Defining a Health Information ExchangeThe United States is facing the largest shortage of healthcare practitioners in our country’s history which is compounded by an ever increasing geriatric population. In 2005 there existed one geriatrician for every 5,000 US residents over 65 and only nine of the 145 medical schools trained geriatricians. By 2020 the industry is estimated to be short 200,000 physicians and over a million nurses. Never, in the history of US healthcare, has so much been demanded with so few personnel. Because of this shortage combined with the geriatric population increase, the medical community has to find a way to provide timely, accurate information to those who need it in a uniform fashion. Imagine if flight controllers spoke the native language of their country instead of the current international flight language, English. This example captures the urgency and critical nature of our need for standardized communication in healthcare. A healthy information exchange can help improve safety, reduce length of hospital stays, cut down on medication errors, reduce redundancies in lab testing or procedures and make the health system faster, leaner and more productive. The aging US population along with those impacted by chronic disease like diabetes, cardiovascular disease and asthma will need to see more specialists who will have to find a way to communicate with primary care providers effectively and efficiently.This efficiency can only be attained by standardizing the manner in which the communication takes place. Healthbridge, a Cincinnati based HIE and one of the largest community based networks, was able to reduce their potential disease outbreaks from 5 to 8 days down to 48 hours with a regional health information exchange. Regarding standardization, one author noted, “Interoperability without standards is like language without grammar. In both cases communication can be achieved but the process is cumbersome and often ineffective.”United States retailers transitioned over twenty years ago in order to automate inventory, sales, accounting controls which all improve efficiency and effectiveness. While uncomfortable to think of patients as inventory, perhaps this has been part of the reason for the lack of transition in the primary care setting to automation of patient records and data. Imagine a Mom & Pop hardware store on any square in mid America packed with inventory on shelves, ordering duplicate widgets based on lack of information regarding current inventory. Visualize any Home Depot or Lowes and you get a glimpse of how automation has changed the retail sector in terms of scalability and efficiency. Perhaps the “art of medicine” is a barrier to more productive, efficient and smarter medicine. Standards in information exchange have existed since 1989, but recent interfaces have evolved more rapidly thanks to increases in standardization of regional and state health information exchanges.History of Health Information ExchangesMajor urban centers in Canada and Australia were the first to successfully implement HIE’s. The success of these early networks was linked to an integration with primary care EHR systems already in place. Health Level 7 (HL7) represents the first health language standardization system in the United States, beginning with a meeting at the University of Pennsylvania in 1987. HL7 has been successful in replacing antiquated interactions like faxing, mail and direct provider communication, which often represent duplication and inefficiency. Process interoperability increases human understanding across networks health systems to integrate and communicate. Standardization will ultimately impact how effective that communication functions in the same way that grammar standards foster better communication. The United States National Health Information Network (NHIN) sets the standards that foster this delivery of communication between health networks. HL7 is now on it’s third version which was published in 2004. The goals of HL7 are to increase interoperability, develop coherent standards, educate the industry on standardization and collaborate with other sanctioning bodies like ANSI and ISO who are also concerned with process improvement.In the United States one of the earliest HIE’s started in Portland Maine. HealthInfoNet is a public-private partnership and is believed to be the largest statewide HIE. The goals of the network are to improve patient safety, enhance the quality of clinical care, increase efficiency, reduce service duplication, identify public threats more quickly and expand patient record access. The four founding groups the Maine Health Access Foundation, Maine CDC, The Maine Quality Forum and Maine Health Information Center (Onpoint Health Data) began their efforts in 2004.In Tennessee Regional Health Information Organizations (RHIO’s) initiated in Memphis and the Tri Cities region. Carespark, a 501(3)c, in the Tri Cities region was considered a direct project where clinicians interact directly with each other using Carespark’s HL7 compliant system as an intermediary to translate the data bi-directionally. Veterans Affairs (VA) clinics also played a crucial role in the early stages of building this network. In the delta the midsouth eHealth Alliance is a RHIO connecting Memphis hospitals like Baptist Memorial (5 sites), Methodist Systems, Lebonheur Healthcare, Memphis Children’s Clinic, St. Francis Health System, St Jude, The Regional Medical Center and UT Medical. These regional networks allow practitioners to share medical records, lab values medicines and other reports in a more efficient manner.Seventeen US communities have been designated as Beacon Communities across the United States based on their development of HIE’s. These communities’ health focus varies based on the patient population and prevalence of chronic disease states i.e. cvd, diabetes, asthma. The communities focus on specific and measurable improvements in quality, safety and efficiency due to health information exchange improvements. The closest geographical Beacon community to Tennessee, in Byhalia, Mississippi, just south of Memphis, was granted a $100,000 grant by the department of Health and Human Services in September 2011.A healthcare model for Nashville to emulate is located in Indianapolis, IN based on geographic proximity, city size and population demographics. Four Beacon awards have been granted to communities in and around Indianapolis, Health and Hospital Corporation of Marion County, Indiana Health Centers Inc, Raphael Health Center and Shalom Health Care Center Inc. In addition, Indiana Health Information Technology Inc has received over 23 million dollars in grants through the State HIE Cooperative Agreement and 2011 HIE Challenge Grant Supplement programs through the federal government. These awards were based on the following criteria:1) Achieving health goals through health information exchange 2) Improving long term and post acute care transitions 3) Consumer mediated information exchange 4) Enabling enhanced query for patient care 5) Fostering distributed population-level analytics.Regulatory Aspects of Health Information Exchanges and Healthcare ReformThe department of Health and Human Services (HHS) is the regulatory agency that oversees health concerns for all Americans. The HHS is divided into ten regions and Tennessee is part of Region IV headquartered out of Atlanta. The Regional Director, Anton J. Gunn is the first African American elected to serve as regional director and brings a wealth of experience to his role based on his public service specifically regarding underserved healthcare patients and health information exchanges. This experience will serve him well as he encounters societal and demographic challenges for underserved and chronically ill patients throughout the southeast area.The National Health Information Network (NHIN) is a division of HHS that guides the standards of exchange and governs regulatory aspects of health reform. The NHIN collaboration includes departments like the Center for Disease Control (CDC), social security administration, Beacon communities and state HIE’s (ONC).11 The Office of National Coordinator for Health Information Exchange (ONC) has awarded $16 million in additional grants to encourage innovation at the state level. Innovation at the state level will ultimately lead to better patient care through reductions in replicated tests, bridges to care programs for chronic patients leading to continuity and finally timely public health alerts through agencies like the CDC based on this information.12 The Health Information Technology for Economic and Clinical Health (HITECH) Act is funded by dollars from the American Reinvestment and Recovery Act of 2009. HITECH’s goals are to invest dollars in community, regional and state health information exchanges to build effective networks which are connected nationally. Beacon communities and the Statewide Health Information Exchange Cooperative Agreement were initiated through HITECH and ARRA. To date 56 states have received grant awards through these programs totaling 548 million dollars.History of Health Information Partnership TN (HIPTN)In Tennessee the Health Information Exchange has been slower to progress than places like Maine and Indiana based in part on the diversity of our state. The delta has a vastly different patient population and health network than that of middle Tennessee, which differs from eastern Tennessee’s Appalachian region. In August of 2009 the first steps were taken to build a statewide HIE consisting of a non-profit named HIP TN. A board was established at this time with an operations council formed in December. HIP TN’s first initiatives involved connecting the work through Carespark in northeast Tennessee’s s tri-cities region to the Midsouth ehealth Alliance in Memphis. State officials estimated a cost of over 200 million dollars from 2010-2015. The venture involves stakeholders from medical, technical, legal and business backgrounds. The governor in 2010, Phil Bredesen, provided 15 million to match federal funds in addition to issuing an Executive Order establishing the office of eHealth initiatives with oversight by the Office of Administration and Finance and sixteen board members. By March 2010 four workgroups were established to focus on areas like technology, clinical, privacy and security and sustainability.By May of 2010 data sharing agreements were in place and a production pilot for the statewide HIE was initiated in June 2011 along with a Request for Proposal (RFP) which was sent out to over forty vendors. In July 2010 a fifth workgroup,the consumer advisory group, was added and in September 2010 Tennessee was notified that they were one of the first states to have their plans approved after a release of Program Information Notice (PIN). Over fifty stakeholders came together to evaluate the vendor demonstrations and a contract was signed with the chosen vendor Axolotl on September 30th, 2010. At that time a production goal of July 15th, 2011 was agreed upon and in January 2011 Keith Cox was hired as HIP TN’s CEO. Keith brings twenty six years of tenure in healthcare IT to the collaborative. His previous endeavors include Microsoft, Bellsouth and several entrepreneurial efforts. HIP TN’s mission is to improve access to health information through a statewide collaborative process and provide the infrastructure for security in that exchange. The vision for HIP TN is to be recognized as a state and national leader who support measurable improvements in clinical quality and efficiency to patients, providers and payors with secure HIE. Robert S. Gordon, the board chair for HIPTN states the vision well, “We share the view that while technology is a critical tool, the primary focus is not technology itself, but improving health”. HIP TN is a non profit, 501(c)3, that is solely reliant on state government funding. It is a combination of centralized and decentralized architecture. The key vendors are Axolotl, which acts as the umbrella network, ICA for Memphis and Nashville, with CGI as the vendor in northeast Tennessee.15 Future HIP TN goals include a gateway to the National Health Institute planned for late 2011 and a clinician index in early 2012. Carespark, one of the original regional health exchange networks voted to cease operations on July 11, 2011 based on lack of financial support for it’s new infrastructure. The data sharing agreements included 38 health organizations, nine communities and 250 volunteers.16 Carespark’s closure clarifies the need to build a network that is not solely reliant on public grants to fund it’s efforts, which we will discuss in the final section of this paper.Current Status of Healthcare Information Exchange and HIPTNTen grants were awarded in 2011 by the HIE challenge grant supplement. These included initiatives in eight states and serve as communities we can look to for guidance as HIP TN evolves. As previously mentioned one of the most awarded communities lies less than five hours away in Indianapolis, IN. Based on the similarities in our health communities, patient populations and demographics, Indianapolis would provide an excellent mentor for Nashville and the hospital systems who serve patients in TN. The Indiana Health Information Exchange has been recognized nationally for it’s Docs for Docs program and the manner in which collaboration has taken place since it’s conception in 2004. Kathleen Sebelius, Secretary of HHS commented, “The Central Indiana Beacon Community has a level of collaboration and the ability to organize quality efforts in an effective manner from its history of building long standing relationships. We are thrilled to be working with a community that is far ahead in the use of health information to bring positive change to patient care.” Beacon communities that could act as guides for our community include the Health and Hospital Corporation of Marion County and the Indiana Health Centers based on their recent awards of $100,000 each by HHS.A local model of excellence in practice EMR conversion is Old Harding Pediatric Associates (OHPA) which has two clinics and fourteen physicians who handle a patient population of 23,000 and over 72,000 patient encounters per year. OHPA’s conversion to electronic records in early 2000 occurred as a result of the pursuit of excellence in patient care and the desire to use technology in a way that benefitted their patient population. OHPA established a cross functional work team to improve their practices in the areas of facilities, personnel, communication, technology and external influences. Noteworthy was chosen as the EMR vendor based on user friendliness and the similarity to a standard patient chart with tabs for files. The software was customized to the pediatric environment complete with patient growth charts. Windows was used as the operating system based on provider familiarity. Within four days OHPA had 100% compliance and use of their EMR system.The Future of HIP TN and HIE in TennesseeTennessee has received close to twelve million dollars in grant money from The State Health Information Exchange Cooperative Agreement Program.20 Regional Health Information Organizations (RHIO) need to be full scalable to allow hospitals to grow their systems without compromising integrity as they grow.21and the systems located in Nashville will play an integral role in this nationwide scaling with companies like HCA, CHS, Iasis, Lifepoint and Vanguard. The HIE will act as a data repository for all patients information that can be accessed from anywhere and contains a full history of the patients medical record, lab tests, physician network and medicine list. To entice providers to enroll in the statewide HIE tangible value to their practice has to be shown with better safer care. In a 2011 HIMSS editor’s report Richard Lang states that instead of a top down approach “A more practical idea may be for states to support local community HIE development first. Once established, these local networks can feed regional HIE’s and then connect to a central HIE/data repository backbone. States should use a portion of the stimulus funds to support local HIE development.”22 Mr. Lang also believes the primary care physician has to be the foundation for the entire system since they are the main point of contact for the patient.One piece of the puzzle often overlooked is the patient investment in a functional EHR. In order to bring together all the pieces of the HIE puzzle patients will need to play a more active role in their healthcare. Many patients do not know what medicines they take every day or whether they have a living will. Several versions of patient EHR’s like Memitech’s 911medical id card exist, but very few patients know or carry them.23 One way to combat this lack of awareness is to use the hospital as a catch-all and discharge each patient with a fully loaded USB card via case managers. This strategy also might lead to better compliance with post in patient therapies to reduce readmissions.The implementation of connecting qualified organizations began earlier this year. To fully support organizations to move toward qualification the Office of National Coordinator for HIE (ONC) has designated regional education centers (TN rec) who assist providers with educational initiatives in areas like HIT, ICD9 to ICD10 training and EMR transition. Qsource, a non-profit health consulting firm, has been chosen to oversee TNrec. To ensure sustainability it is critical that Tennessee build a network of private funding so that what happened with Carespark won’t happen to HIP TN. The eHealth Initiatives 2011Survey Report states that of the 196 HIE initiatives, 115 act independently of federal funding and of those independent HIE’s, break even through operational revenue. Some of these exchanges were in existence well before the American Recovery and Reinvestment Act in 2009. Startup funding from grants is only meant to get the car going so to speak, the sustainable fuel, as observed in the case of Carespark, has to come from value that can be monetized. KLAS research reports that 54% of public HIE’s were concerned about future sustainability while only 35% of private HIE’s shared this concern.Hospital Implications of HIP TN (A Call to Action)From a Financial perspective, taking our hospital into the future with EMR and an integrated statewide network has profound implications. In the short term the cost to find a vendor, establish EMR in and outpatient will be an expensive proposition. The transition will not be easy or finite and will involve constant evolution as HIP TN integrates with other state HIE’s. To get a realistic idea of the benefits and costs associated with health information integration. we can look to HealthInfoNet in Portland, ME, a statewide HIE that expects to save 37 million dollars in avoided services and 15 million in productivity reduction. Specific areas of savings include paper or fax costs $5 versus $0.25 electronically, virtual health record savings of $50 per referral, $26 saved per ED visit and $17.41 per patient/year due to redundant lab tests which amounts to $52 million for a population of 3 million patients. In Grand Junction Colorado Quality Health Network lowered their per capita Medicare spending to 24% below the national average, gaining recognition by President Obama in 2009. The Santa Cruz Health Information Exchange (SCHIE) with 600 doctors and two hospitals achieved sustainability in the first year of operation and uses a subscription fee for all the organizations who interact with them. In terms of government dollars available, meaningful use incentives exist to encourage hospitals to meet twenty of twenty five objectives in the first phase (2011-2012) and adopting and implement an approved EHR vendor. ARRA specified three ways for EHR to be utilized to obtain Medicare reimbursement. These include e-prescribing, health information exchange and submission of clinical quality measures. The objectives for phase two in 2013 will expand on this baseline. Implementation of EHR and Hospital HIE costs are usually charged by bed or by the number of physicians. Fees can range from $1500 for a smaller hospital up to $12,000 per month for a larger hospital.Perhaps the most compelling argument to building a functional Health Information Exchange is patient and community safety. The Healthbridge reduction in disease outbreak detection of 3-5 days is a perfect example of this safety benefit. Imagine the implications in the case of a rampant virus like avian or swine flu. The goal is to avoid a repeat of the 1918 influenza outbreak and ultimately save the lives of our most at risk. Rick Krohn of Healthsense makes the case for a socially responsible HIE that serves those who are chronically ill, uninsured and homeless. As the taxpayers ultimately bear the societal burden for our country’s healthcare coverage, the need to reduce redundancies, increase efficiency and provide healthcare worthy of the United States is imperative. Right now our healthcare is in the Critical Care Unit it’s time to stabilize it through operational excellence starting with our hospital. Let’s rebuild the Tower of Babel and enhance communication to provide our patients the healthcare they deserve!
15 Strategic Choices for Designing Your Global Supply Chain
In the 1990′s, and with the rise of the concept of Supply Chain Management, supply chains have gone global. This has largely been enabled through information technology (the subject of a separate article). Globalization has included suppliers in many different countries, setting up warehouses to serve global customers, creating transportation systems to move goods around the world and moving production facilities to best-cost countries. Examples of best cost countries are Germany and Japan for machinery, the USA for sophisticated hardware and software design, China for high labor content products and large heavy industry, Korea for ship building and large heavy industry, India for lower-value software design, France and Italy for fashion luxury goods, and others.Supply Chain researchers have documented 15 choices you make when designing a global supply chain; whether you do it explicitly or by default. This article will briefly explain these 15 choices to help you optimize your global supply chain (minimize cost and maximize customer service). The 15 choices are:
Consolidation
Postponement
Responsiveness
Lean-ness
Agility
Adaptability
Flexibility
Speed
Value Contribution
Core Competency
Differentiation
Collaboration
Hedging
Redundancy
Diversification
Consolidation is the combining of assets to take advantage of economies of scale. You can consolidate production facilities into larger facilities, warehouses into larger warehouses, shipments by using larger vehicles or ships, suppliers and even software systems by replacing multiple systems with one ERP package. Consolidation has negative aspects as well. Typically consolidation creates greater inventory, increases distance to customers and can reduce the ability to be responsive to customers’ needs.Postponement is a form of consolidation. HP made postponement famous by producing printers in a single facility worldwide, shipping to regional distribution centers and letting the DCs customize each printer by putting in the appropriate power supply and packaging. By postponing the final form of the product, a company can produce fewer stock keeping units (SKUs), and therefore take advantage of economies of scale in production. Shipping costs can be lower because products can be bulk packaged, getting more in a container. Postponement also reduces SKUs, reducing inventory investment. The reduction in inventory investment occurs, not because there are fewer SKUs to stock, because demand is still the final demand, but because the postponed SKU is essentially aggregating variation of the final customized product, which reduces the safety stock built into most inventory reorder point systems. Postponement is a great strategy if your product can be designed for this type of modular production. In other words, there is no downside to using the postponement strategy in your product development planning.Responsiveness, Lean-ness, Agility, Adaptability, Flexibility and Speed are all related, with subtle differences. Responsiveness is the ability to react to customer demands. This can be reacting to customer orders, changes in customer taste, or customizing products and services to meet specific customers’ needs. A responsive organization places a great value on customer service.Lean-ness is the strategy of reducing waste in all processes. Developed by Toyota, a Lean system designs processes that minimize inventory, wasted movement and waiting by customers.Agility is the ability to reconfigure your supply chain, changing suppliers, designs and production facilities as needed to meet customers changing requirements and demands.Adaptability is a cultural aspect of an organization and supply chain. Adaption allows a company to overcome challenges, such as disruption in the supply chain. A great example is the technology industry. Because of margin pressure, many basic components have consolidated down to one or two suppliers in the world; and these companies have consolidated production into one facility world-wide. Certain chipsets, hard drives, screens, capacitors, etcetera, have been consolidated to single facilities. When a cell phone chip fab in Mexico caught fire, some companies built in redundant back-up systems and were able to adapt. When there was flooding in Thailand and multiple hard drive plants were under water, some companies adapted by using different technologies (solid-state hard drives) in their products.Flexibility is closely related to Agility, but is often associated with volume changes. A flexible supply chain can increase or decrease output as needed because flexibility is designed into the process.Speed is self-explanatory. However, in global supply chain management it has overtaken economies of scale as a key differentiator. Michael Porter, in his seminal book, Competitive Strategy, considered economies of scale as a barrier that is hard for new entrants to overcome. But in today’s technology driven economy, fast companies can overcome economies of scale. As an example, Facebook changes its product (code) every day. New features are added, and those that are not working removed every day of the year (including weekends). Speed in supply chains values the ability to react fast and serve customers quickly over cost minimization.Value Contribution, Core Competency, Differentiation and Collaboration are related strategies. Value Contribution is the unique value that a firm adds to the supply chain. It is the reason that the firm is part of its supply chain. Value contribution often comes from the other strategic decisions. “Value” can be low cost production, flexible service or a core competency in design and engineering. As mentioned above, in a global supply chain there are many more choices of supply chain partners. These choices allow a firm to choose suppliers that add the most value.However, it also allows them to choose customers where the firm can add the greatest value. This may seem absurd… that a company can choose customers, but how many companies made a big bet on being part of Dell’s supply chain, not Apple’s? How many companies gave up on U.S. based car manufacturers in favor of Toyota/Honda/Nissan, only to see Ford and GM increase market share after the 2009 recession?Core competency is often considered the trade secrets of a company. This is what a company would not share with supply chain partners. From a global perspective, core competencies are often kept in the home country to prevent intellectual property theft.Differentiation is how you “differ” your firm from competitors and secure your place in the supply chain. Price, quality, service, design and technology are all potential differentiators.Collaboration is the degree to which you work with supply chain partners. Companies can collaborate by sharing production capacity to eliminate the need to build additional facilities. Supply chain partners often collaborate on new product development. Third party logistics providers (3PLs) use economies of scale in purchasing and handling logistics to reduce costs for their customers, who collaborate on logistical requirements and capabilities. Collaborative planning and forecasting is a process of different echelons of a supply chain setting a single forecast and all producing or purchasing to this forecast. Collaboration also requires trust. Companies that collaborate turn over sensitive data, such as demand forecasts, new product plans and internal process details.Hedging, Redundancy and Diversification are all ways to manage risk. Risk is the probability that an action will have a negative outcome.Hedging is often done with insurance and financial products. Companies can purchase insurance to hedge against a disaster or work-stoppage. They can also purchase financial products to offset a movement in commodity prices or currency values. By definition a hedge will always have a minimal cost, as most companies are offsetting the higher cost of the risk, with the price of the hedging instrument.Redundancy is building back-up capability in the supply chain. Redundancy can be in back-up power generation, which is necessary in many developing nations due to unreliable supply. A firm can have two suppliers, a primary and secondary, with the secondary being a back-up in case of a supply disruption with the primary supplier. Redundancy can be thought of as the opposite of consolidation.Diversification is a form of redundancy. However, it goes beyond redundant supply. Companies can diversify product offerings, to make sure that if a technology kills off one business, it supports another. A company can diversify the supply chains it belongs to, in case one focal-firm competitor becomes dominant. For many years suppliers to Toyota and Honda benefited versus suppliers to Ford and GM. However, now, suppliers to Hyundai are benefiting at the expense of Toyota and Honda. Companies that diversified customers and supply chains hedged against their focal firm losing business.
Supply Chain Strategy Alignment: What the C-Suite Needs to Know
Effective management of supply chains is indeed a daunting and challenging task. Arguably, the main goal of supply chain management lies at the core of making overall chain profitability a common goal for all partners across the chain. Executing this task involves a great deal of boundary-spanning interdependent and coordinated efforts.The scope of such efforts includes inter-functional as well as inter-firm cooperation. From an internal function standpoint, organizations can attain cooperation through coordinated efforts and commitment among the staff from all functional areas. However, In order to achieve such coordination, organizations must first learn how to overcome numerous obstacles that get in the way and that may or may not be within their direct control.Where should network constituents start their coordinating efforts? What approaches should be used? A good starting point is identifying and approaching individual internal organizational obstacles. Initiatives should be implemented to align organizational goals and strategies with those of the supply chain partners. To that end, traditional organizational behaviors, activities, and roles should be given a new orientation.Let’s start with sales staff. The sales function is a typical example of an organizational role that needs reorientation. But what exactly does it mean to give the sales function a new orientation? It simply means to evolve from a traditional to a contemporary approach.In the traditional sales function role, salespeople are trained to focus on pre-purchase activities such as obtaining orders and contracts and selling products. They are trained to manage transactions. Under this modus operandi, performance objectives and compensation packages influence salespeople to focus on short-term financial results. For the “supply-chain-untrained” executive, that’s the way sales people should be trained and incentivized, right? However, this traditional approach is completely counterproductive to supply chain management objectives and goals as I will discuss.Consider the case of sales representatives who receives a performance evaluation and quarterly bonus. Near the end of every evaluation period sales representatives will do their best to push sales to customers in order to increase period sales volume. This generalized practice increases inventory levels in the supply chain during the largest part of the following period. And, consequently increases total chain inventory costs and decreases overall supply chain profitability. This cycle will repeat period after period throughout the year thus contributing to the dreaded bullwhip effect. This is the most common example of the type of disconnect between supply chain goals and those of the sales force. In other words, under the traditional sales function view, salespeople get rewarded for doing the wrong thing.Unlike the traditional approach to sales, in the contemporary approach to the sales function, the contemporary sales person is viewed as a relationship manager. Under this framework, the most critical priority of the sales function is to build and maintain strong customer relationships. In their roles as relationship managers the scope of the sales person includes: coordinating andfacilitating the smooth flows of products, services and information, learning about customer requirements and creating solutions that generate value for supply chain partners. Under this approach, sales staff is knowledgeable about basic principles of inventory management and its associated costs and drivers.Under the traditional approach, the sales staff is focused exclusively on generating orders and securing contracts. The sales staff is more concerned with selling products rather than leveraging their companies as a strategic partner with customers. This approach is considered transactional-based or tactical. The contemporary approach on the contrary is more strategic in nature.The goal is to adopt a strategic approach by aligning the sales function with overall corporate supply chain strategy. Under the strategic approach sales executives implement initiatives to help the sales function create value for the supply chain and its partners. Sales managers drive the new approach by assuming new roles and becoming change agents. In this new approach, sales executives see the sales function from a relationship management perspective. The sales force is by all means well positioned to assume new roles such as implementing, coordinating, and facilitating supply chain management activities. In order to be successful in these new activities, salespeople need to develop expertise in logistics and supply chain management practices. Sales managers must of course re-engineer existing sales training programs to focus on the development of competencies that help salespeople understand supply chain partners logistics operations, systems and capabilities.Under this new orientation a redesign of performance objectives and compensation packages for both sales managers and sales force should also be implemented in order to achieve alignment with overall network strategies. Lack of alignment among performance measurement, compensation packages, and supply chain management goals could jeopardize the achievement of chain profitability.A similar disconnect occurs with the logistics function. Under the traditional approach, a logistics manager’s performance and compensation is directly linked to the reductions obtained in transportation costs. To enhance his performance, the transportation manager will strive to exploit economies of scales that result from pushing larger orders. As a result, the organization increases its inventory levels, which in turn compromises chain profitability. It is evident one more time that in order to achieve overall supply chain profitability or chain surplus, it is imperative to align performance and compensation measures with overall corporate supply chain strategy.Undeniably the roadway of change to evolve from a traditional to a contemporary approach is plagued with many bumps. Interestingly enough, in many instances those obstacles are found in the most valuable asset of any organization, its’ people. Change-resistant employees make it hard for the change agents to assume their new roles and responsibilities.For instance, personal perceptions create a psychological dynamic called a competing commitment. A competing commitment is an unacknowledged, internalized commitment that conflicts with expected performance standards and functional roles of change-resistant employees. Effective managers should learn how to help employees identify the conflicting assumptions that create the competing commitments hindering change and productivity. Doing so can create significant employee contributions to the organization.In the current era of supply chain management, organizations are more and more realizing the strategic value of overall coordination as the main value creation driver. In order to achieve coordination, organizational leaders across the board should be cognizant of the implications of disjointed functional strategies. Overcoming the internal and external impediments that get in the way of supply chain coordination requires change agents with clear understanding of organizational alignment and its impact in the bottom line.