I suspect that having contracts with Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs) will be vital if PolyNovo wants to achieve significant sales growth in US hospitals.
GPOs
GPOs are now a key part of the healthcare supply chain in the US for roughly 97% of hospital systems including not-for-profit hospitals and surgery centres.
It is estimated that there are two to four GPOs per facility.
Approximately 72% of hospital purchases are done using GPO contracts.
The GPO market is increasingly consolidated. From dozens of GPOs recognized as national GPOs a couple of decades ago, there are now just five.
Four GPOs (Vizient, Premier, HealthTrust, and Intalere) have about 90% of the market.
Vizient has $100 billion annual spend volume, and more than 50% of US acute care providers are members.
Premier has more than $50 billion annual spend volume. Its members include 3,750 hospitals, which includes 76% of U.S. community hospitals, and more than 130,000 other provider organizations.
The Account Registration page which can be found on Integra Life Science’s website asks for details of GPO membership, specifically listing HPG, Amerinet, Premier, Medassets, Novation and Vizient. Perhaps reflective of the constant changes within the industry, Amerinet is now known as Intalere and Medassets and Novation are part of Vizient, the largest health GPO in the US.
IDNs
IDNs come in all shapes in sizes – Some can be a collection of hospitals or focus on a specific therapy area. Through acquisitions and mergers, major IDNs have come to dominate major markets to create a truly holistic source for healthcare by offering a true continuum of care. In doing so, these major IDNs can exert a lot of leverage among their physician groups as well as with payers and can even blur the lines between provider and payer as they grow and leverage their influence. For instance, they can create collaborative plans with payers but can also work directly with employers to provide healthcare plans via their own formularies, protocols and reimbursement processes.
(Decision Resources)
Health systems such as integrated delivery networks (IDNs) and provider networks (PNs) are becoming an increasingly influential player in the US healthcare system, driven in part by the push from volume to value. These systems have the potential to influence physician treatment behavior, and where such influence exists it offers manufacturers the ability to reach hundreds of affiliated providers at once rather than interacting with them one by one.
(IQVIA)
(20min delay)