Supply Chain World - Volume 7, Issue 3 - 66
healthcare owens & minor
Because O&M is positioned in
the middle of the flow of goods,
funds and information, it is able
to provide actionable information and analysis that improves
efficiency and lowers costs. "One
example of this type of offering is
QSightSM, which is our end-to-end
perpetual inventory management
system," Zacur says. "QSight
provides total inventory control
and transparency, which lets our
healthcare customers focus on
patient outcomes instead of worrying about pricing accuracy and
inventory management."
Actionable data is especially
useful for large, multi-faceted
healthcare systems where ordering
might not be centralized. "Many
do not know the details of what
they purchase," Zacur says. "O&M
can assist with product and procedure standardization that helps
cut costs and reduce waste."
Cutting costs for clients requires
O&M to be flexible, particularly
when it comes to deliveries. Most
hospitals, for example, have very
little storage space, Zacur says.
That requires doing just-in-time deliveries. "It's really very precise and
leaves little room for error," he says.
"You have to know your delivery
window and how to get the product
to the exact point of use."
With distribution centers across
the United States and logistics
expertise, O&M can accept orders
late in the day, all while still delivering the next morning. O&M
believes that customers (and their
patients) deserve the products
that best fit their needs, regardless
of brand; and Zacur says it offers
the most extensive range of products in the industry. The company
66
Supply Chain World VOLUME 7, ISSUE 3
will also deliver less than truckload
quantities to a hospital's clinics
and smaller alternate care sites.
Being a distributor of medical
products also requires staying
ahead of needs. The distribution
team at O&M worked through the
first weekend of September to supply hospitals and medical facilities
in the southeast United States that
were in the projected path of Hurricane Dorian. On an ongoing basis,
the company also works closely
with customers to understand what
is happening in the marketplace so
O&M can stay ahead of their needs.
"It's not just a
customer; it could be a
family member. There
is a super-intense
customer focus."
_________
O&M seeks employees who
have a passion for serving not
only healthcare customers but
ultimately the actual patient. "It's
not just a customer," Zacur says.
"It could be a family member [who
uses the O&M product]. We can't
afford to have a single component
missing from that surgical kit or
have a late delivery. There is a
super-intense customer focus."
There are also multiple checks
on products - when being picked
off a shelf, before tape is put on a
box and before the door closes on a
delivery truck.
Reducing Costs
O&M consolidated much of its
customer service personnel into
its Richmond, Va., location in 2018.
That included personnel who
handle accounts payable, account
receivables, invoicing and rebates.
"We deal with a lot of pricing
complexity in our industry," Zacur
says. "Now customer service
representatives can work through
customer inquiries with colleagues
in person and provide clear resolution in a matter of minutes."
For his peers in medical supply
distribution, Zacur recommends
that they "lead with humility but
also with a higher purpose. Everything we do is about the patient."
For the future, Zacur would like to
work more closely with the suppliers
of O&M so they can mutually figure
out how to reduce costs for the
customers. "We have really strong
supplier relationships, but I think
we can get a lot tighter operationally
and get products to the market to
help the customer and the patients
faster and more efficiently," he says.
"One example is our partnership
with B. Braun - they are a leading
provider of innovative medical products and we are constantly working
together to solve challenges for our
mutual customers."
Zacur also wants to take greater
advantage of O&M data to help its
customers drive down costs. "Our
success helps our customers help
their patients," he says.
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Visit us at healthcare.gojo.com/scw
Supply Chain World - Volume 7, Issue 3
Table of Contents for the Digital Edition of Supply Chain World - Volume 7, Issue 3
Contents
Supply Chain World - Volume 7, Issue 3 - Cover1
Supply Chain World - Volume 7, Issue 3 - Cover2
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