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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