5 doomed meddevice strategies in 2012
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© TIGI 2012 All rights reserved 5 Medical Device Strategies Doomed to Fail in 2012 Presented by Gunter Wessels, Ph.D., MBA [email protected] @gunterwessels on twitter Partner, TIGI February 29, 2012 MedDevice Group
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Webinar slides for "The 5 MedDevice Strategies Doomed to Fail in 2012" presented by Gunter Wessels, Ph.D. MBA of TIGI on 2-29-12TRANSCRIPT
- 1. 5 Medical Device Strategies Doomed to Fail in 2012 Presented by Gunter Wessels, Ph.D., MBA [email protected] @gunterwessels on twitter Partner, TIGI February 29, 2012 MedDevice Group TIGI 2012 All rights reserved
- 2. Failure Defined Sluggish growth Market share decline Price/margin erosion Commoditization Diminished profitability TIGI 2012 All rights reserved
- 3. The Big 51. Pricing Confidentiality Agreements2. Additional Salespeople3. Geographic Market Assignment4. Appeal to Physician Preference5. Feature-Advantage-Benefit Sales and Marketing TIGI 2012 All rights reserved
- 4. 1. Pricing Confidentiality Agreements Price Benchmarking Group Purchasing Organizations TIGI 2012 All rights reserved
- 5. Competing in Healthcare in 2012 Maximize Offset Minimize TIGI 2012 All rights reserved
- 6. 1. Pricing Confidentiality AgreementsPrice Benchmarking Group Purchasing Organizations Consulting Organizations Federal Supply Schedule TIGI 2012 All rights reserved
- 7. 1. Pricing Confidentiality AgreementsREMEDY: Controlled Pricing Policy Justified Product/Service Variants Specified GPO Agreements At-Risk Contracts TIGI 2012 All rights reserved
- 8. 2. Additional Salespeople Market Consolidation Mergers & Acquisitions TIGI 2012 All rights reserved
- 9. U.S. Healthcare Spending $2.5 Trillion in 2009 and 2011 Investment $156B Public Health $77B Administration $163B Hospital Care $759BDurable Medical Equipment $78B Home Healthcare $68BNursing Care Facilities $137B Rx Drugs $250B Dental & Other Care $292B Physician & Clinical Services $506B TIGI 2012 All rights reserved
- 10. Persistent Downward TrendNumber of Beds and Beds per 1,000 population TIGI 2012 All rights reserved
- 11. AHA Hospital Market 5795 Registered Hospitals in 2009 TIGI 2012 All rights reserved
- 12. Systemization in Acute CareNumber of U.S. Hospitals in Health Systems TIGI 2012 All rights reserved
- 13. 3. Geographic Market Segmentation TIGI 2012 All rights reserved
- 14. 3. Geographic Market Segmentation Centralized vs. Local Control CMS rule draft favors centralized control Opposed by MD and RN groups; Favored by AHA and FACHE TIGI 2012 All rights reserved
- 15. Medicare Hospital Market 4660 Medicare Providers in 2009 Critical Access Hospitals Large Urban 1290 Facilities 1310 Facilities 3.8% of Discharges 45% of Discharges Rural >50 Beds 153 Facilities2% of Discharges Rural