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McKesson Investor/Analyst Day (Part III: Information Solutions)
1. Graham King
President
McKesson Information Solutions
2. Agenda
n MIS Update
n Product Solution Strategies
n Outlook . . . Continued Revenue Growth and
Margin Expansion
2
3. MIS Update
Overview
Employee
Financial Market Solution Employee
Financial Market Solution
Expertise
Strength Presence Portfolio Expertise
Strength Presence Portfolio
u~$1 Billion u60% of health uMost u6081
Revenues systems comprehensive employees
u14.5% of u82% of uBest-of-class u1241 R&D
revenue covered lives •Software
u848
goes to •Services
u Largest / most customer
R&D •Outsourcing
profitable support
investment •Consulting
International
u481
•Tools
HIT business
Clinicians
•Content
•Connectivity
3
4. MIS Update
Agenda
n MIS Update
Continued Operational Improvement
l
Strong Momentum
l
Improved Financial Performance
l
4
6. Continued Operational Improvement
Employee Satisfaction . . . Excellent
Em
3.80
plo
23
3.75
Mo ye
eT
nth
s C urn 3.66
ov
3.59 on er
se
Industry Average
3.53 cuti Dow
ve nt
o
Im
pro 6.9
%
ve
me
3.30 nt
Q3 FY'00 Q4 FY'00 Q2 FY'01 Q3 FY'02 Q4 FY'02
6
12. Continued Operational Improvement
Category Status
Employee Satisfaction Excellent
Customer Support Excellent
Customer Satisfaction Significant Improvement
R&D Key Deliverables on Schedule
12
13. Continued Operational Improvement
R&D . . . Key Deliverables on Schedule
Actual
Planned
Horizon Clinicals GA Date
GA Date
Q3 FY01 Q3 FY01
Care Record
Q3 FY01 Q3 FY01
Meds Manager
Q4 FY01 Q4 FY01
Physician Portal
Q4 FY01 Q4 FY01
Surgical Manager
Q3 FY02 Q3 FY02
Ambulatory
Q3 FY03 On Schedule
Expert Orders
Beta Q2 FY03 TBD
Emergency Dept
* Projected
13
14. MIS Update
Agenda
n MIS Update
Continued Operational Improvement
l
Strong Momentum
l
Improved Financial Performance
l
14
15. Strong Momentum
Category Status
Full Year up 37%
One-Time Software Bookings
2nd Half up 73%
15
16. Strong Momentum
Outselling the Competition
(in Millions)
500
150% 220%
450
487
400
350
300
322
250
200
219
150
100
McKesson Cerner Eclipsys
Comparison of Second Half (Q3 & Q4) reported Bookings
16
17. Strong Momentum
Category Status
Full Year up 37%
One-Time Software Bookings
2nd Half up 73%
Backlog Up 35% Year to Year
17
18. Strong Momentum
Category Status
Full Year up 37%
One-Time Software Bookings
2nd Half up 73%
Backlog Up 35% Year to Year
Establish Clinical Leadership Excellent Progress
18
19. Strong Momentum
Clinical Leadership . . . Results
FY'02 Clinical Units Sold n Enterprise Solutions
• Physician access
• Medication safety
495
Mar FY'02
• Evidence-
Evidence-based POE
• Advanced nursing
n Departmental Solutions
233
Dec FY'02
• Ambulatory
• Surgery
• Laboratory • Emergency
• Pharmacy
121
Oct FY'02
75 175 275 375 475 575
Product Units
Oct FY'02 Dec FY'02 Mar FY'02
Horizon Clinicals Announced July 2001
19
24. Improving Financial Performance
Category Status
Six Consecutive Quarters of
Revenue Year -over -Year Growth
Up 9% Year to Year
Four Consecutive Quarters of
Margin
Expansion
24
26. Improving Financial Performance
Category Status
Six Consecutive Quarters of
Revenue Year -over -Year Growth
Up 9% Year to Year
Four Consecutive Quarters of
Margin
Expansion
Operating Income $56 Million vs. Break Even
26
27. MIS Update
Summary
n Continued Operational Improvement
n Established Strong Momentum
n Continued Financial Improvement
27
28. Agenda
n MIS Update
n Product Solution Strategies
n Outlook . . . Continued Revenue Growth and
Margin Expansion
28
29. Pamela J. Pure
Chief Operating Officer
McKesson Information Solutions
30. McKesson Strategy
n Provide core product capabilities to automate the
continuum of care
n Leverage existing customer investment
n Open, service oriented architecture
n Incrementally deploy modular applications
n Proven, documented ROI for all major components of
the system
n Implementation and re- engineering services to assure
success
30
31. Automating the Continuum of Care
Closed Loop Care
Distribution
Resources Managed
Patient Care Path Event
Identified Determined Scheduled
Care Billing General Analysis
Delivered Accounting
Eligibility/Authorization
Robot Scanning
Transaction
Hub
31
32. Closed Loop Care
Clinical Management
Distribution
Resources Managed
Patient Care Path Event
Clinical
Identified Determined
Management Scheduled Horizon
Care
Clinical Billing General Analysis
Expert
Management
Delivered Accounting
Orders
Eligibility/Authorization
Robot Scanning
Transaction
Hub
32
33. Horizon Distribution
Clinicals
Resources Managed
Patient Clinical Event
Identified Management
Scheduled Horizon Analysis
Care
Clinical
Billing General
Expert
Management
Delivered Accounting
Orders
Eligibility/Authorization
Robot Scanni
ng
Hub
n Physician Access to Patient Information
n Comprehensive Solution for Medication Safety
n Closed Loop Medical Imaging Management
n Evidence-Based Orders to Reduce Variability of Care
33
34. Physician Access to Patient Information
n Patient information anywhere, anytime
n Access to all relevant
patient information
• Results
• Medications
McKesson Solutions:
• Problems
• Orders HorizonWP Physician Portal
Horizon Patient Folder
n Cross episodic
Horizon Care Record
Horizon MobileCare
n Access to images
n Customized by physician
34
35. HorizonWP Physician Portal & Horizon MobileCare
Horizon
Business
Insight
Pathways
Healthcare
Scheduling
ALI
PACS
STAR
Horizon
Passport
Horizon
Clinical
Doc.
Horizon
Care
Record
35
36. Access Anytime, Anywhere
McKesson Strategy
The Portable Portal
•Incrementally deploy modular
applications
•Open, service oriented
n Patient in a pocket
architecture
l Results
l Transcriptions
l Medications
l Allergies
l Vitals, Fluids
l Reminders and Alerts
n Wired or docked
n Palm or PocketPC
36
37. Customer Success
Physician Access
20,000 Registered Users
n Providence Healthcare – Portland, OR
Training Time – 10
l 800+ log-ins per day minutes
n Northside Hospital – Atlanta, GA
l 275 log-ins per day
n Memorial University Hospital – Savannah, GA
l 600 log-ins per day
37
38. Horizon Distribution
Clinicals
Resources Managed
Patient Clinical Event
Identified Management
Scheduled Horizon Analysis
Care
Clinical
Billing General
Expert
Management
Delivered Accounting
Orders
Eligibility/Authorization
Robot Scanni
ng
Hub
n Physician Access to Patient Information
n Comprehensive Solution for Medication Safety
n Closed Loop Medical Imaging Management
n Evidence-Based Orders to Reduce Variability of Care
38
39. Horizon Clinicals
Closed Loop Medication Management
McKesson Strategy
•Incrementally deploy modular
applications
Solutions At Every documented ROI
•Proven,
Point of Care
McKesson McKesson
DISTRIBUTION CONSULTING
Distribution Services Consulting Services
Product fulfillment Analysis
Usage analysis Process Improvement
PakPlus-Rx
Horizon Horizon Horizon Horizon Care Record
Robot-Rx
PRESCRIBING: TRANSCRIBING: DISPENSING: ADMINISTERING: MONITORING
Expert Orders Meds Manager Horizon Care Alerts
Admin-Rx
Acu-Dose-Rx
39% of errors 12% of errors 11% of errors 38% of errors
Improved Pharmacist Bar-coding Point of Care Quality &
Physician Verification Outcomes
Robotics Check “5” rights
Workflow Intervention Clinical Alerts
Centralized & Care Team
Clinical tracking Decentralized Communication Longitudinal
Screening Dispensing Record
39
40. Horizon Distribution
Clinicals
Resources Managed
Patient Clinical Event
Identified Management
Scheduled Horizon Analysis
Care
Clinical
Billing General
Expert
Management
Delivered Accounting
Orders
Eligibility/Authorization
Robot Scanni
ng
Hub
n Physician Access to Patient Information
n Comprehensive Solution for Medication Safety
n Closed Loop Medical Imaging Management
n Evidence-Based Orders to Reduce Variability of Care
40
41. Horizon Clinicals
Closed Loop Medical Image Management
Today’s Problems:
n Cost of Film Management
n Elapsed Time Between Order
and Result
n Incorrect Procedures Ordered
n Patient Identification Errors
n Fragmented Workflow
n Incomplete Patient Record
41
42. Closed Loop Medical Image Management
Order Entry Scheduling Perform Study Diagnostic
Interpretation
Improved Maximizing Improved Enhanced
Patient patient Patient Safety Diagnostics
Preparation Convenience with modality Workflow
worklists
Interactive Optimized Asset efficiencies
clinical decision utilization Enhanced Integrated
support scanning
Conflict reporting
protocols
checking Access to
Care Team complete
Communication medical
Increased record
operational
efficiencies
42
43. ALI Provides
Diagnostic Interpretation
n Expands the Horizon
Clinical Solution to include
medical imaging
n Specialized workflow
powered by superior clinical
decision support
n Augments and
complements existing
technologies
n Tools that improve their
workflow!
43
44. A.L.I. Technologies
Proven, Innovative PACS Provider
n Company
l Incorporated in 1988
l 260 employees – unparalleled expertise
n Sales
l US $25.5 million FY’01 revenue
l 18% R&D reinvestment
n Highlights
l 500+ systems installed
l Industry leader of ultrasound PACS and
enterprise medical imaging
l Unmatched customer satisfaction in the
industry
l Track record for competitive success
l Open scalable architecture
44
45. Large Market Opportunity
n Growing demand for medical imaging
20% Annual growth
l
$400 million in 2001 to $1.1 billion in 2005
l
Over 50 McKesson prospects already identified
l
n Robust offering will drive incremental sales
l 43% of Horizon Clinical opportunities also looking at
medical imaging
l Creates cross-sell opportunity – i.e., Physician Portal,
Patient Folder
45
46. Large Market Opportunity
n Provides a strong entrée point to
non-McKesson customers
McKesson’s strong track record of success
l
– Horizon Meds Manager 36% of FY02 sales to non-McK
– Horizon Patient Folder 46% of FY02 sales to non-McK
A.L.I. installed at Siemens, Cerner and Eclipsys sites
l
n Medical imaging is a compelling driver during
clinical system selection
46
47. Closed Loop Medical Image Management
Scheduling Perform Study Diagnostic Information
Order Entry
Interpretation Distribution
Improved Maximizing Improved Enhanced Faster response
Patient patient Patient Safety Diagnostics for patient
Preparation Convenience with modality treatment
Workflow
worklists
Interactive Optimized Asset efficiencies Improved result
clinical decision utilization Enhanced access
Integrated
support scanning
Conflict reporting Longitudinal
protocols
checking Record
Access to
Care Team complete Improved
Communication medical Quality &
Increased record Outcomes
operational
efficiencies
47
48. Closed Loop Medical Image Management
The Complete View of the Patient
Discrete Data
•Lab
•Vitals - I&Os
Medical
Images
Documents
•History & Physical
•Discharge Summary
48
49. Closed Loop Medical Image Management
Order Entry Scheduling Perform Study Diagnostic Information
Horizon Healthcare ALI Physician
Modality
Interpretation Distribution
Expert Orders Scheduling Workstation Portal
Interfaces
Improved Maximizing Improved Enhanced Faster response
Patient patient Patient Safety Diagnostics for patient
McKesson Strategy
Preparation Convenience with modality treatment
Workflow
Optimized Asset worklists
Interactive efficiencies Improved result
•Incrementally deploy Integrated
modular
clinical decision utilization Enhanced access
support scanning
Conflict applications reporting Longitudinal
protocols
checking Record
Access to
Care Team complete Improved
•Automate the continuum of
Communication medical Quality &
care
Increased record Outcomes
operational
efficiencies
•Open, service oriented
architecture
49
50. Horizon Distribution
Clinicals
Resources Managed
Patient Clinical Event
Identified Management
Scheduled Horizon Analysis
Care
Clinical
Billing General
Expert
Management
Delivered Accounting
Orders
Eligibility/Authorization
Robot Scanni
ng
Hub
n Physician Access to Patient Information
n Comprehensive Solution for Medication Safety
n Closed Loop Medical Imaging Management
n Evidence-Based Orders to Reduce Variability of Care
50
51. Horizon Clinicals
Reduce Variability of Care
Today’s Problems:
n Variations cost
$250 billion a year
n Care variation is discovered
retrospectively
n 80% of healthcare dollar determined
by care providers at the point of
care
n 22,000 new journal articles each
year
n 30+ new prescription drugs each
year
51
52. Horizon Clinicals
Reduce Variability of Care
Ø Real time Clinical Decision Support
Heads up display
l
Just in time advisor
l
Personal Assistant
l
Vigilant Aid
l
Ø Horizon Knowledge Center
933 Order Sets
l
6,250 Clinical Orderables
l
All clinical disciplines
l
52
53. Customer Success
Horizon Expert Orders
McKesson Strategy
•Open, service oriented
architecture
Vanderbilt University Medical Center
•Proven, documented ROI
n 15,000+ orders generated per day, 70% by physicians
n 600+ treatment advices generated per day with about
25% resulting in a change
n $ 5+ million annual reduction in pharmacy costs,
excluding the value of ADE prevention
n $ 1+ million annual reduction in x-rays
n Substantial improvements in compliance and
outcomes
$ 7+ million annualized bottom line impact
53
54. Horizon Clinicals
Reduce Variability of Care
§ Horizon Expert Orders
Beta Code
Delivered to
St. Luke’s
Clinical Leadership
Program 100%
Subscribed
Acquired
Vanderbilt 74th
Integrated
Decision Development Customer Visit
Support/CPOE Complete To Vanderbilt
Mar ‘02
Sept ‘01 Jan ‘02 May ‘02 Sep ‘02 Dec ‘02
54
56. St. Luke’s Episcopal
Health System
§ Community teaching hospital and tertiary referral center
§ Affiliated with the Texas Heart Institute
§ 625 beds in operation:
§ 30,000 annual admissions
§ 800 active physicians
§ 23 clinics - approximately 300 physicians and 1M+ visits
§ New 80 bed inpatient facility will open in 2003
§ Recognitions include:
§ US News and World Report-Top 10 Cardiovascular Hospital
§ HCIA-Sachs 100 Top Orthopedic Hospital
§ Most Wired Hospital
§ Fortune 100 Best Employers
§ First ANA Magnet Hospital in Texas
56
57. McKesson and St Luke’s
n Majority of the mission critical systems acquired over the last 6
years are McKesson including
§ Patient information, scheduling and accounting
§ Pharmacy
§ Materials Management
§ Home Health
§ Clinical Documentation and Medication Administration
§ PACS – Current user of ALI
§ Over the last 2 years, McKesson has demonstrated a renewed
focus on
§ Retooling and executing their vision to more closely align with
customer strategies
§ Listening and responding to customer concerns and input
§ Meeting support commitments
n During Tropical Storm Allison last June, McKesson went above
& beyond to support patient care
57
58. Clinical Initiatives
n Quality of Care
l Support evidence based medicine
l Focus on preventing adverse events
l Provide a single view of patient care activities
n Resource Management
l Automate clinical protocols
l Reduce redundant or not clinically indicated
test/procedures
l Integrate information from many clinical systems
l Support productivity initiatives
n Growth
l Control of length of stay
l Create increased capacity
58
59. Why Horizon Expert Orders?
n Physician directive to use automation to address
potential patient safety issues
n Attempted to do it ourselves and discovered complexity
of logic
n Strong desire to leveraging existing investment in
clinical foundation
n Physicians and executive team impressed with Horizon
Expert Orders
Vanderbilt experience and results from years of physician
l
participation
Intellectual as well as workflow focus
l
n McKesson’s vision compatible with St. Luke’s
59
60. Horizon Expert Orders
Current Status
n Testing latest version of software, continuing content
review and workflows
n Implementation plan
Product Delivered on Time
l
– March, 2002
Month 4 – Go live with initial group of orthopedic surgeons
l
– July, 2002
Month 6 – Train and rollout to entire orthopedic unit
l
– September, 2002
Month 7 - Implement Interventional Cardiology Unit
l
– October, 2002
Month 10 – Additional units
l
– January, 2003
n Plan on schedule – staff enthusiastic
60
61. McKesson Customers
Clinical Opportunity
(Billions) 25% of HIS 75% of HIS
Physician Access $0.3 $0.9
Variability of Care $0.6 $1.8
Closed Loop Med. Mgt. $0.4 $1.0
Closed Loop Image Mgt. $0.6 $1.8
Addtl. Clinical Product Units $0.5 $1.6
Total $2.4 $7.1
Opportunity includes S/W, H/W, Services, Maintenance
Source: MIS Business Units 61
62. Closed Loop Care
Revenue Cycle Management
Distribution
Resources Managed
Patient
Revenue Care Path Event
Identified
Cycle Determined Scheduled Horizon
Care Revenue
Billing General Analysis
Expert
Delivered Cycle Accounting
Orders
Eligibility/Authorization
Revenue Cycle
Robot Scanning
Revenue
Hub
Cycle
62
63. Revenue Cycle Management
Today’s Problems
Problem Areas Lost Revenue
Self Pay
Bad Debt Bad Debt from Authorization
Self Pay $3M
12% $4.2M
Denials Denials
ELiability $2M
41% ($10.4M)
Documentation
Errors $1.6M
Med Nec $2M
Underpayments Underpayments
Billing Errors
47% $12M
$.6M
Average Annual Losses = $25.4 million
For a Hospital with a Operating Expense
of $200 million
Source: Health Care Advisory Board, Zimmerman & Associates, HFMA
HFMA
and customer experience
Based on hospital with average average payor mix
63
64. Revenue Cycle Management
Account Services
Request for
Eligibility Passport
Patient Resource ADT Outpatient Authorization
Data Verification
Registration
Referrals
Service Identification Scheduling Collection of Need
Communicates Single Source of Availability of Reduce Reduce Claim
Need for Service Patient Appropriate Redundancy Denials
Across Enterprise Identification Resources
Improve Accuracy Increase Cash
Collections
Improve Days in
A/R
64
66. Customer Success
Revenue Cycle Management
n Million Dollar Club
l 29 customer have recovered in excess of $1M
– Rex Healthcare – Raleigh, NC
– Sioux Valley Hospital – Sioux Falls, ND
– St. Mary’s Health System – Knoxville, TN
– Community Hospital – Munster, IN
– Providence Health System – Portland, OR
n Wellmont (TN) - Claims Administrator and Contract
Management
– Reduced DSO by 8 Days
– Improved Cash on Hand by $10 million
– Recognized $37 million in underpayment recovery
66
67. McKesson Customers
Revenue Cycle Opportunity
(Billions) 25% of HIS 75% of HIS
TSH (Eligibility, Referrals & Claims) $0.4 $1.3
EC2000 & Statements $0.06 $0.2
Compliance Advisor $0.1 $0.4
PCON $0.05 $0.1
Legacy Trendstar (Upgrade) $0.06 $0.2
Horizon Business Insight $0.3 $0.8
Total $1.0 $3.0
Opportunity includes S/W, H/W, Services, Maintenance
Source: MIS Business Units 67
68. Closed Loop Care
Resource Management
Distribution
Resource Management
Resources Managed
Patient Care Path Event
Resource
Identified Determined Management
Scheduled Horizon
Care Billing General Analysis
Resource Resource
Expert
Delivered Management
Accounting Mgmt
Orders
Eligibility/Authorization
Robot Scanning
Hub
68
69. Closed Loop
Resource Management McKesson Strategy
•Incrementally deploy modular
applications
•Implementation and
reengineering services to
assure success Consulting
McKesson
DISTRIBUTION: CONSULTING:
McKesson Distribution Services
Services
• Analysis
• Point of stocking distribution
• Procedure-based distribution • Process Management
programs
• eCrossLink
Product Selection / • Horizon Supply •OPTIMA • Horizon Business • PMM
Order
Logistics: Decision Support: Payment:
Intelligence
Source •OptiPak • Supply Management
• PDS
Utilization: Management:
• HSM •SupplyScan On-line
• Pathways Decision
• Horizon BI
••Electronic
PMM ••HSM -of-use • New Financial
• Support
• •Financial & outcome
McKesson Consulting Point Data repository • Workflow /
• SupplyScan •PMM Solution
information linked
Services requisitioning inventory mgmt. discrepancy routing
• Management reporting
• Supply Management • Inventory mgmt.
• Contract compliance • Workflow / approvals • eCommerce
• Decentralized access
On-Line • Demand forecasting
• Targeted monitoring • eCommerce • Contract pricing
• Data modeling tools
• Bar coding
& review • Procedure based controls
• Product ordering
standardization
• Product substitution
69
70. McKesson Customers
Resource Management Opportunity
(Billions) 25% of HIS 75% of HIS
Legacy Surgical Products (Upgrade) $0.08 $0.2
Horizon/Pathways Surgical Products $0.05 $0.2
Legacy Materials Products (Upgrade) $0.07 $0.2
Horizon/Pathways Materials Products $0.05 $0.1
All Scheduling Products $0.1 $0.3
Total $0.3 $1.0
Opportunity includes S/W, H/W, Services, Maintenance
Source: MIS Business Units 70
71. Closed Loop Care
Distribution
Distribution
Resource Management
Resources Managed
Patient Clinical
Revenue Event
Resource
Identified Management Management
Cycle Scheduled Horizon
Care
Clinical Revenue
Billing General
Resource Analysis
Resource
Expert
Management
Delivered Cycle Management
Accounting Mgmt
Orders
Eligibility/Authorization
Revenue Cycle
Robot Scanning
Revenue
Hub
Cycle
71
72. McKesson Strategy
ü Provide core product capabilities to automate the
continuum of care
ü Open, service oriented architecture
ü Incrementally deploy modular applications
ü Implementation and re- engineering services to assure
success
ü Proven, documented ROI for all major components of
the system
ü Leverage existing customer investment
72
73. Agenda
n MIS Update
n Product Solution Strategies
n Outlook . . . Continued Revenue Growth and
Margin Expansion
Market Opportunity
l
Strategies to Grow Revenue
l
Strategies to Expand Margin
l
73
74. Market Opportunity . . . Excellent
Growing 9.9%
$10.9B
10
9
8 $7.5B
Other
7
(Billions)
Internet
6
5 Resource Mgt
4
Revenue Cycle
3
Clinicals
2
1
0
FY'02 FY'05
*External IT spending for USA care delivery organizations
74
Source: Gartner Group MIS requested report
75. Market Opportunity
Largest Customer Base . . . Leader
McKesson
Siemens–36% of IDNs
60% of IDNs
IDX–18% of IDNs
Cerner–37% of IDNs
Meditech–26% of IDNs
Eclipsys–20% of IDNs
Note: U.S. Market Only
Source: Dorenfest Database - April 2002 75
76. Market Opportunity
Prestigious/Large Customers . . . Leader
MIS Market
Bed Size Total Hospitals MIS Hospitals*
Presence %
422 265 63%
500+
46%
200-500 1,278 594
23%
<200 2,787 634
Total 4,487 1,493 33%
Primary MIS
target market =
51%
Note: An MIS hospital indicates installed HIS system
76
Source: HCFA and BU managers
77. Market Opportunity
McKesson Customer Base = Large Opportunity
(Billions) 25% of HIS 75% of HIS
Clinical $2.4 $7.1
Revenue Cycle $1.0 $3.0
Resource Management $0.3 $1.0
Services $2.0 $5.9
Total $5.7 $17.0
Opportunity includes S/W, H/W, Services, Maintenance
Source: MIS Business Units 77
78. Agenda
n Outlook . . . Continued Revenue Growth and
Margin Expansion
Market Opportunity
l
Strategies to Grow Revenue
l
Strategies to Expand Margin
l
78
79. Strategies to Grow Revenue
Strategy Status
17 Key Announcements for
New Product Introductions
FY’02 and FY’03
79
80. Strategies to Grow Revenue
Continue New Product Introductions
FY’02 New Products FY’03 Planned GA Products
n Horizon Foundation n Horizon Expert Orders
n Horizon Medical Imaging
n Horizon Physician Portal
n Horizon Emergency Care
n Horizon Care Record
n Horizon Community Portal
n Horizon Meds Manager
n Horizon Supply Source
n WebTREND
n Horizon Business Folder
n Horizon Surgical Manager n Revenue Cycle Account
Services
n Home Health Portal
l Electronic Eligibility &
n STAR and Series Horizon
Authorizations
Enablers
l Credit Checking
n Horizon Homecare
Advanced Clinicals
80
81. Strategies to Grow Revenue
Strategy Status
17 Key Announcements for
New Product Introductions
FY’02 and FY’03
Grow Sales Organization In Process
81
82. Strategies to Grow Revenue
Grow Size of Sales Organization
h
owt
1000 l Gr
a
Tot
33%
800
600 774
Total Sales
651
400 wth Clinical Sales
o
l Gr
582
nica
Cli
200 %
298
182
125
61
0
FY01 FY02 FY03
82
83. Strategies to Grow Revenue
Strategy Status
17 Key Announcements for
New Product Introductions
FY’02 and FY’03
Grow Sales Organization In Process
Grow Professional Services In Process
83
84. Strategies to Grow Revenue
Grow Professional Services
n Grow Professional Services:
l Clinical Implementation Manpower
– FY’01 to FY’03 up 100%
Consulting Manpower
l
– FY’01 to FY’03 up 40%
84
85. Strategies to Grow Revenue
Strategy Status
17 Key Announcements for
New Product Introductions
FY’02 and FY’03
Grow Sales Organization In Process
Grow Professional Services In Process
Increase Sales Outside
Making Progress
McKesson Customer Base
85
86. Strategies to Grow Revenue
Increase Sales Outside McKesson Customer Base
n Increase Sales Teams
l Enterprise Systems
l Departmental Systems
l Total Planned Increase (FY’01 – FY’03)
– Manpower FY’01 - 26
– Manpower FY’03 - 70
– Growth – 269%
86
87. Strategies to Grow Revenue
Increase Sales Outside McKesson Customer Base
n Increase Sales Teams
l Enterprise Systems
l Departmental Systems
l Total Planned Increase (FY’01 – FY’03)
– Manpower FY’01 - 26
– Manpower FY’03 - 70
– Growth – 269%
n Sales Outside McKesson Customer Base (FY’02)
l Document Imaging 32%
l Pharmacy 36%
l Surgical Manager 25%
l Homecare 31%
l Medical Imaging 40%*
*Planned 87
88. Agenda
n Outlook . . . Continued Revenue Growth and
Margin Expansion
Market Opportunity
l
Strategies to Grow Revenue
l
Strategies to Expand Margin
l
88
89. Strategies to Expand Margin
Strategy Status
Improve Revenue Mix Software Sales Growing
89
91. Strategies to Expand Margin
Improve Revenue Mix . . Software Sales Growing
48.0%
FY02 91.5% 47.5%
46.0%
s
44% 44.0%
int
Po
12.2%
42.0%
is
as
41.8%
FY01 87.8%
0B
40.0%
57
Up
38.0%
FY01 FY02
8.50%
Resulting Improvement
One-Time Software
to Gross Margin
Percent of Revenue
91
92. Strategies to Expand Margin
Strategy Status
Improve Revenue Mix Software Sales Growing
Leverage Existing Infrastructure Good Progress
92
93. Strategies to Expand Margin
Leverage Existing Infrastructure . . . Good Progress
n Increasing Productivity
l Greater Specialization of Sales Organization
l Standardize Development Tools, Processes, and Metrics
l Support Center Processes, and Methodology
93
94. Strategies to Expand Margin
Leverage Existing Infrastructure . . . Good Progress
n Increasing Productivity
l Greater Specialization of Sales Organization
l Standardize Development Tools, Processes, and Metrics
l Support Center Processes, and Methodology
n Greater Use of Technology
l PeopleSoft
l SAP
94
95. Strategies to Expand Margin
Leverage Existing Infrastructure . . . Good Progress
n Increasing Productivity
l Greater Specialization of Sales Organization
l Standardize Development Tools, Processes, and Metrics
l Support Center Processes, and Methodology
n Greater Use of Technology
l PeopleSoft
l SAP
n Shared Services
l Payables, Payroll, Expenses
l Real Estate
l Purchasing
95
96. Strategies to Expand Margin
Leverage Existing Infrastructure . . . Good Progress
Revenue per Employee
200
180 n 8.7% Growth MIS
189
(Thousands)
172
160
n 9.9% Growth W/O
163
Outsourcing
140 150
120
100
FY'01 FY'02
MIS *MIS W/O Outsourcing
*Excludes Revenue Cycle Outsourcing, IT Outsourcing, and International Outsourcing
96
97. Strategies to Expand Margin
Identified Future Opportunities
Steps to Leverage
(Margin)
Infrastructure
Future Revenue
Mix Improvements
Current
97
98. Outlook . . .Revenue Growth and Margin
Expansion
Y
Summary
IT Progress
N
U
n We are Making Excellent
T
R
l Improving Operations
l Establishing O
SS
PMcKesson as Leader in Clinical
Market P E
O R
T G
A
l Improving Financial Results
O
E R
R
n Opportunity for HIT is Large and Growing
P
G
n McKesson is Uniquely and T
EA
Well Positioned
R
n Outlook is for Continued Revenue Growth and
Margin Expansion G
98
99. Ray Shingler
Senior-Vice President, CIO
Spartanburg Regional Healthcare System
Spartanburg, SC
100. Spartanburg Regional Healthcare System
Integrated Delivery
System composed of:
• Three Hospitals
• 730 Licensed Beds
• Gross Revenue $775M
• Level I Trauma Center
• Top 100 Heart Center
• Cancer Center
• 38 Physician Offices
• Teaching Hospital
• Free Standing ASC
101. McKesson Relationship
Clinical Revenue Cycle
§ Care Manager § Star Financials
§ Clinical Repository § Contract Management
§ Pharmacy § Financial Management
§ Radiology § Patient Processing
§ Homecare § Star Compliance
§ Medical Records Imaging
Resource Management Robotics/Automation
§ Materials Management § Supply Scan
§ Resource Scheduling § Rx-Robot Drug Dispensing
§ Staff Scheduling § Accu-Dose Drug Dispensing
§ Trendstar
101
102. McKesson Corporate Agreement
Signed 1999
Information Systems (Clinical and Administrative)
Medical /Surgical Distribution Agreement
Pharmacy Distribution Agreement
Automation Agreement
Goal 1: Save $3.5 over 5 years
Goal 2: Maintain the same quality of service
102
103. Status of Goals
Goal 1:
Savings to date > $2 million
Premier - top 1% of low cost hospitals
Goal 2:
Top 100 Heart Hospital
Cancer Center of Excellence
Level I Trauma Center
JCAHO surveys (92 – 96 – 98)
103
104. New Applications
CPOE and Pharmacy
In keeping with our Quality Mission of providing the Best of Care, our
Medical Staff reviewed, requested and approved the purchase of:
Horizon Expert Orders
Horizon Med Manager (Pharmacy)
Why: To continue the effort to eliminate the opportunity for medical
errors. Reasons such as:
1. Manual handwriting
2. Integrating patient specific information such as allergies and
home medications.
3. Eliminate variation from standard, accepted protocols
4. Access to global knowledge at treatment time via the Internet
104
105. New Applications
Picture Archiving Communications System (PACS)
SRHS has been investigating the purchase of a foreign (non-McKesson)
PACS vendor to integrate with our core McKesson products
WHY: McKesson did not have a PACS product
With the recent announcement by McKesson to acquire ALI, SRHS is now
considering the purchase of the ALI product.
WHY ALI:
1. Identified as one of the leaders in PACS technology
2. Customer Services rated #1
3. Single vendor vs. multiple vendor (s)
4. Integration of very complicated information
5. Users are familiar with the required front-end systems
105
106. McKesson and Spartanburg
The Power of a Partnership
n McKesson has moved from being a “vendor” to a “strategic partner”
n All patients, whether in-patient or ambulatory, are “touched” by
systems, products and processes provided by McKesson
n McKesson is participating in the planning stage for the development
of our new $40 million Emergency Medicine Pavilion
n McKesson is working to make our System better for our patients,
care providers and staff of Spartanburg Regional Health System
n Spartanburg Regional Healthcare System is recognized as a high
quality, cost effective integrated delivery system. McKesson has
helped make this possible
106
109. Summary
n Financial/Customer Momentum
n Positive External & Internal Fundamentals
n Execution-Oriented Strategy
n Strong Leadership Team
Value Creation for Customers and
Shareholders 109