The Medical Imaging Market –Potential for Small Businesses … · 2014-12-17 · Most equipment usually bought through consolidations unless a small business set aside Historically,

Answers for life.Restricted © Siemens AG 2014 All rights reserved.

The Medical Imaging Market – Potential for Small Businesses Partnering With a Leading Manufacturer

Christiane Torres, Marketing Manager Federal Accounts

Page 2Restricted © Siemens AG 2014 All rights reserved.

Introduction

Christiane TorresMarketing Manager Federal AccountsSiemens Healthcare

Kelly LaurelDirector Business Development, HealthcareSiemens Government Technologies

“2013 Best for Vets”employer by Military Times

Siemens named a


Siemens Overview

165 year old German company

Currently operating in 190 countries with approximately 380,000 employees

$100B Annual revenue around the world

Siemens in the USA

60,000 employees in all 50 states

Over $20B in annual revenue

Over $1B in federal sales each year

Power & Gas Wind Power & Renewables Energy

ManagementBuilding

Technologies Mobility Digital FactoryProcess

Industries & Drives

Financial Services Healthcare

Power Generation Services

s


Our Portfolio

LaboratoryDiagnostics

Health InformationTechnology

Medical Imaging & Therapy


Challenges in Healthcare

65+ Population ExplosionThe segment with the highest incidence of chronic disease is on course to double by 2040.

Cost of Chronic Disease80% of all healthcare costs are spent treating chronic illness.

Accurate DiagnosisThe right diagnosis, the first time.

Efficient Patient CareFocus on improving workflow to increasepatient access and care


Aging Population will increase need for imaging procedures

Population is increasing and aging Procedure volume increases

Demographics-Driven Procedure Volume Growth (2013 – 2020, Cumulative by Modality)

U.S. Population by Age (Millions)

1% CAGR

2030

374

2020

341

2010

310

2000

281

1990

249

1980

227

<1818-4445-64>65 (Medicare)

2.1%

1.3%

0.7%

0.6%

CAGR

%

Source: U.S. Census (2010 Census and population projections)

CAGR = Compounded Annual Growth Rate

Sources: CX HCPS Analysis of Truven Health Analytics (per capita utilization rates) and Woods and Poole (population projections)

0

5

10

15

20

2013 2014 2015 2016 2017 2018 2019 2020

Low (10%)

High (20%)


The Veteran Population – Unique Challenges

The rate of lung cancer may be twice as high in the military population as the lung cancer prevalence rate for the entire population. A Study of Cancer in the Military Beneficiary Population. Military Medicine, October 2007

Veterans were more likely than nonveterans to report having two or more chronic conditions. Data from the National Health Interview Survey, 2007-2010

Since the wars began in Iraq in 2003 and in Afghanistan in 2001, the military has seen a 251% increase in the rate of neurological disorders per 10,000 active-duty service members, a 47% rise in the rate of respiratory issues and a 34% increase in the rate of cardiovascular disease.USA TODAY analysis of military morbidity records from 2001 to 2010


Imaging and Laboratory Diagnostics Needs

Laboratory Diagnostics

Early Detection Imaging & Screening

Advanced Imaging Treatment Systems Monitoring for Recurrence• Automation

• Blood Gas

• Clinical Chemistry

• Diabetes

• Hematology

• Hemostasis

• Immunoassay

• Microbiology

• Molecular

• Urinalysis

• Computed Tomography

• Digital and Conventional X-ray

• Magnetic Resonance

• Mammography

• Molecular Imaging

• Ultrasound

• Computed Tomography

• Digital and Conventional X-ray

• Magnetic Resonance

• Molecular Imaging

• Ultrasound

• Hybrid Operating Rooms

• Interventional Radiology

• Interventional Cardiology

• Laboratory Diagnostics

• Medical Imaging

Prevention/Early Detection Diagnosis Therapy Care


Why should you focus on medical imaging equipment

Most equipment usually bought through consolidations unless a small business set aside

Historically, not often offered through small businesses

Small businesses do not need to provide value-add


How can you sell imaging equipment

Build on your existing relationships with hospital purchasing

Educate on opportunity to offer imaging equipment through small businesses

FBO.gov and other sources

We help position the right system, demo, quote etc


Our Portfolio

LaboratoryDiagnostics

Health InformationTechnology

Medical Imaging & Therapy


Ultrasound – Market Overview


Siemens Ultrasound Portfolio

General ImagingAcuson S1000, 2000, 3000

CardiacAcuson SC2000

Specialty – ERFreestyle (cordless transducers)


X-ray - Portfolio

Radiography Fluoroscopy Urology

Surgery Portables Mammography


Partnering with Siemens

We are looking for small business partners - with medical experience and/or strong relationships in VA Medical Centers and clinics

Establish teaming agreement and long-term business relationship

Streamline deals through standardized terms & conditions

Receive product support, demos etc through Siemens’ local sales teams

Please register on the SGT Partner Page to provide basic profile

information about your company, and to get in contact with us.

www.siemensgovt.com/partners.html


Thank you!

Questions

Christiane Iwert TorresMarketing Manager Federal AccountsSiemens Medical Solutions USA, Inc.

Phone: (610) 448-4369Mobile: (610) 585-6887

E-mail: [email protected]

Please register on the SGT Partner Page to provide basic profile

information about your company, and to get in contact with us.

www.siemensgovt.com/partners.html

Documents

The Medical Imaging Market –Potential for Small Businesses … · 2014-12-17 · Most equipment usually bought through consolidations unless a small business set aside Historically,