A GUIDE TO THE GERMAN HEALTHCARE MARKET /
TOP STORY: NUB IN FOCUS
NEWS & EVENTS
Expert knowledge and the right information at the right time can be the leading key to success. This is especially true in healthcare and medical device industry markets of today. Kalms & Partner Consulting are offering full consultancy services for medical device manufacturers and selected services for pharmaceutical companies. Based in Berlin, we are supporting your business success in Europe and are experts for the medical device market in Germany. With this newsletter we intend to keep our customers updated periodically and make them aware of current discussions and updates in healthcare market particularly related to Germany. Make us your gateway to one of the biggest medical technology markets in the world.
My team and I have more than twenty years of operational and strategic business experience in Europe. We are offering strategic and operational support in the field of market access, health economics, reimbursement and business development. A strong network of qualified associates guarantees the coverage of all our provided areas of consulting – including market assessments, public relations and public affairs. In this first issue we would like to share some of our expertise with you.
RISKS AND OPPORTUNITIES OF NUB APPLICATIONS
The NUB-program accepts applications from hospitals. All applications have to be submitted by October 31st each year in order to be considered. Every application has to describe the new procedure and their implications for patients, costs and hospitals.
A strong focus has to be put on proving that the method is new and innovative as well as on the cost implications. If a method is especially invasive and constitutes a new scientific concept, this can trigger a benefit assessment, decided upon by the Joint Federal Committee (G-BA).
For support and more information, please ask your Kalms & Partner consultant and visit our German Workshop in Berlin (July 14, 2016).
Author | Dr. Benjamin Schulz
NUB – three letters that give hope for additional reimbursement in Germany. But due to latest legislation on a mandatory benefit assessment for parts of devices (not all!) this also can become more of a risk. In certain cases a method can be excluded from reimbursement completely.
How does NUB work? NUB stands for new and innovative diagnostics and treatment methods. To be part of this reimbursement program for hospitals your method (not necessarily the device itself) has to be
1) new and
2) not properly financed by the German DRG lump-sum system.
In hospitals, this Diagnosis-Related Groups (DRG) system aggregates different procedures to one lump sum for reimbursement of similar treatments. The value of the sum depends on the complexity of the procedures performed. While this system can mirror existing procedures and the use of established medical devices, it does not account for innovations in the medical sector. Thus, there are several mechanisms to include and adopt new procedures and medical devices into the German hospitals healthcare landscape - an important prerequisite for market access. One of this mechanisms is NUB.
DR. RER. NAT. KATJA SCHRÖDER
Market Access & Reimbursement
Dr. Katja Schroeder is our expert for bio-medicine, market analysis, market access and medical marketing. She has worked for medical devices and pharmaceutical companies in Germany and internationally. Her responsibilities included strategic upstream marketing, planning and implementing product launches and KOL relationships. She also has experience in sales and sales management, and indirect leadership in matrix organizations. In addition, she has strong experience in the communication of clinical evidence, investigator initiated trials and developing concepts for physician training.
Dr. Katja Schroeder holds a Ph.D. degree in biology in the field of molecular cell biology. During her studies and working experience she became fluent in English. In addition, Katja holds a degree as a Market Access Manager from the European Business School. As a result of her highly diverse scientific and working experience she is experienced in the communication of medical topics to various target groups.
DR. RER. NAT. BENJAMIN SCHULZ
Market Analyst & Health Economics
Dr. Benjamin Schulz is our expert for bio-physics, medical technology, market analysis and strategic business development.
He has been working for companies from the renewable sector as well as medical technology companies as a Strategy and Technology Consultant, being responsible for evaluation of new products and technologies as well as market analysis. Moreover, he had the responsibility for selecting new, innovative hardware and software. Being a manager for a team of 50 people, for whom he developed new processes and best practice solutions, he gained leadership experience.
As an independent consultant, he has many years of experience in strategic business development. He holds his Ph.D. degree in Physics, in the fields of optics and bio-organic systems. During his studies, he acquired fluent English language skills. Since he was working in an interdisciplinary field of science, he is highly skilled in explanation complex topics.
KALMS & PARTNER SUPPORTING INTUITIVE SURGICAL'S
PRESENCE AT PARTY CONVENTIONS
Better quality of care by advanced technology - this is a mission of Intuitive Surgical as the global leader in robotic-assisted minimally invasive surgery. And this was the key message of Intuitive Surgical’s presence at the conventions of German governing parties CDU and SPD in December 2015.
Kalms & Partner Consulting in cooperation with our Associate Partner Michael Kauch supported Intuitive’s first-ever system demonstration at a political convention. We arranged high-level talks with politicians and stakeholders in the health sector - including the German Health Minister Hermann Gröhe and Parliamentary State Secretary for Economic Affairs, Brigitte Zypries.
More than 100 qualified contacts were impressed by Intuitive’s da Vinci® Surgical System and discussed possible improvements in the German reimbursement system.
Intuitive’s da Vinci® Surgical System is a surgical platform designed to enable complex surgery using a minimally invasive approach. Powered by state-of-the-art technology, the da Vinci® Surgical System scales, filters and seamlessly translates the surgeon’s hand motions into more precise movements.
EndoWrist® instruments bend and rotate far greater than the human hand and offer enhanced access to the surgical site. Robotic-assisted surgeons are able to deliver treatment and care that can make surgery easier on patients, including reduced scarring and rates of complications as well as faster recovery time.
Author | Michael Kauch
NEWS & EVENTS
KALMS & PARTNER WORKSHOP "BENEFIT ASSESSMENT ACCORDING TO CLAUSE 137H - ADJUST YOUR STRATEGY, AVOID RISKS"
The new mandatory benefit assessment for a part of medical devices with NUB applications is a challenge for your strategy. How do you have to adjust it and how can you avoid new risks? What does it mean for the communication with hospitals and what do you have to prepare if there is a risk that a NUB application could trigger a benefit assessment? Kalms & Partner consultants as well as external experts will give input on these issues. Our workshop has a limited number of participants and thus will give space to discuss your questions with the experts.
The workshop will be in German and take place July 14, 2016 in Berlin. If you are interested in receiving an invitation and updated information please contact Ellen Holtmann.
MEDICAL ALLEY ASSOCIATION 2016 ANNUAL MEETING
Kalms & Partner Consulting is proudly supporting the 2016 Annual Meeting of the Medical Alley Association where Medical Alley leadership will discuss the current state of the health technology community in Minnesota. Keynote speaker of this event are Spirit of the Alley award winner, Dr. Daniel Saltzman and Champion of the Alley award winner, Mr. Doug Kohrs.
Meet us on Wednesday, April 27, 2016 at the Radisson Blu Mall of America.
Learn more about this event