marke&ng and selling products and services to the
TRANSCRIPT
Marke&ngandSellingProductsandServicestotheDepartmentofDefenseandDepartmentofVeteransAffairs
PrimeVendors:PartnershipsandSubcontrac&ng
WendyBurns,SeniorDirectorMaterialsManagement,AmericanMedicalDepot
WesMason,GovernmentAccountsSeniorAnalyst,Owens&Minor
June 6, 2018
Medical,Biomedical&Biodefense:SupporttotheWarfighterSymposium
Owens&MinorOverview
• $9+ billion Fortune 500 company
• Top two global healthcare markets
• 8,000 teammates
A Global Healthcare Services Company
• 60+ facility network across 15 countries
• Services support 5+ million procedures annually
• 4,400 provider and 2,000 manufacturer customers
Connecting the World of Medical Products to the Point of Care
• Attacking complexity for both providers and manufacturers
• Enhancing the delivery of care Unique Position
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• Med/Surg Prime Vendor (PV) to DLA since GEN I (1995)
• Currently, primary PV for Global South and Back-up PV for Global North & Global West regions
• Facilitated DLA-TS establishment of the Medical Air Bridge from CONUS to EUCOM
• Supported combat operations, disaster relief, and the Ebola outbreak
• Supporting DLA-TS in conducting foreign military sales to the Ukraine and Afghanistan
O&M’sDODOpera&onsPast&Present
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MajorMedicalFacility Army Air Force Navy
WhereWeAre
GlobalSouth
GlobalNorth
GlobalWest
• TheapprovedmethodtobecomeavendorintheDODMed-SurgPrimeVendorprogramistoobtainaDistribu;onandPricingAgreement(DAPA)withDLA-TS– ADAPAisNOTacontract;itisapriceceilingagreement
approvedbyaDLA-TScontractofficer– AllDAPApricesareFOBDes;na;onforallpar;esforrou;ne
orders– Therecanbenominimumquan;tyorderrequirement
• EachPrimeVendor(PV)hastermsandcondi;onstobecomeaDAPAvendorintheirmarketplace• ContacteachPVtounderstandthecostofdoingbusinessintheirmarketplaceBEFOREyouobtainaDAPA
DoingBusinesswithOwens&Minor
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ChristopherMurphy,President,CombatMedical
SamanthaGodfrey,PresidentandCEO,UnitedDrugSupply,Inc.(WOSB)