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Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
The 2016 Strategic Hospital Priorities Study examines the
current direction of the industry and, in particular, how
Medtech companies can capitalize on the many needs of
hospital administrators.
2016 Strategic Hospital Priorities Study was conducted by Jonas Funk and Lucas Pain, Managing Directors in L.E.K.
Consulting’s Medtech practice. Jonas and Lucas are based in Chicago.
For more information, contact: medtech@lek.com.
Medtech Analysis
Executive Insights
While the healthcare market
has steadily evolved since L.E.K.
Consulting issued its first hospital
study in 2010, many of the same
trends remain in place, among
them consolidation, non-acute care
integration, accountability, technology
enhancements and novel pricing
schemes.
Hospital consolidation continued
its steady pace over the past year,
fueled by sustained competition,
pressure on reimbursements, as well
as the ongoing need to achieve scale.
Roughly 100 deals took place during
2015, in line with 2014 M&A activity.
US hospital industry in 2016: Capitalizing on current trends
2016 Strategic Hospital Priorities Study
What are administrators’
chief priorities?
t
Source: AHA, CMS National Health Expenditure Projections, Irving Levin and Associates, L.E.K. interviews and analysis
100100
88
107
90
72
0
20
40
60
80
100
120
140
Hospital mergers and acquisitions
(2010-15E)
Numberofdeals
2010 15E14131211
80
60
40
20
0
100
Top 100
systems
Other
systems
Total hospital spend by top
100 systems vs. other systems
(2008-20F)
Percent
2020F20122008
When asked which areas are likely to
warrant the most attention through
the end of the decade, for the second
consecutive year, patient satisfaction
topped hospital administrators’
priorities list, with the likes of clinician
recruitment/retention, improved
infection-control measures, as well as
strategies for reducing the incidence
of medical errors also taking
precedence.
Assessing hospitals’ most pressing needs
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Which medtech services
are deemed most valuable?
t
Note: *What are the most urgent needs in your hospital now? Please indicate your hospital’s degree of focus by allocating 100 points across urgent needs, where
more points indicate a higher level of focus. **The average score of each category is calculated by averaging the scores of needs in that particular category
Source: L.E.K. survey and analysis
Quality and
patient satisfaction
Staffing Products / processes
Local Progressives characterize
staffing as the most pressing
Most pressing categories of need facing hospitals*
(2016) (n=153)
Specific needs included in categorization
Averagescore**Decreasingscore
3.4
4.64.7
5.8
6.87
6
5
4
3
2
1
0
Finances Integration
Improved patient
satisfaction
Improved infection
control
Reduced medical
errors
Improved performance
on quality metrics
Reduced readmission
rates
Attraction and retention
of clinicians
Flexible staffing and
outsourcing options
Reduced acquisition
costs of equipment
and supplies
Reduced total cost of
ownership of equipment
and supplies
Access to capital
Enhanced clinical data
connectivity / decision
support
Improved labor
efficiency / workflow
Access to new
technologies
Change management
and implementation of
process improvement
Standardization of
products and protocols
across hospitals
Participation in ACOs
Integration of other
sites of care
Acquisitions of physician
groups and other
sites of care
Population health mgmt.
beyond acute care
Increased differentiation
of hospital to attract
patients
Quality and patient satisfaction
needs are the most pressing
for Progressive Consolidators
Over the past several years, hospital
administrators have been increasingly
interested in an expanded range of
services that medtech firms provide.
Among the offerings that continue to
gain traction are equipment service/
support, education/training and
financial/capital services, as well as
product acquisition and supply chain
management.
Finding value in medtech services
Note: *How valuable are each of the following services that medtech companies could provide in addition to their products? Please rate each service on a scale of
1 to 7 in which”1” means “not at all valuable” and “7” means “very valuable.” **Respondents who selected “Don’t know” were excluded. 2014: n=146; 2016:
n=153.
Source: L.E.K. survey
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Is IT still in?
t
Equipment
service,
support
and
managed
services
Education,
training
and
compliance
Product
acquisition
and supply
chain
mgmt.
Clinical
IT and
analytics
Operations
mgmt.
and
efficiency
improvement
Financial
and
capital
services
Non-clinical
analytics,
services
and IT
Disease
mgmt.
services
Hospital
mgmt.,
growth
strategy
and service
optimization
Outsourced
non-clinical
functions
Marketing,
branding
and
awareness
Outsourced
clinical /
medical
services
2014 mean 2016 mean
Hospital perceived value of potential medtech services*
Averagescore
Outsourced clinical and
non-clinical functions also
appear to be increasingly
valuable to providers
Financial and capital services
are increasingly valuable
to providers
2
3
4
5
6
Hospital administrators continue to
view IT as an investment priority,
emphasizing in particular the need
for efficient data collection/transfer
in order to improve both clinical
and non-clinical decision-making.
Spending on facilities and labor/
human resources has also been
robust, and has increased across other
categories as well relative to past
years.
Continuous focus on IT spend
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Which hospital systems
are taking the lead?
t
Note: *Please discuss your hospital’s spending priorities in the following categories. We would like to hear your views on 2016. Please rate the priority of each of
the following areas on a scale from 1 to 7 in which “1” means “will definitely reduce total spending,” “4” means “will keep spending unchanged” and ”7” means
“will definitely increase total spending.” Respondents who answered “Do not know” were excluded from the analysis. n=13
Source: L.E.K. interviews, survey and analysis
Information
technology
Facilities Labor /
human
resources
High-risk
therapeutic
devices
Drugs /
pharma-
ceuticals
Medical
capital
equipment
Low-risk
therapeutic
devices
Medical
and surgical
disposables
Diagnostic
consumables
Definitely reduce spendingDefinitely increase spending 2016 mean
Spending priorities
(2016)*
Percentofrespondents
60
80
40
20
0
20
40
60
To help gauge the viability of
hospital system participants, L.E.K.
uses a segmentation scheme
consisting of four main groups
—”local progressives,” “progressive
consolidators,” “local traditionalists”
and “hospital aggregators” — taking
into account factors such as level
of integration, accountability and
M&A activity, as well as degree of
consolidation and benefits of scale.
Gauging hospital system growth: Progressives leading the way…
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
How is consolidation impacting
non-progressives?
t
Limited consolidation and smaller in system
scale, but have generally accepted greater
accountability of care and active integration with
non-acute
Includes large academic medical centers (ACMs)
and represents 35% of hospital spending but
only 13% of hospitals
Systems with limited consolidation and
integration; largely includes stand-alone
hospitals
Represents 41% of hospitals but only 26% of
total spending
More centralized supply chain functions across
large systems and taking steps to be more
accountable
Includes large systems that are not limited to a
local catchment area and represents 35% of
spending (vs. 33% of hospitals)
Aggregated hospitals to gain scale / leverage
with payers and suppliers, but still have some
way to go in integrating with non-acute
Includes large for-profit systems and represents
5% of hospital spending
Highly integrated
hospital systems
with high degree of
accountability
Less integrated hospital
systems with low degree
of accountability
Larger hospital
systems / highly
consolidated
Smaller hospital
systems with limited
consolidation
“Local Progressives”
“Local Traditionalists”
“Progressive Consolidators”
“Hospital Aggregators”
IntegrationAccountability
Consolidation & Supply Chain
Source: L.E.K. research and analysis
We see progressives maintaining their
strong growth trajectory in the years
ahead, with progressive consolidators
making this shift and benefiting from
advanced market-share gains through
2020. Some hospital aggregators will
begin taking on more accountability
and integration and look more like
progressive consolidators in the
process; meanwhile, many local
traditionalists will continue to be
targeted for acquisition, particularly
by progressive consolidators.
…and are gaining overall share
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Which are increasing in revenue
and spending?
t
Source: L.E.K. interviews and analysis
High
Low
Larger / more
consolidated
Smaller / less
consolidated
IntegrationAccountabilityConsolidation & Supply Chain
High
Low
Larger / more
consolidated
Smaller / less
consolidated
IntegrationAccountability
Consolidation & Supply Chain
Hospital landscape in 2016
Hospital landscape in 2020
Local
traditionalists
Hospital
aggregators
Hospital
aggregators
Local
traditionalists
Progressive
consolidators
Local
progressives
Local
progressives
Progressive
consolidators
Additionally, this year’s study found
that more than two-thirds of local
progressives, as well as some 60% of
progressive consolidators, reported
strong year-over-year revenue gains;
by comparison, less than 40% of
local traditionalists and hospital
aggregators registered significant
revenue growth during the past 12
months.
Progressives are seeing faster revenue
growth. However, spending among
progressives is also increasing at a
disproportionately higher rate than
their non-progressive counterparts.
Progressive revenues on the rise
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Why are progressives more
likely to outsource?
t
Note:*How did your hospital’s total revenue in FY2015 compare with FY2014? **Includes participants who indicated their revenues experienced significant or
moderate increases in the past year. ^How did your total spending (operational and capital expenditures) in 2015 compare with the prior year?; n=153. ^^Includes
participants who indicated their revenues experienced significant or moderate increases in the past year. n=153
Source: L.E.K. survey and analysis
Hospitals with significant revenue increases
over past year*
(2016)
Hospitals with significant spending increases
over past year^
(2016)
Percentofrespondents**
Percentofrespondents^^
Progressive consolidator Hospital aggregatorLocal progressive Local traditionalist
37
60
38
67
0
10
20
30
40
50
60
70
4
39
21
36
0
10
20
30
40
50
60
70
Given the increased focus on
integration and accountability, it’s
perhaps no surprise that a growing
number of progressive health systems
appear willing to take advantage
of third-party services in order to
help address their most pressing
needs. This is particularly relevant for
medtechs looking to broaden their
base of business, as it allows them to
properly identify players that are more
likely to become longer-term partners
(as opposed to those more focused
on transactional relationships and
relative pricing).
Forging progressive partnerships
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Is outcome-based pricing
taking off?
t
Note: *How are you addressing the most pressing needs that you identified for your hospital? Respondents who selected “Do not know” or “No change needed”
were excluded from the analysis. n=153.
Source: L.E.K. survey and analysis
Local progressive Progressive consolidator Hospital aggregator Local traditionalist
Likelihood of working with outside service
providers to address hospital needs*
(2016)
Percentofrespondents
20
30
40
50
Increased awareness of/interest in
novel pricing models among hospital
administrators represents yet another
emerging trend. Our 2016 study
noted growing interest in outcome-
based pricing across most of the
medtech product spectrum, and in
particular around higher-cost items
such as medical capital equipment,
high-risk therapeutic apparatus as
well as medical/surgical disposables.
That said, many medtechs have
indicated that hospitals cannot always
accommodate or accept these models
when they are offered.
Alternative pricing continues to gain interest
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Which players are
purchasing direct?
t
Note: *To what extent do you desire outcome-based pricing models with suppliers for the following medtech product categories? What are the key barriers to more
outcome-based pricing models that medtech suppliers can impact? Respondents who answered “Do not know” or “Do not desire outcome-based pricing” were
excluded from the analysis. 2015: n=153; 2016: n=153.
Source: L.E.K. survey and analysis.
Information
technology
Low-risk
therapeutic
medical devices
Diagnostic
consumables
Medical and
surgical
disposables
High-risk
therapeutic
devices
Medical capital
equipment
Desired outcome-based pricing in hospitals*
Percentofrespondents
No interestExtremely interested 2015 mean2016 mean
60
80
40
20
0
20
40
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Additionally, the L.E.K. survey revealed
a growing number of hospital
administrators continuing to embrace
the idea of purchasing direct from
manufacturers, rather than going
through traditional GPO channels.
Once again progressives are taking
the lead, with the largest progressive
systems engaging in the highest level
of direct activity, using novel pricing
models beyond traditional GPOs.
Hospital purchasing: The direct effect
What’s the outlook
for outsourcing?
t
Note: *For any individual product category in which you currently use GPOs, how receptive would your organization be to bypassing GPOs in favor of working
directly with a manufacturer to secure competitive pricing? **Respondents who do not purchase products from GPOs or do not know are excluded from the
analysis. ^Includes participants who rated receptivity as 6 or 7. n=153.
Source: L.E.K. survey and analysis
Receptivity to bypassing GPO and purchasing directly from manufacturers*
(2016)
(n=153)**
Percentofrespondents
Non-
Progressive
Progressive
Percent of respondents highly receptive to bypassing GPO^
16%
32%
10%
25%
8%
23%
10%
24%
16%
25%
12%
32%
Progressive hospital systems
appear more receptive to
bypassing GPOs
Medical
and surgical
disposables
OtherDiagnostic
consumables
Low-risk
therapeutic
devices
High-risk
therapeutic
devices
Medical
capital
equipment
No interestExtremely interested
80
60
40
20
0
20
40
60
Rounding out the top-trend list is the
rise in outsourcing activity during the
period 2015-16, covering the vast
majority of hospital functions (and
including longer-term outsourcing of
non-core activities).
This mirrors the points above about
a growing percentage of hospital
administrators who are more
receptive to working with external
partners. Significantly, a number
of those already using external
partners indicated possibly increasing
outsourced workflows by some five
to six times current levels in the years
ahead.
Outsourcing on the increase
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
Next steps for medtechs?
t
Note: *For the following services, please indicate what your current status for outsourcing is and how you expect this to change or stay the same in the next five
years; Respondents who answered “Do not know” were excluded from the analysis. 2015: n=153; 2016: n=153.
Source: L.E.K. survey and analysis
Outsourcing status and expectations*
Percentofrespondents
As compared to non-Progressive hospitals, a
greater percentage of Progressives currently
outsource and plan to continue outsourcing
Patientbilling/
collectionservice
ITmaintenance
Clinicalengineering
Revenuecycle
management
Labservices
Accounting/
back-officeservices
Supplychain
management
Pharmacyservices
Radiologystaffing
Inventory
management
Hospitaliststaffing
Emergency
departmentstaffing
Coremeasure
reporting
Infection
management
Diagnosticimaging
Clinicaldepartment
management
Nurses/surgical
scrubstaffing
Would consider outsourcing in next five years
Already outsource and plan to continue to outsource for next five years
2015 respondents who outsourced and planned to continue outsourcing for the next five years
0
20
40
60
We see substantial outsourced
opportunity ahead for independent
providers of data, technology and
other value-add hospital services. This
bodes well for medtech firms, many
of which have begun to expand their
breadth of services in order to provide
key players with a broader base of
connected solutions.
To capitalize on these prospects,
medtech leaders should consider a
number of focal points, including
ways to target emerging customer
segments, and gain insight into the
various provider segments (with
special emphasis on the needs of
larger, progressive health systems),
while also considering M&A to access
potentially high-growth areas, among
other strategies.
For medtechs, continued change is required
Medtech Analysis
Executive Insights
2016 Strategic Hospital Priorities Study
About the authors
t Medtech company focus areas
Provider landscape evolution Customer segmentation
and needs
Optimized commercial models
How is provider evolution
(e.g., consolidating,
integrating, taking on
accountability, supply chain
centralization) impacting
medtechs?
What customer segments
are emerging and which will
“win” in the future?
What are their needs and
which can be addressed by
medtechs?
How should Medtechs
transform commercial models?
Increase participation in
alternate sites? Engage with
distributors and GPOs?
What capabilities and
resources are needed to align
with the changes in decision-
making?
Value articulation and
outcome-based pricing
Service / solution expansion
opportunities
M&A opportunities
How can Medtechs define /
quantify the value that they
bring to customers?
What tools can be used to
communicate the benefits?
How to develop, offer,
manage and track gain-
sharing programs
How to transform from
“products” to solutions that
better address customers’
needs?
Where / how can data
connectivity increase the value
of devices?
How to define and monetize
new services and solutions?
In which areas should
Medtechs expand via
acquisition?
What portfolio additions
provide the best fit for
providing meaningful
solutions?
Which specific targets offer
the best fit and promise for
profitable growth?
Medtech Analysis
Executive Insights
About L.E.K. Consulting
L.E.K. Consulting is a global management consulting firm that uses deep industry expertise and rigorous analysis to help business leaders achieve practical results with real impact.
We are uncompromising in our approach to helping clients consistently make better decisions, deliver improved business performance and create greater shareholder returns. The
firm advises and supports global companies that are leaders in their industries — including the largest private and public sector organizations, private equity firms and emerging
entrepreneurial businesses. Founded more than 30 years ago, L.E.K. employs more than 1,200 professionals across the Americas, Asia-Pacific and Europe. For more information, go
to www.lek.com.
L.E.K. Consulting is a registered trademark of L.E.K. Consulting LLC. All other products and
brands mentioned in this document are properties of their respective owners.
© 2016 L.E.K. Consulting LLC
About the Authors
Lucas Pain is a Managing Director and Partner in L.E.K. Consulting’s
Chicago office. He has more than 16 years of experience directing
consulting engagements focused on growth strategy across a broad
range of industries, including energy & environment, medtech,
building and construction, healthcare services, and private equity.
Jonas Funk is a Managing Director and Partner in L.E.K. Consulting’s
Chicago office. He has more than 17 years of experience at L.E.K. and
has directed hundreds of consulting engagements, primarily focused
on growth strategy and mergers and acquisitions support in the
medtech and life sciences industries.

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2016 Strategic Hospital Priorities Study

  • 1. Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study The 2016 Strategic Hospital Priorities Study examines the current direction of the industry and, in particular, how Medtech companies can capitalize on the many needs of hospital administrators. 2016 Strategic Hospital Priorities Study was conducted by Jonas Funk and Lucas Pain, Managing Directors in L.E.K. Consulting’s Medtech practice. Jonas and Lucas are based in Chicago. For more information, contact: medtech@lek.com.
  • 2. Medtech Analysis Executive Insights While the healthcare market has steadily evolved since L.E.K. Consulting issued its first hospital study in 2010, many of the same trends remain in place, among them consolidation, non-acute care integration, accountability, technology enhancements and novel pricing schemes. Hospital consolidation continued its steady pace over the past year, fueled by sustained competition, pressure on reimbursements, as well as the ongoing need to achieve scale. Roughly 100 deals took place during 2015, in line with 2014 M&A activity. US hospital industry in 2016: Capitalizing on current trends 2016 Strategic Hospital Priorities Study What are administrators’ chief priorities? t Source: AHA, CMS National Health Expenditure Projections, Irving Levin and Associates, L.E.K. interviews and analysis 100100 88 107 90 72 0 20 40 60 80 100 120 140 Hospital mergers and acquisitions (2010-15E) Numberofdeals 2010 15E14131211 80 60 40 20 0 100 Top 100 systems Other systems Total hospital spend by top 100 systems vs. other systems (2008-20F) Percent 2020F20122008
  • 3. When asked which areas are likely to warrant the most attention through the end of the decade, for the second consecutive year, patient satisfaction topped hospital administrators’ priorities list, with the likes of clinician recruitment/retention, improved infection-control measures, as well as strategies for reducing the incidence of medical errors also taking precedence. Assessing hospitals’ most pressing needs Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Which medtech services are deemed most valuable? t Note: *What are the most urgent needs in your hospital now? Please indicate your hospital’s degree of focus by allocating 100 points across urgent needs, where more points indicate a higher level of focus. **The average score of each category is calculated by averaging the scores of needs in that particular category Source: L.E.K. survey and analysis Quality and patient satisfaction Staffing Products / processes Local Progressives characterize staffing as the most pressing Most pressing categories of need facing hospitals* (2016) (n=153) Specific needs included in categorization Averagescore**Decreasingscore 3.4 4.64.7 5.8 6.87 6 5 4 3 2 1 0 Finances Integration Improved patient satisfaction Improved infection control Reduced medical errors Improved performance on quality metrics Reduced readmission rates Attraction and retention of clinicians Flexible staffing and outsourcing options Reduced acquisition costs of equipment and supplies Reduced total cost of ownership of equipment and supplies Access to capital Enhanced clinical data connectivity / decision support Improved labor efficiency / workflow Access to new technologies Change management and implementation of process improvement Standardization of products and protocols across hospitals Participation in ACOs Integration of other sites of care Acquisitions of physician groups and other sites of care Population health mgmt. beyond acute care Increased differentiation of hospital to attract patients Quality and patient satisfaction needs are the most pressing for Progressive Consolidators
  • 4. Over the past several years, hospital administrators have been increasingly interested in an expanded range of services that medtech firms provide. Among the offerings that continue to gain traction are equipment service/ support, education/training and financial/capital services, as well as product acquisition and supply chain management. Finding value in medtech services Note: *How valuable are each of the following services that medtech companies could provide in addition to their products? Please rate each service on a scale of 1 to 7 in which”1” means “not at all valuable” and “7” means “very valuable.” **Respondents who selected “Don’t know” were excluded. 2014: n=146; 2016: n=153. Source: L.E.K. survey Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Is IT still in? t Equipment service, support and managed services Education, training and compliance Product acquisition and supply chain mgmt. Clinical IT and analytics Operations mgmt. and efficiency improvement Financial and capital services Non-clinical analytics, services and IT Disease mgmt. services Hospital mgmt., growth strategy and service optimization Outsourced non-clinical functions Marketing, branding and awareness Outsourced clinical / medical services 2014 mean 2016 mean Hospital perceived value of potential medtech services* Averagescore Outsourced clinical and non-clinical functions also appear to be increasingly valuable to providers Financial and capital services are increasingly valuable to providers 2 3 4 5 6
  • 5. Hospital administrators continue to view IT as an investment priority, emphasizing in particular the need for efficient data collection/transfer in order to improve both clinical and non-clinical decision-making. Spending on facilities and labor/ human resources has also been robust, and has increased across other categories as well relative to past years. Continuous focus on IT spend Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Which hospital systems are taking the lead? t Note: *Please discuss your hospital’s spending priorities in the following categories. We would like to hear your views on 2016. Please rate the priority of each of the following areas on a scale from 1 to 7 in which “1” means “will definitely reduce total spending,” “4” means “will keep spending unchanged” and ”7” means “will definitely increase total spending.” Respondents who answered “Do not know” were excluded from the analysis. n=13 Source: L.E.K. interviews, survey and analysis Information technology Facilities Labor / human resources High-risk therapeutic devices Drugs / pharma- ceuticals Medical capital equipment Low-risk therapeutic devices Medical and surgical disposables Diagnostic consumables Definitely reduce spendingDefinitely increase spending 2016 mean Spending priorities (2016)* Percentofrespondents 60 80 40 20 0 20 40 60
  • 6. To help gauge the viability of hospital system participants, L.E.K. uses a segmentation scheme consisting of four main groups —”local progressives,” “progressive consolidators,” “local traditionalists” and “hospital aggregators” — taking into account factors such as level of integration, accountability and M&A activity, as well as degree of consolidation and benefits of scale. Gauging hospital system growth: Progressives leading the way… Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study How is consolidation impacting non-progressives? t Limited consolidation and smaller in system scale, but have generally accepted greater accountability of care and active integration with non-acute Includes large academic medical centers (ACMs) and represents 35% of hospital spending but only 13% of hospitals Systems with limited consolidation and integration; largely includes stand-alone hospitals Represents 41% of hospitals but only 26% of total spending More centralized supply chain functions across large systems and taking steps to be more accountable Includes large systems that are not limited to a local catchment area and represents 35% of spending (vs. 33% of hospitals) Aggregated hospitals to gain scale / leverage with payers and suppliers, but still have some way to go in integrating with non-acute Includes large for-profit systems and represents 5% of hospital spending Highly integrated hospital systems with high degree of accountability Less integrated hospital systems with low degree of accountability Larger hospital systems / highly consolidated Smaller hospital systems with limited consolidation “Local Progressives” “Local Traditionalists” “Progressive Consolidators” “Hospital Aggregators” IntegrationAccountability Consolidation & Supply Chain Source: L.E.K. research and analysis
  • 7. We see progressives maintaining their strong growth trajectory in the years ahead, with progressive consolidators making this shift and benefiting from advanced market-share gains through 2020. Some hospital aggregators will begin taking on more accountability and integration and look more like progressive consolidators in the process; meanwhile, many local traditionalists will continue to be targeted for acquisition, particularly by progressive consolidators. …and are gaining overall share Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Which are increasing in revenue and spending? t Source: L.E.K. interviews and analysis High Low Larger / more consolidated Smaller / less consolidated IntegrationAccountabilityConsolidation & Supply Chain High Low Larger / more consolidated Smaller / less consolidated IntegrationAccountability Consolidation & Supply Chain Hospital landscape in 2016 Hospital landscape in 2020 Local traditionalists Hospital aggregators Hospital aggregators Local traditionalists Progressive consolidators Local progressives Local progressives Progressive consolidators
  • 8. Additionally, this year’s study found that more than two-thirds of local progressives, as well as some 60% of progressive consolidators, reported strong year-over-year revenue gains; by comparison, less than 40% of local traditionalists and hospital aggregators registered significant revenue growth during the past 12 months. Progressives are seeing faster revenue growth. However, spending among progressives is also increasing at a disproportionately higher rate than their non-progressive counterparts. Progressive revenues on the rise Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Why are progressives more likely to outsource? t Note:*How did your hospital’s total revenue in FY2015 compare with FY2014? **Includes participants who indicated their revenues experienced significant or moderate increases in the past year. ^How did your total spending (operational and capital expenditures) in 2015 compare with the prior year?; n=153. ^^Includes participants who indicated their revenues experienced significant or moderate increases in the past year. n=153 Source: L.E.K. survey and analysis Hospitals with significant revenue increases over past year* (2016) Hospitals with significant spending increases over past year^ (2016) Percentofrespondents** Percentofrespondents^^ Progressive consolidator Hospital aggregatorLocal progressive Local traditionalist 37 60 38 67 0 10 20 30 40 50 60 70 4 39 21 36 0 10 20 30 40 50 60 70
  • 9. Given the increased focus on integration and accountability, it’s perhaps no surprise that a growing number of progressive health systems appear willing to take advantage of third-party services in order to help address their most pressing needs. This is particularly relevant for medtechs looking to broaden their base of business, as it allows them to properly identify players that are more likely to become longer-term partners (as opposed to those more focused on transactional relationships and relative pricing). Forging progressive partnerships Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Is outcome-based pricing taking off? t Note: *How are you addressing the most pressing needs that you identified for your hospital? Respondents who selected “Do not know” or “No change needed” were excluded from the analysis. n=153. Source: L.E.K. survey and analysis Local progressive Progressive consolidator Hospital aggregator Local traditionalist Likelihood of working with outside service providers to address hospital needs* (2016) Percentofrespondents 20 30 40 50
  • 10. Increased awareness of/interest in novel pricing models among hospital administrators represents yet another emerging trend. Our 2016 study noted growing interest in outcome- based pricing across most of the medtech product spectrum, and in particular around higher-cost items such as medical capital equipment, high-risk therapeutic apparatus as well as medical/surgical disposables. That said, many medtechs have indicated that hospitals cannot always accommodate or accept these models when they are offered. Alternative pricing continues to gain interest Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Which players are purchasing direct? t Note: *To what extent do you desire outcome-based pricing models with suppliers for the following medtech product categories? What are the key barriers to more outcome-based pricing models that medtech suppliers can impact? Respondents who answered “Do not know” or “Do not desire outcome-based pricing” were excluded from the analysis. 2015: n=153; 2016: n=153. Source: L.E.K. survey and analysis. Information technology Low-risk therapeutic medical devices Diagnostic consumables Medical and surgical disposables High-risk therapeutic devices Medical capital equipment Desired outcome-based pricing in hospitals* Percentofrespondents No interestExtremely interested 2015 mean2016 mean 60 80 40 20 0 20 40
  • 11. Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Additionally, the L.E.K. survey revealed a growing number of hospital administrators continuing to embrace the idea of purchasing direct from manufacturers, rather than going through traditional GPO channels. Once again progressives are taking the lead, with the largest progressive systems engaging in the highest level of direct activity, using novel pricing models beyond traditional GPOs. Hospital purchasing: The direct effect What’s the outlook for outsourcing? t Note: *For any individual product category in which you currently use GPOs, how receptive would your organization be to bypassing GPOs in favor of working directly with a manufacturer to secure competitive pricing? **Respondents who do not purchase products from GPOs or do not know are excluded from the analysis. ^Includes participants who rated receptivity as 6 or 7. n=153. Source: L.E.K. survey and analysis Receptivity to bypassing GPO and purchasing directly from manufacturers* (2016) (n=153)** Percentofrespondents Non- Progressive Progressive Percent of respondents highly receptive to bypassing GPO^ 16% 32% 10% 25% 8% 23% 10% 24% 16% 25% 12% 32% Progressive hospital systems appear more receptive to bypassing GPOs Medical and surgical disposables OtherDiagnostic consumables Low-risk therapeutic devices High-risk therapeutic devices Medical capital equipment No interestExtremely interested 80 60 40 20 0 20 40 60
  • 12. Rounding out the top-trend list is the rise in outsourcing activity during the period 2015-16, covering the vast majority of hospital functions (and including longer-term outsourcing of non-core activities). This mirrors the points above about a growing percentage of hospital administrators who are more receptive to working with external partners. Significantly, a number of those already using external partners indicated possibly increasing outsourced workflows by some five to six times current levels in the years ahead. Outsourcing on the increase Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study Next steps for medtechs? t Note: *For the following services, please indicate what your current status for outsourcing is and how you expect this to change or stay the same in the next five years; Respondents who answered “Do not know” were excluded from the analysis. 2015: n=153; 2016: n=153. Source: L.E.K. survey and analysis Outsourcing status and expectations* Percentofrespondents As compared to non-Progressive hospitals, a greater percentage of Progressives currently outsource and plan to continue outsourcing Patientbilling/ collectionservice ITmaintenance Clinicalengineering Revenuecycle management Labservices Accounting/ back-officeservices Supplychain management Pharmacyservices Radiologystaffing Inventory management Hospitaliststaffing Emergency departmentstaffing Coremeasure reporting Infection management Diagnosticimaging Clinicaldepartment management Nurses/surgical scrubstaffing Would consider outsourcing in next five years Already outsource and plan to continue to outsource for next five years 2015 respondents who outsourced and planned to continue outsourcing for the next five years 0 20 40 60
  • 13. We see substantial outsourced opportunity ahead for independent providers of data, technology and other value-add hospital services. This bodes well for medtech firms, many of which have begun to expand their breadth of services in order to provide key players with a broader base of connected solutions. To capitalize on these prospects, medtech leaders should consider a number of focal points, including ways to target emerging customer segments, and gain insight into the various provider segments (with special emphasis on the needs of larger, progressive health systems), while also considering M&A to access potentially high-growth areas, among other strategies. For medtechs, continued change is required Medtech Analysis Executive Insights 2016 Strategic Hospital Priorities Study About the authors t Medtech company focus areas Provider landscape evolution Customer segmentation and needs Optimized commercial models How is provider evolution (e.g., consolidating, integrating, taking on accountability, supply chain centralization) impacting medtechs? What customer segments are emerging and which will “win” in the future? What are their needs and which can be addressed by medtechs? How should Medtechs transform commercial models? Increase participation in alternate sites? Engage with distributors and GPOs? What capabilities and resources are needed to align with the changes in decision- making? Value articulation and outcome-based pricing Service / solution expansion opportunities M&A opportunities How can Medtechs define / quantify the value that they bring to customers? What tools can be used to communicate the benefits? How to develop, offer, manage and track gain- sharing programs How to transform from “products” to solutions that better address customers’ needs? Where / how can data connectivity increase the value of devices? How to define and monetize new services and solutions? In which areas should Medtechs expand via acquisition? What portfolio additions provide the best fit for providing meaningful solutions? Which specific targets offer the best fit and promise for profitable growth?
  • 14. Medtech Analysis Executive Insights About L.E.K. Consulting L.E.K. Consulting is a global management consulting firm that uses deep industry expertise and rigorous analysis to help business leaders achieve practical results with real impact. We are uncompromising in our approach to helping clients consistently make better decisions, deliver improved business performance and create greater shareholder returns. The firm advises and supports global companies that are leaders in their industries — including the largest private and public sector organizations, private equity firms and emerging entrepreneurial businesses. Founded more than 30 years ago, L.E.K. employs more than 1,200 professionals across the Americas, Asia-Pacific and Europe. For more information, go to www.lek.com. L.E.K. Consulting is a registered trademark of L.E.K. Consulting LLC. All other products and brands mentioned in this document are properties of their respective owners. © 2016 L.E.K. Consulting LLC About the Authors Lucas Pain is a Managing Director and Partner in L.E.K. Consulting’s Chicago office. He has more than 16 years of experience directing consulting engagements focused on growth strategy across a broad range of industries, including energy & environment, medtech, building and construction, healthcare services, and private equity. Jonas Funk is a Managing Director and Partner in L.E.K. Consulting’s Chicago office. He has more than 17 years of experience at L.E.K. and has directed hundreds of consulting engagements, primarily focused on growth strategy and mergers and acquisitions support in the medtech and life sciences industries.