| H.V.R HOSPINCARDS NEWSLETTER HOSPIN N-2 - 3rd QUARTER NEW PRODUCTS LIST DECEMBER 1999.
HOSPITAL & VET. RESEARCH - FRANS HALSSQUARE 1
- 1070 BRUSSEL-BRUXELLES F1 HOSPIN N-2 - 3rd QUARTER 1999
HOSPITAL & VET. RESEARCH - FRANS HALSSQUARE 1
- 1070 BRUSSEL-BRUXELLES F 2 HOSPIN N-2 - 3rd QUARTER 1999NEW PRODUCTS LIST
H.V.R HOSPINCARDS NEWSLETTER NOVEMBER 1999. DEFINITION OF NEW PRODUCTS LIST Products which disappeared from our panel of hospitals
during 4 quarters or appear for the first time in our panel.
H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS OCTOBER 1999 Consumption of antibiotics in the Belgian hospitals. Evolution of consumption Period 1986 - 1993 - 1999 Aim of the publication of this analysis: To improve and confirm, a belgian independant company has a databank with consumption data from hospitals with ethicals and hospital supply since 1985. To improve, at Quarter 2 1989 H.V.R. had consumption data of 10 university clinics. To describe an easy tool H.V.R. invented with which we can control consumption data per hospital on National level per ATC class . To inform hospitals, H.V.R. can realize this tool for each one. To demonstrate, consumption of the J. ATC class in units or DDD's is not increasing since 1985. To improve, prices of the therapeutics increase and that neither, hospitals, or doctors, or chemists are responsable for the higher amounts in BEF to spend and to reimbourse. The pancake of consumption (100%) is still the same,only the products and prices change. Methodology: Classification code :ATC Anatomic Therapeutic Classification system Data collection:quarterly. Consumption data :on pharmacy level (out pharmacy) or/invoicing to the patient level. Kind of hospitals:acute hospitals,university hospitals,psychiatric hospitals,rest homes & care homes. Historic: H.V.R. is an independant belgian company specialised in hospitalmarketing. H.V.R. has a databank ,which is growing since 1985,about consumption data of drugs and hospital supply products in the Belgian hospitals. H.D.B. Hospital Data Bank. Since the start in 1985 H.V.R. produces - HOSPIN U2* - HOSPIN N2* - HOSPIN P2.* *Hospin = Hospital Index - U2=University N2=National P2=Psychiatry Those quarterly surveys publish extrapolated consumption data. People working in hospitals know consumption is not equal to company sales. Some companies think although consumption=invoicing to the patient. Reality: A special statistical mathematic model realised for our company and a representative panel of hospitals allows H.V.R. to produce national extrapolation data about consumption of the studied ethicals used in the hospitals and to calculate even consumption data ventilated per regio as well as the potential consumption per hospital and the average potential consumption per bed per hospital. In quarter 2 1989 H.V.R. obtained regular data transmission of all the universities in Flanders and Wallonia. This allowed the company to increase the fiability of Hospin U2. A constant panel allows observation of evolutions of consumption. To compare consumption on a regularely basis we use the ATC classification. H.V.R. promotes in Belgium this classification since 1985. Cfr.letter 1993. Since years,hospitals - chemists - managers - Ministry of Health are trying to find out an objective parameter for comparing activities and consumption of drugs in the hospitals ,independantly of the kind,the importance of an individual hospital ,the bedoccupation,the treatened pathologies,the geographic situation. Practically: An original approach was made by the undersigned.(cfr.de Bono) 14 years historic and observation of this consumption allows to confirm we can compare evolution of drugconsumption in all objectivity in an absolute manner,independantly of the sort of hospitals ,the number and sort of beds and bedoccupation. H.V.R.is able to produce a "Summary therapeutic classification" document. This document is realised after linking consumption units with the ex-factory price and with the corresponding ATC code. The result is an amount in BEF per Class and per Subclass + a percentage. The % is the relation between the amount in BEF of the meanclass (f.ex.J.)in regard of the total amount of the survey HOSPIN N2. The % of the subclass is calculated in regard of the total amount of the meanclass. The Summary Therapeutic Classification made for an acute hospital allows to compare the consumption of the kind of drugs with an other acute hospital independantly of the kind of beds and the number of beds. The Summary Therapeutic Classification made for an University allows to compare the consumption of the kind of drugs with an other university independantly of the kind of beds and the number of beds. The Summary Therapeutic Classification made for a psychiatric hospital allows to compare the consumption of the kind of drugs with an other psychiatry hospital independantly of the kind of beds and the number of beds. The Summary Therapeutic Classification made for a resthouse allows to compare the consumption of the kind of drugs with an other resthouse independantly of the importance of this care/resthouse. Each hospital could also compare his own % with the national % published in HOSPIN N2. The % of the meanclass J. in Hospin N2 could be as well 3.000.000.000 BEF/year as 5.OOO.000.000 BEF/year. We observed a rather constant % for the meanclass in each category of hospitals ,during years, independantly the amount in BEF this % represents. Differences in % by subclasses on a National level are due to the split out of the ATC codes, or modifications of the ATC code or the use of new molecules. Differences in % by the meanclass (f.ex.J) in a kind of hospitals, can be due to other consumption patterns in regard of the total amount of the analysed drugs used in the hospital. These consumption patterns changed f.ex with the instauration of an "forfait" of the use of the J ATC class drugs during the period -1,0,+1. These differences are of course also observed in the individual hospitals during the same period. Big differences between % in sublasses compared with an other individual hospital and compared with National data from HOSPIN N2 need investigation. The results and the observations will allow the pharmacist or the manager of the hospital to inform and to discuss the matter with the medical director. Interesting information can be observed .The conclusions of these observations can reduce the consumption or allow a justification of a pretended abnormal level in presciption units. Conclusions : Consumption in a constant panel of hospitals was analysed by H.V.R.over 14 years. The number of hospital decreases regularely. The duration of hospitalisation decreases regularely. A higher % of the J ATC code products is observed in the Universities in regard of what one observe in the acute hospitals. Modifications of the % in certain subclasses appear for different reasons (new antibiotics-different motivations - trials - split out of ATC code) Comparing hospitalconsumption of drugs can be realised by using a special technique innovated in Belgium by H.V.R. and published since 13 years. Comparaison is possible between institutions. Comparaison is also possible in regard of National data, available in the H.D.B. or in HOSPIN N2 produced by the company Those documents, which are easy to be analysed, will be usefull in regard of the Royal decree of the 12th february 1999 modified on the 05th of August 1999. They are objective and not dependent of bedoccupation . They will be usefull to the management as well to the financial as the medical management. We red already in the American Journal of Hospital Pharmacy jul. 1986 an article for which H.V.R. received on 10.03.87 the reprinted and copy rights permission. "Hospital pharmacy managers need detailed information about drug use in their institutions ..." The evolution of the technology and experienced consultants are able to produce "in house" and thus very fast, the information everybody is looking for, even the Ministry of Health. Easy tools are available. The production of numerous statistics is very intensive for the infrastructure of every hospital,needs high technology and specialists.This increases the costs but not necessarely the effectiveness of the management. The prevention of infections in hospitals by desinfection costs less to the country than the administration of antibiotics.
H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS SEPTEMBER 1999 - 27-09-99 SUBJECT : Hospital data - Hospin N2 - Hospital index national The hospital consumption data of the 2nd quarter 1999 are available. We receive the last hospital data on the 23rd. Of september
H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS AUGUST 1999.
BEL DELEGATION PAR PRESENTATION DE SPECIALITE CHIFFRES TRIMESTRIELS DE CONSOMMATION
SPREADSHEET VENTILATION HOPITAUX AIGUS,UNIV,CHRON,PSYCH.
VENTILATION SELON VOS SECTEURS DELEGUES
AVANTAGES DE BEL DELEGATION : NOUS CREONS VOS SECTEURS SUR BASE
DE VOS INFORMATIONS. vous localiserez immédiatement où
se situent les points forts et les faiblesses de vos vendeurs. vous aurez la possibilité de connaître
trimestre par trimestre l'évolution de vos vendeurs vous aurez également la possibilité
de connaître trimestre par trimestre l'évolution de vos concurrents
CONTACTEZ-NOUS AU 02/521.48.72 -
02/524.30.97. H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS JULY 1999 OPTISALES PLUS THE PHARMACEUTICAL
You are a producer or a dealer of pharmaceutical specialities used in hospitals. You know by experience how complicated this market has been structured and what efforts you have to make to obtain satisfactory sales results. Therefore H.V.R. HOSPITAL & VET. RESEARCH has developed the marketing model OptiSales Plus which gives you a better idea about the market you are operating in. With OptiSales Plus :
3. You obtain an analysis of the characteristics of the hospital "buyers" of your specialities. 4. You get an assessment for each Belgian hospital of the consumption figures of your speciality. 5. You see the evaluation of the introduction chances of new specialities for each hospital. OptiSales Plus has been developed with a base of a scientific statistical model implemented on information coming from official sources as well as from our own data. It is obvious the marketing model is worked out for each pharmaceutical speciality. Moreover the results can be futher elaborated within your company by feeding your computer with your own sales data. You can do this thanks to a diskette we will produce and add to the OptiSales Plus analysis. In this way it will be possible for you to use OptiSales Plus according to your own individual needs. We can easily claim OptiSales Plus can make the market you are operating in more manageable. Therefore we enclose a very elementary sample of what OptiSales Plus can offer you. If you are interested in having more information, please call us.
OPTISALES PLUS . THE PHARMACEUTICAL SALES OPTIMIZER
ILLUSTRATIVE EXAMPLE
BASIC INFORMATION The pharmaceutical class FARMA comprises four specialitities : nos 1,2,3 and 4. Your company sells speciality no 4. ANALYSIS OF THE MARKET STRUCTURE. The way in which each pharmaceutical speciality anticipates existing needs can be calculated by means of MDS (Multi Dimentional Scaling). The results are then displayed on a graph by means of coordinates, each point representing a pharmaceutical speciality. The closer the points come together, the more uniform is the way in which the specialities concerned meet existing needs, which means that they are very competitive indeed. If the points are widely scattered, it is clear that the corresponding specialities appeal to more divergent segments of the market.
The chart above is a clear indication that you will have to cope with strong competition from speciality no 3, since the hospitals are experiencing the specialities nos 3 and 4 as highly equivalent. On the other hand the specialities nos 1 and 2 are obviously being sold within different segment of the market.
OPTISALES PLUS . THE PHARMACEUTICAL SALES OPTIMIZER
SURVEY OF THE MARKET SHARE. The table below reflects the estimated consumption of each of the specialities from the phamacological class FARMA. It is based on the figures which are continuously collected and compiled by H.V.R. - HOSPITAL & VET. RESEARCH.
SPECIFIC CHARACTERISTICS OF THE HOSPITALS - BUYERS Your greatest competitor, viz. The dealer in speciality no 3, has only a small of the market, it's true but looking to your own interests it is matter of major concern for you to follow this evolution closely, if you want to safeguard your share on the market and maybe even expand. Each hospital has its own particular features, depending on the sort of services offered. OptiSales Plus takes into account the following hospital characteristics : - acute - geriatric - psychiatric - university - French or Dutch speaking. OPTISALES PLUS .3. THE PHARMACEUTICAL SALES OPTIMIZER
The following consumption results are obtained for the hopitals consuming the examined specialities of the therapeutic class FARMA
Your own speciality no 4 has a market share of 35 % as mentioned before, but it is being used in only 63 % of the hospitals. This shows that there is still a large opportunity for you to increase your current market share. A close analysis of the remaining figures will certainly point out how to build up your market strategy. Speciality no 4 is mainly consumed in university hospitals, cf 3,64 units per bed, while only 1,02 units for an acute hospital bed. The consumption of speciality no 3 is on a similar level per university hospital bed (3,12 units). In addition, speciality no 3 is also consumed in psychiatric hospitals (1,12 units per bed), whereas your speciality no 4 is non-existent in this sort of hospital. Finally, the coefficient figure of -1,26 units for the French mother tongue, points out that speciality no 3 is hardly ever sold in the French speaking part of the country, while you have a balanced sales spread over both regions (Dutch an French) in Belgium. Therefore, the sales strategy for speciality no 4 will have to be aimed at prospecting more intensively the acute and psychiatric hospitals all over the country, emphasizing more particulary the French speaking hospitals. As for the other specialities, it is very clear that they are meant for different segments of the market. Speciality no 1 has a predominant affinity for geriatric wards, while speciality no 2 is more intended for psychiatric wards.
OPTISALES PLUS .4. THE PHARMACEUTICAL SALES OPTIMIZER EVOLUTION OF THE CONSUMPTION Based on the current data, on which the hospital characteristics in particular have a big influence, the purchase probabily and the estimated consumption of YOUR speciality can be calculed for each hospital individually. The table below starts from the work hypothesis the Belgian hospital sector would consist of a total of 10 hospitals.
The data above make it clear that speciality no 4 can reach high sales figures in the hospitals B,C,D and E, due to specific characteristics of these hospitals. On the other hand it will be hard for you to introduce your speciality in the hospitals A and F.By comparing these prognoses with your real sales figures your can continously evaluate your own market and sales strategies and, if necessary, adjust them every quarter.H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS JUNE 1999 - 28-06-99
Official total amount of beds per
Site,allowed by the Min.of Health, of Sites - cat2:
We have since more than 10 years official registred datatransmission with 4 of the 9 University clinics mentionned above.This
allows us to produce, quarterly, since 1986, a National Consumption
survey: And ...last but not least
- the management of the KUL confirmed us officially recently they had
no We remain at your service. Erik Bekaert Manager
H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS MAY 1999. p r o j a k Waarom PROFAK ? Pourquoi PROFAK ? Why PROFAK ? sinds 1990 depuis 1990 since 1990 DEFINITION PROFAK : Système de mise à jour automatique mensuel permettant une facturation en milieu hospitalier. 7 bonnes raisons pour l'utilsation de PROFAK dans votre Institution. 1* GAIN en TEMPS. En permettant la facturation combinée des prix des spécialités remboursées et non-remboursées on peut gagner du temps de travail et l'on facture toujours à temps et au prix qui est d'actualité. 2* INTEGRATION SIMPLE. Les updates sont produits mensuellement dans un fichier universel ASCI . Ceci permet d'aspirer ce fichier, sans problèmes dans n'importe quel système de gestion. 3* PRIX D'ACHAT Le prix de facturation ainsi que le prix d'achat "grossiste" et "firme" est communiqué selon les dispositions légales. L'institution peut retravailler ces montants dans le système permettant ainsi de générer des statistiques financières. La communication des prix d'achat permet également un contrôle efficace des prix facturés par les fournisseurs. 4* CLASSIFICATION PHARMACOLOGIQUE. HVR promeut en Belgique depuis 1985 la classification ATC et suit cette classification utilisée par l'OMS. Nous communiquons pour chaque spécialité la classe ATC jusqu'au niveau 5. Ceci permet de générer de l'information statistique et d'identifier des synonimes. 5* INDICATION DE L'UNITE D'EMBALLAGE/COMMANDE. Référence est faite au plus grand contionnement qui est à la base du calcul des prix. Le service achats peut ainsi être informé sur le conditionnement exact à acheter. 6* PRIX DE FACTURATION. PROFAK vous informe sur le prix de facturation aussi bien au niveau du conditionnement qu'au niveau de la facturation. 7* CONTENU. Le fichier PROFAK contient des informations spécifiques et toute l'information indispensable pour permettre la facturation en milieu hospitalier. On ne trouve, à côté des informations supplémentaires et/ou indispensables , aucune information superflue. De cette façon l'aspiration et l'utilisation des informations publiées dans PROFAK peut se faire sans quiproco. Lors d'une modification de la loi, un champ supplémentaire est, si nécessaire, et après referendum des utilisateurs, ajouté (cfr.antibiothérapie..) H.V.R. HOSPITAL & VET. RESEARCH 02/521.48.72
H.V.R HOSPINCARDS NEWSLETTER - H.V.R HOSPINCARDS NEWSLETTER -H.V.R HOSPINCARDS MARCH 1999. CONCERNS : NPCUM National PROFAKDATA cumulated Définition PROFAK: PROFAK est une mise à jour mensuelle,produite par H.V.R., fournie sur diskette,et utilisée par les hôpitaux et les firmes pharmaceutiques. La mise à jour se rapporte aux spécialités pharmaceutiques. PROFAK ,publie par record, une vingtaine de paramêtres financiers,utilisés en milieu hospitalier. Definition NPCUM: Il s'agit d'un programme qui fonctionne sur votre PC. Il calcule et visualise,pour la période choisie,l'historique des modifications de prix et/ou cat.remboursement et/ou baisse ou hausse du prix * et ** publiée mensuellement sur la diskette PROFAK. Il visualise également la baisse ou hausse ,exprimée en % et cumulée pour la période choisie. Tout ceci peut être sauvée sous forme de txt et être imprimée. L'INTERET ? NPCUM donne une réponse aux questions: Quelle est dernière date de modification de prix pour le produit X ? Quelle est la date précédente d'une modification pour ce produit ? De quand date la modification de la catégorie de remboursement ? Combien de fois les paramètres financiers ont-ils été modifié depuis 1991 ? A quelles dates ? Quels sont les prix respectifs ? Quel est en % ,l'augmentation ou la baisse du prix ? Quelle est l'évolution du prix en %, des catégories A:B:C: sur la période ? Quelle est l'évolution du prix en % des cat.A:B:C:Cs:Cx:D: sur une période ou sur la période que vous avez choisie ? Différents services dans votre Institution ou de votre firme pourront faire un usage utile de ces informations et vous éviteront de longues recherches. Le service financier identifiera tout de suite le poids du coût de certaines spécialités ainsi que l'évolution. NPCUM fonctionne en trois étapes 1 Choix de la période " de ... jusque . ". 2 Visualisation 3 Fabrication du fichier txt NPCUM1 4 Fabrication du fichier txt NPCUM2 Pour plus d'informations contactez-nous au nr.02.524.30.97.
CONCERNS : HOSPITAL DATA - HOSPIN N2 - HOSPITAL INDEX NATIONAL 50th VOLUME. THE HOSPITAL COSUMPTION DATA OF THE 3rd. QUARTER 1998 ARE YET AVAILABLE.. EACH SURVEY HAS 8 CHAPTERS. HOSPIN N2 IS AVAILABLE PER ONE MEAN ATC CLASS OR EVEN PER ONE SUB-ATC CLASS. WE PUBLISH, ON REQUEST, THE CONFIDENCE RATES FOR EACH ANALYSED PRODUCT.
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