OPtimum ALLIANCE Hospital Partnerships OPtimum ALLIANCE Market Need

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OPtimum. ALLIANCE Hospital Partnerships

OPtimum. ALLIANCE Hospital Partnerships

OPtimum. ALLIANCE: Market Need What it does & how it works: • Reduces the

OPtimum. ALLIANCE: Market Need What it does & how it works: • Reduces the majority of your expense and servicing requirements • Create minimal change to current hospital business practices • Increases the level of patient care • Provides inventory management, product fitting, and education by credentialed professionals • Solutions to address indigent patient population • Sub-contracting available to maintain long-standing relationships • EMR and HIPPA compliance specific to your hospital initiatives

OPtimum. ALLIANCE • Why Us? • 100% retention with current Hospital Partnerships • Successful

OPtimum. ALLIANCE • Why Us? • 100% retention with current Hospital Partnerships • Successful history of handling DME outsourcing needs from clinics and surgery centers • Over 25 years of Surgical & Rehabilitative relationships within your community • Strategically located in the heart of different medical communities across the Western United States • Contracted with over 1, 400 health insurance companies

Our Competitive Advantage • Strong team coverage of the territories • Experience with providing

Our Competitive Advantage • Strong team coverage of the territories • Experience with providing quality services to our stock and bills • Relationships and history of excellence • Skills and competency of certified staff • Continuing education and relationship with Orthotics and Prosthetics • Service Support

Hospital Partnership The Scorecard Swedish Medical Center DME Scorecard Analysis 2014 Total Cost of

Hospital Partnership The Scorecard Swedish Medical Center DME Scorecard Analysis 2014 Total Cost of Inventory Benchmark for SMC Direct Bill for Current Facilites Annual Cost Savings Annual Percentage Cost Savings $ $ $ 205, 337. 98 4, 473. 62 200, 864. 36 97. 82% Swedish Medical Center Monthly DME Direct Bill for 2014 Direct Bill $ $ 372. 80 4, 473. 62 $ 205, 337. 98 Product cost of Inventory Purchased by Pacific Medical SWEDISH MEDICAL CENTER Represents the inventory that Pacific Medical has purchased to use for SMC Swedish Medical Center JANUARY 2014 -DECEMBER 2014 ACCOUNT PACIFIC MEDICAL SWEDISH FIRST HILL PACIFIC MEDICAL SWEDISH CHERRY HILL SWDESE-SWEDISH ISSAQUAH ED SWDESE-SWEDISH ISSAQUAH OR SWDESE-SWEDISH MILL CRK-ED SWDESE-SWEDISH REDMOND-ED SWDSEA-SWEDISH BALLARD-ER SWDSEA-SWEDISH CHERRY HILL-ED SWDSEA-SWEDISH EDMONDS-ER SWDSEA-SWEDISH 1 st-ED SWDSEA-SWEDISH BALLARD OR SWDSEA-SWEDISH BALLARD-MSC Total Hospital Savings $ 19, 565. 22 $ 6, 452. 16 $ 41, 458. 93 $ 1, 582. 69 $ 35, 383. 88 $ 9, 253. 71 $ 20, 528. 45 $ 11, 923. 55 $ 22, 399. 96 $ 32, 277. 38 $ 1, 287. 00 $ 3, 225. 05 $ 205, 337. 98

Hospital Partnership The Scorecard

Hospital Partnership The Scorecard

Hospital Partnership The Scorecard Pacific Medical Products Purchased for CRMC Total $ $ Jan-14

Hospital Partnership The Scorecard Pacific Medical Products Purchased for CRMC Total $ $ Jan-14 21, 741. 72 $ Feb-14 13, 471. 10 $ Mar-14 18, 835. 23 $ $ Apr-14 18, 710. 35 $ 18, 306. 56 May-14 18, 774. 40 $ $ $ $ Jan-14 2, 564. 07 $ 1, 840. 56 $ 367. 42 $ Feb-14 2, 788. 26 $ 2, 370. 71 $ 276. 27 $ Mar-14 3, 655. 03 $ 2, 667. 04 $ 763. 60 $ Apr-14 2, 415. 99 $ 1, 944. 91 $ 680. 43 $ May-14 1, 878. 60 $ 2, 439. 57 $ 641. 85 $ $ 55. 77 $ 42. 21 $ 52. 44 $ 128. 30 $ 24. 83 $ 7. 55 $ 91. 14 $ 69. 72 $ 217. 31 126. 99 $ 21. 47 $ $ $ 203. 34 $ 116. 85 $ 41. 02 $ $ 218. 32 $ 561. 71 $ 8. 64 $ $ 51. 72 $ 1, 276. 00 $ 420. 93 $ 162. 86 $ $ 253. 98 $ 218. 40 $ 2, 412. 99 $ 427. 99 $ 410. 02 $ 37. 75 $ 172. 20 $ $ $ 78. 77 119. 25 87. 00 7. 55 27. 62 8. 64 243. 27 812. 86 53. 76 22. 65 538. 14 389. 73 126. 23 221. 19 13. 55 1, 522. 30 662. 78 67. 54 172. 78 17. 67 86. 64 53. 71 $ 12, 184. 51 $ 10, 293. 65 $ Jun-14 Jul-14 Aug-14 Sep-14 Oct-14 Nov-14 Dec-14 Total 19, 732. 70 $ 23, 142. 33 $ 17, 077. 31 $ 19, 848. 30 $ 22, 547. 87 $ 27, 647. 42 $ 20, 206. 13 $ 241, 734. 86 Direct Bills for CRMC ED-Inpatient ED-Missing 2 Central Med Surg 3 Central 4 Central 5 Central Peds Labor & Delivery 1 East 2 East 4 East 5 West Ortho 6 West 7 West Oncology 8 West 9 West 10 West 5 North Burn Center Outpt Burn Cath Lab ICU 4 ICU 5 Short Stay Surgery Central PACU NORC CVU Children's Clinic Family Practice Internal Medicine Oakhurst ICC Urgent Care Total $ $ $ $ 106. 09 91. 34 93. 89 8. 64 353. 69 646. 11 8. 64 $ $ $ 119. 09 $ 158. 64 $ 52. 04 $ 70. 87 $ 163. 68 $ 64. 26 $ $ $ 366. 26 $ 794. 39 $ $ 356. 56 $ 720. 77 $ 19. 12 $ $ $ 52. 41 1, 758. 48 340. 16 487. 98 $ $ 33. 24 468. 40 154. 66 174. 81 58. 39 909. 70 439. 89 223. 34 $ $ 75. 09 76. 63 824. 35 495. 94 $ $ $ $ 289. 89 $ 41. 25 67. 54 175. 41 $ 52. 44 977. 16 $ 521. 76 $ $ 138. 88 $ $ 10, 740. 59 $ $ $ 9, 783. 10 $ $ $ 294. 29 $ $ 1, 969. 51 $ 573. 81 $ 104. 88 $ 218. 46 $ $ 13, 651. 37 $ $ $ $ $ $ Jun-14 Jul-14 Aug-14 Sep-14 1, 730. 89 $ 2, 672. 76 $ 4, 042. 51 $ 1, 447. 74 $ 3, 652. 66 $ 3, 809. 76 $ 731. 68 $ 1, 048. 91 $ 968. 71 $ 1, 027. 21 $ 1, 449. 17 $ 1, 398. 25 $ $ 96. 64 $ - $ 25. 92 $ 47. 48 $ 133. 22 $ 99. 64 $ 382. 77 $ 77. 02 $ 273. 67 $ 59. 18 $ 82. 77 $ 55. 44 $ $ - $ 94. 12 $ 213. 36 $ 413. 40 $ 47. 39 $ 7. 55 $ 99. 57 $ 146. 54 $ 77. 56 $ 17. 28 $ 53. 02 $ 69. 64 $ 55. 44 $ 8. 64 $ 16. 41 $ 25. 64 $ 416. 84 $ 196. 25 $ 548. 22 $ 1, 222. 38 $ 751. 94 $ 459. 96 $ 714. 30 $ 609. 45 $ 118. 52 $ 17. 28 $ 45. 12 $ - $ 90. 30 $ 67. 06 $ 130. 50 $ 89. 89 $ 981. 88 $ 870. 18 $ 1, 225. 93 $ 1, 177. 61 $ 460. 49 $ 151. 72 $ 288. 25 $ 921. 50 $ 159. 02 $ 72. 81 $ 610. 91 $ - $ $ 21. 69 $ 36. 94 $ 59. 13 $ 253. 92 $ 341. 70 $ 374. 94 $ 149. 58 $ 52. 44 $ - $ 1, 164. 68 $ 1, 151. 34 $ 2, 231. 65 $ 2, 019. 72 $ 525. 09 $ 681. 85 $ 712. 39 $ 535. 36 $ 832. 64 $ 315. 75 $ 654. 35 $ 1, 857. 01 $ 136. 23 $ 76. 40 $ 243. 13 $ 160. 60 $ $ - $ 47. 40 $ - $ $ 7. 55 $ 9. 56 $ $ 117. 91 $ 38. 74 $ $ 71. 38 $ 19. 12 $ $ - $ $410. 36 $ 125. 88 $ 12, 962. 70 $ 12, 589. 66 $ 15, 849. 15 $ 13, 310. 72 $ Oct-14 Nov-14 Dec-14 Total 2, 702. 46 $ 2, 706. 59 $ 1, 835. 63 $ 30, 440. 53 1, 895. 86 $ 2, 996. 58 $ 2, 287. 35 $ 27, 685. 59 1, 624. 07 $ 916. 90 $ 870. 87 $ 10, 984. 75 - $ 25. 64 $ 218. 92 101. 06 $ 54. 77 $ 111. 14 $ 1, 054. 20 431. 95 $ 53. 49 $ 263. 89 $ 1, 819. 45 $ 103. 63 $ 519. 14 $ 150. 30 $ 76. 50 $ 90. 20 $ 1, 671. 66 324. 84 $ 246. 18 $ 130. 90 $ 1, 571. 20 55. 44 $ 155. 82 $ 72. 72 $ 758. 19 $ 84. 38 503. 60 $ 649. 27 $ 917. 39 $ 5, 992. 05 254. 35 $ 623. 62 $ 965. 23 $ 7, 914. 69 24. 81 $ 9. 56 $ 305. 45 $ 134. 61 $ 24. 81 $ 9. 56 $ 765. 14 1, 876. 76 $ 1, 563. 24 $ 1, 073. 14 $ 13, 719. 46 1, 203. 92 $ 473. 50 $ 453. 13 $ 5, 697. 88 120. 44 $ 55. 44 $ 2, 193. 84 139. 27 $ 85. 89 $ 364. 88 $ 707. 80 187. 41 $ 260. 96 $ 246. 82 $ 2, 835. 29 489. 16 $ 110. 88 $ 120. 33 $ 1, 238. 71 2, 394. 31 $ 3, 069. 84 $ 2, 185. 53 $ 21, 923. 38 490. 25 $ 845. 47 $ 473. 57 $ 6, 946. 26 1, 234. 64 $ 195. 54 $ 879. 11 $ 6, 551. 48 223. 68 $ 240. 88 $ 149. 09 $ 2, 087. 77 $ 213. 45 47. 70 $ 95. 40 $ 258. 04 $ 34. 78 61. 12 $ 25. 92 $ 330. 33 $ 144. 21 $ 57. 65 $ 23. 03 $ 616. 92 16, 729. 66 $ 15, 520. 72 $ 13, 669. 11 $ 157, 284. 94

Internal Scorecard

Internal Scorecard

Account Management • Inventory on steroids • #1 Rule: No Stock Outs • Never

Account Management • Inventory on steroids • #1 Rule: No Stock Outs • Never jeopardize a stock-out due to poor inventory management • Holding PPA’s versus sending them in • The effect on your inventory • JIT Inventory Management system • Managing appropriate par levels versus utilization and space restrictions

Account Management • Importance of Daily Audits (especially in high volume)

Account Management • Importance of Daily Audits (especially in high volume)

Account Management • Tracking Hospital Inventory for Billing • PPA compliance • Getting demo’s,

Account Management • Tracking Hospital Inventory for Billing • PPA compliance • Getting demo’s, medical information, signatures • EMR – Electronic Medical Record • HIPPA and Confidentiality • Making Friends- Tech’s, Unit Clerks, Nurses • Getting a clean PPA for billing • Avoid PMI - Get it right the first time • Reason Codes for Hospital direct bill

Account Management • Bill-backs versus IB events • Where do you send information in?

Account Management • Bill-backs versus IB events • Where do you send information in? • Hospital Team or the Purchasing team?

Account Management Inventory Locations Mederp ID’s Reason Codes for Hospital Direct Bill NON COVERED

Account Management Inventory Locations Mederp ID’s Reason Codes for Hospital Direct Bill NON COVERED ITEMS INPATIENT MEDICARE INCOMPLETE FORM PRODUCT NON FUNDED LOST HCP HHP MPI HNFC HLP

OPtimum. ALLIANCE • DME Contract or Custom O&P Contract or Dual Contract • Product

OPtimum. ALLIANCE • DME Contract or Custom O&P Contract or Dual Contract • Product Cost (DME) versus Allowable Cost (O&P) • Cost + % pricing (DME), % off Medicare Allowable (O&P) • TLSO Delivery • Workflow and Continuity between Hospital and O&P Staff

Hospital O&P Inpatient Charges

Hospital O&P Inpatient Charges

OPtimum. ALLIANCE: EMR • Importance of EMR Access (To Hospital) • • • Only

OPtimum. ALLIANCE: EMR • Importance of EMR Access (To Hospital) • • • Only two fields will be required (1) Patient Sticker (2) Patient Signature Currently 6 fields are required No face sheet, demographics, or DME order-set will be required. This will save the HUSC’s/Unit Secretary time Allows for better workflow Reduces missing inventory through better compliance and checks and balances

OPtimum. ALLIANCE: EMR • Importance of EMR Access (To Us) • Maximizes outsourcing capability

OPtimum. ALLIANCE: EMR • Importance of EMR Access (To Us) • Maximizes outsourcing capability through access to information • Allows for documented patient record (custom O&P services) • Tracks missing information down more efficiently (reduction of PMI) • Remote access from the office and/or home office

OPtimum. ALLIANCE • Out of Network Hospital- How do we treat? • Not set

OPtimum. ALLIANCE • Out of Network Hospital- How do we treat? • Not set up as a CO 14 hospital, treated as a direct CO 13 customer • Bill Only Invoicing for services (each hospital is unique) • Purchase rate for items such as CTU’s

Maximizing Your Opportunity • Hospitals are becoming integrated systems • Own physicians, physicians assistants,

Maximizing Your Opportunity • Hospitals are becoming integrated systems • Own physicians, physicians assistants, allied health staff, clinics, rehabilitation centers, urgent care, ambulatory surgery centers, hospitals • Service is critical for meeting the need and expanding the program • Quality and Performance review • Measuring effectiveness and outcomes

Maximizing Your Opportunity • Product Matters!!! Reimbursement Example: 20 Rx’s/month A) Horizon Air Walker-

Maximizing Your Opportunity • Product Matters!!! Reimbursement Example: 20 Rx’s/month A) Horizon Air Walker- $219. 37 * 20 = $4387. 40/month (Diff = $1164. 60/month, $13, 975. 20/year) B) Aircast Pneumatic Walker- $161. 14 * 20 = $3222. 80/month

OPtimum. ALLIANCE: CM Impact

OPtimum. ALLIANCE: CM Impact

Hospital Opportunities State Number of Hospitals Number under Contract Opportunity Alaska 23 0 23

Hospital Opportunities State Number of Hospitals Number under Contract Opportunity Alaska 23 0 23 California 345 26 319 Idaho 40 2 38 Montana 48 10 38 Nevada 38 1 37 Oregon 59 14 45 Washington 85 16 69 Pac Med Geography 638 69 569 Total USA Hospitals 4973 69 4904

Hospital Opportunities Facilities in Pac. Med Geography Pac Med Facilities Nationwide Number of Facilities

Hospital Opportunities Facilities in Pac. Med Geography Pac Med Facilities Nationwide Number of Facilities 69 638 4973 Current Per Facililty Monthly Billing $156, 473. 29 $10, 796, 657. 18 $99, 829, 960. 59 $778, 141, 683. 42 $21, 593, 314. 36 $199, 659, 921. 18 $1, 556, 283, 366. 84 Annualized Billing At "FULL" capacity* *We currently bill approximately 50% of each facility's max billing capacity under the Optimum. Alliance program We are just barely scratching the surface!!!!!

OPERATION: 1. 5

OPERATION: 1. 5