the role of automated collections in a changing industry
DESCRIPTION
The Role of Automated Collections in a Changing Industry. Panel Discussion 2010 ADRP Conference May 20, 2010 ~ Seattle, WA. Agenda. Welcome & Introductions Data Historical Review Changes in Demand Strategies for Improvement Questions from the Audience. 2. Panelists. - PowerPoint PPT PresentationTRANSCRIPT
The Role of Automated Collectionsin a Changing Industry
Panel Discussion2010 ADRP ConferenceMay 20, 2010 ~ Seattle, WA
2
Agenda
• Welcome & Introductions
• Data– Historical Review– Changes in Demand
• Strategies for Improvement
• Questions from the Audience
3
PanelistsFACILITATORJohn Hagins
ADRP PresidentCEO, Greater Alleghanies Region, American Red Cross
Mitzi RobbinsDirector, Business Design
North American Blood BankHaemonetics Corporation
Jacque Graham, MT (ASCP)Director, NA Sales and Commercialization
Automated CollectionsCaridianBCT
Ron SheehanSenior Business Design Analyst
Haemonetics Corporation
Tom JohnsonSenior National Account Manager
CaridianBCT
Michael RealeDirector of Software Development – Blood
Center Products Haemonetics Corporation
Michael GendreauSenior Manager, Worldwide Geographic
Marketing, Automated CollectionsCaridianBCT
The Data:Historical ReviewChanging Demand
5
Statistics Summary – Hemasphere Data
• 42 Blood Centers• 172 Mobile Collection Operations• 621 Total Collection Operations• 276,233 Completed Blood Drives• 6,435,221 Units Collected• Collected Data Since 2006
6
Overall Drive Statistics – WB & 2RBCs
Total number of drives by year
Total number of 2RBC drives by year
2006 2007 2008 2009Mobiles 138,721 150,782 162,122 160,999 Fixed 89,335 97,729 109,352 115,234 Totals 228,056 248,511 271,474 276,233
% of Mobile Drives 61% 61% 60% 58%
2006 2007 2008 2009Mob 2RBC 66,992 79,015 92,184 95,122 FS 2RBC 43,340 49,012 56,916 61,356
Totals 110,332 128,027 149,100 156,478
% of Mobiles 61% 62% 62% 61%
7
Overall Drive Statistics – Platelets & Plasma
2006 2007 2008 2009Mob Plat/Plas 422 97 270 438 FS Plat/Plas 10,111 10,485 12,387 14,010 Totals 10,533 10,582 12,657 14,448 % of Mobiles 4% 1% 2% 3%
Total number of Plat/Plas drives by year
2006 2007 2008 2009Mob Plasma 2,550 3,407 3,997 4,782 FS Plasma 13,066 14,608 19,409 21,459 Totals 15,616 18,015 23,406 26,241 % of Mobiles 16% 19% 17% 18%
2006 2007 2008 2009Mob Platelets 1,844 1,505 2,902 2,599FS Platelets 45,478 53,429 64,921 71,593Totals 47,322 54,934 67,823 74,192 % of Mobiles 4% 3% 4% 4%
Total number of Platelet drives by year
Total number of Plasma drives by year
8
Apheresis Drive Distribution
9
Completed Drives with 2RBC Data (Mobiles)
10
Completed Drives with Platelet Data
11
Completed Drives with Plasma Data
12
2RBCs – Projected vs. Performed (Mobiles)
-
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
50,000
2006 2007 2008 2009
Performed But Not Projected
Projected But Not Performed
Projected AND Performed
13
2RBCs – Projected vs. Performed (Fixed Sites)
0
5000
10000
15000
20000
25000
30000
35000
2006 2007 2008 2009
Perfomed But Not Projected
Projected But Not Performed
Projected AND Performed
With regard to your blood center operations, is it your experience/opinion that overall red cell utilization in your service area has declined in 2009?
13 participants out of 24 responded “yes” 11 participants out of 24 responded
“no”
My blood center has major concerns about the growing surplus of red cells.
In this ASC online survey, 87% of participants agreed with this statement. At the GSABC members meeting in March 2009, only 52% had concerns about the growing numbers of red cell surplus.
Has your blood center had to cut back on collections in 2009?
Quarterly RBC Demand Forecast Data courtesy of BCA
Data courtesy of BCARBC Demand Change – Same quarter, prior year
Data courtesy of BCAQuarterly Platelet Equivalent Demand
Data courtesy of BCAQuarterly SDP Platelet Demand
CaridianBCT Approach
Session Objectives
• Summarize “what we’re hearing from you” - Michael
• Automation strategies with changes in the market – Jacque
• CaridianBCT solutions - All
23
What we are hearing from you
• Hospitals– Fewer elective surgeries (most profitable
segment)– Large number hospitals losing money
• Budget cuts and capital spending delays• Pressure on blood pricing
– Transfusion thresholds being challenged
What we are hearing from you
• Blood Banks– “Glut” of some blood products aided by:
• Elective surgery deferrals
• Increased split rates for platelets
• Hospital blood utilization programs
– Selling of products outside of traditional territories• Driving prices down
– Historical operating margins of 2 – 4% being threatened• Cost cutting
• Mechanisms for increased efficiency
• Diversification of revenue streams
What we are hearing from you• Blood Market
– Platelets - demand is slightly up– Expected to continue in this direction
– RBCs - demand is down– Slightly up in some regions– Expected to be flat
» Dependent on blood usage trends– Plasma – FFP is flat. Fractioned plasma is currently
flat.– Fractioned plasma expected to increase
– Automation usage is tending to increase - slightly• Flexibility and efficiency
Blood Center Strategy
FROM– Maximize efficiency of less frequent donors– Maximize availability of products– Collect as many type O red cells as possible
TO– Right product, right time, right place, right
donor
Going forward….
• Use automation to:– Maximize efficiency– Getting more from less or the same number
of donors• Focus on specific blood types/components• Eliminate inefficient cost
28
And what about recruitment?
• Recruit more automation/not less– Efficiency of automation
• Recruitment will be more complex– Right product – most efficient– Right time - based on fluctuating demand– Right place – mobile vs. fixed– Right donor - type specific
• More education • Pedigree programs
29
CaridianBCT Solutions
CaridianBCT Solutions
• Donor Base Analysis• DonorMax• Vista
31
Donor Base Analysis Tool (DBA)
• The “Donor Base Analysis Tool” provides donor recruitment/conversion goals based on: – Donor base data – Blood center collection goals– Blood type and gender
• Outputs– Daily automation/conversion goals by:
• Product type
• Blood type
Donor Base Analysis
33
Platelet Donors from WB DRBC Donors from WB cRBC from Plt Donors cPlasma from Plt Donors
Conversion Rate
Default Estimate
Center Estimate
Default Estimate
Center Estimate
Default Estimate Center EstimateDefault
EstimateCenter
Estimate
10% 2.3% 10% 2.5% 30% 12.0% 30% 31.5%
Blood Type Males Females
Estimated Male Platelet Donors
Estimated Female Platelet Donors
Males Females
Estimated Male dRBC
Donors
Estimated Female
dRBC Donors
Males FemalesEstimated
Male cRBC Donors
Estimated Female
cRBC Donors
Males Females
Estimated Male
cPlasma Donors
Estimated Female cPlasma Donors
O Positive 0 0 y y 868 775 y y 366 327 0 0O Negative 0 0 y y 179 173 y y 76 73 0 0A Positive y y 1,104 896 0 0 0 0 0 0A Negative y y 203 182 0 0 0 0 0 0B Positive y y 327 287 y y 207 182 0 0 0 0B Negative y y 57 50 y y 36 32 0 0 0 0AB Positive y y 113 98 0 0 0 0 y y 157 137AB Negative y y 23 20 0 0 0 0 y y 32 27
Total 3,360 2,451 842 353
Donor Base Analysis
34
Step 2: Annual Goals/Collections Summary Platelets RBCs Plasma
Current Year Projected Collections 47,565 33,295 3,567 Next Year Collection Goals 52,269 36,588 3,920 Annual Collection Variance (4,704) (3,293) (353) Weekly Collection Variance (90) (63) (7) Daily Collection Variance (13) (9) (1)
Step 4: Donor Conversions Needed per Day
Work Days per Week 7.0 WB Donor Conversions to SDPs 9.3
Annual Holidays 6 WB Donor Conversions to dRBCs 3.2
Annual Work Days 358 Additional RBCs from Plt Donors 4.6
Default Annual WDs 280 Additional Plasma from Plt Donors 1.0
Step 5: Additional Component Revenue
Platelets $450.00$500.00
$1,680,075
Total Revenue
$2,432,741 dRBCs $200.00
$220.00$357,329
cRBCs $200.00$220.00
$367,114
cPlasma $80.00$80.00
$28,224
DonorMAX
• DonorMAX includes:– Analysis Tools
• Donor base analysis and others– Staff Educational Tools– Marketing Tools– “MAX”
• Educate and motivate donors on automated collections
• Interactive donor kiosk • Tele-recruitment tool
35
A blood center program designed to maximize the efficiency of your existing donor base:
Vista Information System
The Vista Information System automates donor eligibility processes and optimizes donations.
The Vista system:• Identifies the optimal collection for each donor• Tracks and manages blood component loss• Automates the creation of procedure records• Facilitates instant procedure priority updates
on multiple Trima Accel devices• Improves and standardizes processes
37
Produce an Ample, Safe Blood Supply
Increase Donor
Frequency
Channel Donors to Preferred
Donation Methods
Collect More
Products per
Donation
Summary
Haemonetics Approach & Solutions
Our Blood Management Definition
Preventing a blood transfusion to the patient who doesn’t need oneProviding the right blood product, at the right time, in the right dose, to the right patient who does
39
A world-class blood management program is built on three pillars
Info
rma
tio
n M
an
ag
em
en
t
Se
rvic
es
De
vic
es
Optimal Blood Management
Point of CarePre Intra PostHospital BB
InventoryTransfusionPreparation
Hospital
Recruitment & Interview
BloodCollection
Processing& Testing
Inventory &Distribution
SponsorManagement
Blood Center
Our portfolio creates a total embodiment of blood management solutions for our customers
Dev
ices
Ser
vice
s
IMPACT TM Online
Info
rmat
ion
Man
ag
emen
t
Lean Process Improvement & Six Sigma Programs
Collection Program Optimization
Donor Recruitment & Conversion Training
Transfusion Management
Programs PAD Management
Production & Cost Optimization
Mobile Setup Modeling
Hemostasis Management
Anemia Management
41
Historical Journey
42
Automation From the 50,000’ Level•Differentiation difficult
•Difficult to craft automation strategies
•Difficult to determine application of standardized practices
•Difficult to determine best strategy for decreasing CPUC
•Difficult to develop annual budget
•Difficult to quickly adapt to changing market drivers
43
Evolution of AutomationTimely access to information at the granular level is increasingly important due to changing market drivers
44
Program provides an analysis of opportunities across departments, areas, regions, & teams
BLOOD CENTERData from all sources
Hemasphere, etc.
EXPANSION SCENARIOS Determine Collection Ramp Goals Set Timeline Determine intervals between sites Apply Constraints Set Run Rate Targets/Machine Choose Options
45
Process Improvement Programs
• Consultative support available to implement process improvement solutions
• Experts available in:– Project and Program Management– Lean Manufacturing– Six Sigma– Recruitment– Collections
46
Questions?