Downsizing Collections

ADRP Webinar

John Armitage, MD President &CEO

Dracula Goes on a Diet

US Exporter’s Perspective

1. RBC Issue: ~4% ↓ demand from trend >5% ↓ OBI O neg still marginal in supply

2.Temporary?: many “short term” impacts(insurance, 1° care visits, electives); ↑ platelet demand; demographics

3.Permanent?: ↓ blood utilization; ↑ x2 RBCs; ↑ marketing & recruitment tools

US Exporter’s Perspective

4. Contraction cascade:Spot (ad hoc) exports (# & $)↓ Contracted exports (# & $)↓ Local hospital price pressure Supplier turf flux ($$$ area)

Consolidation, closure

Downsizing- Early Phase

Drive/clinic focus: remove $$$ cost units Mobiles - travel, size, projections, x2RBC

relationship/politics, competitionholidays, park-n-prays, loaned staff

Buses – park if high $ maintaining Fixed site – hours/calling

Projection planning: metrics, communication

Capping draw: locks, vigilance, ownership

Downsizing – Early Phase

Messaging – sponsors/donors/vols; media

Staff issues - hours (minimums, OT, rules) hiring pipeline, career ladder recruiter incentives/bonuses culture (Goal!), fear (layoffs)

Production - Pressure points (O negs)Automated conversion

traffic Projection accuracy ↑

Rightsizing – Middle Phase

Recruitment Tools donor recognition, loyalty programs advertising, promotions hospital rebates, in-honor-of-patient drives

Structural geographic deployment departmental organization, overhead

Other: surge = fast acting economic disaster

“Optisizing” – Later Phase

Recruitment Sustainability Diversity initiatives, grade school drives Innovation momentum Demand rebound positioning

Structural Alliances, outsourced functions Consolidation & competition

Assumed Safety, Supply >> Cost & Service