327-evt-10-17-12 nbc 2013_mark_t_final
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Mark Thierer, Chairman & CEO
The Journey Begins: Building Our New Legacy
2012 was a Transformational year!!
3
The past six months…what a ride!!
Integration Rebranding
$Sales Success
$
2005 2006 2007 2008 2009 2010 2011 20120
1000
2000
3000
4000
5000
6000
7000
8000
9000
10000
$0
$100
$200
$300
$400
$500
EBITDA Revenue (MM)
Revenue in
Mill
ions
EB
ITD
A in
Millio
ns
Our results tell the storyRevenue and EBITDA
2005 2006 2007 2008 2009 2010 2011 2012 20130
2,000
4,000
6,000
8,000
10,000
12,000
$149 Jan. 2005
$10,900Jan. 2013
Our results tell the storyMarket Capitalization
Mark
et
Cap in
Mill
ions
We are Making Waves!
Specialty Pharmacy
Accreditation
#11 in 2012FORTUNE FASTEST GROWING COMPANIES
2012
Silver Honors for Healthcare Consumer
Empowerment and Protection
EGWP Receives 5-Star Rating
It takes a village…2012 Accomplishments
20122012Celebrate
2012Celebrate
Celebrating Our Successes in 2012Sales, Marketing, Underwriting, Account Management, Clinical Consulting
Closed nearly $2B in new business
Celebrating Our Successes in 2012Account Management, Clinical ConsultingAll Employees!
98%
Client Retention
All Employees!
Celebrating Our Successes in 2012
Named to the NASDAQ 100
Celebrating Our Successes in 2012Member Services, Web Team, IT, Marketing, Sales, Project Management, Prior Auth, Eligibility, Product Development, Pharmacy Operations, Software Development
Migrated plans in excess of
7 million lives to RxClaim platform
400
Celebrating Our Successes in 2012All Departments
Completed HealthTrans and PTRX Integrations
Marketing, Sales, PBM Operations, IT, QA, Member Print, HR, E-commerce, Finance, Member Services, Legal, Account Management, Clinical Team, PMO
Celebrating Our Successes in 2012
Launched BriovaEarned URAC accreditation
Celebrating Our Successes in 2012
Successfully transitioned $175Min specialty drug spend to Briova
Specialty, Clinical Consulting, Account Management
Celebrating Our Successes in 2012IT, Specialty Operations, Specialty Sales, Home Delivery, Marketing
Converted 11 Specialty Pharmacies and 3 Home
Delivery PharmaciesScriptMed – Specialty – Home
Delivery
Celebrating Our Successes in 2012Facilities Management, Specialty, IT, Telecom
Opened the
Birmingham specialty pharmacy and remodeled the specialty pharmacies in Avon, MA
and Las Vegas, NV
Celebrating Our Successes in 2012Human Resources, Specialty Sales
Expansion with 20 new hiresSpecialty Sales Force
Clinical Consulting, Clinical Services, Clinical Products, Clinical Reporting, Product Management
Celebrating Our Successes in 2012
Defined a compelling clinical strategy and market positioning
Celebrating Our Successes in 2012Clinical Services, Clinical Consulting
Launched a new national Catamaran P&T Committee
Clinical Products, Clinical Consulting, IT
Celebrating Our Successes in 2012
Defined single Catamaran MTM and rDUR products across the business
Finance, Facilities, Integration Team, IMO, IT
Celebrating Our Successes in 2012
Consolidated key financial operations, including payroll, accounts payable,
treasury and more
Celebrating Our Successes in 2012
Launched therebranded employeerecognition program
—
The Catamaran Cup
All Employees
Celebrating Our Successes in 2012
Recruited and filled nearly 400 positions
since the merger
Human Resources, Hiring Managers
Celebrating Our Successes in 2012
Consolidated and rolled out new
401k and Healthcare Plans for 3,500 employees
Human Resources, Payroll
Human Resources
Celebrating Our Successes in 2012
1,747 employees completed elective training programs
through Catamaran University
Celebrating Our Successes in 2012IT, Operational Excellence, RxMax IT Team, QA, Rebate Operations, Med D Team, Innovation Team, Benefit Administration, Reporting and Billing, Part D Product, Formulary Team, Technical Services, RxClaim Development
Developed critical software enhancements
Celebrating Our Successes in 2012IT, Eligibility, Member Services, Marketing, Project Management, Client Services, Implementation, RxClaim Development, Web Services, Pharmacy Operations, DCO Enterprise Service Bus
Implemented AARP discount card program on RxClaim
platform
Celebrating Our Successes in 2012Medicaid Segment, Facilities, IT, Marketing
Opened the State of Indiana Medicaid Center of Excellence
State of Indiana
Celebrating Our Successes in 2012
Closed and implemented $42.3MM in new HospiScript business including Gentiva, largest Hospice in the U.S.
Sales, Marketing, Account Management, Clinical Services,Implementations, Client Services, Contact Center, IT
Celebrating Our Successes in 2012
Developed and built Silent Prior Auth
Innovation Team, RxAuth Development Team, State of Indiana Account Management
Celebrating Our Successes in 2012
Developed and built work-flow
technology as the basis for clinical intervention and
engagement
Innovation Team, Clinical Team
Celebrating Our Successes in 2012
Built and deployed an outcomes model
to determine the impact of clinical
interventions over time
Innovation Team
Celebrating Our Successes in 2012Member Services, Prior Auth, IT, Finance
Created a single, integrated Member Services function to increase efficiency and impact
Designed a new, market-leading, Member Experience Strategy
Celebrating Our Successes in 2012Web Team, Call Center, Print Fulfillment Team, IT
Celebrating Our Successes in 2012Sales, Marketing, Underwriting, SMEs
37%of proposals to finalist
Celebrating Our Successes in 2012
Successfully implemented a
$400M full service program for
BCBS Rhode Island
Implementation, Account Management, Benefits Administration, Clinical, Medicare Part D, Legal, Pricing, IT, PBM Operations
Marketing, Sales, PBM Operations, IT, QA, Member Print, HR, E-commerce, Finance, Member Services, Legal, Account Management, Clinical Team, PMO
Celebrating Our Successes in 2012
National Launch of Catamaran Brand
Celebrating Our Successes in 2012Account Managers, PBM Operations, Member Services, Prior Auth, Web Team, Implementation, Print Team, IT, Clinical Consulting
Completed implementations
125
for 6 million lives
41
Catamaran Today
Charting the Course
Mission|Vision
Identify trends & opportunities
Catamaran’s “strategic intent”
Data & Market Driven Analytics
To keep clients for
life by developing
unique solutions that
deliver on client needs
and create a game-
changing impact on healthcare outcomes and cost.
Ourmission is clear:
Customers choose
Catamaran because
we enable people to
take charge of their health, drive
innovations that raise
industry standards
and deliver on our promise to accelerate
client solutions.
Our Vision:is game-changing
The Course is Clear: Turning Trends into Business Opportunities
Governmentas
payer
A shiftto
retail
Growth ofSpecialty products
& spending
New Delivery&
Payment Models
Opportunities
Huge cost containment opportunity
Medical / Pharmacy cross-walk and integration
Advanced clinical and member engagement requirements
Biosimilars
Opportunities
“Shopping” by individuals – high consumer engagement
Solutions targeted to the newly-insured individuals
State-specific product solutions in response to Health Insurance Exchanges
Emergence of provider-sponsored plans
Opportunities
Part D
Medicaid & Health Insurance Exchange Growth
Technology to handle complexity
FW & A Services
Tools for coordination due to frequent eligibility changes
Opportunities
Transition from volume-focus to value-focus
Pay for quality and better outcomes
Risk-stratification and member identification requirements
Health Plan/Physician integrated models
Our Strategic Intent is Clear
$4BSpecialty Pharmacy
Fortune’s Best Places to Work
6,000Employee
s 15% Market Share
$2B EBITDA
#1 in Medicare
$30B
It Won’t Be Easy!
• Our workload is staggering• Our resources are constrained• On-boarding is a challenge• Core processes require
streamlining and automation
Our values must shape our culture
We must change!Clients for LifeCurrent State Future State
Dwelling on legacy approach Embrace the new customer support model, The Catamaran Difference™
Overwhelmed with the day-to-day Manage short term while building new relationships and processes required for success
Concern that senior leadership doesn’t appreciate the level of work required
Ongoing two-way communication
Lack of alignment between account management and shared services
Effectively communicate client needs and set client expectations
Desire to leverage best practices and market intelligence
Proactively leveraging a knowledge base of customer intelligence and best practices
“No” is the norm “Yes, if” approach
Substandard Standard Proficient Leading
AccountabilityCurrent State Future State
Reliance on “hero” behavior Trust and mutual accountability
Legacy ways of supporting customers Accountable to the new way of client support
Current State Future State
Little relationship building Purposeful and proactive relationship action planning and execution
Sub-optimal understanding of account management
Proactive and involved “early and often” in client management
Relationships
Substandard Standard Proficient Leading
EngagementCurrent State Future State
Excitement… but we don’t see a path to get there
A clearly defined path to success
Substandard Standard Proficient Leading
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