When HealthTrust opened its global sourcing office in Shanghai, China, in July 2010, it wasn’t just about establishing a physical presence overseas—it was about redefining how healthcare sourcing could work on a global scale. Fifteen years later, that bold move has paid off, delivering ongoing value to providers through deeper market insights, strategic supplier partnerships and a supply chain that starts with understanding, not just negotiation.
“Our Global Sourcing Office in China was never about buying and selling, it was about leveling the playing field,” says Roz Holloway, HealthTrust Vice President of Global Sourcing, who lived and worked in the Shanghai office from 2010 to 2013. “Most of the healthcare products our members use every day originate from Asia. If we wanted to bring real competition to the table and advocate effectively for hospitals, we needed to be closer to the source.”
In the beginning…
The early concept took shape sourcing products and creating new options for categories where pricing needed disruption. Over time, the office grew into a valuable strategic sourcing organization—with the ability to analyze raw materials, track commodity impacts and understand the entire production pipeline—from Southeast Asia to Latin America.
What emerged was a sourcing center unlike any other with a team who could break through industry norms and offer a different kind of conversation with manufacturers. “We weren’t a traditional GPO,” Holloway explains. “When we walked into a supplier meeting, we weren’t promising volume. We were offering something more valuable: insights into the U.S. healthcare market and a long-term opportunity to grow sustainably.”
That message resonated with forward-thinking manufacturers. Many have since launched their own brands in the U.S. market. Others simply gained a better understanding of the market, helping build a healthier and more competitive sourcing environment for all.
“We wanted to be a landing spot for innovation,” says Jenny Lu, Vice President of Asia Sourcing, who has led the Shanghai office since its inception. “If a company had a smart idea but didn’t know how to bring it to the U.S., they came to us. We helped them to shape, develop and sometimes even launch it.”
Remaining relevant
That collaborative spirit has never wavered. The Global Sourcing team, now nine strong, many of whom have been with HealthTrust since the earliest days, has stayed true to the mission through every market shift, including the most turbulent time in recent history: the COVID-19 pandemic.
“I still get emotional thinking about it,” Holloway recalls. “The moment the team realized something serious was happening, they thought of us. They made a list of what we needed to stock up on and sent it immediately. That’s what it means to understand the mission.”
Sequestered in their homes during citywide lockdowns before the pandemic had reached the U.S., the Global Sourcing team didn’t sit still. They continued tracking critical supplies, alerted leadership to impending shortages and even leveraged their sourcing expertise to organize food group buys to support their local community.
“I’ll never forget the early days of COVID when Shanghai went into lockdown,” recalls Lu. “HealthTrust made sure we were taken care of by delivering food to our homes and supporting us when we needed it most. We all felt incredibly proud to be part of the HealthTrust team.”
Making an impact
Over the years, the Global Sourcing team has contributed to many significant wins. They’ve helped navigate tariffs, stockouts and manufacturing shifts. They’ve also extended their expertise into pharmaceutical sourcing, tracking active pharmaceutical ingredients (APIs) and starting materials with precision and insight. Their work helped shape HealthTrust’s internal commodity tracker, giving the organization unparalleled visibility into cost drivers across the globe.
“We might not always have the capability,” Holloway says, “but we’ve always had the courage. And that’s what’s kept us ahead of the curve for 15 years.”
Looking ahead, the Global Sourcing office remains a cornerstone of HealthTrust’s value to members, not only as a sourcing partner but as a trusted expert in a complex, evolving marketplace. As supply chains stretch, markets shift and innovation continues to emerge from every corner of the world, the Shanghai team’s expertise is more relevant than ever.
It creates a better, smarter and more resilient healthcare supply chain. And at the end of the day, that means better care for patients.
After 15 years, the vision that started with a handful of team members and a big idea has grown into something transformative. Not just for HealthTrust but for the hospitals, clinicians and patients who ultimately benefit. And, that’s a legacy worth celebrating.
Share Email Global sourcing, International strategy, Q3 2025, Supplier engagement
