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Lindsay R. ResnickChief Marketing Officer
GORMAN HEALTH GROUP
“You never know who’s swimming naked until the tide goes out.”- Warren Buffett
It’s the Economy, Stupid!
By The Numbers
$50,233Household Income
$12,680Health Insurance
$4.0 Trillion
Health Spending 2015
($38)/$16 Billion
GM/Toyota
$9 Billion/mo
Iraq War
9.1%Unemployment
12.7%Poverty
16.0%Uninsured
31.0%Delayed Care
59.0%OOP Raise
U N S U S T A I N A B L E$450 Billion
Medicare
$614 Billion
Social Security
$340 Billion
Medicaid
$0
$500
$1,000
$1,500
$2,000
$2,500
2000 2005 2010 2015 2020 2025 2030
0.0%
1.0%
2.0%
3.0%
4.0%
5.0%
6.0%
7.0%
Medicare Part D Medicare Spending % of GDP
Between 2000 & 2030 Medicare’s share of GDP will triple.
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($ in billions)
Medicare Expenditures
$450 billion spent on Medicare(could Quadruple by 2020)
44 million beneficiaries- Medicare Supplement 10 M
- Medicare Advantage 10 M
- Prescription Drug 17 M-
650+ MA Plan Sponsors
- PPO
- PFFS
- HMO
- SNP
Income
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Health Reform…Its Time Has Come
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Health ReformRound 2
RetailHealthcare
800Retail Clinics
5,000Urgent Care Centers
55,000Pharmacies
750,000 in 2007
1,500,000 in 2008
16,000,000 in 2018
$68 billionU.S. provider lossesto outbound medical travel in 2010
Global Med
PPI
MedRetreat
Healism
WorldMed
Medical Home
80%Seniors
71Heart Disease
24Diabetes
22Asthma/Lung
5Alzheimer’s
1.5Cancer
1HIV/AIDS
60%Boomers
www.FightChronicDisease.org
$3of$4Chronic Care
Care TeamPayer
Family
Physician
Consumer
Personal Physician
Team Approach
Coordinated Care
Evidence Based
Expanded Access
Recognized Value
Patient Centered Medical Home
• Over 60% U.S. adults are overweight; 45% of this group are obese
• Almost 20% children are overweight (3x more than 1980)
• 60% Americans want smokers to pay more insurance premiums, but
only 40% believe overweight people should pay more.
Prevention and early detection could save $1 trillion over the next 20 years
Obesity is the new smoking!
Pharmaceuticals $289 Billion
Nutraceuticals $ 70 Billion
Cosmeceuticals $ 16 Billion
Biotech
Human Genome
Americans can now order at-home
genetic test kits to learn whether they
have genes predisposed for cancer,
Alzheimer’s, baldness or bipolar disorder.
Personalized
Predictive
Preventive
Participatory
DNA Direct
PAC BIO
VisiGen
deCODEme
Navigenics
Genomas
Improving quality of care – too much variation, 98,000 deaths
Increasing costs – cost sharing, thinner benefits, CDH
Uninsured – uncompensated care (charity + bad debt) = $30 billion
Increasing demand for care – inpatient, outpatient, ER
Workforce shortages – RNs, PCs, caregivers
Technology – it works, people want it….it’s expensive
State-of-the-State
5000 Hospitals
Today, 50% of the nation’s hospitals are operating in the red.
Medical Technology
CAT per 1M population: US = 80, UK&CA = 13
MRI per 1M population: US = 20, UK&CA = 5
Information Everywhere
Social Networks
Mobility
WiFi—WiMax
VoIP
Personal Health Records
Telemonitoring
Teleconsultations
e-Presecribing
THINK ABOUT
The immense impact
consumers now have
on each other.
Technology NOW
OPERATIONS
CUSTOMERS
DISTRIBUTION
EMPLOYEES
250Million
PCs
361,000ATMs
23 Million
UPS/FedEx
$210Billion
Insurance Bureaucracy Waste
6 Million
PHRs
265Million
Cell Phones
125,000,000Blogs
100,000,000YouTube
4,000,000Wikipedia
57%Social Network
14%Trust Advertising
78%Trust Friends
DialogueVS
Monologue
New Message. New Media.
GI Generation (5 million, 84+)
Health & End-of-Life
Silent Generation (45 mil, 64 – 83)
Independence & Deals
Baby Boomers (78 mil, 44 – 63)
Convenience & Value
Gen X (69 mil, 24 – 43)
Cyber-savvy & Unconventional
Gen Y (90 mil, 12 - 23)
High Fashion & Impatient
Changing Consumers
Did you know…Half the world’s population is under 30
Today’s 21 year-olds:
Credit card debt over $2,700
College debt over $20,000
Played over 10,000 hrs of video games
Watched over 20,000 hrs of TV
Spent 10,000 hrs on telephone
Sent over 250,000 emails & IMs
…are the most medicated generation in history.
Health SqueezeChanging benefits and financing
“Where, when and how” of care delivery
Intergenerational family decisions
Cyberchondria
55% patients do not understand their insurance coverage
Benefit Design
Financial Stake
Wellness Incentives
Decision Support
Care Choices
Holistic Consumerism
Educate, engage and enable
consumers to navigate the
health care system—point of
enrollment to point of care.
Health 1.0 = content
Health 2.0 = + community
Health 3.0 = + commerce
Health 4.0 = + connectivity
Activated consumer with any time - any place - any deviceconnectivity accessing a bottomless information reservoir with the confidence and savvy to put it to use.
Competitive Rivalry
100 million covered lives
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United
Kaiser
Health Net
Humana
Wellpoint
Cigna
Aetna
Another 100 million
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Rivalries Heat Up
Approximately 50% of 2008 enrollment went to four companies
Runners Up
Aetna$55 - $24
Cigna$55 - $21
Coventry$60 - $17
Humana$80 - $29
United$55 - $26
Wellpoint$85 - $45
Membership Growth
4%
U/W Profits
19%
Value Basics
Product/Price Risk/Medical AdministrativeDevelopment Management Operations
Customer Marketing DistributionService Mix Capacity
• What are our top three market advantages?
• Are we reaching the right prospects?
• Why do we lose sales to competitors?
• What is our “big idea” – a market clutter buster?
• What do we do better than anyone else?
• Would our customers recommend us to a friend?
Ask Tough Questions
Why my company?
Uncertain economic & political climate
Treacherous competitive landscape
Changing consumer needs & demands
Biotech & medtech is expensive
Differentiation tough to establish
Johnny Raincloud
Pay attention to customers
Act on market trends, quickly
Value blocking & tackling basics
Formalize innovation internally
Embrace technology & new media
CalculatedOpportunity
“We can’t solve problems using the
same kind of thinking we used when
we created them.”— Albert Einstein
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Lindsay R. ResnickChief Marketing Officer
773.372.4961
lresnick@gormanhealthgroup.com
www.GormanHealthGroup.com
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