healthcare providers and equipment suppliers on new processes and intelligence to save valuable time, better collaborate with customers, and maximize efficiency. While no broadcast is scheduled in December, the next broadcast is set for January 12, 2018. Click here to sign up.