Donor MAX

PN 306680-839 ©2009 CaridianBCT

DonorMAX

A comprehensive program to MAXimize collections from each donor


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The Need for a Donor MAXimization ProgramUS Population Trends and the Effects in the Marketplace

Center of Excellence Program Learn from the Experts

SummaryYour Next Step to Program Implementation

DonorMAX ProgramComprehensive Tools To Succeed in MAXimizing Collections


US Population Trends

2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 20200

50

100

150

200

250

300

350

Under 18 18-64 65 and over

Mill

ions

Source - US Census


2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 20200.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

0

1

2

3

4

5

6

65+ Linear (65+) Age 18-64 Linear (Age 18-64) Ratio Age Eligible:65+

Source - US Census

US Population Trends – By Age


Age Influences on Red Blood Cell Use

• Exponential blood use, age 65 and over• 50% of the RBC transfusions

go to patients 65+**• Twice as likely to be

transfused AND• transfusions at twice the

rate of the rest of the population*

*“Blood Utilization Patterns By Age”, Sara & Friedman**“A Survey of Demographics of Blood Use”, Cobain, Vamvakas, Wells & Titlestad


Collections and Transfusion Projections

2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 10,000,000.00

12,000,000.00

14,000,000.00

16,000,000.00

18,000,000.00

20,000,000.00

22,000,000.00

0

1

2

3

4

5

6

Collections Transfusions Age Eligible Population per 65+ Population

Age

Elig

ible

don

ors

to a

ge 6

5+ P

opul

atio

n

RBC Gap Nar-rows in 2011

Source - 2007 National Blood Collection & Utilization Survey & US Census Data


Cost of Whole Blood Collections

1995 1997 1999 2001 2007 2009 (est)

$-

$50

$100

$150

$200

$250

$113.00 $135.00

$149.00 $154.61

$204.83 $221.75 Donor Re-

cruitment

Collections

Components

Processing

Distribution

General Opera-tions

Total Cost/Unit (mean)

Source – Zeman & Company , 2007


The Potential Value of Donor MAXimization*

GeneralWhole Blood

Trima Accel System

Whole Blood

Trima Accel System

Conversions per day 1 1 Donations 260 260 Days per week 5 5 Cost of Collections $57,720 $91,000 Weeks per year 52 52 SDP / procedure 0.2 1.1 Platelets 52 286 RBC / procedure 1 0.92 RBC 260 239 Plasma / procedure 1 1.52 Plasma 260 395 Cost Per Procedure $222 $350 Total Revenue $96,720 $240,760 SDP revenue / unit $360 $550 Total Margin $39,000 $149,760 RBC revenue / unit $225 $225

Plasma revenue / unit $75 $75 Blood Center Benefit $110,760

*Source – Zeman & Company , 2007 - Actual results will likely vary


Conclusions

• We need to prepare for the future• Between an aging population, leading to an increasing need for

transfusion products, and a reduction in eligible donors, centers must gain more components from each donation event

Aging Population

Increased Demands

Financial Pressures

Fewer Eligible Donors


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Comprehensive Donor MAXimization Tools

• Donor Base Analysis• Outcome Review• Outcome Prediction• Throughput Model

• MAX• Customized Marketing Materials

Analysis Tools

Marketing Tools

Monitoring Tools

• Outcome Review & Cadence• The Vista Information System

• Center of Excellence Training - LifeLines 1. Customer Service Training2. Blood Basics3. MAXimize the Gift

Educational Tools


Educational ToolsLifeLines 1. Educate staff on Customer Service

• Establish Donor Loyalty• Increase Donor Retention• Donor Conversion

2. Blood 101 (All Blood Center Employees) & Blood 200 (Collection Staff)• Blood Basics – Blood 101• Advanced Blood Knowledge – Blood 200

3. MAXimize the Gift (w/Automation)• The donation process for all Donors• Trima Accel Automation Training


MAX

• MAX• Fully interactive kiosk to educate

and motivate whole blood donors to convert to an automated donation

• MAX features include:• Donor focused screens• Multiple language selection

options• Configuration that mirrors Trima

Accel• Multiple implementation options

• Donor Mode (kiosk or existing computer)

• Recruiter Application• Web Based Installation


MAX Delivers Results

CustomerConversions per day

per Max

“A” 3.3

“B” 1.5

“C” 3.0

Average Conversion Per Day 2.6


Example Campaign Materials


Monitoring – Outcome Review and Cadence

• Outcome Review is a set of reports that can help enhance operational efficiency and improve productivity• Value of Outcome Review

• Identify opportunities for improvement that increase productivity• Track machine utilization• Monitor procedure selection• Benchmark against sites or national averages

• Cadence is a system that automatically collects run information from each Trima Accel® Automated Blood Collection System and transfers the data to CaridianBCT via the Internet. This facilitates timely:• Outcome Review reports• Ability to analyze procedural information quickly• Analysis of run issues


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• The “DonorMAX Center of Excellence Program” is designed to give you access to donor conversion best practices

• Designed for Directors, Manager of Collection, Manager of Recruitment, this 2 day on-site visit will cover several important tools:• Best Practices Customer Sharing• LifeLines Staff Training Program• Analysis of participating Center:

• Donor base• Throughput capability

• Marketing and recruitment utilization• Using MAX effectively in your center

• You will receive the following: • Electronic version of LifeLines Staff Training• Tools for implementation into your center

Center of Excellence Program


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DonorMAX Program Summary• Center Assessment & Analysis

• Outcome Review• Donor Based Analysis

• Goal Setting & Planning• Throughput Model and Outcome Prediction Tools• Center of Excellence Site Visit

• Execution• Education

• Lifelines Staff Training Program1. Customer Service2. Blood 1013. MAXimize the Gift

• MAX• Donor Marketing Literature

• Monitoring• Outcome Review & Cadence• Center Metrics (i.e. % automated collections)


Next Steps/Questions

Donor MAX

Documents

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