Kettering and Medline: Lab Supply Chain Partnerships Count

“What else can you do?”

That simple question nearly five years ago marked the beginning of the transformative partnership between Kettering, Ohio-based Kettering Health and Medline. Arianne Messer, Medline corporate accounts director, was an acute care lab specialist at the time and the health system’s lab contact.

“Kettering Health lab leadership was seeking a partner capable of servicing all points of care throughout the continuum,” Messer says. “They faced challenges with certain point-of-care testing in physician offices, and we were able to deliver an effective solution.”

Messer was invited to a meeting to talk about Medline’s point-of-care testing offerings, and that’s when the lab director asked what else Medline can do. “We reviewed our capabilities, how we had grown our footprint and could service their entire lab continuum,” Messer says. “After learning how we could address some of their challenges and further strengthen our existing relationship, they chose to move forward with a lab distribution partnership.”

Kettering, Ohio-based Kettering Health is a faith-based, not-for-profit health system with 14 medical centers, more than 120 outpatient facilities, 1,800+ physicians and 15,000+ employees. Serving western Ohio, the health system features services such as maternity care, cancer centers, a heart hospital, and brain and spine surgery.

SKU standardization and cost savings

At the start, some people were apprehensive about the change. “But at that point, we were able to offer savings and SKU reduction,” Messer says. “I was working alongside a consultant at that point. Their focus was finding savings and standardization.” Messer worked with the consultant and Kettering Health’s supply chain contact to go through the data set and helped create and tell the story to simplify the whole process.

Messer looked at their sales history. “Their data helped us create a plan, including how we could help both lab and supply chain meet their SKU reduction and savings goals,” she explains. “It enhanced collaboration between our local teams, supply chain and clinical leaders in the laboratory, strengthening relationships and improving overall experience for all involved.”

By analyzing their sales history and purchase orders, Medline helped Kettering Health streamline their inventory, reducing the number of suppliers and optimizing their supply chain.

“Kettering Health opted to partner with Medline as a lab prime vendor customer after evaluating our program and portfolio.”

Contact changes, respiratory kit custom inventory and lot sequester

Meanwhile, Kettering Health’s strategic sourcing manager was promoted, and Kathy Dane took her place. What were her priorities?

“Everything,” Dane says. “The lab is where I’ve really been able to establish a relationship with Medline. Ari has been a great resource to fill in knowledge gaps for lab products and services. And we talk a lot. If there’s something I don’t know and even she is unsure of, we find it out together. I love lab, especially in a hospital environment. Everyone experiences healthcare, and you just want to do your best for everyone. I’ve enjoyed all the learning.”

One of the standout projects in the Medline-Kettering Health strategic partnership has been the custom inventory and lot sequester for respiratory kits. Dane explains the complexity and importance of this initiative. “The 2023-24 respiratory season was even higher than what I anticipated. We kept ordering substantial amounts of product. Being supply chain, we wanted more product ordered, but the lab was nervous because of the usage and because of the out dates of the product.”

Medline’s dedicated inventory program for respiratory kits has been a game-changer for Kettering Health. Messer explains, “Kettering Health was one of the first customers where we started dedicated inventory. They’ve done that for the last three respiratory seasons.”

She continues, “It’s a dedicated inventory that has a unique item number for that customer that pulls from their local branch, so they don’t have to carry a massive amount of inventory. There’s a weekly communication that displays inventory levels. We monitor it and give the customer a heads up: ‘You’re seeing a spike, you may want to think about reordering.’ We do that throughout the season.”

This program ensures that Kettering Health has a reliable supply of respiratory kits without the need to carry massive amounts of inventory. Dane emphasizes the success of this initiative: “It’s a huge success for us. Our people feel safe. They understand that we have this built in. And it’s one less thing they have to worry about and monitor.”

“The lab is where I’ve really been able to establish a relationship with Medline.”

Piloting new Medline offerings

Kettering Health’s enthusiasm for piloting new Medline offerings has been a cornerstone of their partnership. “We’ve identified them in the past as pilot sites for new products or new vendors that we’ve partnered with,” says Justin Mason, Medline lab sales specialist who replaced Messer as Kettering Health’s main lab contact and works closely with Kettering Health contacts.

This willingness to test new products and provide valuable feedback has strengthened the relationship between Medline and Kettering Health. Mason adds, “Kettering Health is the type of partner where if we have a new product, we’re typically putting something in front of them related to that to test it out for us. They’re typically the first ones to onboard a lot of the new products.”

Looking forward

These are just a few of the Kettering Health-Medline projects. Today, the dialogue is about future collaborations and continuous improvement. Dane reflects on this dynamic: “Ari always comes in and says, ‘We have finished this project. What can we do now that will be helpful to you and helpful to your facility? What can we do next? What do we want to accomplish?’”

She adds, “I look forward to just continuing on. It’s always an adventure and we have fun when we do it. I don’t think of Medline as being a vendor. I think of them as being family. That’s how much support I get.”