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Pslc sales aid deck v9
1. SAME: Wound • Protocol • Outcome
DIFFERENT: Supply Expenditure
$628
$1,803
Other Suppliers
Choose your path carefully.
2. Delivering quality outcomes
for 30-50% less
When choosing a supplier for advanced wound
dressings, there is only one path to take…
3. ► $0.30
to $0.40
[of every dollar] is spent on
poor quality care1
► Wasteful
spending costs
$1.2 Trillion2
► Per
capita cost more than
double in US3
► Healthcare
family premiums
increased by 50%4
1.
2.
3.
4.
Lawrence, David. Building a Better Delivery System: A New Engineering/Health Care Partnership – Bridging the Quality Chasm. 2005; Washington, DC: National
Academy of Sciences. p. 99
Piper, MA, FACHE, Kip. Results-Driven Healthcare: Addressing the Staggering Cost of Poor Performance.
www.ahdbonline.com/article/results-driven-healthcare-addressing-staggering-cost-p
Squires, David A. The U.S. Health System in Perspective: A Comparison of Twelve Industrialized Nations. 2011.
Commonwealth Fund. November 17, 2011. Volume 26.
4. Common Industry Practice Cost Escalators
• Dispense maximum amount of dressings permitted
by insurance
• Substitute generic dressings
• Encourage expensive antimicrobial secondary
dressings
• Bill as out-of-network provider
5. Cost Comparison
Primary and Secondary Dressing Medicare Supply Expenditure*
Weeks
Treatment
Common Industry
Practice
Byram
1-2
Silver Collagen (QD)
$926
$365
3-4
Alginate (QD)
$485
$145
5-6
Foam (Q3D)
$196
$59
7-8
Lite Foam (Q3D)
$196
$59
$1,803
$628
Closure
*Supply Expenditure = Medicare average fee x dressing change frequency x days supply.
7. Other Suppliers
Bad for Patients
• Reduces compliance
• Risk of developing
resistant pathogens
• Lower satisfaction
Wrong for our Healthcare System
• Increase cost without improving quality
• Overutilization places coverage for advanced wound
dressing at risk with Medicare
8. Premium Services
Value Added Programs
Accountability Report
Starter Kits
Basic Services
• Knowledgeable
Customer
Service
• Easy to Use
• Timely Delivery
• Brand Name
Dressings
Accept Most Insurance
Sample Program
+
Dressing Continuity
Program
Single Point of Contact
eHealth Services
=
Premium
Services
with
Byram
9. Accept Most Health Plans
• Our portfolio of health plans has
225 Million covered lives
• Offer deep discounts to plan
members with no coverage
• No need to outsource orders
2010 Population Distribution in the United States Map http://www.census.gov/geo/maps-data/maps/2010popdistribution.html
11. Accountability Report
ACCOUNTABILITY.4gl
RUN DATE: 02/02/11
BYRAM HEALTHCARE - ACCOUNTABILITY REPORT
ALBANY MEMORIAL HOSP WOUND
COUNTABILITY.4gl CTR REFERRAL# 158380
N DATE: 02/02/11
Name
Order date Order Type
DOB
# Days
-----------------------------B
ANTHONY
04/01/1968
1
BYRAM HEALTHCARE - ACCOUNTAB
Order Status
Invoice #
Product Description
----------- ---------------- -----------------------------------------02/01/2011 NEW
IN PROCESS
12685479
GAUZE SPONGE 4"X 4" 12-PLY STERILE 2'S (
RESTORE CALCIUM ALGINATE W/SILVER 4"X 4.
STRETCH BANDAGE 4"X 4YD NON-STERILE(1) (
ANCILLARY ITEMS - 15 DAY
SAFE N SIMPLE NO-STING SKIN BARRIER WIPE
MEDIPORE 2" SOFT CLOTH TAPE (1) 10YD RL
BANY MEMORIAL HOSP WOUND CTR REFERRAL#
C
CUSTOMER SERVICE
PHONE:(Downers Grv)800-334-0235x33960
FAX:(Downers Grv)800-521-6291
02/01/2011
158380
ALMA
01/07/1960
1
REORDER
12692421
SHIPPED
PRISMA MATRIX 4.34 SQ IN W/COLLAGEN,ORC,
ANCILLARY ITEMS - 15 DAY
STRETCH BANDAGE 4"X 4YD NON-STERILE(1) (
TAPE PAPER 2"X 10 YD(1)
11/13/1923
1
12692360
PRISMA MATRIX 4.34 SQ IN W/COLLAGEN,ORC,
GAUZE SPONGE 4"X 4" 12-PLY STERILE 2'S (
ALLEVYN 4"X 4" (10) FOAM DRSG
UOM
--PK
EA
EA
KT
PK
EA
Comments
QtyOrd
QtyShp
------ -----MISC/OTHER
25
25
12
12
12
12
1
1
1
1
1
1
EA
12
12
EA
PK
EA
2
15
6
2
15
6
1 Order
1
me
Order date Order Type KT 2) Order Status
1) Dispensing
EA
6
6
EA
1 Product Descr
1
DOB
# Days
Invoice #
Time
Types
F
JOHN
02/02/2011 REORDER
IN PROCESS
MISC/OTHER
---------------------------- -----------(10) HYDROFIBER DRSG
----------------15 ------------01/09/1948
0
12687882
AQUACEL 4"X4"
EA
15
GAUZE SPONGE 4"X 4" 8-PLY STERILE 2'S(2/
PK
100
100
ANTHONY
02/01/2011 NEW
PROCESS
KERLIX STR.4-1/2 X 4.1YDS(1) (LATEX-FREE
EA
50 IN 50
TAPE, PAPER 1" X 10YDS, HYPOALLERGENIC (
RL
1
1
04/01/1968
1
12685479
GAUZE SPONG
F
JOHN
02/02/2011 REORDER
CANCELED
MISC/OTHER
01/09/1948
0
12693447
KERLIX STR.4-1/2 X 4.1YDS(1) (LATEX-FREE
EA
RESTORE CAL
AQUACEL 4"X4" (10) HYDROFIBER DRSG
EA
STRETCH BAN
L
KATHRYN
02/01/2011 NEW
IN PROCESS
MISC/OTHER
06/20/1949
1
12682236
STRETCH BANDAGE 4"X 4YD NON-STERILE(1) (
EA
6
6
ANCILLARY I
GAUZE SPONGE 4"X 4" 12-PLY STERILE 2'S (
PK
25
25
MEDIPORE 2" SOFT CLOTH TAPE (1) 10YD RL
EA
1
1
SAFE N SIMP
ANCILLARY ITEMS - 15 DAY
KT
1
1
M
MURIEL C
02/01/2011 REORDER
IN PROCESS
MISC/OTHER
MEDIPORE 2"
ALMA
02/01/2011
REORDER
SHIPPED
12. Accountability Report
ACCOUNTABILITY.4gl
RUN DATE: 02/02/11
BYRAM HEALTHCARE - ACCOUNTABILITY REPORT
ALBANY MEMORIAL HOSP WOUND CTR REFERRAL#
158380
EALTHCARE - ACCOUNTABILITY REPORT
Name
Order date
e
DOB
# Days
-----------------------------B
ANTHONY
04/01/1968
1
CUSTOMER SERVICE
Order Status
Product Description
UOM
PHONE:(Downers Grv)800-334-0235x33960
-------------------------------------------IN PROCESS
FAX:(Downers Grv)800-521-6291
Order Type
Invoice #
----------- ---------------02/01/2011 NEW
12685479
1) Order
Status
C
ALMA
CUSTOMER SERVICE
PHONE:(Downers Grv)800-334-0235x33960
FAX:(Downers Grv)800-521-6291
GAUZE SPONGE 4"X 4" 12-PLY STERILE 2'S (
RESTORE CALCIUM ALGINATE W/SILVER 4"X 4.
STRETCH BANDAGE 4"X 4YD NON-STERILE(1) (
ANCILLARY ITEMS - 15 DAY
SAFE N SIMPLE NO-STING SKIN BARRIER WIPE
MEDIPORE 2" SOFT CLOTH TAPE (1) 10YD RL
2) Order
Completion
02/01/2011
REORDER
REORDER
3) Delivery Tracking
or Comments
SHIPPED
02/02/2011
PK
EA
EA
KT
PK
EA
Comments
QtyOrd
QtyShp
------ -----MISC/OTHER
25
25
12
12
12
12
1
1
1
1
1
1
CANCELED
Order Status
Comments EA
01/07/1960
1
12692421
PRISMA MATRIX 4.34 SQ IN W/COLLAGEN,ORC,
12
12
ANCILLARY ITEMS - 15 DAY
KT
1
Product Description
UOM QtyOrd
QtyShp EA
Tracking# 1
STRETCH BANDAGE 4"X 4YD NON-STERILE(1) (
6
6
TAPE
EA
1
------- ------------------------------------------ PAPER 2"X 10 YD(1)
--- ------ -------------- 1
SHIPPED
F
JOHN
02/02/2011 REORDER
IN PROCESS
MISC/OTHER
01/09/1948
0
12687882
AQUACEL 4"X4" (10) HYDROFIBER DRSG
EA
15
15
ANCILLARY ITEMS - 15 DAY
KT
2
2
1Z95X66X0379841368
GAUZE SPONGE 4"X 4" 8-PLY STERILE 2'S(2/
PK
100
100
KERLIX STR.4-1/2
EA
50
50
CONFORM STRETCH BANDAGE 1"X 75" STERILE PAPER 1" X X 4.1YDS(1) (LATEX-FREE RL
EA
3
3
1Z95X66X0379841368
TAPE,
10YDS, HYPOALLERGENIC (
1
1
F
JOHN
SHIPPED
01/09/1948
0
12693447
KERLIX STR.4-1/2 X 4.1YDS(1) (LATEX-FREE
FLUFF ROLL GAUZE 4"X 4YDS STERILE (1) AQUACEL 4"X4" (10) HYDROFIBER DRSG
(L
EA
30
30
L TAPE, SILK 1" X 10YDS, HYPOALLERGENIC (1
KATHRYN
02/01/2011 NEW
IN PROCESS EA
1
1
06/20/1949
1
12682236
STRETCH BANDAGE 4"X 4YD NON-STERILE(1) (
GAUZE SPONGE 4"X 4" 12-PLY STERILE 2'S (
ANCILLARY ITEMS - 15 DAY
KT
2
2
MEDIPORE 2" SOFT CLOTH TAPE (1) 10YD RL
ANCILLARY ITEMS - 15 DAY
SHIPPED
M
MURIEL C
02/01/2011 REORDER
IN PROCESS
11/13/1923
1
12692360
PRISMA EA
IN
AQUACEL AG 4"X4.7" (1) ANTIMICROBIAL HYD MATRIX 4.34 SQ60 W/COLLAGEN,ORC,
60
GAUZE SPONGE 4"X 4" 12-PLY STERILE 2'S (
BORDERED GAUZE DRSG 6"X 6" (4.25X 4" PAD
EA 4" (10) FOAM DRSG 30
30
ALLEVYN 4"X
MISC/OTHER
EA
EA
EA
PK
EA
KT
MISC/OTHER
6
6
25
25
1
1
1
1
EA
PK
EA
MISC/OTHER
2
2
15
15
6
6
13. Dressing Continuity Program
• Fastest, most accurate way
to order supplies
John Doe
DOB: 12/31/9999
Ben Casey
Ben Casey
NPI#: 1234567890
12/31/9999
• Reduces errors and rework
• Automated Reorder
Reminder
15. Dressing Continuity Program
1) Check to
Order
John Doe
2) Check Days
Supply
DOB: 12/31/9999
3) Enter New
Items
Ben Casey
Ben Casey
NPI#: 1234567890
12/31/9999
16. Dressing Continuity Program
• Placing an order
John Doe
DOB: 12/31/9999
Ben Casey
Ben Casey
NPI#: 1234567890
12/31/9999
• Dr. and Wound
Information
18. Starter Kits
• Consigned inventory, components
are billed to patient’s insurance
Available Kits
• Reduce facility “sample” budget
• Silver Collagen
• Provide dressing continuity for
new patients
• Alginate
• Collagen
• Silver Alginate
• Foam
Better than next-day,
it’s “same day” delivery!
• Silver Foam
• Honey Alginate
19. Sample Program
• Samples are available to patients with private
insurance that have an lengthy approval /
authorization process
• Saves facility sample cost
• Your staff will be notified of situations
that require sampling
20. eHealth Services
Go Paperless with our eHealth Services platform!
• Secure website to place
orders online
• Physicians can sign orders
electronically without a login
or password
• Apps for iPad and iPhone
• Reduces paperwork
• Virtually eliminates rework
• Manage reorders
• Simple interface
DEMO
LIVE
22. Single Point of Contact
• Personalized customer
service
• Relationship with one
person who understands
your needs
23. Other Suppliers
A good choice for your patients.
The right choice for our healthcare system.
24. Premium Services
Value Added Programs
Accountability Report
Starter Kits
Basic Services
• Knowledgeable
Customer
Service
• Easy to Use
• Timely Delivery
• Brand Name
Dressings
Accept Most Insurance
Sample Program
+
Dressing Continuity
Program
Single Point of Contact
eHealth Services
=
Premium
Services
with
Byram
Editor's Notes
Imagine treating a patient’s wound using the same protocol and achieving the same outcome but…depending on the supplier you choose, have dramatically different dressing expenditures.$628 with Byram Healthcare, vs. $1,803 with other suppliers.Lets see why there is such a substantial difference.
At Byram, we offer both Premium Service and Lower Costs, which allows us to deliver quality outcomes for 30% to 50% less than other supplies.After examining some healthcare trends, we’ll explore why there is only one path to take when choosing a supplier for advanced wound dressings…
One of our biggest challenges in the US is we pay more for our health care but don’t always get higher quality care.[read frame][ask HCP how they feel about the future of the healthcare industry… challenges & opportunities]Let’s see why choosing Byram can make a difference.
1 Dispense maximum amount of dressings permitted by insurance [increases costs without improving quality]2 Substitute generic dressings[poor quality product may impede healing rates which drives up the cost per episode]3 Dispense expensive antimicrobial secondary dressings [products like AMD gauze are usually not needed in the home setting and cost 4 to 5 times more than plain gauze]4 Bill as out of network provider[reduced coverage, separate deductibles, higher co-pays, increase patient out of pocket cost] [gain acceptance from HCP]Did you ever wonder how much the “extra” dressings costs when the patient brings in the box of unused supplies?Lets take a look [go to next slide].
This chart shows the treatment progression of a hypothetical wound over 8 weeks to closureIt includes the Medicare Part B supply expenditures for the primary and secondary dressings with Byram Healthcare versus “common industry practice”At the end of the 8 weeks, common industry practice supply expenditures is $1,803, while supply expenditures with Byram is only $628[next slide]
That’s a savings of $1,175 to our healthcare system and a patient co-pay savings of $235, assuming 20% co-payment.This amount can be much higher depending on the health plan’s co-payment structureThese are significant savings with one patient on one wound…but imagine how it amplifies, if you consider all of the patients and all of the wounds you treat![next slide]
Here’s why other suppliers are bad for patients and wrong for our healthcare systemBad for Patients1 - Reduce compliance [by subbing generic products]2 - Risk of developing resistant pathogens [by overuse of AMD gauze]3 - Lower satisfaction [from higher cost]Wrong for our Healthcare System1 - Increase cost without improving quality [this provides no value]2 - Overutilization places coverage for advanced wound dressings at risk with Medicare[discuss what happened to the diabetes market with competitive bidding… generic product, lack of access to a provider, etc. This can happen to wound dressings too.]
Most companies will tell you the same thing; they have knowledgeable customer service, are easy to use, have timely delivery and offer quality dressings.At Byram, we consider these things to be “Basic Services”, and they represent the minimum requirements to participate in the wound care space.When you add these Basic Services with our Value Added Programs, that equals our Premium Services.[Our Value Added Programs are designed to increase efficiency, reduce rework, improve communication and save the clinic money on supply cost.]No one offers all of these Premium Services and at a lower cost.[offer to setup another sales call to review the benefits of our programs with the staff]
As a contracted in-network provider with most health plans, Byram saves your patients on unnecessary out of pocket cost vs. companies that bill dressings as an out of network provider.Other companies must outsource orders because they are not contracted with many payors. Their service commitments and delivery promises do not extend to all of orders they outsourceWorse yet, other companies attempt to bill as an out of network provider…this causes a significant increase in out of pocket cost to your patients.
Quantifies our service commitmentRuns end of day (fax or email)Provides up to date, reliable information on all outstanding ordersSaves phone calls to check on order statusUnique to Byram
Orders released the same day show as zero under the # DaysYou’ll be able to see when a Starter Kit was given to a new patient and rest assure they have adequate supplies while their initial order is being delivered.You’ll also be able to see when we dispense samples to patients while their health plan processes prior authorizations(note: samples only appear one time on the report)You can also delineate between New and Reorders
Orders remain on the report until they are shipped or canceledOrder Status: In Process, Shipped or CanceledOrder Completion: indicates the quantity ordered and shipped for each item3 - Delivery Tracking / CommentsShipped orders will have a delivery tracking numberIn Process & Canceled orders will have a “basic reason” in place of a tracking number
How do you manage reordering supplies for your patients?[read slide]Here’s how it works:Arrives Monday mornings (fax or email)Captures patients that ordered within past 7 to 14 daysShows all items orders within last 60 daysAlpha sorted by patientFile in chart for patient’s next visit
Let’s see how easy it is to place an order.[read slide]
Check to order an item for each wound; can order up-to 3 woundsCheck 15 or 30 day option
Dr. Info: Indicates the physician name & NPI# on filePhysician’s Order: Dr. signs, dates and indicates the duration of needWound Info: Only update when the plan of care changes
Kits contain three primary, three secondary dressings and tapeAutomatically replenished to your facility up to 2 times per weekFoam kits provide 15 days of product when use in accordance with Medicare guidelines
We go above and beyond to care for patients with challenging health plans.
It’s a web based service so there is no software to installIt’s freeware so it cost nothing to useSimple enrollment process to get started, no contracts requiredInteractive training is built into the applicationAdditional support is available at no charge
Contracted nationally with WoundExpert and IntellicureIntellicure facilities – Program Manager must contact Intellicure to add Byram as your preferred supplierByram is contracted with all NetHealth EMR systems (WoundExpert, iHEAL, etc.)
Your customer service contact is accountability for your 100% satisfaction with our serviceWorks hand in hand with your local field Account ManagerResource for immediate troubleshooting, product and insurance / reimbursement information
