Elbit Diagnostics is analyzing its tele radiology business. It has strengths in experience, brand, and technology but is still new to tele radiology. Opportunities exist in industry growth and less competition. Challenges include regulatory issues, quality concerns, and turnaround times. Elbit plans to expand domestically through new clients and internationally starting in the Middle East, Southeast Asia, and ultimately the US. Budgets and business plans are outlined to strengthen capabilities and recruit radiologists over the next year.
Elbit Diagnostics is analyzing its tele radiology business. It has strengths in experience, brand, and technology but is still new to tele radiology. Opportunities exist in industry growth and less competition. Challenges include regulatory issues, quality concerns, and turnaround times. Elbit plans to expand domestically through new clients and internationally starting in the Middle East, Southeast Asia, and ultimately the US. Budgets and business plans are outlined to strengthen capabilities and recruit radiologists over the next year.
Elbit Diagnostics is analyzing its tele radiology business. It has strengths in experience, brand, and technology but is still new to tele radiology. Opportunities exist in industry growth and less competition. Challenges include regulatory issues, quality concerns, and turnaround times. Elbit plans to expand domestically through new clients and internationally starting in the Middle East, Southeast Asia, and ultimately the US. Budgets and business plans are outlined to strengthen capabilities and recruit radiologists over the next year.
Elbit Diagnostics is analyzing its tele radiology business. It has strengths in experience, brand, and technology but is still new to tele radiology. Opportunities exist in industry growth and less competition. Challenges include regulatory issues, quality concerns, and turnaround times. Elbit plans to expand domestically through new clients and internationally starting in the Middle East, Southeast Asia, and ultimately the US. Budgets and business plans are outlined to strengthen capabilities and recruit radiologists over the next year.
Download as PPT, PDF, TXT or read online from Scribd
Download as ppt, pdf, or txt
You are on page 1/ 28
RADLABS – TELERADIOLOGY
Elbit Diagnostics - Tele Radiology
SWOT - Analysis • Strength • People • Process • Technology – Elbit Brand – known name in Medical Diagnostics – Experience in Imagiology – Experienced Radiologists – Financial stability Elbit Diagnostics - Tele Radiology SWOT - Analysis
• Weakness – Upcoming organization in Tele Radiology – No standardized Business Model – Still in the initial stages of Learning curve of Tele Radiology – Inherent operational limitations. Elbit Diagnostics - Tele Radiology SWOT - Analysis
• Opportunities – Rising Sun Industry – High ROI potential – Less competition in comparison with other BPO Healthcare Service Offerings. Elbit Diagnostics - Tele Radiology SWOT - Analysis
• Threats:
– Regulatory / Legal issues
– Compliance issues – Quality issues Where are we today? • Our clients MONTH CT MRI CR TOTAL – Hospitals – Diagnostic centers APRIL 59 150 0 209
– Teaching hospitals MAY 49 191 1022 1262
• Domestic Business – 4 active clients JUNE 89 141 1290 1520
– 8+ lacs in revenue JULY 270 231 1374 1875
– Winning the confidence of
the existing clients, AUGUST 312 257 1392 1961
but still facing…… SEPTEMBER 314 237 1529 2080
• Turn Around Time Challenges OCTOBER 272 257 1579 2108 – Shared Radiologist Resources TOTAL 1365 1464 8186 11015 • Quality Challenges Where do we want to go……?
– Domestic? – International? – Both….. DOMESTIC MARKET • What do we have in place…. – Medsphere Tele Radiology Software • Software credibility • Good trouble shooting ability & support – IBM server • Space constraint • Transmission challenges – New client acquisition / Partnership plans • CIMAR etc… • List of potential clients – Referencibility Challenges in Domestic Market
• Pricing constraints • Work Flow Management tool implementation challenges • Resistance from in-house Radiologists • Profitability challenges What do we need to do to fortify Domestic Tele Radiology Market • Imagiology Hubs at – Bangalore – Hyderabad • To cater to Elbit Imagiology centers distributed across Andhra Pradesh and Karnataka. • Real Time Emergency Reads • Encourage Clinical Correlation/more interaction with Physicians – Cost Arbitrage in Marketing activities • Existing and prospective clients BUSINESS PLAN-DOMESTIC Targets By March 2010 By March 2011 By March 2012
Number of Deals 3 8 15
Number of Leads 10 20 25 Revenue per INR 1,80,000 INR 5,00,000 INR 10,00,000 month
BUDGET PLAN DEC/09 – MAR/10 BUDGET PLAN-APR/10 – MAR 11 BUDGET PLAN DEC/09 – MAR/10 International Market – Middle East & Gulf – South East Asian Countries • Singapore • Sri Lanka • Thailand • Malaysia • Indonesia – UK – USA – the ultimate area of focus Capability Building for International Market
• Other Service Provider License.
• Independent leased line providing point to point connection to clients • High end server with optimum capacity and ongoing back up facility • Disaster Control Plan ensuring Business Continuity & Safeguard Checks Capability Building for International Market • Information Security Management Systems – ISO Certifications – BSI certifications • Quality Assurances – Six Sigma Methodologies Capability Building for International Market • Client Interface – Buffer to absorb legal & regulatory issues – Consultant to facilitate contracts • On a retainer and % share in profits • Dedicated Panel of Doctors • Dedicated pool of Resources – Marketing – Operations – Finance Business Plan with focus on USA Targets By March 2010 By March 2011 By March 2012
Number of 2 5 10 Deals
Number of 10 20 25 Leads
Revenue $120,000.00 $300,000.00 $750,000.00 for FY in $
Investment Required (inclusive $90,000.00 $100,000.00 $150,000.00 of travel & incidentals)
ROI $30,000.00 $200,000.00 $600,000.00
Total Project Cost of Tele Radiology for International Project over a year S.No Description Item Unit Price(Rs.) Qty(Nos Total Price(Rs.) 1 Hardware Medical Grade Monitors 2,00,000 5 10,00,000 CPUs 10,000 5 50,000 Leased Line 1,00,000 1 100000 Website creation 50,000 1 50,000 Sub Total hardware A 12,00,000 2 Software Tele Radiology Software 10 client connectivity 5 User access Sub Total software B 1,20,000 HR( over 3 next year) Radiologists - DMRD 8,00,000 3 24,00,000 Radiologists - MD 12,00,000 2 24,00,000 Sub Total HR - C 48,00,000
Total Cost of the
Sample Charges per Read paid by Medicare Our Price Our Price Rs.(Apprx)@45 Modality Body Part Code TC PC Total $(Apprx) per dollar 50.40 ( Rs 15 in Domestic X- Ray Chest 71010 21 6 28 1.12 Teleradiology) 138.13 ( Rs 15 in Domestic Cspine 72052 58 15 77 3.07 Teleradiology) 471.60 (Rs. 150 in Domestic CT NCCT Brain 70450 197 52 262 10.48 Teleradiology) 738.00 (Rs. 150 in Domestic Brain Contrast 71260 308 82 410 16.40 Teleradiology) 918.00 ( we charge Rs.300 in Head w/o Domestic MRI contrast 70551 383 102 510 20.40 Teleradiology) 1119.60 ( we charge Rs.300 in Head with Domestic Contrast 70552 467 124 622 24.88 Teleradiology) Potential Business for each modality on an average per month for a client with 1500 transactions per month
No: of Price / Revenue per Revenue/
Modality trans/month Trans month annum Value in INR
X- Ray 1000 $2.00 $2,000 $24,000 INR10,80,000
CT 300 $10.00 $3,000 $36,000 INR16,20,000
MRI 200 $15.00 $3,000 $36,000 INR16,20,000
Total 1500 $8,000 $96,000 INR43,20,000
Proposed cost/charges per software installation would be USD 5K
Phase wise/need based Radiologist Recruitment over a year
No: of Radiologists CTC per
Cost of Recruitment Required Doctor Cumulative CTC
INR cost of recruitment per 1,200,000.0 Radiologist - MD No:of MDs required - 2 0 INR 24,00,000
Total cost of recruitment INR 48,00,000
Elbit Service Offering Operational Focus Business Differentiators Proof Points Differentiators
Optimizing revenues, faster TAT
handling spillover Panel of dedicated Tele Radiology for Radiologists, several work load No regret pilot for Providers/ man years of image Vacation Reads a week Diagnostics reading experience in Wet reads for ED all modalities and sub 98% quality Assurance specialties
faster TAT Optimizing revenues, Panel of dedicated handling spillover work Radiologists, several Tele Radiology for load and vacation reads No regret pilot for man years of image Hospitals Wet reads for a week reading experience in emergency rooms all modalities and sub 98% quality assurance specialties Action Plan – Singapore & APAC • Identify potential clients for Tele Radiology outsourcing. • Identify suitable on site organizations for strategic alliances & partnerships. • Use the partner as an interface with end clients. • Consultant visiting Elbit in December for possible negotiations. Action Plan-Africa & Middle East • Identify Healthcare organizations established by International funding by WHO /UN for Tele Radiology outsourcing. • Probable client base in countries like Nigeria, Uganda, Kenya, Libya Egypt etc. • Hire external consultants like to identify the potential client requirements • To schedule a conference call to discuss service offering with the client & initiate business process Action Plan - USA • Identify potential organizations for Tele Radiology outsourcing. • Hire external consultancies like PMG to identify the potential client requirements • Hire external consultancies like BAO to call on behalf of Elbit to fix an appointment with key decision maker. • To schedule a conference call to discuss service offering with the client Suggestions…. • .
