The Catalyst … accelerating business growth in healthcare

Frank Ripullo

Recent Posts

Introducing EHM Ventures and Examen Medical

Posted by Frank Ripullo on Thu, Jan 18, 2018 @08:15 PM

Essential Healthcare Management Newsletter
January 2018
 

 What's New for 2018 | Introducting EHM Ventures and Examen Medical 

 
 

 

new-year001_759.jpg

 Essential Healthcare Management Continues to Expand its Brand of Services

 

Unknown.png
Unknown-3.png 

EHM Ventures

images.jpeg
examen logo_no tag.png

Is your new venture looking for start up money? Perhaps your medical supply company requires late-stage funding?  

Unknown-3-1.pngEHM Ventures sources funds to raise capital to contribute

to our clients' growth

 Unknown-3-1.pngEHM Ventures aligns our clients with the funding they

need

Our investment network focuses on healthcare connecting our clients to the financial sources they need to grow their company. Need to raise capital for your medical supply company?

Yes! Let's have a conversation.
Medical active staff in hospital.jpeg

 

Unknown-2.jpeg
images-6.png
examen logo_no tag.png

 

Examen Medical is a women-owned distribution arm COMMERCIALIZING and DISTRIBUTING hospital supplies. For companies who wish to outsource their sales and distribution, Examen Medical and EHM can work with your sales team, or build out NEW sales teams, with an added CLINICAL component.

  

We applaud The Journal of Healthcare Contracting for covering women leaders in supply chain in their recent issue. Examen Medical and EHM congratulates those leaders! Read more here

 

In addition to EHM Ventures, our network includes our partner CapStack WestCapStack West matches companies with investors.  Use the link Capstack West with Promo Code: essentialhm to get the EHM discount of 50% off the monthly service.

 

Med Tech Gurus, an EHM partner, is a podcast dedicated to helping medical device executives stay on the leading edge of their industry. Each episode features an interview with a thought leader or practitioner, discussing topics like: sales force, innovation, patient outcomes,emerging technologies, supply chain, group purchasing organizations, device launches, value analysis, biotech, and more. Click here for the link, MedTech Gurus.

logo-header.png
medtech gurus.png
 
 
 
For a list of upcoming healthcare shows, click here 

4568-5739ba6f42f55.pngAONE2018_Background.pngBRK17_QUIPS_SAVEtheDATE-copy--768x432.png  logo-1.png
     

  

   

EHM, has a growing roster of medical manufacturing clients enjoying the benefits of working with a national accounts consultancy. Think you might be a good match as a consultant on our team? Please contact sfreese@essentialhm.net for more information.

ehmlogo2.png 

 

Want to gain an edge when tackling the healthcare
supply chain?
Yes! Let's talk about the healthcare supply chain

Essential Healthcare Management, Inc. 

(949) 842-2520

 

Tags: innovation, medical supply manufacturing, healthcare investing, distributing hospital equipment and supplies, clinical sales team, EHM Ventures, distribution, commercializing hospital supplies, Examen Medical, investment, funding

Catalyst Blog August 2017

Posted by Frank Ripullo on Mon, Aug 14, 2017 @05:44 PM

 
Essential Healthcare Management Newsletter
August 2017

 EHM Announces Alliance with CapStack West, Innovation Client Spotlight: Avancen, Partnering with EHM

 logo-header.png

"We now have a partner aggregating the right investors to offer funding opportunities to companies of all sizes," said Frank Ripullo, Founder and President of EHM. "Whether our clients seeking cash infusion are pre-revenue startups looking for equity investors, middle-market companies requiring growth or acquisition capital, or market... Read

Client Spotlight: Unknown.png

Our client, Avancen, is going places. Look for us at the October 5-7: HealthTrust Innovation Summit 2017 where Avancen has been invited to participate by HealthTrust's team of Clinical and Operational experts. Read 

Unknown-1.jpeg

We are honored to get our clients the attention they deserve and glad to be part of an important and innovative solution in the world of medication delivery and security.

images-1.jpeg

There is a greater focus on new technology now more than ever. And GPOs are paying attention! During first quarter, we scored a big win for Avancen: a New Innovative Technology Contract from Vizient for the World's First Oral PCA Device.Read press release. Is your company ready for this designation?

Your products might be innovative but how do your company operations stack up?

Click now to download!

EHM GPO-IDN  CONTRACTING ASSESSMENT

If you’ve been wondering about outsourcing your national accounts to capture more business in the healthcare sector, but not sure how working with Essential Healthcare Management would look, you can start by downloading our free GPO and IDN Contracting Assessment. Get a preliminary view at collaborating with us to design an outsourcing program for your company’s needs. Truly ingenious!

p2.png
Guess which one of these upcoming shows offers the best opportunity to network to drive business through your IDNs?
 
Want to know about networking opportunities?
Yes! Let's have a conversation.

August 28-30, 2017: Fall IDN Summit and Reverse Expo JW Marriott at Desert Ridge Resort and Spa

September 13, 2017: Vizient Clinical Connections Summit. 

March 6-10, 2018: AAOS; American Association of Orthopedic Surgeons www.AAOS.org

March 24-28, 2018: AORN Association of PeriOperative Registered Nurses, Conference and Expo, New Orleans, LA

April 12-15, 2018: AONE www.AONE.org. Baltimore MD

Click here to see more shows. 

 

Essential Healthcare Management, Inc. 

(949) 842-2520

 

 

Tags: EHM, hospitals, healthcare suppliers, medical devices, GPO, IDN, contracting assessment, avancen, healthcare investing, innovation award

Essential Healthcare Management Announces Alliance with CapStack West

Posted by Frank Ripullo on Wed, Jun 21, 2017 @01:58 AM

Partnership Enhances Opportunities for Medical Manufacturing Companies Requiring Capital

Laguna Hills, CA -- (ReleaseWire) -- 06/14/2017 -- Essential Healthcare Management, Inc. (EHM), a healthcare business consulting firm, announced a strategic partnership with CapStack West, a private social business capital community matching capital providers and capital requestors regardless of capital type, with growing companies searching for investment sources.

"We now have a partner aggregating the right investors to offer funding opportunities to companies of all sizes," said Frank Ripullo, Founder and President of EHM. "Whether our clients seeking cash infusion are pre-revenue startups looking for equity investors, middle-market companies requiring growth or acquisition capital, or, market leaders after expansion capital, the CapStack West community streamlines the process. Our network now has access to a trusted, cost-effective online platform where posting a request for capital instantly gains exposure to over 20,000 potential investors, confidentially and discreetly."

"We are excited to partner with Essential Healthcare Management, a key strategic medical consultancy bringing new and exciting innovations to the industry," said Ken Hubbard, CEO CapStack West. "The medical device industry is competitive and growing at an accelerated pace. Companies of all sizes are looking for capital or the next acquisition to add to their portfolio. CapStack West and its partners are committed to accelerating the goal of bringing all forms of capital to medical companies in any stage of growth."

CapStack West's private social community automates the process of capital deployment. Included in the community are Experts and Services (ex. Valuation calculators and AI competitive analysis engines). Both providers and requestors start by populating a brief profile. Automatic matching algorithms notify providers through the platforms simple DEALS page, which segregates deals into easily managed windows. Deal communications, content and documents are organized per deal for efficient review and response. Teams can collaborate privately and with executive teams managing requestors, sharing information and calendaring meetings accelerates capital deployment.

All requestors remain private, only seen by the matched capital provider. Providers stay private as well, walled off from requestors, unless there is a match. Both have direct access to posting content to bolster their offerings. CapStack West does not charge success fees and members can put their membership on hold once funds are secured. They can reopen their profile, change the type of capital and amount, and raise funds throughout their corporate lifecycle.

For more information about Essential Healthcare Management, Inc. and CapStack West, visit the websites: http://www.essentialhm.net/and https://http://www.capstackwest.com.

About Essential Healthcare Management, Inc.

Essential Healthcare Management, Inc. is a leading healthcare consultancy partnering with medical industry suppliers to promote growth by aligning corporate accounts strategies for its clients. EHM serves a variety of suppliers enjoying market access and contract uptake through group purchasing organizations (GPO), integrated delivery networks (IDN), and, regional purchasing coalitions (RPC). To facilitate rapid growth, EHM retains an unparalleled network of senior executives. Services include national accounts management, growth planning, contract negotiations, sales, and, marketplace assessment. For more information, call 949-842-2520.

About CapStack West

CapStack West is a private social community built specifically to accelerate the deployment of capital. CapStack West delivers a true social community experience for companies looking for equity or debt as well as capital providers deploying all types of funds. CapStack West is a subscription platform not charging percentage-based, success fees. The platform includes deal management, group and private video/audio/text chat, calendaring, content posting services and target advertising.

Tags: business development

EHM, Inc. Client, Uresil, LLC Awarded National Group Purchasing Organization Agreement with Vizient, Inc.

Posted by Frank Ripullo on Thu, Mar 02, 2017 @08:28 PM

 

Uresil_Logo_2014.png

SKOKIE, IL, March 1, 2017 — Essential Healthcare Management, Inc. (EHM) client, Uresil, LLC, serving in the interventional radiology device supplies and development space, has received an expanded national agreement from healthcare improvement company, Vizient, Inc. 

The designation was based on reviews by hospital experts for the company’s innovative and cost effective medical device products, including a full line of drainage catheters, evacuated suction bottles, drainage bags and rapid centesis products. Uresil is widely recognized for providing products that benefit the clinician, the patient and supply chain.

“I cannot begin to express how much this means for us to move forward and expand with such a terrific company such as Vizient after all of the years of mutual success we have enjoyed with MedAssets. This truly will be an impactful agreement with wide-ranging benefits for an even greater number of hospitals as our companies grow together,” said Brett Hazuka, Global Vice President for UreSil, LLC.  

Vizient represents the combined strengths of the organizations formerly known as VHA Inc., the University HealthSystem Consortium, Novation and MedAssets’ Spend and Clinical Resource Management. 

ABOUT URESIL, LLC

Uresil, LLC is a developer of next generation technology for improving outcomes via interventional radiology, emergency and vascular medicine. For more information on Uresil, LLC, visit www.uresil.com.

 

ABOUT EHM, INC.

Essential Healthcare Management, Inc. is the leader in partnering with medical industry suppliers to promote growth by aligning corporate accounts strategies to advance business activity, securing an increase in domestic and global sales for its clients. EHM’s lean and fast approach serves a variety of suppliers enjoying market access and contract uptake through GPOs, IDNs, RPCs. To facilitate rapid growth, EHM retains an unparalleled network of senior executives. Services include national accounts management, growth planning, contract negotiations, sales, and, marketplace assessment. For more information, call 949-842-2520 www.essentialhm.net.

Yes! Let's have a conversation.

Tags: EHM, gpos, uresil, vizient

GPOs and Medical Device Innovation for Hospitals

Posted by Frank Ripullo on Wed, Mar 01, 2017 @06:23 PM



images-1.jpeg

There is a greater focus on new technology now more than ever. And GPOs are paying attention! When we think of innovation, we mean products that do something new -- something that doesn’t already exist in the marketplace which is what our client, Avancen, did when they found a practical solution to improving patient care. We recently scored a big win for Avancen: a New Innovative Technology Contract from Vizient for the World's First Oral PCA Device. Check out the press release.

Plenty of companies have innovative products coming through the pipeline but where do they end up?

EHM is fortunate to encounter exceptional companies on the cutting edge of medical industry technology. Innovative medical devices that improve patient safety as well as supplies and devices that advance clinical outcomes is an important part of our business. Anything that makes a hospital run better is game! Whether or not you believe your company’s latest products are innovative because they provide the same, or better than the standard outcomes, and possibly even at a reduced cost to hospitals, is a question that GPOs can examine to determine if their hospital members can benefit. Most GPOs have internal groups focused on finding new technology that meets their current needs. And often, EHM is able to help these medical device companies promote their new technologies through group purchasing organizations and integrated delivery networks to get their products deep into hospitals.

If your company has the latest and greatest in a medical device category, how easy is it to go straight to doctors in order to get product champions? Now, reimbursement, budgets and security are all issues to consider and may not have been before. And, if you get past all of that, do you have enough reps out there to reach your targets? As a medical device supplier, how will you gain the support of any GPO and maintain it as you compete with other vendors on that GPO that are in your space? Here's where we play a pivotal role.

If you are ready to beta test your product, call us. We can launch your product and get end-user feedback for you. An independent study facilitated by a hospital will prepare your product for entry better than any internal studies used for validation.

Check out some of the GPO-sponsored new technology shows below. Your company could be one of the selected new technology firms aksed to attend any one of these annual tradeshows during which facilities meet suppliers and preview their products!

innovation_light_bulbs.jpg

Today’s group purchasing organizations offer programs that invite cutting-edge devices into the competition. Click the links for more info:

Yes! Let's have a conversation.

 

For more information on medical device innovation in the healthcare supply chain, call (949) 842-2520.

Tags: medical devices, GPO, new technology, innovation

Vizient, One of Nation's Largest Group Purchasing Organizations Awards EHM Client Avancen New Innovative Technology Contract

Posted by Frank Ripullo on Tue, Feb 28, 2017 @07:16 PM

EHM Client Avancen MOD Corporation Receives New Innovative Technology Contract from Vizient, Inc. for World’s First Oral PCA Device 37e3056.png

Mount Pleasant, SC, February 1, 2017– Avancen MOD Corporation announced its Medication on Demand (MOD®) Oral PCA device has received an Innovative Technology contract  from Vizient, Inc. the largest member-driven health care performance improvement company in the country. The contract was based on a recommendation of the MOD® oral PCA (OPCA) device by hospital representatives with expertise in this category who serve on one of Vizient’s member-led councils.  Innovative Technology contracts are reserved for technologies that demonstrate an ability to enhance clinical care or patient safety, and those that improve an organization’s care delivery and business model.

Medication on Demand is a safe and secure OPCA for the delivery of as-needed medication. The device allows self-administration of prescribed therapy using a patient-specific Radio Frequency Identification enabled wristband. All therapy parameters are wirelessly linked to the patient’s electronic medical record. Real-time data provides clinicians immediate insight into critical care components and provides a wealth of information for better long-term data-driven decision making. Patients using the MOD® device reported better pain control. Device use better prepares patients for effective self-care, including proper medication management for pain during physical therapy and recovery in the post-operative period. Additionally, MOD® device use reduces therapy costs when substituted for or used as an integrated part of multi-modal pain management. Studies have shown increases in HCAHPS scores related directly to pain management after MOD® device adoption and integration of device data with the electronic medical record reduces use of manual or digital flow sheets saving nursing labor costs.

Sharon Conley, MD PhD CPE, device inventor and Chief Medical Officer for Avancen MOD Corporation, created the device to better serve her patients. “If you’ve been a hospital patient or in a hospital with a loved one, you know that it’s impossible for a nurse to help more than one patient at a time and because of that simple fact, many patients have to wait,” said Dr. Conley. “The MOD® device eliminates the need for a patient to wait for breakthrough pain medication or other as-needed medications, which is a psychological and physical relief for the patient. Requiring highly-trained nurses to deliver single doses of medication is not an effective use of time, money, or talent. The device helps improve the quality of bedside care, reduce costs, and enhance patient satisfaction.” 

Due to the number of products and services being released and marketed as ‘innovative’, member hospitals truly value the thorough innovative technology review process in place at Vizient to help them identify products worth further evaluation at their own facilities,”  said Debbie Archer, director of procurement and leader of Vizient’s Innovative Technology program for suppliers.  “After a full review of Medication on Demand (MOD®) Oral PCA device, Vizient’s member council agreed this solution offers unique and incremental benefit over other products available on the market today, and recommended it for an Innovative Technology contract. We are pleased to award this new contract to Avancen.

Vizient, Inc. represents the combined strengths of the organizations formerly known as VHA Inc., University HealthSystem Consortium, Novation and MedAssets’ Spend and Clinical Resource Management. Since 2003, nearly 2200 new and innovative products and technologies have been submitted through the Vizient Innovative Technology Program. Vizient works with member-led councils and task forces to identify and review potentially innovative products. If it is determined that a product is innovative, a contract may be awarded outside of Vizient’s competitive bid cycle.

  

###

 

ABOUT AVANCEN MOD CORPORATION

A South Carolina company medical device manufacturing company, Avancen MOD Corporation offers acute and post-acute care facilities a better way to manage patients’ bedside pain. Avancen’s products are focused on improving direct patient care as well as providing more cost effective, efficient means of delivering medications to the bedside.  The company’s longstanding promise is to provide lasting value and support to its healthcare facility customers and the patients they serve. For more information on Avancen MOD Corporation or the MOD® device, visit http://www.avancen.com.

ABOUT EHM, INC.

Essential Healthcare Management, Inc. is the leader in partnering with medical industry suppliers to promote growth by aligning corporate accounts strategies to advance business activity, securing an increase in domestic and global sales for its clients. EHM’s lean and fast approach serves a variety of suppliers enjoying market access and contract uptake through GPOs, IDNs, RPCs. To facilitate rapid growth, EHM retains an unparalleled network of senior executives. Services include national accounts management, growth planning, contract negotiations, sales, and, marketplace assessment. For more information, call 949-842-2520 http://www.essentialhm.net.

Yes! Let's have a conversation.

Essential Healthcare Management Newsletter December 2016 Bundle Payments

Posted by Frank Ripullo on Fri, Jan 27, 2017 @01:53 PM

 




Rewarding Value over Volume: A look at Bundle Payments and Trends, Test your GPO Knowledge: Take EHM's GPO Quiz, EHM's Expertise



the-bundle-icon-200x200.png

BUNDLED PAYMENT STRATEGIES

In 2015, the Centers for Medicare and Medicaid Services (CMS) announced the Comprehensive Care for Joint Replacement Model. Eight months ago, this value-based care model -- bundled payments, for the total cost of hip and knee replacement, went into effect for 800 hospitals across 67 metropolitan areas. With this model, the CMS is not just looking at the surgical costs but a full 90 days post surgical.

The cost impact will take into account physician costs, hospital stay costs, home care costs for the full care experience and outcome, including re-admissions. The hospitals will be required to maintain quality of care while at the same time take a 2-3% reimbursement cut for these procedures.

If any of us in the medical device or pharma space have learned anything over the years, we know we will be in the cross hairs for a significant contribution for this short fall. Yes, we are the lowest hanging fruit here!

As a medical-device company, what can you expect:

Expect that your decision makers will be asking for more proof sources and outcome data; Read More Here

small med large.png
From Small to Large, What Can Manufacturers Do to Gain an Edge?



It appears that the trend for Medicare continues toward value-based care.

What Are Your Next Steps?

  1. If you have not done so already, make sure you have collected data to show strong clinical outcomes. White Papers, poster presentation and published studies will be a requirement to success. Read More Here


TEST YOUR Group Purchasing Organization/Integrated Delivery Networks KNOWLEDGE!

Take our Quiz Now!

Quick Quiz: Test Your GPO/IDN Savvy!


EHM has a phenomenal track record of driving growth for its clients. EHM works with GPOs, IDNs and other group purchasing entities representing our clients using a thoughtful, opportunity-driven, and targeted approach. Our clients are suppliers who need national accounts direction to drive their business to the next level.

Group Purchasing Organizations (GPOs)

Hospitals have been using GPOs for decades to negotiate savings on purchases. GPOs usually operate by aggregating member purchases and using the large volume to negotiate discounts from vendors and manufacturers. GPOs earn their revenue from vendors based on volume of purchases made. IDNs are comprised of a network of physicians and hospitals and this aggregation helps to improve supply chain costs.

Fav.png
At EHM, We Work with Suppliers Dealing with the Reality of Bundle Payments

Bundle payments are designed to focus on quality of care versus quantity. Providers are awarded based on outcomes. Suppliers are showing they care by helping providers through the creation of data services to help improve the process.

Do Suppliers Need to Care?

You may be familiar with a hospital system that sets a fixed price for the supplies they need for lower extremity joint replacements. In these instances, the hospital’s physician network would accept or challenge the scenario. These doctors expected to share risk under the bundle payment model are the very doctors that bring in the orthopedic cases. Champions of particular products will have difficulty switching based on cost. The risk to publicly-traded suppliers is protecting their ASP. These types of suppliers require price protection.

Abandoning the traditional fee-for-payment model, bundle payments were first proposed by Centers for Medicare and Medicaid Services (CMS) to encourage both providers and physicians to work together across the continuum of care thereby sharing risk by providing all services using a new kind of reimbursement model. This strategy of value-based care has been adopted by many hospitals across the nation. While there is support for value-based payments, it remains an “act of faith” until enough data becomes available to observe clear outcomes. Read more about bundle payments here.

image.gif
The Team at EHM Wishes you and yours a Happy, Healthy Holiday Season and Best Wishes for a Marvelous 2017!



See Upcoming Conferences 2017 

We Are a Team of Target-Driven, National Accounts Professionals

Our team navigates the multi-faceted landscape of healthcare contracting putting our clients on the fast track. It is by design that we deliver. Quite simply, with nominal monthly retainers, we gain a large part of our reward based on results.

Nearly a Decade of Dedicated Client Services!
EHM has been working with GPO’s since 2007 and has represented hundreds of suppliers in all areas of medical manufacturing. EHM began with a refined knowledge and expertise gained from hundreds of hours of work in the field created to fulfill manufacture’s needs for GPO expertise.

Yes! Let's have a conversation.


www.essentialhm.net 

Get in touch with us. Call (949) 842-2520 to speak to a contracting professional.

Current Trends in Bundle Payments

Posted by Frank Ripullo on Mon, Dec 19, 2016 @04:12 PM

At EHM, We Work with Suppliers Dealing with the Reality of Bundle Payments

Bundle payments are designed to focus on quality of care versus quantity. Providers are awarded based on outcomes. Suppliers are showing they care by helping providers through the creation of data services to help improve the process.

Do Suppliers Need to Care?

You may be familiar with a hospital system that sets a fixed price for the supplies they need for lower extremity joint replacements. In these instances, the hospital’s physician network would accept or challenge the scenario.  These doctors expected to share risk under the bundle payment model are the very doctors that bring in the orthopedic cases. Champions of particular products will have difficulty switching based on cost. The risk to publicly-traded suppliers is protecting their ASP. These types of suppliers require price protection.

Bundle Payments

Abandoning the traditional fee-for-payment model, bundle payments were first proposed by Centers for Medicare and Medicaid Services (CMS) to encourage both providers and physicians to work together across the continuum of care thereby sharing risk by providing all services using a new kind of reimbursement model. This strategy of value-based care has been adopted by many hospitals across the nation. While there is support for value-based payments, it remains an “act of faith” until enough data becomes available to observe clear outcomes.

But is this Model Fair to Healthcare Organizations?

On November 1st, Republicans made clear their position on the mandatory value-based payment models. According to Becker’s ASCReview, in a piece titled, “House Republicans to CMS: ‘No’ to mandatory value-based payment models,” Republicans argued that the payment model overstepped the authority of CMS and that the models lack information regarding provider practices leaving organizations vulnerable. Read more here They question the effect the payment models will have on patient care.

logo_banner.png 

Past and Future Trends?

 “The concept of value in healthcare has been around a long time…fundamental ideas like the importance of transparency and data to patients, providers and competition existed well before the Affordable Care Act, and they are as Republican as they are Democratic.”

                                                                        Helen Darling, National Quality Forum

Many are wondering how President-Elect, Donald Trump will handle the ACA and its affiliated programs. Clearly, The Centers for Medicare and Medicaid Innovation, the developer of the models, has received criticism for rushing the implementation of the payment models with warnings that the program is moving too quickly without enough information. Are bundled payments the right option or is there a better way? One thing we can all agree on is that hospitals need well-interpreted information so that they can ascertain their financial risk. The data should lead them to optimal pricing. They need to be able to design programs that align doctors and patient care to meet their objectives. Hospitals, doctors, and post-acute care facilities must find a way to collaborate to improve patient outcomes while optimizing the delivery of care. For hospitals, this is undoubtedly at the forefront of their concerns. We can only hope that improving efficiency will improve quality of care.

Bundle Payment Bright Spots

There is a bright spot for value-based care, according to an article in the October issue of MD+DI, Read full article here that explains how orthopedics companies are adapting the new reality of bundled Medicare payments for hip and knee replacement procedures.  In April, over 800 hospitals were affected by CMS’s Comprehensive Care for Joint Replacement (CJR) model. The model encourages hospitals to work with providers and acute care facilities to reduce infection and implant failures, thereby reducing readmissions.

 Generally, bundle payments:

  • Emphasize value over volume
  • Offer care at a predetermined cost, both hospitals and physicians deliver all services per patient, per episode over a determined period up 120 days, depending on the care needed
  • Share financial risk since the bundle payment covers costs including postsurgical infections and readmissions
  • Current bundled payment programs focus on acute care episodes
  • For an episode of care for one year, health plans may offer bundle payments for treating patients with asthma, cancer and diabetes

What hospitals need:

  • valuable data to decipher metrics that support the bundle payment model
  • ways to reach goal of simultaneously improving care and cutting costs

For providers to know how to manage this shared risk is no easy task.

 

The Challenge

Collecting the data and building the data systems needed to pull out quality metrics on individual physicians or physician groups for bundled payment is a challenge.  

The task of alleviating this cumbersome process has been tackled by a handful of manufacturers.  The need for hospitals to examine data to make the program work was apparent early on. In a 2013 article in Hospitals and Health Networks Read more here, setting a bundled price on an episode of patient care requires much research and is complex since “administrators and their physician partners must collect reams of patient data, spend hours identifying best practices and develop teams of clinicians to run these programs.”

Companies like Stryker and ZimmerBiomet are offering services to help improve patient care and reduce hospital readmissions.

Stryker, for example, has expanded its patient-centered digital platform, Joint COACH to include, Episode Performance Manager offering hospitals hip and knee replacement data garnered from CMS’s raw data claims. The process involves:

  • Examining a hospital’s current episode cost vs target CMS price
  • Determining percentage spent on post-acute care
  • Percentage of patients discharged to homes or home healthcare
  • Readmission rates

These metrics are used to compare to the hospital’s baseline data.

ZimmerBiomet added Signature Solutions, combining ZBH’s consulting services with clinical services and technologies. And companies like Smith & Nephew are extending bundled offerings that promote savings with better outcomes such as a decreased incidence of infection.

GPO Resources

Premier’s response to bundled payments includes providing members with a proprietary Bundled Payment Intelligence Platform (BPIP) which provides members with data that leverages CMS data along with that of their members that are dispersed throughout the country, spanning almost every state. In a recent webinar, Bundled Payment Analytics Deep Dive, Premier reviewed their bundle payments initiatives recommending that hospitals become familiar with the various bundle programs, citing the forthcoming new voluntary program, as well as the current, Bundled Payment for Care Improvement Initiative, PCI, Comprehensive Care for Joint Replacement, Accountable Care Organizations, MSSP.

 

Tags: Bundled Payments

Value-based Care. What are your next steps?

Posted by Frank Ripullo on Mon, Dec 19, 2016 @02:29 PM


From Small to Large, What Can Manufacturers Do to Gain an Edge?



It appears that the trend for Medicare continues toward value-based care.

What are your next steps?

  • If you have not done so already, make sure you have collected data to show strong clinical outcomes. White Papers, poster presentation and published studies will be a requirement to success;
  • Develop a strong value-analysis story. Roll this outcome information into a strong win-win that shows and measures your savings and clinical enhancements;
  • A strong enterprise sales solution will be required. While your sales team is working at the account level, you will need to consider a strong presence at the IDN and GPO level to tell your story. Communicate your value analysis story, managing the contract relationships and driving awareness are all keys to success.

The Essential Solution

After you have done your homework, the execution is critical. Many small to mid-size companies have had little or no interaction with the IDNs and GPOS. That’s where EHM comes in. We have been doing this for years and with highly experienced and accomplished Executive-Level National Account relationship executives.  Why hire someone that will cost your organization $200,000, or more, all in?

EHM can manage this part of your strategy for a fraction of that cost.

Tags: Bundled Payments

Bundled Payments and Manufacturers

Posted by Frank Ripullo on Mon, Dec 19, 2016 @01:02 PM


the-bundle-icon-200x200.png

BUNDLED PAYMENT STRATEGIES

In 2015, the Centers for Medicare and Medicaid Services (CMS) announced the Comprehensive Care for Joint Replacement Model. Eight months ago, this value-based care model -- bundled payments, for the total cost of hip and knee replacement, went into effect for 800 hospitals across 67 metropolitan areas. With this model, the CMS is not just looking at the surgical costs but a full 90 days post surgical.

The cost impact will take into account physician costs, hospital stay costs, home care costs for the full care experience and outcome, including re-admissions. The hospitals will be required to maintain quality of care while at the same time take a 2-3% reimbursement cut for these procedures.

If any of us in the medical device or pharma space have learned anything over the years, we know we will be in the cross hairs for a significant contribution for this short fall. Yes, we are the lowest hanging fruit here!

As a device company, what can you expect:

  1. Expect that your decision makers will be asking for more proof sources and outcome data;
  2. If you have relied heavily on surgeon or other clinical influencers to drive your sales, these folks may be losing their mojo. You should plan on more value analysis committees with Administrators and supply chain people involved;
  3. If you are a non-orthopedic device company, do not breathe a sigh of relief. This will be taking place across the board. Don’t be naïve enough to believe that once the hospital perfects this that they will not apply this to all areas of acquisition.

Tags: Bundled Payments