ost hospitals are throwing darts at an elusive
and moving target in order to find their best value analysis (VA)
candidates, and with meager results. This is because most hospitals aren’t
employing a scientific approach to identifying their best value analysis
candidates.
That’s where value analytics comes into play. It’s the new activity-based
science for measuring unfavorable trends, patterns and variations in
utilization in your supply spend to quickly identify your best VA savings
opportunities.
Why is this important today? Since every hospital utilizes its products,
services and technologies at a different velocity (or speed, rate or
rapidity) it is of critical importance to conscientiously track, trend and
then analyze unfavorable changes (up or down) in your utilization for the
utmost control of your supply spend, especially now that your price savings
are slowly disappearing.
Simply put, if you organize your supply spend by description (e.g.,
intraocular lenses, dressings, office supplies, Oxisensors, transcription
services, etc.) and then match these same commodity groups to their related
activities (e.g., patient days, procedures, tests, square footage, etc.) you
can then accurately measure these same products, services and technologies
consumption velocity against your peers. The result will be new and better
VA savings opportunities that will become crystal clear to you.
It’s not an accident
We recently measured the performance of one of our client’s custom
operating (OR) packs utilization by dividing its 7,406 operating room cases
(case-mix adjusted) into its annual purchases of $251,624 and found its
total pack cost per case was $33.98. We then benchmarked our client’s packs
against its peer group and found that our client had a negative variance of
$5.98. This meant that our client’s custom packs utilization cost (not
price) was $44,289 higher than it should be – all other things being equal.
This anomaly was brought to the attention of this client’s value analysis
team leader who then assigned a VA project manager to investigate why this
utilization misalignment was happening. The result of this VA study was a
$40,929 savings due to their 26 custom pack products not being used at all,
a larger basin being replaced with a smaller one, and moving from brand name
to generic products in their custom packs.
It’s not an accident that we uncovered this big custom pack savings and
42 other utilization misalignments for this same client. It was because we
employed value analytics to do the difficult work for us that never would
have been uncovered by the naked eye or even intuition.
Trending to find big savings
Because some of our clients have employed value analytics for several
years, we are able to trend their purchases during long periods of time to
identify additional savings opportunities. Since "things change and people
change," this always brings about new savings opportunities and some
surprises, too.
This was the case with a 98-bed hospital we worked with that reduced its
contrast media cost by $42,632 the first year after we identified this
utilization misalignment. Then the hospital had to revisit this same
commodity two consecutive years thereafter when its contrast media
utilization cost spiked repeatedly.
The reason was that the radiology staff members kept falling back to
their old habits and had to be reeducated about the best practices that were
keeping costs in line in the first place.
That is why it’s a worthwhile effort for you to refresh and trend all of
your purchasing data on a quarterly basis to ensure that your utilization
trends are within acceptable limits and have not spun out of control. The
reversal in your supply performance metrics can easily happen, especially
when your hospital’s census has a large variance.
Beyond spend management
If you are looking for better information, better decision making and
better control over your supply chain that goes beyond spend management and
are looking for deeper and broader utilization savings then you need to
embrace the new science of value analytics.
Supply chain managers’ spend management efforts have been focused almost
solely on obtaining the right price, with the right group purchasing
organization contract, at the right tier level and then monitoring contract
compliance – going forward. As comedian Jerry Seinfeld would say, "Not that
there is anything wrong with that," these price savings are just the tip of
the iceberg! In fact, I consider a supply chain manager’s job only half done
if this is the only tactic they are employing to control their total supply
chain expenses.
In today’s healthcare environment where every dollar counts, supply chain
managers now need to expend an equal amount of time weeding out the millions
of dollars of wasteful and unnecessary consumption, misuse, misapplications
and value mismatches in the products, services and technologies they are
buying annually.
These huge savings opportunities (7 percent to 15 percent of your total
supply spend) that I’m talking about can’t and won’t happen for you without
you filling in your data gaps and then applying activity-based measurements
to track the trends, patterns and variations in your purchasing data to give
you even deeper and broader visibility into your supply chain. This is where
the future of supply chain expense management is heading! Are you ready and
able to take on this challenge?