Vizient 2017 HIRA/IMDA Educational Conference and Expo. July 25, 2017
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1 Vizient 2017 HIRA/IMDA Educational Conference and Expo July 25, 2017
2 Biography Jack Langenberg leads the Vizient purchased services sourcing team which contracts with over 200 partnering suppliers to cover more than $3B in purchasing volume for approximately 3,100 health systems in the US. Purchased Services spend categories include EVS, FANS, Maintenance, Clinical Equipment, Sterile Processing, Rehabilitation, Security, and Laundry. Jack Langenberg Vice President Sourcing Operations Langenberg previously served as Chief Financial Officer of Novation (now Vizient), where he also provided executive leadership for marketing as well as Apexus, the exclusive contractor for the 340B Drug Pricing Program. Prior to joining Vizient, Langenberg held financial and leadership roles at Kelly Services, Inc., Price Waterhouse, General Motors Japan, Delphi Corporation and Altair Engineering. Langenberg has more than 20 years experience in health care and supply chain. His areas of expertise include: cross functional management; profit and loss responsibility; marketing; sales management; corporate finance; mergers and acquisitions and people development. Langenberg earned a Master of Business Administration degree from the Harvard Business School and a Bachelor of Business Administration in finance and a Bachelor of Arts in Japanese from the University of Notre Dame. 2
3 Undeniable market trends 3
4 Shifting demographics 88 million By 2050, the population aged 65+ will increase from 46 million to 88 million nearly doubling from % projected increase in population 65 and older US population (in thousands) 11.8% projected increase in population 18 and under 8 million In contrast, the US will only have 8 million more children Under and older 4
5 Access The front door of health care is changing. Retail clinics and remote/virtual care respond to patient demand for low cost, easy access alternatives to traditional office settings for low acuity needs. 5
6 Consumerism High deductibles and tech-enabled transparency compress prices for commodity services, particularly in ambulatory care. $1,174 outpatient hospital charge Patients who pay < 10% of allowable charges out of pocket 30.5% 25.8% 43.7% $528 free-standing MRI charge Patients who pay > 90% of allowable charges out of pocket 27.1% 25.9% 47.0% Physician office Free standing MRI Outpatient hospital 6
7 Bundled pricing The providers we serve are now responsible for a range of services that happen outside their four walls. Readmissions Complications Post-acute care facilities 7
8 Vizient: Driving performance improvement 8
9 Who is Vizient? Health care s largest member-driven performance improvement company A combination of VHA, University HealthSystem Consortium, Novation and MedAssets SCM and Sg2 Pioneers in health care with the insight, purchasing power and expert connections to drive better results for members 9
10 We are an enterprise of industry-leading companies An enterprise of companies 10
11 We are the industry s largest health care performance improvement company Our members are the nation s most prestigious hospitals 3,100 health system members The top 14 hospitals named to U.S. News & World Report s Honor Roll of Best Hospitals The top 11 hospitals named to U.S. News & World Report s Honor Roll of Best Children s Hospitals use Vizient contracts and services >50% of the nation s acute care hospitals 95% of the nation s academic medical centers >20% of the nation s ambulatory market $ 100B in annual GPO purchases 11
12 Our strategic direction Purpose Mission Why we exist To ensure our members deliver exceptional, costeffective care How we deliver on our purpose To connect members with the knowledge, solutions and expertise that accelerate performance Strategic aspirations Our focused, multi-year objectives Become an indispensable partner to health care organizations Become a leader in health care innovation Accelerate our growth rate 12
13 Our solutions framework Designed to fulfill our purpose to ensure our members deliver exceptional, cost-effective care 13
14 Member needs drive our strategy Cost Ensure a sustainable cost structure Quality Improve clinical outcomes Variation Reduce unnecessary clinical and operational variation Strategy Execute strategies for market success 14
15 Our performance improvement platforms position members for success Optimize supply operations Lower supply costs Achieve clinical-supply integration Drive operational efficiencies Improve care delivery Balance quality and total cost of care Reduce non-value-added clinical variation Optimize service line performance Maximize pharmacy performance Stabilize pharmacy spend Improve clinical pharmacy care Drive incremental revenue Evolve strategies to grow and compete Develop an effective system of care Design new clinical and business models Align with physicians and strategic partners 15
16 Our capabilities remain the foundation for delivering our expertise Tailoring our capabilities to serve members distinct needs Sourcing services Analytic services Advisory services Collaboration services Elevate members supply performance by leveraging scale, workflow automation and expertise Be members trusted source for clinical, safety, supply, financial and operational decision-making across the care continuum Accelerate improvement in member performance through the transfer of knowledge and expertise Connect members to enable learning, improving and building together 16
17 Vizient has the broadest and deepest supply chain capabilities in the industry Sourcing Operations Non-acute Analytics/Advisory Leading savings on the most comprehensive portfolio Optimal quality and cost management Effective drug shortage management Workflow enablement that drives operational efficiencies across the supply chain Accelerated contracting results Tailored agreements Operational excellence and unmatched value for alternate care settings Sustained contemporary pricing through visibility into market pricing Ability to measure/ benchmark supply chain performance and prioritize improvements Traditional GPO and sourcing operations Programmatic solutions (e.g., NOVAPLUS, Impact Standardization) Acentrus Apexus Procure-to-pay Outsourced procurement aptitude Custom contracting Largest non-acute presence Analytics Performance Networks Advisory Services Research and Intelligence 17
18 Health system perspectives on the function of supply chain are evolving Historical perspective reduce supply prices Supply chain buys the products my clinicians want to use and our GPO is a pricing utility. Focus on contract compliance Achieve price savings for supplies used most often Centralize buying and contracting Emerging perspective Optimize supply operations Supply chain manages clinically-driven category strategies and our GPO is a pivotal enabler. Focus on inter-disciplinary category management Create optimal balance of quality and cost Automate tasks and redeploy focus 18
19 Our capabilities fuel emerging supply chain perspective in three key ways Lower supply costs A powerhouse sourcing portfolio based on the industry s largest purchase volume offering a range of options to achieve best value all supported by analytics, member networks and client advisors Achieve clinicalsupply integration Clinical engagement, datadriven performance insights, comparative evidence and standardized process fuel an evolved decision-making model between clinicians and supply leaders that optimizes supply spend and improves clinical outcomes Drive operational efficiencies Supply chain automation, procure-to-pay solutions, lean consulting and performance improvement collaboratives enable streamlined operations 19
20 Delivering our offerings to members With expanded resources and a high-touch approach, Vizient is poised to positively impact supplier market share 350+ acute care sales force 70 non-acute care sales force >500 consulting associates Most extensive resources ever assembled by a GPO to increase contract participation Enterprise Client Executives are aligned and engaged with high-level C-Suite executives Sales team compensated on GPO growth with aligned incentives to promote Increased market share for awarded suppliers Increased contract participation and compliance 20
21 Compelling reasons to partner with us Our membership Opportunity to partner with Vizient to serve health care s best and brightest Vizient members represent health care s next generation of budding physicians, cutting-edge technology and innovative clinical practices the model environment for your products and services Our expanded, comprehensive offerings Vizient has the ability to attract and retain customers like no other health care performance improvement company Our unmatched commitment Hands down, Vizient has the largest committed spend of any health care performance improvement company Our unmatched support Strongest, most extensive talent ever assembled by a GPO to increase contract participation 21
22 Vizient remains a top choice for providers Successes Our GPO renewal rate is 97%, which demonstrates the value members find in our offerings We gained more than 50 new members in 2016 alone Additionally, we had more than 90 members choose to renew or extend their relationships with us last year Children s Hospital Association was among those - CHA represents more than 220 of the nation s leading children's hospitals and >$2.3B in annual spend 22
23 Questions? 23
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