Webinar slides for "The 5 MedDevice Strategies Doomed to Fail in 2012" presented by Gunter Wessels, Ph.D. MBA of TIGI on 2-29-12
Text of 5 Doomed MedDevice Strategies in 2012
1. 5 Medical Device Strategies Doomed to Fail in 2012 Presented
by Gunter Wessels, Ph.D., MBA [email protected] @gunterwessels on
twitter Partner, TIGI February 29, 2012 MedDevice Group TIGI 2012
All rights reserved
2. Failure Defined Sluggish growth Market share decline
Price/margin erosion Commoditization Diminished profitability TIGI
2012 All rights reserved
3. The Big 51. Pricing Confidentiality Agreements2. Additional
Salespeople3. Geographic Market Assignment4. Appeal to Physician
Preference5. Feature-Advantage-Benefit Sales and Marketing TIGI
2012 All rights reserved
4. 1. Pricing Confidentiality Agreements Price Benchmarking
Group Purchasing Organizations TIGI 2012 All rights reserved
5. Competing in Healthcare in 2012 Maximize Offset Minimize
TIGI 2012 All rights reserved
6. 1. Pricing Confidentiality AgreementsPrice Benchmarking
Group Purchasing Organizations Consulting Organizations Federal
Supply Schedule TIGI 2012 All rights reserved
8. 2. Additional Salespeople Market Consolidation Mergers &
Acquisitions TIGI 2012 All rights reserved
9. U.S. Healthcare Spending $2.5 Trillion in 2009 and 2011
Investment $156B Public Health $77B Administration $163B Hospital
Care $759BDurable Medical Equipment $78B Home Healthcare
$68BNursing Care Facilities $137B Rx Drugs $250B Dental & Other
Care $292B Physician & Clinical Services $506B TIGI 2012 All
rights reserved
10. Persistent Downward TrendNumber of Beds and Beds per 1,000
population TIGI 2012 All rights reserved
11. AHA Hospital Market 5795 Registered Hospitals in 2009 TIGI
2012 All rights reserved
12. Systemization in Acute CareNumber of U.S. Hospitals in
Health Systems TIGI 2012 All rights reserved
13. 3. Geographic Market Segmentation TIGI 2012 All rights
reserved
14. 3. Geographic Market Segmentation Centralized vs. Local
Control CMS rule draft favors centralized control Opposed by MD and
RN groups; Favored by AHA and FACHE TIGI 2012 All rights
reserved
15. Medicare Hospital Market 4660 Medicare Providers in 2009
Critical Access Hospitals Large Urban 1290 Facilities 1310
Facilities 3.8% of Discharges 45% of Discharges Rural >50 Beds
153 Facilities2% of Discharges Rural