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pManifold's Health Practice services include: 1. Customer Intelligence (Patient Satisfaction Monitoring Programme, Employee Satisfaction Monitoring Programme) 2. Market Research, industry reports 3. Dedicated team services in KPO Model 4. Business Performance Monitoring, Analytics & Improvements 5. Service Level Benchmarking 6. Go-To-Market Strategies 7. Financial Modeling & Bid Advisory 8. Vendor Database & Solutions/Services grading 9. Stakeholder Engagement - Conferences, Workshops, Blogs etc.
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Intro to Health Practice
Catalyzing emerging business models through
STAKEHOLDER ENGAGEMENT | CONSULTING | RESEARCH
7/20/2013 1 © pManifold. All rights reserved.
Market Intelligence | Performance Improvement | Feasibility Studies | Strategies
About you and about us…
Research
Consulting
Stakeholder Engagement
7/20/2013 © pManifold. All rights reserved. 2
Partnering Value Creation!
Corporate Strategy Teams
Business Owners & Managers
Investment Companies
Strategy Consulting Boutiques
Non-profits, Startups
You pManifold
We are an Information and
Advisory Services company catalyzing emerging business
models
Utility
• Power Distribution Franchisee
• Water utility Privatization
• Waste Management
Clean Technology
• Solar
• Energy Efficiency and ESCO
Health
• KPO - Dedicated Team
• Business , Customer & Market Research
• New Market Entry
• Licensing support
• Partnership development
• Financial modeling
Infra
• PPP models
Education
• Higher Education Privatization
ICT
• Tier-2/3 City Expansion
About pManifold Health Practice
Research
Consulting
Stakeholder Engagement
Customer Intelligence (Patient Satisfaction Surveys)
Market Research, industry reports
Business Performance Monitoring, Analytics & Improvements
Service Level Benchmarking
Go-To-Market Strategies
Financial Modeling & Bid Advisory
Vendor Database & Solutions/Services grading
Stakeholder Engagement - Conferences, Workshops, Blogs etc.
pManifold Health Practice
. . .
Our team
Health Practice Core Team
• Godwyn Francis - Leads pManifold’s health and life-sciences team initiatives. 10+ years of experience spread across research, consulting, project delivery, business management, transaction processing and business process simplification. Has engaged with top management of most major health sector companies in India and global, and has previously worked with companies like Prudential plc, Accenture and Tata Retail Enterprise
• Nidhi Bansod – MBA, BSc – Business Analyst contributing to projects in Health practice. Her work includes business prospecting, preparation of whitepapers, syndicated research reports and social media management. She has worked with companies like 2S Consulting and Lupin Pharma
• Madhavi Peddada – MPhil, MSW. – Business Analyst actively driving business research and continuously builds marketing intelligence within the practice. Has 6+ years of experience in Business research, operations, and process training. She has earlier worked with HSBC
• Shashank Vora – MBA, New York Univ. – Business Analyst contributing to projects in Health practice focusing on managed patient satisfaction programs for hospitals along with research and consulting assignments at pManifold. Has 4.5+ years of experience which also includes Flex consulting
Domain Experts
• Dinesh Jain - Global Business Leader with 28 years of industry experience and Founder Agaami Inc, USA – a LifeSciences consulting company.
• Z.I. Shahzad - Business Leader and Founder – Corazon Pharma. Over 30 years of Indian Pharma Industry exposure in Brand Management, Marketing and Business Management.
• Rahul Bagdia – Co-Founder
• BE VNIT, MS Umich -
• Leads overall strategic business development and key accounts in Utility practice.
• Faiz Wahid – Co-Founder
• BE VNIT, MS BITS Pilani, MBA HEC Paris
• Leads overall delivery and handles strategic planning and consulting assignments at pManifold.
Globally connected, Locally immersed, functionally diverse, Knowledge driven …
Business Partners pManifold maintains links with established business partner consultants who have strong domain experience and their own teams to deliver upon assignments of larger magnitude.
7/20/2013 4 © pManifold. All rights reserved.
pManifold Founding Team
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Our Offerings in Health Practice Focused on the ‘Business’ side of Healthcare / Lifesciences
For Hospitals
• Service Quality Improvement
• Patient Satisfaction Surveys
• Employee Satisfaction Surveys
For Lifesciences / Pharma
• Business Strategy
• Business performance Benchmarking
• Business and Market Research
• Market Intelligence Reports
• Competitive Research
For Service Providers
• Database & Solutions/Services grading
• Analysis of Portfolio and Opportunities identification
• Capability Profiling
• Building Value proposition - Elevator pitch and Business Proposals
Cross Functional
• Growth Initiatives
• New market and deal identification
• Go –to—Market, Entry strategy
• Investment Analysis
• Business Model Assessments
• Financial Modeling & Bid Advisory
Industry Reports
Trend Analysis
Entry Strategy
Demand Sizing
Deal Trackers
Financial Model Customer Studies
Satisfaction Survey
Customer Behavior Studies
Company Profiling
Partner Research
Competitor Tracking Go-to Market
Competitive Landscape Assessment Due Diligence
Opportunity Analysis Report
7/20/2013 5 © pManifold. All rights reserved.
Whitepapers
Selected Case Studies
in
Health Practice
7/20/2013 © pManifold. All rights reserved. 6
Case Study
Client
Client Problem
Solution Approach
Results
**Data has been sanitized and meant for Illustrative purposes only
Dedicated team (KPO unit) for Business Development and Research
• Client wanted to setup offshore team to augment Research, Business Development and Operations in India to churn more technology licensing and market entry business thus adding more value at optimum cost
7/20/2013 © pManifold. All rights reserved. 7
A boutique strategy consulting company in Life sciences, based in US
• pManifold set up a dedicated and competent team with 1 FTE, scaled to 3 FTE in 12 months, working with client’s US team on a continuous basis.
• The team undertakes research on market segments including biotech, pharma, medical devices etc elaborating on market size, competitive landscape assessments, market analysis and monitoring of companies in such domains.
• The team supports in prospecting buyers of new technologies which include leading Lifescience companies across markets in India, Asia, Latin America, US
• The team also competently writes whitepapers , regular newsletters for social engagement of the client’s customers & syndicated research reports
• Client Top management and consultants are now able to focus on client relationships and strategizing for growth while the research, analysis , content development , client projects delivery and business development is taken care offshore by pManifold Team, enabling the client to do much more.
• Increase in visibility, credibility and accessibility for client though an improved website, Presentations, whitepapers, research reports and monthly newsletters, Proactive Linked group activity, Social media management
• Better reach to prospects owing to intensive business development activities enabling client to increase growth target 2x of annual revenue in the first year itself
• 400% increase in productivity at high quality with heavy decrease in cost of resources resulting in cost advantage to the customers of the client
• Increase in appreciation by customers of the client
• Better business management owing to use of several standard tools and applications for project management and reporting used at pManifold
1
Case Study
Client
Client Problem
Solution Approach
Results
**Data has been sanitized and meant for Illustrative purposes only
Global NPV of Technology (in USD Million)
(P) Pessimistic Scenario
Discount rate 8.60%
Year 2012 2013 2014 2015 2016 2017 2018
Time 0 1 2 3 4 5 6
Revenue from Sale of NPTP POC devices - - 20.30 23.62 32.06 40.80 24.93
Revenue from Sale of Treated Cuvette - - 450.00 614.87 815.48 1,021.15 657.19
Total Cost of NPTP POC devices - - 4.10 5.66 7.69 9.78 5.98
Total Cost of Treated Cuvettes - - 175.00 387.88 514.43 644.17 414.57
Commercialisation Costs 400.00 - - - - - -
Total Cash Inflow - - 470.30 638.49 847.54 1,061.96 682.11
Total cash Outflow 400.00 - 179.10 393.54 522.12 653.96 420.55
Net Cash Flow -400.00 - 291.20 244.95 325.43 408.00 261.56
Discount Factor 1.00 0.92 0.85 0.78 0.72 0.66 0.61
Discounted Cash Flow -400.00 - 246.91 191.24 233.96 270.09 159.44
NPV 1,524.77
Assessment of Global Net Present Value (NPV) for commercializing new Technology in Cardiac Diagnostic market
• Client wanted to commercialize ground breaking technology in the MI Diagnostics field, and wanted to know its commercial potential so that suitable licensing fees and model could be determined and also value could be showcased to buyers
7/20/2013 © pManifold. All rights reserved. 8
A company investing into a team of scientists in Latin America
• pManifold involved a team of 1 senior consultant part time and 1 business analyst full time to conducted primary and secondary research involving domain specialists to capture current market scenario.
• Performed competitive benchmarking to assess a Relative Cost Benefit Index used later for determining product pricing.
• Projected annual demand for next ten years in three different scenarios - Pessimistic, Median and Optimistic across multiple disease categories.
• Forecasted Global Average Selling Price (ASP) and Cost associated with capex and opex
• Validated commercializing options and measured incremental financial scenario for potential license buyers
• Determined the Global Net Present Value (NPV) and created Financial model
• NPV of the technology and indicative licensing fees, along with several insights generated, served as conclusive guidance to the client for deal-making and negotiations.
• The client was delighted which also resulted in repeat assignment
2
Case Study
Client
Client Problem
Solution Approach
Results
**Data has been sanitized and meant for Illustrative purposes only
Competitive Landscape Analysis in India to finalize Pricing strategy for a public listed Australian skincare products company
• Client’s customer, a public limited company in Australia needed to get a competitive landscape of prestige skin whitening, anti-ageing and body shaping market in India, to order to take a decision on their pricing strategy for Indian Market
7/20/2013 © pManifold. All rights reserved. 9
A US based strategy consulting company in Life sciences
• pManifold involved a team of 1 senior and 1 junior researcher part time to conducted secondary research on web and primary research via in person visits to shops, mall and interviews with Industry professionals, Business owners, store managers, salon managers and doctors to assess market and collect data
• Identified Competitors and their product ranges with their Price points and feedback from stakeholders
• Prepared a crisp and concise report with data, analysis and Unit Price Map in MS- Excel format in an easy to understand and customized view.
• Performed competitive benchmarking to assess a Relative Cost Benefit Index and recommend potential product pricing ranges.
• As per client, the report was extremely helpful and enlightening in preparing for their trip to India, and proved essential in determining conclusively whether their product range is capable of selling in the Indian market at the equivalent of Australian retail prices
3
Product Comparable to Bioelixia Range Comparable to Bioelixia Category Price (AUD) Price (INR)Unit Size (Ml)
Price per
ml AUDBrand name/ RangeCompany
Superdefense SPF 25 Age Defense
Moisturizer High Performance Anti aging
Facial "day" anti-aging creams, with
retinolAUD 45.05
2,600.00 50 0.90 Clinique Clinique
Super Rescue Antioxidant Night
Moisturizer High Performance Anti aging
Facial "night" anti-aging creams,
with retinolAUD 45.05
2,600.00 50 0.90 Clinique Clinique
Youth Surge SPF 15 Age Decelerating High Performance Anti aging Facial instant anti wrinkle creams AUD 62.37 3,600.00 50 1.25 Clinique Clinique
Youth Surge Night Age Decelerating
Night Moisturize High Performance Anti aging
Facial "night" anti-aging creams,
with retinolAUD 38.15
2,202.00 50 0.76 Clinique Clinique
Repairwear Laser Focus Wrinkle & UV
Damage Corrector High Performance Anti aging Facial instant anti wrinkle creamsAUD 56.31
3,250.00 30 1.88 Clinique CliniqueNew Repairwear Uplifting Firming
Cream
High Performance Anti aging
Facial "day" anti-aging creams, with
retinolAUD 79.70
4,600.00 50 1.59 Clinique Clinique
Repairwear Lift SPF 15 Firming Day
Cream High Performance Anti aging
Facial "day" anti-aging creams, with
retinolAUD 79.70
4,600.00 50 1.59 Clinique CliniqueTotal Turnaround Visible Skin
Renewer
High Performance Anti aging Facial exfoliatorsAUD 43.75
2,525.00 30 1.46 Clinique Clinique
H2O PLUS TOTAL SOURCE NIGHT
CREAM 50ML High Performance Anti aging
Facial "night" anti-aging creams,
with retinolAUD 95.29
5,500.00 50 1.91 H2O Plus H2O Plus
H2O Plus Waterwhite Advanced
Brightening Lotion Skin whitening cream Skin whitening productsAUD 33.78
1,950.00 38 0.89 H2O Plus H2O Plus
H2O Face Oasis Ultra Hydrator High Performance Anti aging Facial anti-aging cleansers AUD 39.85 2,300.00 30 1.33 H2O Plus H2O Plus
H2O+ Sea Pure Perfecting Eye Cream High Performance Anti aging Eye fluids and serums AUD 27.72 1,600.00 15 1.85 H2O Plus H2O Plus
H2O Face Oasis Dual-Action High Performance Anti aging Facial exfoliators AUD 21.34 1,232.00 120 0.18 H2O Plus H2O Plus
H2O+ Night Oasis Overnight Eye High Performance Anti aging Eye fluids and serums AUD 28.98 1,673.00 15 1.93 H2O Plus H2O Plus
H2O Plus Sea Results Instant Eye High Performance Anti aging Eye fluids and serums AUD 67.13 3,875.00 48 1.40 H2O Plus H2O Plus
H2O Sea Results Deep Sleep Recovery
Serum High Performance Anti aging
Facial "night" anti-aging creams,
with retinolAUD 26.18
1,511.00 30 0.87 H2O Plus H2O Plus
H2O AquaFirm Intensive Lift Serum High Performance Anti aging Facial instant anti wrinkle creams AUD 34.65 2,000.00 30 1.16 H2O Plus H2O Plus
H2O Waterwhite Advanced
Brightening Cleansers High Performance Anti aging Facial anti-aging cleansersAUD 29.45
1,700.00 118 0.25 H2O Plus H2O Plus
Average Price per ml AUD All
Row Labels Lan
com
e
Vic
hy
Bo
dy
Sho
p
L'o
real
Cli
niq
ue
Art
istr
y
De
rmal
ogi
ca
H2
O P
lus
Cla
rin
s
Thal
go
L'O
ccit
ane
Skin
Ce
uti
cals
Body Shapers 1.08 0.15 0.18 0.07 0.24 0.37 0.18 0.32
Anti-cellulite products 1.08 0.15 0.18 0.07 0.24 0.37 0.18 0.32
High Performance Anti aging 2.86 1.20 1.22 0.63 1.50 1.02 3.36 1.26 1.47 2.13 3.35 2.76 1.90
Eye fluids and serums 3.85 2.18 2.78 2.82 0.81 4.68 1.73 3.91 4.27 3.00
Facial "day" anti-aging creams, with retinol 3.81 1.15 0.47 0.45 1.22 0.86 0.71 1.11 1.70 2.43 1.39
Facial "night" anti-aging creams, with retinol 3.61 0.76 0.53 0.39 0.83 0.86 1.06 1.32 1.72 0.89 1.14 1.19
Facial anti-aging cleansers 0.12 0.12 0.61 0.13 0.59 0.16 0.29
Facial anti-aging serums, with retinol 3.36 0.60 2.02 1.64 2.43 3.64 2.28
Facial exfoliators 0.20 1.46 1.31 0.82 0.18 0.79
Facial instant anti wrinkle creams 3.87 0.96 0.85 0.87 1.56 0.69 1.16 0.80 1.45 2.15 1.43
Hand creams 0.39 2.17 0.19 0.91
Lip serums 1.70 22.28 2.69 4.38 7.76
Skin whitening cream 1.77 1.09 0.94 0.87 1.18 0.89 1.33 1.15
Skin whitening products 1.77 1.09 0.94 0.87 1.18 0.89 1.33 1.15
Grand Total 2.46 1.09 1.13 0.65 1.50 0.94 3.36 1.23 1.30 1.61 2.09 2.76 1.68
Co
mp
eti
tor
Avg
.
Case Study
Client
Client Problem
Solution Approach
Results
**Data has been sanitized and meant for Illustrative purposes only
Qualitative and Quantitative Primary research at Hospitals to support creation of Star based Energy Benchmarking system
• Client needed to collect energy consumption profiles of hospitals and hotels across various segments for qualitative and quantitative analysis and creation of benchmarking system for commercial buildings in India.
7/20/2013 © pManifold. All rights reserved. 10
An Environment consulting company contracted by BEE, MoP, USAID
• pManifold involved a team of 1 senior full time interact with Hotels and Hospitals in its designated areas of Central and North East India to understand and compile their electricity consumption profile along with supporting documentation for validation.
• Identified information sources and contacts and prospected the organizations to educate them about the project and its potential benefits so as to establish cooperation in providing detailed information as desired in the 50 data point questionnaire.
• Performed Field Data collection & Validation and liaised with central coordination team to report results on regular basis.
• pManifold’s team voluntarily improved the client’s process of data collection and also delivered highest number of validated data-points across 10 national teams, in the shortest time.
• On a broad level it helped establish an energy benchmarking system for commercial buildings in India
4
5. What Type of Hospita l i s this? Primary Care Secondary Care Primary Care Tertiary Care Secondary Care Tertiary Care
6. What Type of Hospita l i s this?Multi Multi Multi Multi Multi Multi
17. a) If Bui lding Indoor Environmental Qual i ty (IEQ) i s
monitored, then describe the IEQ monitoring system/process . NA NA na NA NA NA
18. What i s the total number of beds in the Hospita l? 120 51 163 51 47 61
18. a) How many Private Patient Beds are present in the
Hospita l? 15 10 48 7 4 20
18. b) How many Duplex Patient Beds are present in the
Hospita l? 12 6 18 10 10 4
18. c) How many General Ward Patient Beds are present in the
Hospita l? 63 26 42 18 16 14
18. d) How many Operation Theater beds (Non-Emergency) are
present in the hospita l? 3 1 0 2 2 3
18. e) How many ICU beds are present in the Hospita l? 21 5 45 6 10 15
18. f) How many Emergency beds are present in the hospita l? 3 0 6 2 2 2
18. g) How many Recovery beds are present in the hospita l? 3 3 4 6 3 3
19. How many Inpatients are admited in the hospita l per year?25990 10950 35695 11000 13380 13359
20. How many Outpatients come to hospita l per Year? 10950 7300 35000 3500 21600 9126
21. What i s the number of Permanent Staff in the Hospita l? 130 80 400 120 50 70
22. What i s the number of Vis i ting Staff in the Hospita l? 15 20 160 80 60 15
23. Is the catering/meal service in the hospita l outsourced? No Yes Yes No No Yes
23. a) How many Meals are served per Year in the Hospita l?2190 NA NA 8000 3200 NA
24. Is the laundry service in this Hospita l outsourced? No Yes Yes No Yes Yes
24. a) What i s the total number of sheets and towels in a year
sent out to laundry? 109500 54750 255500 15120 36500 18250
24. a) Unit Numbers Numbers Numbers Numbers Numbers Numbers
25. Does the Hospita l outsource any other services (that uti l i ze
energy and are not accounted for in the other energy-related
questions)?*NO No No No NA No
Unit Ki logram Ki logram Ki logram Ki logram Ki logram Ki logram
Total kWh Used by the faci l i ty(Elctrici ty purchased from grid and
Electrici ty generated from Diesel Generator/Gasol ine
Generator)
608606 129375 749220 70000 145923 130125
Unit Ki lowattHour Ki lowattHour Ki lowattHour Ki lowattHour Ki lowattHour Ki lowattHour
kWh/m2 (Bases on total bui l t up area) 297.7718392 87.03630689 201.6134241 50.23158194 98.16888123 56.02615372
kWh/Overnight Patient 23.41692959 11.81506849 20.98949433 6.363636364 10.90605381 9.740624298
7/20/2013 © pManifold. All rights reserved. 11
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Presentations, and more…
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Talk to us or drop by…
Godwyn Francis
+91 787-501-6957
Faiz Wahid
+91 88056-55069
India (Main office)
Crystal Plaza, Level 2
276 Central Bazaar Road,
Ramdaspeth, Nagpur - 10
Maharashtra, INDIA
http://www.pmanifold.com
USA (Liaison Office)
2020 Calamos Ct.,
Suite 209
Naperville,
IL 60653, USA
Mr. Dinesh Jain
+1 630-853-3520
Let’s deploy our insights and actions for your business to improve and grow!
7/20/2013 12 © pManifold. All rights reserved.