Helping to Place the Pieces Together Through Leadership ... - NHIA

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FIAC Profile Hospira Worldwide, Inc. As infusion providers continue to seek out new ways to work across the changing health care continuum, it’s important to partner with supporting businesses that have a bigpicture view and the ability to leverage their expertise and resources. Headquartered in Lake Forest, Illinois, Hospira, Inc., does just that by developing, manufacturing, and marketing products created to help improve the productivity, safety, and efficacy of patient care in all settings. The company offers a broad line of generic specialty injectables, and integrated solutions for medication management and infusion therapy. In its nonacute business, Hospira has a long history of commitment to supporting the home and alternatesite infusion therapy field. Aligning with Alternate-Site Infusion “We strive to understand our customers and their needs,” explains Paul Catenaro, Director of National Accounts Sales and Marketing for Hospira’s nonacute business. “That helps us provide value in our product portfolio, and it allows us to harness a large knowledge base and put it to work for infusion and specialty pharmacy providers to create a greater benefit in the end.” Having a diverse selection of products backed by a dedicated sales and marketing team is key to Hospira’s close alignment with the alternatesite infusion field, according to Catenaro. “We are able to connect with other nonacute markets, such as longterm care, oncology, and surgery and dialysis centers, as well as leverage our large hospitalmarket resources when necessary,” he says. There is also a lot of crosspollination within Hospira itself as individuals move across business groups. “With the emergence of accountable care organizations (ACOs) and other integrated delivery systems, there will be more and more overlap in these markets, and that kind of crossexpertise will be priceless,” continues Catenaro. Catenaro asserts that Hospira’s “onestopshop” for drugs and devices is continually evolving to meet customer needs. “As the leading provider of generic injectables, we are on the forefront to launch a host of new products as the generic market opens up,” he explains, noting that generic offerings can reduce expenses throughout the system. “We are well positioned to reduce costs, especially with our push into globalization where we can realize economies of scale.” That global involvement in health care provides perspective as well, according to Catenaro. “We were recently at a conference that included the launch of an infusion device for use in another country,” he recalls. “Our team took time to note the similarities between our home infusion customers in the U.S. and other markets so we can apply customer input and lessons learned to the rollout of that product when it becomes available here.” In addition to looking down the road, Catenaro makes it clear that, despite industrywide drug shortages, recalls, and other supply disruptions, Hospira remains steadfast in the here and now. “We are addressing these challenges by making clear and substantial investments to “fix the foundation” across our manufacturing operations. We’ve come a long way and made good progress,” he explains. While the company strives to return to its strong supply record, Catenaro asserts that its actions demonstrate that, “We’re in it for the long haul.” He points to Hospira’s proactive industry communications and contingency planning 8
around market shortages. “We are committed to our customers and their patients,” he continues, noting that Hospira provides alternatives whenever possible. Embracing Change Hospira’s close alignment with the alternatesite market offers several advantages, according to Catenaro. “Our sales force is always looking to find areas of potential savings for customers,” he explains. “They also connect us with the market and the continuum as a whole, which helps everyone better prepare to complement marketplace change.” Hospira’s presence in hospital and home infusion markets—as well as surgery centers and oncology markets— can help tie a great deal together, says Catenaro. “We already have products in place on both sides of the continuum. The ability to go back and forth provides the type of continuity needed for safe, costeffective patient care,” he explains. For years Hospira has been putting people and ideas together in other nonacute areas. “We are just starting to scratch the surface with home infusion,” observes Catenaro. He anticipates the need for more crossmarket involvement as health care delivery models evolve and the lines between sites of care blur. “Biosimilar drugs are a great example,” Catenaro points out. “There are many medications that are currently being administered in a physician’s office now, but may move to the alternate site. Our team is watching to better understand how those drugs are used and reimbursed, so when they are poised to shift, we can assist home infusion providers in tapping into new markets.” Smart pumps and information technology are another case in point. “As ACOs and other integrated systems grow, patients will need to be connected across sites of care and informatics will become more important,” Catenaro explains. “Today’s smart pumps already possess many of those necessary data collection functions. We’re looking at how we can tie it all together to provide value for the customer.” Partnering with NHIA Data is also increasingly important in demonstrating the quality and value of health care services. Hospira understands this and supports NHIA’s Data Initiative as a rallying point for the industry. “There’s a crosssection of the infusion industry driving that project, which will eventually benefit everyone,” observes Catenaro. “Hospria is always excited to be involved with projects where providers and supporting businesses can pool their resources to make a bigger impact.” The result is better because there’s diversity of thought behind a united voice, he adds, pointing to the combined advocacy efforts that have taken place. For this reason, Hospira supports NHIA through a variety of program sponsorships as well as active participation in the Future of Infusion Advisory Council (FIAC). “We are very proud of our involvement with NHIA,” says Catenaro, “and we receive great value from it as well.” In addition to having an opportunity to share perspectives on market developments, the FIAC invites members to participate in the dialogue about how the association prioritizes and responds to key issues. “The strategic planning sessions provide an insider’s view of what providers experience on a daily basis—that insight is invaluable,” explains Catenaro. “The process also provides a vision of the future, key issues facing the membership, and an important opportunity for feedback.” Catenaro adds that Hospira is also impressed with the association initiatives that are developed in that forum and come through the Board of Directors. “Having those bodies working together accelerates moving the field of home infusion forward.” Forward is the only way to go for an industry with such a bright future, he adds. “Reimbursement pressures aside, we see medicine going in the direction of the alternate site,” concludes Catenaro. “So we are committed to fostering strength and growth in this segment of health care.” For more information on this valued FIAC member, please visit: www.hospira.com 9
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Helping to Place the Pieces Together Through Leadership ... - NHIA

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