Our Consultants

Frank Ripullo II
Founder & Managing Partner

fripullo@excelerantconsulting.com

Frank is a highly accomplished senior executive, C-suite officer, consultant and entrepreneur with more than 20 years’ experience in healthcare, medical devices, and cyber-security. His greatest strength is envisioning “the big picture” as well as being skilled in business analysis, strategic planning, new product commercialization and corporate accounts. With his extensive experience in business development, Frank’s “sweet spot” is companies in the $1M-$100M similar-sector that are seeking new markets, product strategy development, scaling and accelerated growth.

Prior to co-founding Excelerant Consulting with Nancy Kailas, Frank was Founder & Managing Partner of Essential Healthcare Management (EHM); overseeing client relationships and managing interactions with medical-product decision-makers at Integrated Delivery Networks [IDNs] and Group Purchasing Organizations [GPOs] to negotiate and secure new corporate contracts that facilitated revenue growth and profitability. He has also held positions in national accounts at Zimmer Biomet and ArjoHuntleigh Healthcare.

Frank earned a Bachelor of Science degree in Clinical Psychology at Central Michigan University; a Master’s in Clinical Psychology at Wayne State University; and an Executive Certificate in Entrepreneurial Studies & Entrepreneurship from The Wharton School, University of Pennsylvania.

Nancy Kailas
Founder & Managing Partner

nkailas@excelerantconsulting.com

Nancy is a 30-year veteran of the healthcare industry and has held leadership positions in business development, marketing, national accounts and consulting. With a keen business acumen and outstanding relationship-building skills, she creates competitive advantage by customizing services and solutions, empowering sales forces, and fostering customer intimacy. She excels at securing large contracts, structuring deals around relationships, and driving measurable results in Group Purchasing Organizations [GPOs], Regional Purchasing Coalitions (RPCs], Integrated Delivery Networks [IDNs] and government market sectors.

Nancy co-founded Excelerant Consulting with Frank Ripullo; pairing Frank’s visionary talents with her pragmatic, results-based approach to strategy, sales, marketing and management of client relationships. Like Frank, she has an extensive consulting background; together with their wide portfolio of service offerings, they develop innovative solutions that produce results for a variety of clients.

Prior to co-founding Excelerant Consulting, she founded Healthcare Supplier Solutions, a specialty healthcare consultancy. She was Vice President-Sales, Surgical Division, Mölnlycke Healthcare and spearheaded sales and clinical teams, and was instrumental in the organization’s realignment and optimization. She was also Vice President, Corporate Accounts at Mölnlycke and developed and executed contract strategies, solidified strategic alliances, and managed legal and financial obligations. Nancy also worked in various sales and marketing positions at American Hospital Supply, Baxter and Kraft Foods.

She earned a Bachelor of Science degree in Clinical Nutrition at Mount Mary College in Milwaukee.

Dave Finley
Managing Partner

finley@excelerantconsulting.com

Dave possesses an expert understanding of product commercialization from a sales standpoint. He is intimately familiar with the complexities and intricacies involved in working with Group Purchasing Organizations and Integrated Delivery Networks and has rich connections within all major GPOs and IDNs. He is highly respected in the healthcare industry and has a proven track record of developing go-to-market strategies that produce meaningful sales growth and profitability.

Dave previously spent 11 years as Vice President, Strategic Supplier Engagement at Premier, Inc. where he evolved the strategy and organization from an emphasis on supplier relations to comprehensive leadership of strategic contracting across all service lines. He was most recently Senior Vice President of Strategic Contracting, ZB Connect, supporting Zimmer Biomet and ZB Connect’s transformation to patient-centric solutions and technology. His team managed more than a half-billion dollars in business with 16 leading IDNs, including Advocate Aurora, Geisinger, Johns Hopkins, Kaiser, Ochsner and others.

Dave has extensive experience in specialty and medical-surgical distribution and manufacturing with supply-chain experience in high-tech, automotive and government defense. He previously led sales and corporate accounts teams at Tri-anim Health Services, Professional Hospitality Supply [now Medline] and Kimberly-Clark [now Halyard Health/O&M].

Dave earned his undergraduate degree from the W.P. Carey School of Business at Arizona State University.

Tom Coy
Partner

tcoy@excelerantconsulting.com

Tom brings decades of business-development leadership to the Excelerant team. He has worked with many of the nation’s Fortune 500 healthcare product manufacturers, and his market knowledge helps drive measurable results through GPO and IDN strategies, collaborative contract sales networks, and distribution contacts and how to penetrate niche healthcare markets.

He has worked with organizations that manufacture and market critical-care ventilators, anesthesia equipment and oxygenation and ventilation monitoring technologies, point-of-care blood gas analysis, infection-protection systems, wound prevention solutions, and interventional surgical devices. Tom has a deep understanding of the healthcare industry, as well as business-development strategies and tactics that accelerate growth and profits.

For five consecutive years at Puritan Bennett, he earned the President’s Award and was also an award-winning Region Business Manager in the Midwest at Nellcor. Tom served as Director of Corporate Accounts for Contrast Media Technologies at Mallinckrodt and doubled sales while Director of National Accounts at Covidien where he was later promoted to VP-Sales, Respiratory Therapy Equipment Solutions. At Masimo, he was Director of National Accounts assigned to Group Purchasing Organizations [GPOs] and Integrated Delivery Networks [IDNs].

Tom earned his Bachelor of Arts Degree in Political Science from Ohio Wesleyan University in Delaware, OH.

Tom Nolan
Partner

tnolan@excelerantconsulting.com

Tom is an accomplished Senior Account Executive with a solid track record of driving sales for small-and mid-size medical device companies and has vast distribution experience in acute and non-acute verticals. He has worked with start-ups to Fortune 500 companies, and founded his own consultancy that connected suppliers with corporate customer channels. Tom excels at driving sales share gains through insightful market analysis and contract structure tactics and has longstanding, trusting relationships with C-level executives at major Group Purchasing Organizations [GPOs] and Integrated Delivery Networks [IDNs].

Before joining Excelerant, Tom was Senior Vice President at Essential Healthcare Management (EHM); Vice President, Long-Term Care, GPO Market at McKesson Medical-Surgical; and Vice President, Health Systems, Cardinal Health. He was also President & Founder of Corporate Contracts, Inc. and Director, Corporate Sales at AMSCO International (now Steris Corporation). He is also experienced in cloud-based software solutions as well as disposable products and capital equipment supply.

Tom earned his Bachelor of Science in Political Science at Gannon University in Erie, PA,  and did post-graduate MBA studies at Incarnate Word University in San Antonio. He serves on the Board of Corporators, UPMC Hamot Health Organization, and holds a United States Coast Guard Captain’s License.

Michael L. Thatcher, Sr.
Partner

mthatcher@excelerantconsulting.com

Michael brings more than a quarter-century of executive leadership to Excelerant. He has an established record of success building and motivating high-achieving sales teams, and has led all aspects of business, including strategy development, establishment of sales goals, overseeing sales efforts, revenue growth and operational enhancements.

A collaborative and dynamic leader, Michael brings a solutions-focused, consultative approach to everything he does, including the establishment and nurturing of strategic partnerships, contract negotiation, structuring sales organizations, targeting strategically, disruptive technology product launches, and revenue growth.

His route to the healthcare industry is unique. Michael began his career in the automotive sector with Ford Motor Company, serving a multi-franchise enterprise as Sales Manager, Wholesale Manager, Pre-Owned Department Manager and Pre-Owned Operations Director. He was instrumental in growing the enterprise’s retail footprint, gross sales and bottom-line profit. Michael was also influential in the development, training and leadership of numerous high-performing sales teams, earning Ford’s Top-100 Dealer status for 13 consecutive years.

Michael used this success as a springboard to healthcare as a Regional Manager with a medical device start-up. In this role, he was responsible for developing strong customer relationships, driving contract sales and increasing market penetration. He later worked for Covidien [now Medtronic] as an Energy-Based Surgical Device Rep and Energy Specialist responsible for building trusted relationships with surgeons and hospital administrators.

Most recently, Michael served as National Sales Director for Advanced Procedures at Applied Medical. He completely restructured a multi-functional team of AP Managers and Sales Specialists, and oversaw the U.S. launch of the company’s flagship product, including the achievement of revenue-growth and market-penetration goals. At Applied Medical, he led the strategic targeting of Integrated Delivery Networks [IDNs] and Group Purchasing Organizations [GPOs] to successfully secure contracts in many of the largest U.S. hospital systems and healthcare networks.

Michael earned his Bachelor’s Degree in Criminal Justice at the University of Florida and was also a defensive tackle on the school’s football team. He currently resides in Tampa with his wife, Monica. The couple has three adult sons.

Bill Stewart
Partner

bstewart@excelerantconsulting.com

Bill has broad and longtime experience working in medical devices, having held positions in sales, marketing, and national accounts. He has led pricing strategy for an organization, including contract negotiation with national and regional Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs). He also has extensive experience developing relationships with senior leaders at health systems. 

Before joining the Excelerant team, Bill spent 20+ years at Johnson & Johnson in a variety of roles. He started as a spine sales representative and ultimately became an Area Vice President with responsibility for spine business in the southeastern United States. He then became the Associate Vice President of Strategic Accounts and Contracting where he led pricing strategy and developed a national accounts team. He subsequently became an Area Vice President for Franchise Accounts, managing spine, joint reconstruction, trauma, and sports medicine pricing for the southeastern United States. Finally, Bill served as the Area Vice President, Value Based Purchasing, where he worked in areas in which reimbursement was disrupting care such as migration to outpatient and bundled pay. 

Prior to Johnson & Johnson, Bill served five years in the U.S. Army. The bulk of his time was spent as an infantry leader in the 82nd Airborne Division. During his service, Bill earned the Ranger Tab, the Expert Infantryman Badge, and Jumpmaster qualification. 

Bill has expertise in orthopedics, particularly in spine and joint reconstruction. He has a deep understanding of reimbursement and value-based incentives, which helps him connect with economic buyers. He relies on his experience to develop value propositions that appeal to purchasers – particularly in large GPOs and IDNs.

Bill earned a Bachelor of Arts in Honors History from Georgetown University and an MBA from the Fuqua School of Business at Duke University. He is a Fellow of the Advisory Board Company.

Jose “Joe” L. Mir
Partner

jmir@excelerantconsulting.com

Joe brings to Excelerant 25+ years’ experience working in medical devices, with positions in sales, marketing, international business, and national accounts. He has negotiated and executed several contracts with regional GPOs and IDNs throughout the country. He has extensive experience developing relationships with senior leaders and key clinical personnel at health systems.

Prior to joining the Excelerant team, Joe served 24 years at Johnson & Johnson in a variety of roles. He started as an orthopedic sales representative in Florida and after two years was promoted to Western Regional Sales Manager for the U.S. West Coast, where he won consecutive Regional Manager of the Year awards. Joe then moved into a marketing role for Ethicon, a division of Johnson & Johnson, in Latin America; he became the Director of Marketing for Latin America, where he was recognized in the Johnson & Johnson Annual Report for launching new technologies in developing countries.

Joe returned to corporate/strategic accounts in spine, orthopedics, trauma, and sports medicine as one of five people selected nationally to negotiate innovative contracting for all DePuy franchises in the Southeast ($1 billion business). As Director of Strategic Accounts, he led the first signing of a major orthopedic service line contract for DePuy Synthes.

Joe earned a Bachelor of Business Administration degree from the University of Miami in Florida and has a Healthcare Certificate from the Wharton School of Business. He is a Board Member at Friends of South Florida Autism, which serves the children who are most severely affected with autism. 

Darby Thompson
Partner

dthompson@excelerantconsulting.com

Darby is an executive leader with nearly 30 years of sales and operational experience in healthcare. He is an expert in navigating the complexities of bringing products and services to market through Group Purchasing Organization [GPO], distributor, and Integrated Delivery Network [IDN] channels. He specializes in delivering provider value and has a proven track record of creating competitive advantages that result in sales growth, GPO and IDN contract awards, access to distribution, and engagement with key influencers and decision makers. Darby’s broad understanding of operations, the logistics channel, combined with his team management and extensive relationships in the industry, eliminates costly mistakes and delays in bringing products and services to market.  

Prior to joining to Excelerant, Darby provided consulting services to healthcare manufacturing, service, and distribution. He has managed national accounts, medical surgical distribution, and key accounts for Owens & Minor Distribution, DeRoyal Industries, and Avadim Healthcare. He also managed sales for DeRoyal.  

Darby earned his undergraduate degree from the College of Business and Economics at University of Wisconsin – Whitewater.

Lowell Church
Partner

lchurch@excelerantconsulting.com

Lowell is a highly creative and adaptive executive with extensive senior-level experience in Integrated Delivery Networks [IDN], a proven track record of exceptional success, and an informed perspective from the provider side of healthcare versus the supplier side.

He has a comprehensive understanding of supply chain from raw goods sourcing to manufacturing, distribution, Group Purchasing Organizations [GPO], provider operations, and the end use of products in patient care delivery. Lowell also understands the complexities and intricacies involved when working with GPOs, IDNs, and distribution. Well-known and highly respected in the healthcare industry, Lowell is known for driving cost-savings, growing new programs, and developing creative solutions to complex problems.

He spent the past two decades as Vice President of Supply Chain for a large, west coast IDN system where he managed Procure-to-Pay [P2P] services, including sourcing, procurement, supply chain, value analysis, data analytics, and accounts payable. Additionally, he oversaw biomedical clinical engineering.

Known as a creative thinker who delivers simple solutions to complex challenges, Lowell’s unique affiliate program in his previous position with the IDN system added 96 acute-care hospitals and 2,300 non-acute delivery systems that generated $110 million in net revenue over 10 years. 

Lowell has also served as a registered Central Supply Technician and Nursing Home Administrator and was involved in design and construction of two major hospitals [focusing on supply chain, operating room, and obstetrics].

Lowell spent 18 years on the Premier, Inc. GPO Strategic Advisory Committee, gaining an extensive understanding of GPOs while establishing trusted relationships with supply chain executives at major healthcare IDNs. His board experience includes: Premier Strategic Advisory Committee, Global Health Exchange Advisory Board and Cardinal Health Advisory Board.

He earned both his undergraduate degree in Accounting and MBA from Andrews University School of Business. 

John Donohue
Partner

jdonohue@excelerantconsulting.com

John is a key member of Excelerant’s skilled team of experienced consultants. With more than 25 years’ experience developing and leading all aspects of business development, John helped propel a $12 million medical device company to more than $600 million over a period of 24 years, positioning the enterprise as a power player in a highly competitive market.

John has a lengthy track record of success stimulating and accelerating revenue growth in diverse, rapidly evolving global environments in medical device. He is particularly adept at developing comprehensive strategies for market penetration, the development of long-term strategic partnerships, and growing the customer base.

Most recently, John was at Applied Medical where he last served as General Manager, Specialty Teams, responsible for the health and growth of cross-functional Specialty Sales, as well as overseeing the national Advanced Procedural Clinical Education, and GPO teams. He was accountable for all sales performance, achieving sales and profit goals, and the alignment of objectives supporting overall business strategy.

In his previous role as General Manager, National at Applied Medical, John was responsible for setting and achieving all sales goals and helping to drive the organization towards profit, growth and revenue targets. He also served as Applied Medical’s General Manager, Southeast, and Vice President, Southeast. John also successfully built and managed the National Account team and the National GPO teams, and was responsible for the teams’ strategy, recruitment and compensation.

He excels in solutions-selling, developing strategic partnerships, contract negotiation, revenue growth and expansion, and product launches.

John earned his B.A. in Communications from Valdosta State University. He lives in the Atlanta area with his wife, Sherry, and daughter, Dylan. John is passionate about helping develop people in both his personal and professional life.  

Barbara Strain Healthcare Value Consultant

Barbara’s expertise lies in value analysis processes, contract negotiation, conversion planning, supply chain operations, and fostering mutually beneficial relationships with physicians. She brings a patient-centric, clinically based perspective to traditional healthcare products and services but also specializes in new and innovative technology review [at varying stages of development].

Barbara helps suppliers and providers present value propositions to healthcare organizations, ultimately enabling all parties to achieve their strategic goals.

Prior to working as a Consultant, Barbara spent 22 years as Director of Value Management for the University of Virginia Health System. She led the Value Management Program, which brought together executive leadership, physicians, clinicians and suppliers across the care continuum to provide an infrastructure to standardize product selection and reduce practice variation. Barbara was also responsible for Supply Chain Operations, Surgical Supply, Equipment Distribution, Linen Services, and management of Clinical Microbiology Operations.

Barbara is a Certified Value-Analysis Healthcare Professional, speaks nationally on a variety of healthcare-related topics, and has published numerous articles addressing healthcare value management, supply chain, disruptive technology and clinical microbiology.

She earned her undergraduate degree in Biology from California State University-East Bay and her Master’s in Microbiology from California State University-Fresno. Barbara lives in Charlottesville, VA.

Leonard Nall
Partner, Federal Accounts Contract and Sales Specialist

lnall@excelerantconsulting.com

Leonard has 25+ years’ success directing large corporate government account sales departments. He has mastered government sales and contracting by interacting directly with federal customers at all levels. He has sold over a half billion dollars in products and services. His strength is in communicating his government knowledge to company leadership and sales teams. He serves as a Co-Chair on the Med Surgical Committee for the Coalition for Government Procurement, which gives him direct access to VA & DOD leaders.

Leonard has developed close relationships with the brightest, most experienced government minds in the medical device industry. He has firsthand sales and contracting experience in radiology, cardiology, anesthesia, prosthetics and implants, operating room products and surgical disposables, central supply, sterile processing, biomedical engineering, emergency room, intensive care unit, and logistics and contracting.

Prior to joining the Excelerant team, Leonard served as the National Government Accounts Manager at Terumo Medical Corporation for nine years. He led government sales growth to an estimated 350 percent associated with products in radiology, cardiology, urology, vascular surgery, prosthetic implants, O.R., and logistics. While at Terumo, Leonard managed the FSS Contract, Military Medical Center’s DAPA Contract, VA Med Surgical Prime Vendor Agreement, and partnerships with service-disabled-veteran-owned small businesses. He created and led relationships with four VA prime vendor government medical distributors.

Earlier, Leonard was Senior Government Accounts Director for Getinge AB, a global leader in healthcare infection control, in which role he re-created Getinge’s Government Accounts Department. For 12 years, Leonard worked as the Government Accounts Manager at GE Healthcare, where he launched GE’s Government Service Sales Division within Government Accounts and grew a $170M yearly portfolio, managed GE Radiology service contracts, and led expansion of GE’s radiology product lines, including X-ray, CT, MRI, and ultrasound, to the federal government. Leonard has also held senior sales and marketing roles at the Agfa Division of Bayer, Allergan, and Johnson & Johnson.

Leonard is a graduate of the GE Healthcare Education Institute and is a Six Sigma green belt.