Bill Stankiewicz Copy Healthcare Report Solution Providers

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Regards,

Bill Stankiewicz
Vice President and General Manager
Shippers Warehouse of Georgia
Office: 678-364-3475
Williams@shipperswarehouse.com
http://www.linkedin.com/in/billstankiewicz2006
http://www.slideshare.net/BillStankiewicz.
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Please consider the environment before printing this e-mail
“Change doesn\'t start on the surface. It\'s generated from consciousness.”
Deepak Chopra
http://bill-stankiewicz.blogspot.com/2009/07/shippers-warehouse-in-top-70-food.html
http://ask.depaul.edu/Students/MentoringandAdvice/ASK_Away_Archive.asp

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Bill Stankiewicz Copy Healthcare Report Solution Providers

  1. 1. Healthcare & Life Sciences Supply Chain Report 2010 Healthcare & Life Sciences Supply Chain Industry Report Series Marketing Supply Chain Solutions for Healthcare An in-depth analysis of eyefortransport’s 2010 Executive Survey For further details, please contact: Emma Miller, eyefortransport World phone: +44 (0)207 375 7178 US Toll Free: 1 800 814 3459 Ext. 7178 Canada Toll Free: 1 866 996 1235 Ext. 7178 emiller@eft.com Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 1
  2. 2. Healthcare & Life Sciences Supply Chain Report 2010 Table of Contents I. Introduction ............................................................................................. 4 II. Methodology and Approach ................................................................ 5 III. Profile of Respondents .......................................................................... 5 IV. Information from Solution Providers .................................................... 7 V. Conclusions ......................................................................................... 13 Business Development Opportunities in Pharma, Medical Devices & Healthcare.................................................................................................. 14 Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 2
  3. 3. Healthcare & Life Sciences Supply Chain Report 2010 List of Charts Survey Overview & Demographics Business Type ............................................................................................... 7 Annual Revenue ......................................................................................... 8 Major Geographic Region ......................................................................... 8 Solution Providers Charts Customer Requirements when Outsourcing Part of their Supply Chain ..................................................................................... 32 Difficult Issues for Customers Seeking 3PL Partners ................................ 33 Input in the Design Phase of Products .................................................... 34 Methods of Securing New Business from Pharma or Medical Devices Companies .................................................................. 35 Methods of Marketing to Prospective Healthcare or Life Sciences Clients .................................................................................. 35 Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 3
  4. 4. Healthcare & Life Sciences Supply Chain Report 2010 I. Introduction Healthcare supply chains are facing a unique set of changes and upheavals in the coming months and years. Amid Healthcare Reform, shifting legislative requirements, and a desire to expand their global reach, pharmaceutical and medical devices manufacturers are looking to improve and streamline their supply chain operations to boost efficiency and slash costs. Though traditionally behind many industries in supply chain efficiency, healthcare is now actively seeking new and innovative ways to improve supply chain operations to take their companies into the future. This shift presents a vast array of opportunities for supply chain service and solution providers to the healthcare industry. Those companies that have established expertise in healthcare will be especially well positioned to benefit from the upcoming changes. Solution providers with expertise in other industries, however, stand to gain as well by investing in healthcare-specific infrastructure and capabilities. This report presents the survey results from a group of executives working for transport, logistics and supply chain service and solution providers to the healthcare industry. It offers their perspectives on what their healthcare customers seek in a solution provider, and shares how they plan to market their solutions to the healthcare industry as well. It also draws comparison with the results of the pharmaceutical and medical devices supply chain surveys, showing where opinions are aligned across the industry, and where they differ. The result offers fascinating insight for any solution provider looking to boost its position among healthcare companies. Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 4
  5. 5. Healthcare & Life Sciences Supply Chain Report 2010 II. Methodology and Approach The survey was conducted from January - February 2010 with responses solicited by targeted e-mail lists, select trade association memberships, various related industry databases and other targeted methods. The majority of respondents were senior executives representing major companies with annual revenues of over $1 billion. No individual responses were analyzed, but rather all responses were consolidated. This report analyzes the specific responses from transport & logistics solution providers who provide solutions to healthcare & life sciences companies. To view the full responses from pharma or medical devices supply chain executives, please view here: http://events.eft.com/healthcare/download-report.shtml) III. Profile of Respondents Survey respondents represented various segments of the healthcare and life sciences industry. Pharmaceutical manufacturers (27%), medical devices manufacturers (26%), and transport or logistics providers (26%) had the greatest representation. Supply chain solution providers made up 10% of the total respondents, while other industries represented included: Clinics, hospitals, and other healthcare providers (4%); Pharmacies or retailers (3%); Wholesalers or distributors (2%); Contract manufacturers (2%). The majority of respondents (57%) represented companies whose annual revenues exceeded $1 billion. 12% of respondents represented companies with annual revenues between $250 million and $1 billion, 13% represented companies with annual revenues between $50 million Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 5
  6. 6. Healthcare & Life Sciences Supply Chain Report 2010 and $250 million, and 18% represented companies with annual revenues below $50 million. The vast majority of respondents were based in North America (46%) or Europe (48%). 4% of respondents were based in Asia (excluding Middle East), with 1% from the Middle East and Africa, and a further 1% from Central or South America. Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 6
  7. 7. Healthcare & Life Sciences Supply Chain Report 2010 IV. Responses from Solution Providers What do healthcare companies look for in a supply chain solution provider? The respondents representing solution providers were asked what they think their healthcare & life sciences customers look for most when outsourcing part of their supply chain. The majority (73%) identified credentials and track record of working with the healthcare industry. Facilities and equipment adequate for working with the healthcare industry (60%) was the next most popular response, followed by visibility and inventory management tools (41%), technology capabilities (28%), executives with healthcare-specific training or expertise (28%), security protocols (28%). The results were markedly similar to the traits sought from pharmaceutical manufacturers and medical devices manufacturers when choosing new partners. The two exceptions being the increased importance medical devices manufacturers placed on visibility and inventory management tools, and the increased importance pharmaceutical manufacturers placed on technology capabilities. (http://events.eft.com/healthcare/download-report.shtml) This alignment of opinions is a good sign for solution providers, and shows that the majority are well in touch with the needs of their healthcare & life sciences customers. Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 7
  8. 8. Healthcare & Life Sciences Supply Chain Report 2010 Why do healthcare companies have trouble finding solution providers? The respondents representing solution providers were asked which issues they think cause their healthcare & life sciences customers the most difficulty when looking for 3PL partners. The majority (60%) identified 3PLs lacking healthcare-specific capabilities. 3PLs lacking adequate facilities or equipment (57%) was the other notable response, with less popular responses being 3PLs lacking adequate accreditation/ licensing (27%), high cost (23%), 3PLs lacking adequate technology (22%), executives at 3PLs are inexperienced in pharma (21%), 3PLs unable to provide adequate visibility (19%), 3PLs lacking adequate security protocols (18%), and 3PLs unable to provide fast enough delivery times (17%). The results varied to the responses from pharmaceutical manufacturers and medical devices manufacturers. Although 3PLs lacking healthcare-specific capabilities was the most difficult issue for pharmaceutical manufacturers and medical devices manufacturers, solution providers overestimated the importance to them 3PLs lacking adequate facilities or equipment. Solution providers also slightly underestimated the importance of high cost, executives at 3PLs are inexperienced in pharma, and 3PLs unable to provide adequate visibility. The concern for both providers and end users regarding healthcare- specific expertise presents a key area of potential improvement for Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 8
  9. 9. Healthcare & Life Sciences Supply Chain Report 2010 service and solution providers. As the survey results make clear, recruiting staff with specific expertise, as well as training for current staff could be a significant boost towards better serving healthcare and life sciences customers. Do your healthcare customers involve you in the design phase? Contract manufacturers were asked if their pharma or medical devices customers involve them in the design phase of their product development. 24% said that they were given input by pharmaceutical manufacturers, while 26% said that they were given input by medical devices manufacturers. Similar numbers were also seen between pharmaceutical manufacturers (50%) and medical devices manufacturers (54%) not sharing input. Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 9
  10. 10. Healthcare & Life Sciences Supply Chain Report 2010 What do you do to secure new business from healthcare clients? Another question asked of solution providers was how their companies position themselves to secure new business from pharma or medical devices companies. Investing in facilities and equipment to meet healthcare industry needs (56%), boosting visibility and tracking technologies (51%), and training or recruiting staff with healthcare- specific expertise (47%) were the most notable responses. Less popular choices were dedicating resources to keeping up on healthcare legislation changes (30%) and actively seeking or renewing licenses and accreditation (23%). Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 10
  11. 11. Healthcare & Life Sciences Supply Chain Report 2010 How do you market your solutions to healthcare clients? Solution providers were also asked how their companies will market themselves to prospective healthcare or life sciences clients in the next year. Travelling to one-on-one sales meetings was the only method that was selected as a top priority by the majority of respondents. Lead generation campaigns and brand awareness campaigns were largely seen as very important, while hosting internal events, roundtables or networking sessions, research and publishing, conference & trade show exhibition, and speaking at conferences, were largely seen as being somewhat important. Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 11
  12. 12. Healthcare & Life Sciences Supply Chain Report 2010 Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 12
  13. 13. Healthcare & Life Sciences Supply Chain Report 2010 V. Conclusions As the results show, many supply chain service and solution providers to the healthcare industry are aligned with their customers in terms of priorities and key issues. However, there are many areas for improvement and growth. Specifically, the results show clear room for improvement among solution providers with regard to investing in healthcare-specific expertise and infrastructure. Any company looking to gain a stronger foothold among healthcare companies should clearly assess its specific capabilities and invest where necessary to make up for any shortfalls. Traditional face-to-face contact remains the favorite choice when building business with new healthcare clients, as competition remains fierce. When taken in conjunction with responses from pharmaceutical and medical devices supply chain executives, the results present a significant window of opportunity for solution providers looking to branch into the healthcare & life sciences industry. _________________________________________________________________ To view the medical devices or pharmaceuticals specific reports, please visit the link below: http://events.eft.com/healthcare/download-report.shtml Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 13
  14. 14. Healthcare & Life Sciences Supply Chain Report 2010 Want to meet Healthcare Supply Chain Executives? The survey results and issues presented in this report will form the foundation of discussion at this year’s Healthcare & Life Sciences Supply Chain Summit, June 29-30 in Chicago. Focussed on Achieving a Globalized Strategy for Your Healthcare Supply Chain the Summit will bring together an exclusive, high-level group of senior supply chain executives from top pharma, medical devices and other healthcare companies. Confirmed companies include Abbott Laboratories, Medtronic, Pfizer, GE Healthcare, Purdue Pharma, Alcon Laboratories, Johnson & Johnson Novartis, Baxter Medical Devices, Eli Lilly, BSN Medical, Myriad Pharmaceuticals, Rexam Healthcare, Covidien, Sisters of Mercy, and GS1 will discuss and debate the key issues facing your supply chain this year. Join these top executives over 2 days and benefit from: ♦ Guaranteed one2one meetings – select delegates from the list, and we arrange guaranteed meetings for you ♦ Top-level branding – get your company, your solutions and your sales executives in front of top-level decision-makers ♦ Tell us who to invite – give us a list of your prospective key clients in healthcare, and we’ll invite them to attend for free! Download the Prices & Packages ♦ For more information on crafting the ideal package to suit your needs, download the sponsorship & thought leadership information now Download online: http://events.eft.com/healthcare/sponsor-and- exhibit.shtml Or contact Toby Spencer: tspencer@eft.com; 1-800-814- 3459 ext. 7168 or +44 (0)207 375 7168 Healthcare & Life Sciences Supply Chain Summit June 29-30, 2010 – Chicago http://events.eyefortransport.com/healthcare/ 14

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