BetterDecisions,Faster

HIDA Business IntelligenceDecision SupportHIDA’s Business Intelligence (BI) service develops unique market research and provides customer insight into markets with a focus on challenges faced by today’s distribution channel.

Our resources provide members with critical tools needed to identify business opportunities and barriers, support management decisions and reduce uncertainty around strategic decisions. HIDA’s BI team is dedicated to providing the most current and relevant information to our member distributors and HIDA Educational Foundation associates through a variety of publications and services.

Executive Dashboards: Measure your sales data against comparable industry benchmarks.

Sales Rep Scorecard: Measure your sales rep performance based on key performance indicators.

Market Reports: Track trends and opportunities in key markets.

Dashboard Suite: Stay informed so you can quickly navigate the changing environment.

Distribution Surveys: Gain insight with this snapshot of the health of the industry.

Using market data, HIDA Data Analytics offers automated, customizable dashboards, reports, and presentations for executives, managers and analysts.

Our services provide intuitive, accessible decision support tools aimed

to align your organization by getting everyone literally on the same

page. Data Analytics offers a variety of standard and customized

products to meet your business needs.

Better Decisions, Faster

Executive DashboardsEasy to use visual-based reporting styles, HIDA’s Executive Dashboards are an invaluable

decision support tool ready for fast implementation at a fraction of the cost.

Using customer-provided data, HIDA produces a series of customized dashboards with:

• Pre-set Key Performance Indicators (KPI’s)• Fully Interactive Capabilities• Drill Down Functionality• Easy-to-use Reporting Tools• Total Data Security

Contact our Business Intelligence team to talk about how we can put our Executive Dashboards to work for you!

DJ Reid, Director, Business Intelligence • reid@hida.org | 703-838-6126

Executive Dashboards provide easy access to critical KPIs.

Better Decisions, Faster

Sales Rep Scorecard The Sales Rep Scorecard offers unique insight into the performance of sales

reps within your organization. Using your data, our dashboards measure sales rep

performance by reporting out key performance indicators (KPI’s) at a national,

regional, and state level.

By benchmarking against internal metrics you can quickly and easily determine

how your performance measures against your peers and company–defined goals.

The Sales Rep Scorecard can be customized to fit your company’s needs to show

the metrics that mean the most to you.

Align your organization by getting everyone on the same page.

Better Decisions, Faster

Industry SnapshotsDistribution SurveysQuarterly Distribution SurveyThe Quarterly Distribution Survey is a HIDA-developed survey

completed by members to help gain a snapshot insight into

the health of the industry. This anonymous survey consists of

a few short questions aimed at identifying larger trends in the

distribution market, giving our members a real-time look into

the strength of the industry. Survey results are aggregated and

disseminated to the membership in an infographic each quarter.

Distributor Financial Performance SurveyThe HIDA Distributor Financial Performance Survey provides

annual analyses of the operating characteristics of firms in

the health products distribution industry. The information

you provide and the resulting reports have important uses for

distribution industry management. This report allows executives

and owners to compare individual company performance against

industry benchmarks and enables executive and owners to

identify specific performance aspects that can benefit from

focused management attention. In addition, the survey provides

key advisors needed insight into the industry and contributes

toward the identification and explanation of trends and any

major changes occurring in the industry.

Deep DiveMarket ReportsHIDA’s Market Report series offers

a unique perspective of the acute

care, physician, and extended care

markets. The reports highlight

market changes, trends, and

opportunities that are expected to

impact distributor sales and strategy

decisions. Healthcare reform impacts

are addressed in addition to trend

information including electronic

health records, the upcoming shifts

in population demographics and

much more. Market Reports are

available in print and as a corporate

PDF license.

Understand TrendsDashboard Suite HIDA’s members-only dashboard

suite integrates essential market data

from multiple sources, revealing the

most current trends in healthcare

utilization and commodities.

Dashboards are aimed at keeping you

informed so you can quickly navigate

healthcare’s changing environment.

HIDA members: $50.00 • Non-members: $799.00 • PDF license: $1,550.00

2013 PhysicianMARKET REPORT

HIDA members: $50.00 • Non-members: $799.00 • PDF license: $1,550.00

2013 Extended CareMARKET REPORT

HIDA members: $50.00 • Non-members: $799.00 • PDF license: $1,550.00

2013 Acute Care MARKET REPORT

STREAMLINING HEALTHCARE SM

DISTRIBUTIONDownload the entire dashboard suite at www.HIDA.org

Utilization Dashboard July 2013

Average Annual Out-of-Pocket Costs:Deductibles increased 48% between 2011 and 2012

Reference Labs:LabCorp UP 1.1% in Q1 2013 over Q1 2012Quest Diagnostics DOWN 3.4% in Q1 2012 over Q1 2012

Seasonal Flu Peaks:UP 0.31% from June 2012

Extended Care Occupancy:Average Occupancy UP 0.7 to 89.1% in Q1 2013 from Q1 2012

Healthcare Employment:Total Healthcare UP 2.0% from June 2012Total U.S. Employment UP 0.6% from June 2012

Unemployment Rate:DOWN 0.6 to 7.6% from June 2012

CHC Patients and Visits:Number of patients served UP 96% since 2001Patient visits UP 99% since 2001

Avoidable Healthcare Costs:Avoidable healthcare costs account for 8% of total healthcare spending

Total Spending in Therapy Areas:Spending on antiviral medicines UP 20% in 2012

SUMMARY

FLU PEAkS

ExTEndEd CARE OCCUPAnCY

OUT OF POCkET COSTS

Health Care Price Growth Plummets to 1.1 Percent (June 2013)

Several Pioneer ACOs may exit program (June 2013)

Walgreen, CVS expand further into retail health with clinics (June 2013)

IMS Health Study Points to a Declining Cost Curve for U.S. Medicines in 2012 (May 2013)

Most Unscheduled Hospital Admissions Come Through ER (June 2013)

Health Net CEO to Insurance Colleagues: Change Fast or Lose (June 2013)

Hospital Operators and Obamacare: Prescription for Change (June 2013)

Fitch: For-Profit Hospitals’ Low Volumes Due to “Systematic Shifts” in Industry (June 2013)

nEwS ARTiCLES

REFEREnCE LAb

0

2000

4000

6000

8000

10000

12000

1/2 2/2 3/2 4/2 5/2 6/2 7/2 8/2 9/2 10/2 11/2 12/2

Seasonal  Flu  Peaks (Google  Flu  Trends)

2011

2012

2013

88.0%

89.1%

87.7%

89.3%

88.4%

88.8% 88.5%

88.0%

86.5%

87.0%

87.5%

88.0%

88.5%

89.0%

89.5%

Q1  2011 Q2  2011 Q3  2011 Q4  2011 Q1  2012 Q2  2012 Q3  2012 Q4  2012 Q1  2013

Extended  Care  Occupancy  Rates (Nat'l  Investment  Center  for  Seniors  Housing)

Average  Occupancy  Rate Independent  Living

Assisted  Living Nursing  Care

Average Annual Out-of-Pocket Costs for Deductibles, Copay and Co-insurance Spend 2008-2012

Deductible = Total Out-Of-Pocket

Source: IMS PharMetrics Plus, Jun 2012

2008 2009 2010 2011 2012

$326

$131$73$122

$679

$363

$121

$195

$836

$482

$130

$224

$877

$551

$123

$203

$1,146

$818

$121

$207

Source: IMS Health, “Declining medicine use and costs: for better or worse?,” May 2013.

4.8%

2.1%

1.2%

2.8% 2.8%

1.4%

2.8%

1.1%

-­‐0.9% -­‐1.2%

0.4%

3.4%

0.7% 1.1%

-­‐2.4%

-­‐3.4% -­‐4.0%

-­‐3.0%

-­‐2.0%

-­‐1.0%

0.0%

1.0%

2.0%

3.0%

4.0%

5.0%

6.0%

Q2  2011 Q3  2011 Q4  2011 Q1  2012 Q2  2012 Q3  2012 Q4  2012 Q1  2013

Tes4ng  volumes  (measured  by  requisions):  Change  over  same  quarter  previous  year Source:  Quest  &  LabCorp  Quarterly  Financial  Statements

Reference  Lab  Tes4ng  Volume (2011-­‐2013:  Q/Q)

LabCorp   Quest  Diagnos4cs

STREAMLINING HEALTHCARE SM

DISTRIBUTIONDownload the entire dashboard suite at www.HIDA.org

Commodities Dashboard Aug 2013HIDA COMMODITIES INDEX (base value of Jan 2012=100.0)LATEST BOX SCORE SUMMARIES

ITEM MEASURE August 2013 PRICE

August 2012 PRICE

CHANGE SINCE August 2012

GASOLINE ($ per gallon) $3.57 $3.78 -5.6%

DIESEL ($ per gallon) $3.91 $3.98 -1.8%

PLASTICS-LLDPE ($ per pound) $0.64 $0.61 4.9%

PLASTICS-PP ($ per pound) $0.82 $0.62 32.3%

COTTON ($ per pound) $0.85 $0.84 1.2%

RUBBER ($ per pound) $1.10 $1.27 -13.4%

PULP ($ per metric ton) $806.62 $748.00 7.8%

ALUMINUM ($ per metric ton) $1,769 $1,866 -5.2%

COPPER ($ per metric ton) $7,018 $7,495 -6.4%

STEEL ($ per metric ton) $115.00 $353.32 -67.5%

HIDA INDEX 10 ITEM BASKET -7.2%

GASOLINE ($ per gallon; U.S. Dept. of Energy) NEWS ARTICLES ON COMMODITIES

COTTON ($ per pound; Nat’l Cotton Council of America) RUBBER ($ per pound; No. 3 Smoked Sheet, IMF)

$2.0

$2.5

$3.0

$3.5

$4.0

$4.5

Gasoline (Regular Conventional)

$3.57

$3.78

$3.91$3.98

Diesel

2012 2013

Jun Jul AugAug Sep Oct Nov Dec Jan Feb Mar Apr May

$0.60

$0.65

$0.70

$0.75

$0.80

$0.85

$0.90

$0.95

$1.00

$0.84$0.85

2012 2013

Jun Jul AugAug Sep Oct Nov Dec Jan Feb Mar Apr May$1.00

$1.25

$1.50

$1.27

$1.10

2012 2013

Jun Jul AugAug Sep Oct Nov Dec Jan Feb Mar Apr May

0

20

40

60

80

100

120

100.0 90.3

Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr AugMay Jun Jul

2012 2013

FebJan

As commodity prices fall, economic freedom should rise (The Foundry, August 2013)

EPA disputes predictions that ethanol regulations will increase gas prices 30% by 2015 (CNS News, July 2013)

Cotton futures little changed, underpinned by U.S. supply worry (Reuters, July 2013)

China loosens grip on lending rates (CNN Money, July 2013)

Poor steel demand hits ArcelorMittal (The Wall Street Journal, August 2013)

Contact HIDA to discuss your data, information and reporting needs. We can help you find the best fit for your business.

DJ Reid, Director, Business Intelligence reid@hida.org | 703-838-6126 | www.HIDA.org