Public sample — one of 3. The other 300+ live behind the platform.
This is a lightweight preview. Strategic-tier subscribers access the complete 36-section playbook — full stakeholder maps, negotiation tactics, vendor psychology, insider secrets, and the interactive savings calculator.
Exam Gloves
The highest-volume commodity in your hospital.
Exam gloves are consumed by the box every shift, in every department. Standardizing to a limited number of types and sizes across your system unlocks aggressive tiered GPO pricing. This is the archetypal commodity consolidation play — low clinical resistance, high volume leverage.
The Money
- Simplifies inventory for central supply and the floor
- Reduces the number of SKUs staff must learn
- Improves contract compliance visibility
- Unlocks manufacturer rebates at higher volume tiers
The Intelligence
- 3+ active glove vendors across the facilityVolume is fragmented. Consolidation to 1-2 primary vendors immediately activates better tiered pricing.
- Individual departments ordering direct from distributorOff-contract "convenience" buys bypass your GPO tier and overpay 10-20% per box.
- Last contract review >24 months agoGlove pricing moves with nitrile commodity markets. Contracts older than 24 months are almost certainly above current market.
- Tiered pricing scheduleConfirm your projected volume actually lands you in the tier quoted — manufacturers quote aspirational tiers to win the bid.
- Product substitution rightsVendor should not be able to swap formulations without 60 days notice and equivalent tier pricing.
- Rebate payment cadenceQuarterly rebates tied to audited purchase reports — never annual, never "as earned."
The People
- Director of Central SupplyOwns SKU rationalization and par levels.
- Infection Prevention NurseClinical sign-off on material (nitrile vs. vinyl vs. latex).
- VP Supply ChainSigns the master agreement and negotiates tier commitments.
- "Our staff prefers the current brand — switching will cause complaints."Run a 30-day hands-on trial in two units with the proposed alternative. Preference objections are overwhelmingly resolved by a brief structured trial; if the alternative is clinically equivalent, users adapt within one shift.
- "We already get a good price through our GPO."GPO pricing is a ceiling, not a floor. Aggregating your actual system volume and committing to a single primary often unlocks 10-25% below your published GPO tier — manufacturer-direct rebates on top of GPO.
The Execution
- 1Pull 12-month PO history by vendor and SKUWeek 1
- 2Clinical evaluation — nitrile formulation trial in 2 unitsWeeks 2-6
- 3Competitive RFP to top 3 manufacturersWeeks 6-10
- 4Master agreement signed, cutover scheduledWeeks 10-14
What's Inside the Full Playbook
Strategic-tier subscribers get the complete 36-section playbook — including these ready-to-use documents, templates, and tools. This sample shows the structure; the full version delivers the execution.
Unlock all 36 sections — documents, calculators, negotiation tactics, and insider intelligence.
View PlansDisclaimer: Sample playbook for illustrative purposes. Savings ranges are methodology-derived estimates — actual outcomes depend on your current contract terms, GPO tier, clinical mix, and execution. Hospital Focus CK does not provide or guarantee vendor pricing.
This is 1 of 3 public samples.
Strategic-tier subscribers execute from the full library of complete playbooks, with full-depth negotiation tactics, vendor intelligence, and the interactive savings calculator.