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Goldman Sachs 26th Annual Global Healthcare Conference

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Presentation on theme: "Goldman Sachs 26th Annual Global Healthcare Conference"— Presentation transcript:

1 Goldman Sachs 26th Annual Global Healthcare Conference
June 16, 2005

2 Forward-Looking Statements
Statements included in this presentation or in the oral comments made as part of this presentation may contain forward-looking statements, including but not limited to statements of the Company’s plans, objectives, expectations or intentions, that involve risk and uncertainties. The Company’s actual results may differ significantly from those projected or suggested in any forward-looking statement due to a variety of factors, which are discussed in detail in the Company’s filings with the Securities and Exchange Commission.

3 Our Interests are Aligned with Clients and Patients:
To make the use of prescription drugs safer and more affordable

4 Alignment –Formulary Management
Therapy Class More Number of Drugs Fewer We Provide Flexible Management of the Supply Chain 1. Select number of drugs in therapy class # of drugs # of drugs # of drugs # of drugs

5 Alignment –Formulary Management
Therapy Class More Number of Drugs Fewer We Provide Flexible Management of the Supply Chain 1. Select number of drugs in therapy class 2. Determine formulary control Benefit Options # of drugs # of drugs # of drugs # of drugs Open Differential Co-pay Closed

6 Alignment –Formulary Management
Therapy Class More Number of Drugs Fewer We Provide Flexible Management of the Supply Chain 1. Select number of drugs in therapy class 2. Determine formulary control 3. Drive towards lowest overall cost Benefit Options # of drugs # of drugs # of drugs # of drugs Open Differential Co-pay Impact on Client Impact on Patient Impact on ESI Lower drug cost More choice Lower co payment Higher Profit/Rx More Flexibility Lowest Overall Cost Closed

7 Alignment - Retail Network Management
Greater Management States Available Pharmacies Most Inclusive Network Most Restrictive Network TRICARE Access Minimum CA 5,644 5,071 3,881 283 NY 4,444 4,224 1,829 300 TX 4,236 3,821 1,827 579 FL 4,020 3,670 1,966 469 PA 2,970 2,825 1,687 432 Higher Profit/Rx More Flexibility Lower co payment More choice Lower drug cost Impact on ESI Impact on Patient Impact on Client

8 Alignment – Clinical Programs
Plan Designs Encourage Greater Use of Generics and Preferred Low-cost Brands Impact on Client Impact on Patient Impact on ESI Lower drug cost Lower co payment Higher Profit/Rx Clients using step therapy realize on average a 2 percentage point increase in generic utilization

9 Alignment – Home Delivery
We Offer Highly Efficient, Cost-effective Home Delivery Impact on Client Impact on Patient Impact on ESI Lower drug cost Choice Lower co payment Higher profit/Rx

10 Alignment – Growing Demand for Mail
Increased home delivery penetration * Represents network claims plus 3 times home delivery claims –home delivery claims are 90 days vs. 30 days in the network. Excludes UHC claims Home Delivery Helps Manage the Cost of Maintenance Drugs

11 Alignment – Generic Utilization
Express Scripts Leads in Generic Utilization Impact on Client Impact on Patient Impact on ESI Lowest drug cost Lowest co payment Highest profit/Rx Source: From public filings

12 Alignment – Growing Generic Opportunity
Represents over 20% of 2004 branded drug sales ESI Analysis Our Clients and Members Will Benefit From a Growing Generic Opportunity

13 Alignment – Specialty Pharmacy
Billions 100% $35 Total 19% 3.5 Other 1% 0.5 Growth Hormone Infertility 2% 0.6 RSV prophylaxis 4% 1.5 Rheumatoid arthritis Multiple sclerosis Transplant 5% 1.6 Hepatitis C Hemophilia 9% 3.2 Renal 10% 3.4 HIV/AIDS 36% $12.6 Oncology Specialty Market 2004 Source: ESI Analysis Impact on Client Impact on Patient Impact on ESI Lower drug cost Lower co payment Higher profit/Rx Improved reporting Improved quality of care Higher client satisfaction Clients are Seeking Solutions for High-cost Specialty Drugs

14 CuraScript Penetration into Express Scripts
100 90 80 70 60 50 40 30 20 10 82% 73% 70% 69% 66% Retail Percentage of Plan Costs CuraScript 25% 20% 17% Mail 16% 14% 9% 2% 13% 13% 11% Q1 2004 Q2 2004 Q3 2004 Q4 2004 Q1 2005 CuraScript Continues to Capture an Increased Share of Our Client’s Specialty Spend

15 What Are the Savings? C O S T
Retail, Clinical. Formulary And Rebate Savings 24% Paid by Cash Customer at Pharmacy Retail Pharmacy Cash Price Mail Savings 6% Express Scripts Client Savings Express Scripts Client Costs C O S T Paid by Express Scripts Clients Total Savings 30% Availability of Proven PBM Cost Management Tools Will Produce 20%–25% Savings (CBO)

16 Alignment – A Win-Win-Win Proposition
Retail Non-pref. Brand Retail Pref. Brand Generics Mail Pharmacy Increased Savings Opportunities: Client Member Increased Profit Express Scripts Moving to preferred brands, mail and generics Moving to preferred brands, mail and generics Moving to preferred brands, mail and generics We make money by saving clients and members money

17 PBM’s Are Part of the Solution for Medicare
Average Annual Drug Spend Among Medicare Population Source: Actuarial Research Corporation ESI is well positioned for 2006 Our 2006 offensive strategy is to help our managed care and carrier clients profitably grow their MA-PDs and PDPs We are building the foundation for 2007 The Medicare Prescription Drug Act will shape the direction of our industry for years to come

18 Benefits of ePrescribing
Prescription & Pharmacy Benefit Information Point of Sale Point of Care Benefit / Gain Clinical Messages at pharmacy Physicians see clinical issues Better informed, safer prescribing Formulary Enforcement after prescribing Awareness at prescribing Better choices, increased generics Benefit Referenced at pharmacy Real-time guidance Cost-effectiveness, fewer callbacks Medication History Partially known History while prescribing Patient safety Prescription Carried, faxed, called, mailed Convenience at pharmacy More efficient, patient safety Medicare Part D Will Advance Important Initiatives Including e- Prescribing

19 We Deliver Against Client and Patient Expectations:
To make the use of prescription drugs safer and more affordable

20 Client/Patient Focus Why Express Scripts? Alignment With Clients
Generics Specialty By membership Health Plan Sponsors Recognize Express Scripts Single Focus on Making Prescription Drugs More Affordable

21 2006 Upsell Pipeline is Strong
10,000 Significant potential to continue to manage client trends in key product categories New products continue to be developed and rolled out Strong track record of success Sold Weighted Pipeline 9,000 8,000 7,000 6,000 ('000 Lives) 5,000 4,000 3,000 2,000 1,000 Home Delivery Three Tier Generic Enforcement Narrowing Formularies New Clinical Products Specialty/CuraScript

22 Client Satisfaction Steadily Improving
Service and satisfaction metrics have increased consistently quarter over quarter since 2003 with an early spike in 2005 100% 95% 2003 90% 85% 2004 80% 1q05 75% 70% 65% 60% ESI Performance Exceed Likelihood to Likelihood to Expectations Recommend Renew

23 Express Scripts has demonstrated a proven track record
Our Financial Results Express Scripts has demonstrated a proven track record

24 Financial Overview Q1 2005 Highlights
1Q EPS $1.14 — up 28% from last year Cash flow from operations of $ million versus $97.8 million last year Record adjusted claims of 142 million, up 16% from last year Record generic utilization of 54% versus 49% last year Gross profit per adjusted claim of $1.87 versus $1.77 last year (excluding non-recurring gain last year) Increased 2005 EPS guidance

25 Financial Overview Quality of Earnings (1) (3) (2)
Reflects a $70-$75 million reduction in Q due to one-time impact of implementing a new wholesale purchase agreement Excludes a $0.10 per share charge for the early retirement of debt Excludes a $0.20 charge to increase legal reserves for the cost of defense. * Reflects a 12-month moving average of free cash flow (cash from operations less CapX)

26 Components of EPS Growth — 2004
6% 7% 8% * Excluding $25 million charge to increase legal reserves for the cost of defense and $5.5 million termination payment received

27 EBITDA* per adjusted claim
Financial Overview EBITDA* per adjusted claim 10.5% CAGR Pricing can be lowered as clients tighten formulary compliance, increase home delivery, utilize generics and restrict retail networks. These changes result in lower prices to our clients and greater profits to Express Scripts. * A reconciliation of EBITDA to net income and to net cash provided by operating activities can be found in the Investor Relations section of Express Scripts’ Web site, under Presentations. ** Excluding $25 million charge to increase legal reserves for the cost of defense and $5.5 million termination payment received.

28 Gross Profit/SGA/EBITDA per Adj. Rx
Future EBITDA per Adj. Rx Must Come From Gross Profit per Adj. Rx * Excluding $25 million charge to increase legal reserves for the cost of defense and $5.5 million termination payment received.

29 Focus on Return on Invested Capital (ROIC)
* Reflects operating income less tax divided by average invested capital, which consists of stockholder’s equity, plus interest bearing liabilities plus long-term deferred income taxes, net. ** Excludes $25 million charge to increase legal reserves for the cost of defense and 5.5 million termination payment received ROIC is our Preferred Performance Metric

30 Why Express Scripts? Industry-Leading ROIC
We Lead Our Peer Group in ROIC Performance Source: Express Scripts Analysis

31 Our Financial Goals 15% + EBITDA growth
Increase gross profit per claim Maintain ROIC leadership 5%-7% 14%-16%

32 Our Value Proposition Will Continue to Drive Growth
Making the use of drugs safer and more affordable is more important than ever Plan sponsors will increasingly deploy our tools Express Scripts is well-positioned for sustainable growth Strong market fundamentals/new business opportunities Increased use of home delivery and generic drugs Growth in management of specialty pharmacy Productivity and capital structure improvements We have taken a different approach Alignment -- we make money by saving our clients money Strategic acquisitions have enhanced our value proposition

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