Post on 11-Jan-2016
RRHA/JVC– Seagate AllianceAugust 6th, 2015
Michael Carni – Senior Account Manager
Ross McCune – Director National Accounts
Brian Slusaw – Region Manager
Jeannette Podlogar – Clinical Support Manager
Agenda
2
• McKesson Overview
• McKesson Distribution
• Value Added Services/Technology
• Clinical Support and Offerings
• Summary Review / Partnership Scorecard
• Q&A
(c)2015 McKesson Medical-Surgical - Confidential & Proprietary
1 As of December 2, 2014; 2 Approximates reported revenues of McKesson and Celesio AG for the twelve months ended September 30, 2014, stated USD”
McKesson At-a-GlanceDriving Better Health for Over 180 Years
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Founded in
1833
85,000Employees1
Worldwide
2CoreSegment
s
DistributionSolutions
TechnologySolutions
>$170BCombined Revenues
20Countries1
Operates in Over
>12KOwned or Banner
Pharmacies1
Serves Pharmacies and Hospitals Globally Daily1
120K2
The McKesson Medical-Surgical FootprintDistributing over 180,000 products to over 200,000 customers in the alternate site market
Primary Care Long Term Care Home Care Lab PCS - Medimart
• 200,000 Customers
• 1,452 Sales Professionals
• #1 in Surgery Centers
• #1 in Retail Clinics• Proprietary
Customer & SalesAutomation Tools
• Targeted Marketingby Specialty
• 7,700+ Customers• 160+ Sales
Professionals• #1 in LTC Market• Proprietary
Customer Automation Tools
• 4,600+ Home Health Agencies & Home Medical Equipment providers
• #1 in HC Market• 80+ Sales
Professionals• Proprietary
Customer Automation Tools
• 100,000+ Customers.
• Hundred of specialty reps.
• Educated teams for customized programs.
• 1900+ Payer Contracts.
• Competitive Bid winner
• Award winning call center
• #1 WC billing business.
• HC & LTC benefits.
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Long-Term Relationships with Global Leaders in Healthcare
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Vanderbilt University Medical CenterVanderbilt University Medical CenterVanderbilt University Medical CenterVanderbilt University Medical Center
Retail Pharmacy
Health Systems
Primary and Alternate Care Payors Manufacturers
National Brands
McKesson Medical-Surgical offers:
• The industry’s widest selection of more than 45,000 products & equipment
• Products you need to expand your offerings & better serve your patients
• The opportunity to satisfy existing patients & acquire new patients
Name brands you know and trust
Featuring products for Inco, Wound Care, Skin Care, Ostomy, & Flu Supplies
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McKesson Brands
Program Overview:• “Never Compromise on Care” –Quality
products at competitive prices, backed by our 100% money-back guarantee
• 2,300+ items in 30+ major medical-surgical product categories
• Dual sourcing strategy through global sourcing and major National Brands
• Decades of experience in the market with resources to offer support to your facility
• Robust QA program with to help ensure quality products
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Key Product Categories:
• Diabetic monitoring supplies• Gloves• Incontinence• Infection Prevention• OTC’s• Personal Care• Skin & Wound Care
Distribution Expertise /Regional Local Presence
• Significant presence in NY currently – 80+ LTC customers alone
• Next Day Delivery for all of RRHA
• Tenured representation, Local, National Account / GPO Support / Field Representation for Technology, Billing, Clinical
• Over 45,000 products in-stock
• Up to five-day-per-week delivery (6 when SNDA included)
• No charge on low unit of measure orders
• Freight schedule will be defined for each facility and what works for them.
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• Flexible cut-off times
• McKesson-owned trucks & common carrier (e.g. UPS) delivery
• Distribution centers with radio frequency web-based technology for improved order accuracy
• Automated Alternate Ship and Backorder logic
• Formalized Disaster Relief and Preparedness Plans
Centralized Customer On-Boarding Project Manager
• Dedicated resource for customer on-boarding only• Centralized point of contact• Manage process for on-boarding new national accounts
Implementation Guideline• Develop detailed checklist with target completion dates• Outline what needs to be done when• Timely follow-up
Communication• Coordinate internal and external communication• Support during and after implementation process • Triage team support
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Successful First Order Experience for Customer
Medical Supplies Traditional vs. Future
• Selecting a Distribution Partner – How do we save Money on
Medical Supplies?
• McKesson Distribution – Key Differentiators…
– Billing Services – Divert Cost to appropriate resources = savings.
– Clinical Services – Save via product choice, utilization and eliminated
extra expense.
– Service – Save on operating expense & opportunity cost of that
expense.
– Distribution Focus / Value Added Services – we focus on distribution
cost management vs. product sales.
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Value Added Solutions / Technology
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• Supply Manager• Scan Manager• Orbits• Customer Business Reviews• Quality ONE• VIP Rewards
• 3rd Party Partnerships / Discounts• Relias Learning• Pathways
Supply Manager https://mms.mckesson.com
Robust Website for:• Ordering/Product information
• Formulary Management
• Inventory Valuation
• Budget Management
• Real time Stocking information
• Reporting
• Product Tracking
• Invoicing Management
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Supply Manager
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Ordering / Product Information/ MSDS/
Usage / Reporting
Formulary Management /
Encourage preferred products /
lockout if desired
Spend Manager / Budget Manager /
Automated Alerts
Real-time inventory information, switch and save
suggestions, replacements to MFG backorders,
export functions
McKesson ScanManagerSM
Replenish Your Inventory:• Portable hand-held device• Integrated laser, barcode-based system that works in conjunction with
DSSI programs.• Eliminate the chore of manually ordering and
managing supplies, saving time and reordering errors• Use for inventory valuation as well
Simple 3-Step Process:1. SCAN – Create your order by pointing the laser
barcode scanner at the bar-coded shelf labels or inventory sheets2. SEND – Place the scanner in the cradle and automatically send your
order through McKesson’s online ordering system, McKesson SupplyManagerSM
3. STOCK – Receive the right products in the right quantity ready for re-stocking
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ORBITS®
Manage Costs and Control Inventory:
• Track products to a patient
• Capture charges not only for supplies but
for a variety of different service
categories
Inventory/Formulary Control:
• Control the products, formularies and
charges to patients
• No piggy-back bar code labels
Easy to Install and Use (Web-based):
• Facility data is
automatically entered
• Updates to product databases and
enhancements to the system are
immediate and free of charge
Training:
• Technicians train you over the phone or
onsite
• Easy and quick
Track Supplies from Storage to Reimbursement:
ORBITS®
ORBITS® dashboards provide quick visual tools to help you manage operations!
Charge Compliance Dashboard:• Breaks out product spend into billable and
non-billable supplies• Drill down to get patient-per-day charges
(PPD)• Review staff entries to find areas in which
training is needed to help increase revenue
Spend-to-Charge Ratio Dashboard:• Shows McKesson spend-by-month• Track charge transactions per month, per
facility• Shows dollars charged against dollars
purchased by item
• Easy Data
Collection via
handheld
scanner or wall
mounted kiosk
Medical Supply Revenue Opportunity with ORBITS
Private Pay Ancillaries Totals Notes
Medical Supply Spend $1,000,000 Conservative Estimate
Private Pay Census Guesstimate 20% proportional figure
Chargeable Supplies 80.00% minus gloves, gauze, misc.
Chargeable Supples to PVT $160,000
Industry Mark-Up 100.00% Can vary - 100% very common
Revenue Target on Medical Only $320,000 (30% + Savings)* Not a guarantee number and could be higher
or lower depending upon various factors including mark-up, compliance, spend etc.
The McKesson Business ReviewBusiness Reviews provided quarterly at a group/alliance and/or individual home level:1. Review Spending and look for ways to
save2. Compare PPD’s by category to other
homes in the group or all of the Alliance3. Product move recommendations that
would save money by going to better priced options
4. Look for homes that could benefit from clinical support by viewing PPD’s that are lower of higher than the norm
5. Manage Product usage
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1. Earn Points with purchases from our VIP manufacturers
2. Redeem for Services from our VIP partners, or take as
a rebate (approximately 2% on average)
Key Differentiators (McKesson PCS/MediMart)
McKesson owned → compliance / service Billing for – Enteral, Wound, Ostomy, Urological, Trach
No substitutions – complete product offering.
Managed Care and Part B - Commercial and Managed Care solution for your Non-Medicare residents. 2400 Managed Care Insurance contracts.
Educated & Compliant - Skilled in complex wound billing procedures, ensuring regulatory compliance.
Patient Specific shipping - labeled for simple in-house distribution.
14 Day Shipping vs. 30 Day Shipping – less waste = more savings.
Regulatory Compliance – Peace of mind
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McKesson Billing Solutions
Clinical Support Personalized service provided by clinicians with varied
backgrounds to meet your needs.
Areas of expertise include:
• Wound Care• Skin Care• Ostomy Management• Incontinence Management• Nutrition and Enteral Feeding• Tracheostomy Care• Diabetic Testing• Training and Education• Product Evaluation• Clinical Policies and Procedures• Formulary Development• Medicare Part B Reimbursement• Facility Processes and Operations
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• Quality ONE
• Wound Care
• Condition Based Savings/Benchmarks
• WCEI- Wound education and Certification
• Pathway Health Regulatory Training
– Interim Mgmt, Survey Help etc.
– Education and Training – DON, MDS Coordinators and IDC-10
• Online Education Portal
• Relias
• Tailored Education Programs
• Supply iQ
• PointRight MDS Analysis
• UPrevent Infection Control Education/Management
• OnShift
McKesson Clinical ConnectionSM Providing Clinical Support and Education
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Introducing the NEW
McKesson Quality One is an innovative web-based tool that
not only incorporates QAPI best practices and QIS survey
questions; it makes the quality assurance process an
integral part of your facility.
McKesson Quality OneTM
By supporting the data you collect with guided Root Cause Analysis and Performance Improvement Plans (PIPs), McKesson Quality One gives you insight to take action in the areas of your facility that fall short of CMS thresholds or are of concern to residents and their families – helping improve quality of life.
24 © 2015 McKesson Medical-Surgical Inc. 2015-0238
McKesson Quality One is built to deliver best-in-class
CCollect pertinent
patient information
AAssess outcomes
against benchmarks
RRespond to issues
EEnsure quality processes are
maintained across your facility
The journey to quality begins with CARE
What’s Better?
More than just a survey readiness tool –
it’s a quality assurance tool
Real-time assessments allow you to take
action and make adjustments before locking and
sending reports
Offers more guidance for Root Cause Analysis and
a robust set of tools created by clinicians
Offers many options for reports and reporting
parameters so you can customize and choose
resident samples and follow your own MDS schedule
Powered by PointRight® for facility and national
rehospitalization levels, both actual and adjusted
rates
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McKesson Quality One at a Glance
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Complimentary 2-part online training course
VIP Rewards can be applied to the monthly fee
No cancellation penalties – just cancel 30 days in advance
Additional training options available from Pathway Health: Web-based Training and 1-day, 2-day and 3-day On-sites
$100/month per facility, no matter the size (no set-up fee, not tied to wholesale spend)
Education available through our complimentary portal
30 day readmission rates powered by PointRight®
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McKesson Clinical ConnectionComplementary Online Education
Simple login and self-registration
Variety of course options to fit your needs
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CNA course requirements from CMS and OSHA
CE credit courses for licensed professionals
Archive of past McKesson Clinical Webinars
Easy to use interface Certificates verifying course completion
Comprehensive system enabling your organization to:Customer education siteDevelop and add coursesAssign course work to individual usersTrack enrollments and completions
Discounts available exclusively for McKesson customers
Relias LearningProviding individual CE education and organization training
Features Include:• Senior Care focused organization with over 400 dedicated course• ANCC Accredited plus dozens of state accreditations• Courses in both English and Spanish• An easy-to-use interface for learning—even for staff with little or no computer experience
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Wound Care Companion• Comprehensive AWC solution• Partnership with McKesson Brand,
S&N, Convatec and WCEI• Care Giver Tools• Product Resource Guide• Complete Sample Kit• Wound Care protocol and program
in a complete kit• Clinical Support
Quick Rounds
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Partnership Scorecard
INITIATIVE PROGRAM BENEFITS(S)FINANCIAL
IMPACTOther
Patient Care Solutions - MediMart
3rd Party billing for MC and Med B qualified patients on wound, ostomy,
urological, trach, enteralSavings $300,000+
Cost shift Savings
ORBITS Technology
Revenue generation on medical/non-medical services, supplies, etc.
Revenue$500,000 - $1.0
MillionInventory
Management
Scan Manager Simplified Ordering Labor Savings LaborError
Reduction
Business Reviews
Usage Analysis, PPD Compare, reduced cost recommendations
SavingsCompetitive Relevance
Product Management
Clinical ServicesCustomized Clinical Programs /
Quality ONE, Quick Rounds, Wound Care Companion,
Savings$50,000 -
$150,000+++Risk
Management
Pathways Clinical Rewards Program
Assessments, interim management discounts, mock surveys etc.
Savings TBDRisk
Management
VIP Rewards Cash or Points back on VIP Purchases
Savings / Parntnership
$200,000 / Discounts
Rebate or Savings on
Services
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Questions / DiscussionThank you for your time and the opportunity!
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