Right-Sizing Collections

ADRP WebinarNovember 19, 2009

Paula RobertsCorporate Director, Donor Recruitment

It was the best of times, it was the worst of times…

The best of times…

Strong collections beginning Qtr4 2007 Continued into early 2008 Collected more, sold more in July 2008 Both collections and sales increased by

more than 5% over previous year Boy we were excited!

The best of times…

Increased focus on Donor Recruitment More tools than ever before More training support than ever before

Money spent on Recruitment increased by 50% in five years

Deferral process revised – 2% more donors eligible 16-year olds – 10,000 additional red cells

Impact of 16 year Old Donations

0

500

1000

1500

2000

2500

3000

3500

Jan Mar May July Sept Nov

1st 6 mos-1,338

2nd 6 mos- 11,557

The worst of times…

Financial picture began to turn mid-year 2008 Inventories began to grow Increased expirations followed Interventions began

Paradigm Shift – Phase I – Qtr3 2008

Automation was the first step Reduce 2RBCs by blood type Limit impact on the donor/coordinator

Small drive analysis Drives collecting less than 12 procedures Inefficient small drives

Double Red Cell CollectionsSince June 2008

0

500

1000

1500

2000

2500

3000

3500

4000

4500

Weeks

# of

Pro

cedu

res

A Positive Double Red Cell Collections Since June 2008

0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

30.00%

35.00%

Weeks

% o

f P

roce

dure

s

% Drives Scheduled for <=12

0%

5%

10%

15%

20%

25%

30%

35%

Jan Mar May Jul Sep Nov Jan Mar

Paradigm Shift – Phase II – Qtr4 2008

Hemasphere business rules standardized Minimum DaSH rates Calendar lock lead times Projection variance allowance Blood drive lead time, set-up time, tear-down

time and wrap-up time Hiring freeze Strong focus on limiting OT

Changes to Scheduling Rules for Blood Drives

Set minimum DaSH ranges Set block for drives booked outside minimum Set calendar lock lead time for no less than 21

days and no more than 30 Set warn, save as pending for changes made

within lock leak time Set projection variance default to +/- 15% Set block for drives booked outside projection

variance

DASH Rate for Mobile Collections

0.9

0.95

1

1.05

1.1

1.15

1.2

Jan Mar May Jul Sep Nov Jan Mar May Jul Sep

.01=$20K/month

Paradigm Shift – Phase III – Qtr1 2009

All previous actions continued

Hiring “chill”

Donor Recruitment incentive plan refocused to emphasize efficiency

Match collections with projected usage Careful inventory management Reduce expirations

Red Cell Collections YTD

YTD

Budget

LY

7.8% Below Budget

4.5% Below LY

Red Cell Sales YTD

YTD

Budget

LY

6.8% Below Budget

3.1% Below LY

FTE Comparison

Jan Mr May Jul Sep Nov Jan Mar May Jul

7.8 % decrease since January

Decreased Promotional Spending

0

0.5

1D

olla

rs

Actual Budget

$0.69

$1.00

3.1% decrease per dollar spent

Collection/Recruitment Compensation Dollars

Actual Budget

$9.72

$10.00

2.7% decrease from budget

Total Mobiles per Month

2000

2100

2200

2300

2400

2500

2600

2700

jan mar may jul sep nov

20092008

Paradigm Shift – Phase IV – Qtr2 2009

All previous actions still in effect

Official recalculation of usage targets

Official recalculation of collection goals

Revised Cell Forecast

Collections Sales

Budget

Forecast

Collections reduced 7%

Sales reduced 5.6%