Business Models in Outpa:ent Care in SE Asia Qualitas Healthcare Corpora:on (Presented by Mr. Karim Dhala Execu:ve Director) April 2016
Qualitas at a glance A regional primary healthcare company Malaysia s leading private GP clinic network with pan country coverage Opera:ons in Malaysia GP clinics, dental clinics, medical imaging centres, pathology lab and fer=lity clinic Loca:on and Posi:oning Pan country coverage; targets corporate clients and cash pa=ents Opera:ons in Singapore GP clinics, dental clinics and dental laboratory Primary care and dental services Loca:on and Posi:oning Located in prime areas ; targets expat and high net- worth clientele targe9ng expats and HNIs Opera:ons in Australia Medical centres, medical imaging centres and dental clinics Loca:on and Posi:oning Prac=ces located in Sydney, Brisbane and Melbourne; targets local popula=on Opera:ons in India Dental clinics and medical & wellness centre Located in urban areas, offering comprehensi ve primary healthcare services Loca:on and Posi:oning Located in Chennai; targets local popula=on Osler Diagnostics 1
Our primary healthcare business model is focused on outpa:ent care Healthcare service delivery value chain Outpa9ent sedng Primary Care Doctors Specialists We provide healthcare delivery services in an outpa:ent setng Outpa:ent care by GPs Treatment of basic illnesses Episodic care Chronic care Minor medical procedures Health and wellness screening, medical check- ups Occupa=onal health services Specialist and allied health services Through visi=ng specialists in GP anchored centres e.g. O&G, pediatrics, dermatologists etc Fer=lity centres under the following 3 ver:cals Primary Care Services Medical Diagnos:cs Dental Services GP Clinics in Malaysia GP & Paediatric Clinics in Singapore Medical centres in Australia Medical and wellness centre in India Medical imaging centres in Malaysia Medical imaging centres in Australia Pathology laboratory in Malaysia Dental clinics in Malaysia Dental clinics and laboratory in Singapore Dental clinics in India Integrated and scalable business model allows us to deliver a variety of formats across markets and benefit from cross referrals and sharing of best prac9ces Ter:ary care in hospital setng Inpa9ent sedng Surgeons / Super- Specialists Inpa=ent care Advanced treatment and complex surgeries Scalable business model focusing on outpa:ent care 2
Macroeconomic indicators in Malaysia Healthcare Indicators Indicators 2010 2013 2019F GDP (USD billion) 247.5 312.0 397.1 GDP per Capita (USD) (current prices) 8,475.0 10,700.0 13,130.2 Disposable Income per capita (USD) 3,979.5 4,699.6 6,554.0 Population (million) 28.6 29.7 32.0 65 years and above (%) 5.0% 5.5% 6.6% Life Expectancy (Years) 74.0 75.0 76.0 Sources: Department of Statistics Malaysia, Ministry of Health Malaysia, World Bank, CIA World Factbook, World Health Organisation (WHO), Frost & Sullivan 3
Macroeconomic indicators in Malaysia Healthcare expenditure is on the upward trend due to: Increasing consumer awareness and needs Rising incidence of chronic diseases Ageing popula=on 4
Macroeconomic indicators in Malaysia Malaysia is undergoing epidemiological transi:on with causes of mortality shi]ing from Communicable to non- communicable diseases e.g.: Diabetes ü Diabetes 17.5% of adult popula=on ü Hypertension 30.3% of adult popula=on ü Hypercholesterolemia 47.7% of adult popula=on Hypercholesterolemia Hypertension 5
Malaysia Healthcare delivery system ü Delivered by both the public and private sector ü Public sector operates public health clinics and public hospitals ü The public sector facili=es are heavily subsidised by the Government ü Private sector operates private clinics and private hospitals ü Payment mechanism in private sector is out of pocket with insurance predominantly for hospitalisa=on, surgical procedures and cri=cal illness ü There is increasing insurance for outpa=ent care Key Trends in Primary Healthcare ü Increasing emphasis on primary care by the Government resul=ng in more public primary healthcare facilitates ü Increasing range of services provided by private clinics including minor surgery ü Growing uptake of private health insurance covering primary healthcare services (20% to 25% of the popula=on has medical insurance according to Life Insurance Associa=on of Malaysia) 6
Malaysia Healthcare delivery system Private Primary Care delivery ü 6,675 Private Clinics (2012): 5,006 (75%) independent GP clinics, 1,669 (25%) Group Clinics ü No. of GPs forecast to grow to 9,392 by 2019 (4.3% CAGR) from 6,442 in 2010 ü Primary healthcare private GP clinic revenue forecast to grow from USD 1.3 billion in 2013 to USD 2.6 billion in 2019 (CAGR 12%) Private Primary Care Clinic Delivery Model ü As a single GP prac=ce (Solo Prac==oner) ü As a partnership owned by few GPs with few branches ü As a franchise chain model ü As an ownership chain model with administra=on capability 7
Qualitas Business Model ü Qualitas owns and operates an integrated network of GP prac=ces in Malaysia as well as other primary healthcare services. ü Founded by Dato Dr. Noorul Ameen, with the aim of bringing like- minded doctors to accept the concept of becoming an integrated part in both equity and opera=ons of a group that is professionally managed ü Objec=ve was not to start clinics but to work with like- minded GPs. ü Growth was by acquisi=on of established group prac=ces, partnerships and solo prac=ces across the country. Value proposi:on to GPs: ü Crea=ng value for the goodwill ü Upgrading the prac=ce with modali=es and introducing new services ü Leveraging the doctors =me by taking over all non- clinical processes so that doctors can focus on clinical prac=ce and leaving the day to day opera=ons to professional managers. 8
Management structure has clear demarca:on between medical services and general business management and administra:on Clinical Func=ons Medical Governance Non Clinical Func=ons Business Units / Opera:ons Human Resource Quality Assurance Medical Commi_ees Prac:ce Physician Leads Marke:ng Finance Informa:on Management Technology Legal & Compliance Administra=on func=ons performed from Head Office and Regional Office to support local opera=ons 9
Branding & Ambience Ra:onalize Opera:ons SOPs Well defined post integra:on ac:vi:es Expand Services & Modali:es IT System Marke:ng to Corporates & Communi:es Centralised Purchasing 10
Customer/Pa:ent base Malaysia GP network Corporate and cash pa=ents Corporate pa=ents accounts for majority of visits Corporate clients comprise of direct appointment of the network by companies as well as through Managed Care Organisa=ons Charges are predominantly on fee for service basis Out- of- pocket pa=ents are across the socio- economic demographic and age groups children through to the elderly 11
GP Services Acute & Episodic Care Chronic Care Management Health & Wellness Screening Pre- Employment & Annual Medicals Diagnos=c Inves=ga=ons Special Interest Dermatology Ante- natal Occupa=onal Healthcare to Corporates Medical Administra=on Services to Corporates 12
Future Outlook Governments are encouraging more comprehensive primary healthcare systems to improve health outcomes, to lower rates of avoidable hospital admissions Consolida=on of services in GP clinics with mul=- disciplinary and pa=ent- centered model of care Qualitas will con=nue to expand across exis=ng as well as new markets where there is unmet demands for primary care In Malaysia, Qualitas has embarked on developing Ambulatory Care Centres anchored by GPs and supported by visi=ng Specialists. Day Care and Allied Health Services will be provided 13
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