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4 pillars of Medtronic Hospital Solution

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Leading the change as an opportunity
Sustainability in the Health Care Systems
Pressure on budgets
Increased expectations
•Economic crisis impacts
health care & hospital
management
•From patients to get
best care
•Budgets closely
monitored
by government / payer
•Evaluate current system
& find new ways to attract
resources
Economic
sustainability & cost
management
•From Medical professionals
to get access to latest treatment
options & develop of personal career
•Government & Public monitor
quality of care
Increasing
health demand
& need for
quality of care
Partnership to ensure sustainability of the
Health Care Systems, Medtronic Hospital
Solutions: a new paradigm to change the future
Giovanni Sabatini
Market Development Manager
MHS Italia
Challenges of complexity
• Linear cuts – loss of control
• Fight for price & increase of
negotiations
• Partnership to build long term
sustainability
• Tailored purchasing solutions
• Centralized purchasing
systems
• Technology
Solutions
• Loss on quality of care
• Processes reengineering
• Uneven access to premium
therapies
• Excellence and efficiency to
manage costs
Full Package
4 pillars of Medtronic Hospital Solution
Quality &
Efficiency
Funding
Optimization
Capable
Organization
Growth &
Access
Solutions to
sustain
improvement in
quality and
boost
efficiencies
Solutions for
affordable
access to latest
technologies
and treatment
options
Solutions to
enable change
and
sustain
performance
Solutions to
improve
existing service
lines and
develop
new ones
Why Medtronic?
We are the global leader in medical technology
45,000+
9,000+
2,060+
Employees, making us
the largest global medical
technology company
Scientists and
engineers around the
world
FY12 patents awarded,
bring our total worldwide
to more than 23,000
$16.2B
~45%
FY12 global sales from
continuing operations
which generate $3.9B in
free cash flow*
Sales from international
markets, representing
more than 120 countries
Most of all Medtronic DNA is
“INNOVATION”
We are a diverse business with one focus:
Chronic Disease
Diabetes
Spine &
Biologics
Surgical
Technologies
CardioVascular
Neuromodulation
CRDM
Our experience at your finghertips
Centres that Medtronic work with across Europe are both Public and Private
Implement Lean Sigma academy and build
hospital foundation for continuous improvement
Develop and implement patient experience
program and associated tools
Optimize patient flow, workforce and
theatre utilization
Drive IT enablement
Optimise CathLab operations
Optimise outpatient clinic & E.R.
Optimize hospital supply chain
Turn key installation and co-source
management of CathLab
Develop and implement Care Pathway optimization for:
Heart Failure / Drug refractory / Hypertension / Back pain /
Diabetes / Syncope / Aortic Valve replacement /
Renal denervation / Device follow up
Medtronic Hospital Solutions:
our solutions already in 50 hospitals in Europe
Concerns regarding Partnership with
industry
Dependency &
Exclusivity
Regulation
& Legal
Partnership
cannot limit
hospital need to
work with other
suppliers and
restrain clinicians
freedom of
choice
Procurement
laws and hospital
policies make
instalment of
partnership
complex
Transparency
Sustained
Value
Transparency
and aligned
incentives
required to
address “hidden
agenda”
concerns
Mechanisms
required to
ensure sustained
“best value for
money” and
pricing
competitiveness
European Market Research 2012 ; 59 C-suite members in 34 hospitals
There’s a difference between a
preferred supplier and a partner
Supplier
Medtronic Hospital Solution in practice
Customized Solution
Tailored to Providers’ Needs
• Infrastructure design
and turnkey
installation services
• Best practice
process and
operating models
• IT enablement
solutions
• Operational
excellence and
change mgmt
consulting services
• Equipment as an
operational expense
• CathLab mgmt
staffing solutions
• Patient Access
consulting services
• Device rebates tied
to multiyear contract
across CVG portfolio
• Equipment mgmt
services
• Referral mgmt
services
• Material mgmt
services
• Marketing and
communication
services
• Underwritten
efficiency savings
• Fee-per-procedure
model
• Training and people
development
solutions
• Benchmarking
network
• Therapy/service
development
solutions
Process Excellence/Lean Sigma
Cos’è il Lean Sigma?
Il Lean Sigma è una metodologia nata nella produzione industriale che attraverso specifici strumenti consente il
miglioramento delle prestazioni e l’ottimizzazione delle risorse utilizzate, grazie alla riduzione di sprechi e
variazioni non desiderate nei processi
Cos’è il perché applicarlo in ospedale
Numerose esperienze hanno dimostrato che il Lean Sigma consente di ottenere ottimi risultati in ambito
sanitario, ottimizzando l’utilizzo delle risorse e di conseguenza le prestazione sanitarie erogate, grazie alla
flessibilità intrinseca del metodo e alla centralità della qualità dell’approccio.
Qual è l’esperienza di Medtronic?
•15+ Anni di esperienza
•1 struttura di training interna
•Applicazione su produzione, servizi e fornitori
•Rete Internazionale
•300+ Esperti (Black Belt e Master Black Belt)
•Dal 2010 in Europa:
100+ progetti su strutture sanitarie
Come garantisco la sostenibilità del cambiamento nel
tempo?
Il personale dell’ospedale sarà pienamente coinvolto nei progetti di ottimizzazione
diventando parte attiva del cambiamento. Inoltre training e formazione renderanno la
struttura di gestire il cambiamento nel tempo.
Process Excellence/KPI & Benchmark
Development
potential
assesment
Development
inititives
prioritization
Best Practice
sharing
Lab managed services
Fee per
procedure
Third part
products
Fee per procedure including infrastructures products and
services
Optimized logistics
Care Pathway Management
Lean Sigma approach
Current situation
mapping & gap
analysis
Design the
optimized
pathway and
rationalize
useless costs
execution
Patient Access Solutions
•Consultancy to assess Patient access barriers
•Referral network management and development
•Hi Tech solution
Long term
sustainability
Key takeaways
1. Drive the change to create an opportunity: introduce flexibility
and refocus on care pathway
2. Medtronic know-how in Lean Sigma consultancy + Hospital
strengths areas to develop excellence and generate costs
government
3. Top in class infrastructure in cath-labs and fee-per-procedure
technology supply to ensure the physician choice in the best
patient care pathway and cost containment
4. Long term sustainability and growth with care pathway
management
5. Medtronic Hospital Solution, being part of the solution and not
source of the problem
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