stuck in the rut syndrome: how to get your ce program out of the box and shiny again monday march...

STUCK IN THE RUT SYNDROME: HOW TO GET YOUR CE PROGRAM OUT OF

THE BOX AND SHINY AGAIN Monday March 30, 2014 | 11:30am – 12:30pm

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPONASHVILLE • MARCH 29-31, 2015

Dave Dickey, MS, CHC, CCE, FACHE, Corporate Director CE McLaren Healthcare

Alan Gresch, VP Client Success, MainSpring Healthcare Solutions

Doug Dreps, MBA, Director Regional Clinical Engineering, Mercy Health

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

McLaren Health CareDave Dickey, MS,CHC,CCE, FACHE

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Michigan Based 12 hospitals and growing>100 clinics70 FTE’s65,000 devices

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

McLaren Health Care#1: Take on support of a new equipment type

•Automation cabinet support (Omnicell or Pyxis)•Asked by our Supply Chain to look into this, ‘cost of support is getting expensive’•Not CE budget, but we’ll take anyone’s money and responsibility if there is an opportunity•Push back from the vendor.. ‘you can’t service these, too complex, nobody does this in-house’•Get real..we want a custom program in exchange for all of our business!Improved response time, use existing BMET’s

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Last Year (12 months) vs. Previous Contract Cost

Annual $/Unit

GOLD $429,016 $1,012

CE $154,157 $411

Savings $274,859.00 $600.74

64% ANNUAL SAVINGS

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

McLaren Health Care #2: New program for Surgical Instrument Support

•Historically, we had tried it all, and thought we had it all figured out•Stainless steel sharpening and repair (1500 trays, est. 60 instruments per tray)•Van based scheduled services•Rigid and flex scopes •Surgical power equipment (drills and saws)•Light cords; shavers; widgets•Spent years finding the best in class, lowest cost vendors, many on t&m transactional based service•Lot’s of time to manage, find loaners, track PO’s (est 1,450 work orders per year on itemized devices alone!)

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Eight Vendors Identified

•Three selected to present•One vendor selected to enter into final negotiations and to do trials•About 90% of our identified inventory put onto the program•Annual Cost savings: 40+%! •Program needs close monitoring and support to the vendor to identify and deal with user induced equipment damages

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

McLaren Health Care #3Annual Executive Report

Give them the facts, brag and discloseWhat’s important to the ‘C’ suite

• Cost of service ratio trends (if they don’t know what this is, shame on you for not teaching them by now!)

• The great things you did (as a reminder, more than just fixing broken equipment and doing PM’s on time)

• The bad news…equipment that needs to be on the radar for planned replacement due to age, clinical risk, no parts, dangerous, etc.

• Opportunities for further cost savings and program improvements; identified projects, etc.

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Key Report Sections•Key departmental stats (staffing; turn around time for repairs; life support completion rates, etc.) trended year to year•Top 20 departments and equipment types to support, sorted high $ to low•Top 10 device types or departments with highest ‘no problem found’ and ‘user error’ equipment issues (education needed)•Listing of all service contracts in place, managed by CE•Major projects completed during past year•Upcoming projects for next year•Equipment base inventory value changes, graphed showing growth over past X years

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

The most important: COSR(Equip base going up, but COSR coming down)What is your goal, or eventual ‘run rate?’ Varies by hospital, equipment mix

IV. Annual cost of service ratio (COSR%) comparisons:

NORTHERN FY12 $41,819,950.00 $3,024,193.33 7.231%

FY13 $50,166,373.00 $3,043,292.00 6.070%

FY14 $59,104,998.00 $3,378,198.00 5.720%

Clinical Engineering ProgramAurora Health Care

Al GreschCorporate Director

Capital Equipment Services ProgramAlexian Brothers Health System

Al GreschAVP, Capital Equipment Services

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Technology Assessment/Project Planning• fMRI• Elekta Neuromag• Varian Truebeam• Siemens Cath Labs• GE 64 Slice CTs

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Requirements for Success•Competence & Expertise•Trust•Negotiation Skills•Consistent Performance•Comprehensive Delivery of Information

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Capital Planning Tool

• Systematic and impartial analysis• Long-term capital replacement

strategy• Facilitating group buy opportunities

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Capital Planning ToolDevelopment• Pulled historical data• Created “Most needed” capital replacements

listing• Inventory > $250K with upgrade and lease information• Capital inventory report generation• AHA Useful life by equipment type• Number of service events assumptions by manufacturer and model based on global data • Service support availability by manufacturer and

model based on CE consensus

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Asset OptimizationType: Alaris IV Pump – Double

Location: Second Floor: East Patient Care Unit: 203

Date/Time: 2009-07-2816:58:23 PDT

Owner: Central Service

Mobile medical equipment tracking (with procedural workflows)• Increased asset utilization• Reduced rental costs, excess inventory, planned

purchases and equipment losses• Optimized workflow, ordering, and cleaning

processes

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Doug Dreps, MBA Director Regional Clinical EngineeringMercy Clinical Engineering Services

•40,000 co-workers in 200 communities across multiple states•35 Hospitals across 4 states, First Stand Alone Virtual Care Center• >1,800 Primary and Specialty Care Physicians and growing•>MCES 121 FTE’s, > 123, 000 inventory, valued >1 billion •COSR < 5%, average 1302 devices per tech

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Mercy Health

•CE-IT Collaboration•Understanding IT Structure•IT understanding CE structure•Building communication•Communicating both good and bad outcomes

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Mercy Health

•CE-IT Integration•Service Model

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Mercy Health

•Working outside our sandbox•Selling unused/replaced medical equipment•Trade-in vs. selling•Offer letter/Bill of Sale – legal dept.•Handing over the check•Removing assets from finance books

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPO • NASHVILLE • MARCH 29-31, 2015

Mercy Health

•Getting involved with regional colleges and technical schools•Advisory Committee Member•Internships – Affiliation agreements, screen candidates•Aging industry•MD EXPO/AAMI/HIMSS/ Local Societies

Thank you! Dave.Dickey@mclaren.org

agresch@mainspringhealth.comDouglas.Dreps@mercy.net

THE MEDICAL EQUIPMENT SERVICE AND SALES EXPONASHVILLE • MARCH 29-31, 2015