1 / 27

Welcome

Smart Ideas. Solution Based. Welcome. Working for You. Healthcare Market. Recap 2004 – Plan 2005 Market Share GTM Segmentation Business Issues GPO Updates Design Issues AAHID Success Stories. Recap 2004. Incoming - Record year

gigi
Download Presentation

Welcome

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Smart Ideas. Solution Based. Welcome Working for You.

  2. Healthcare Market • Recap 2004 – Plan 2005 • Market Share • GTM Segmentation • Business Issues • GPO Updates • Design Issues • AAHID • Success Stories

  3. Recap 2004 Incoming - Record year - $27.4M - 93% of plan - 17% growth over 2003 Shipments – Record year - $25M – 85% of plan - 6% growth over 2003

  4. Region 1 Recap District PlanActual% of Plan Corbett 1.4 1.9 142.0% NY 1.5 1.3 87.0% Maloney 0.8 0.6 66.0% Hinman 1.9 1.0 51.0% Corb (NY) 0.3 0.2 53.0% Strack 0.8 1.0 125.0% Rier 0.5 1.0 206.0% Al/TN 0.9 1.2 141.0% N FL 0.7 0.7 103.0% S FL 0.4 0.5 111.0% Total 9.4 9.4 100.0%

  5. Region 2 Recap District PlanActual% of Plan Neid/Mah 2.6 3.5 134.0% Fairburn 2.2 2.0 93.0% Binford 0.7 1.2 169.0% Kashwer 0.3 0.0 5.0% St. Germain 0.8 1.2 147.0% Thomason 1.4 1.0 74.0% Turner 1.2 1.2 103.0% Lowe 1.2 0.6 47.0% Jones 0.8 1.2 150.0% Healy 1.0 1.5 145.0% Sliger 1.0 0.5 52.0% Total 13.2 13.9 106.0%

  6. Region 3 Recap DistrictPlanActual% of Plan Arnold 1.0 0.5 53.0% Zimmerman 1.5 0.7 49.0% Frantz 1.8 1.4 82.0% Matusow 0.7 0.1 20.0% Canter 1.4 0.8 59.0% Total 6.3 3.6 58.0%

  7. Top Selling Products Incoming • Perth $2.5M • Flex $2.3M • Daybed $2.2M • Briar $1.6M • Versa $1.5M • Engage $1.4M

  8. Market Share • Herman Miller • Hill-Rom • Steelcase • Nemschoff • HON • KI

  9. Contract Magazine KI ranked #2 in Healthcare Furniture • Nemschoff • KI • Brayton • Kimball • Herman Miller • Wieland • Brandrud • Steelcase • Hill-Rom • Softcare

  10. Plan 2005 • $26.9M • 8.0% growth over 2004 • Market Segmentation • Continued Curriculum • NeoCon • Healthcare Symposium • Healthcare Design • GPO Conferences • AAHID

  11. Market Segmentation • Focus on Tier 1 and Tier 2 • Leverage KI strength in education market and existing relationships • Identify GPO – emphasis on Novation and MedAssets • Key growth states – CA, CO, TX, FL, VA, GA

  12. Business Issues Top 3 Issues Facing Hospital CEO’s • Financial challenges – “Biggest worry is the budget!” • Uninsured – 45 Million (16%) • Workforce shortage Source: American College of Healthcare Executives

  13. Financial Challenges • Supply Chain • One Source • GTM – client’s choice • Standardization • Knowledge and commitment • GPO

  14. Capital Expenditure • Hospital CFO’s - increase capital spending average of 14% per year over the next 5 years • Emphasis on technology • 8 out 10 projects involve expanding capacity • Increase ED capacity 51% • Increase OR capacity 50% • Add specialty units 38% • Increase lab capacity 35% • Increase bed capacity 35% • Add new outpatient center 35% • Expand outpatient facilities 34% • Build a new hospital 23% Source: Healthcare Financial Management and Price Waterhouse Coopers.

  15. Construction Outlook 2005 - $26.3 billion – 5.2% increase 2006 – $27.9 billion – 6.0% increase 2007 - $29.9 billion - 7.2% increase 2008 - $31.7 billion – 6.0% increase 2009 - $33.4 billion – 5.4% increase 2010 - $35.1 billion – 5.1% increase Source: Centers for Medicare and Medicaid

  16. GPO Updates • Novation and MedAssets – market against Nemschoff (Lifetime warranty) • Premier – RFP Q1 • Broadlane – new contract

  17. Design Issues • Private Room – Acuity Adaptable – Point of Care – Patient/Family Centered • Bariatrics • Paperless/Wireless • Healthcare Practitioners • Females of household key decision makers for healthcare • Design catering to the “boomer” mindset • Emphasis on education • Luxury Units • Infection Control (Cyrpton/Gore)

  18. Bariatrics • CDC estimates 65% of American adults are overweight. BMI > 25 • 31% are obese. BMI > 30 • 15% of children are overweight • BMI = (Weight lbs./ (ht inches) (ht. Inches)) x 703 • Nurses Health Study – 60% of nurses overweight • 10% lobby • 20% in Cardiac units • Solutions: AGI and KI Heroic

  19. Private Room • 2001 Guidelines for Design and Construction of Hospital and Healthcare Facilities (New edition 2006) • Patient preference – privacy • Reduced noise, ambarrassment • Improved quality of sleep • Opportunity for family members to stay and participate in the healing process • Reduced rate of medical errors, falls • Infection control

  20. AAHID • American Academy of Healthcare Interior Designers • Houston-based nonprofit – July 2004 • Vision – Certification Board of choice in assessing and qualifying the knowledge, skills and abilities of healthcare interior designers • Specialists in field of healthcare design. • NCIDQ support • Advisory Council • 50 founding members – April 2005 • www.aahid.org

  21. Success Stories • Karla Boles – Baylor University Medical Center • Dayla Nelligan – Inova Health System • Deb Morris – Lakeland Regional Medical Center • Susan Binford – St. Francis Hospital and Health Centers • JJ Reis – William Beaumont Hospital

  22. Karla Boles • Baylor University Medical Center • Tier 1 – 948 beds • $700K • Timeline: 1 year • A&D: In-house • Fulfillment: Dealer • GPO: Novation • Competiton: Hill-Rom, Carolina, Brandrud • Decision Criteria: Aesthetics, design, function

  23. Dayla Nelligan • Inova Health System • Tier 1 – 820 beds • $700K • Timeline: 2 years • A&D: Wilmot Sans • Fulfillment: Dealer • Competition: Herman Miller, David Edwards, Hill-Rom, Carolina, Nemschoff, Brandrud • Products: AGI/KI • GPO: MedAssets • Decision Criteria: Family of products, ease of maintenance, field replacability

  24. Deb Morris • Lakeland Regional Medical Center • Tier 1 – 655 beds • $500K • Briar patient room • Timeline: 1 year • A&D – HML Design • Fulfillment: Direct through DR • Competition: Carolina and Stryker • GPO: Novation • Decision Criteria: Function, Design, Finish and Family of Product

  25. Susan Binford • St. Francis Hospital and Health Center • Tier 1 – 434 beds • $600K • Timeline: 2 years • A&D Firm: Lohr Design • Fulfillment: Direct through DR • Product: AGI and KI • Competiton: None • Decision Criteria: Relationship, Budget

  26. JJ Reis • William Beaumont Hospital • Tier 1 – 967 beds • $500K • Timeline: 2 years • Product: Sleepchair –special Perth arm • Competition: Brayton, Patrician, Wieland • Fulfillment: Dealer • Decision Criteria: function, price, customization

  27. Thank You WORKING FOR YOU

More Related