1. STRATEGIES: 1. Heightened/Agressive campaign 2. Commission CASH/ a. Corporate 2,000 shares 2.5% b. Individual 2000 shares 2.5% 1500-2k 3.5 % 1000 below 5.0% CAPITAL BUILD UP PROMOTION MARKET SHARE

2. Amortization service charge 2k------------------5% 1500-2k--------3.5% 1000k------------2.5%

3.  Develop CHP ( initially projected for OPD services )  1. CDE market 1000 x 1000 = 1M

4.  Heavy Machineries along Vito Cruz, Makati  80 employees  Proposal 2000 shares and avail of benefits for employees only provide industrial health needs Prospects/Advantages: 1. Inc. patient traffic 2. Referral to other companies 3. Business partnership

5.  Option 1  a. Apply 30 day benefit free room and board p.a.  Each patient admission can avail only of 5 consecutive days free  shall be charged thereafter  b. Apply discounts on lab., pharmacy, x-rays  c. Deduct 10% from PF of doctors in favor of hospital  d. Discounts to patients 10%  e. Ward admissions only are free  f. Upgrade to semi and private will be charged

6.  Option 2  A. 15 day free room and board annually  B. Apply discounts on lab., etc.  C. No deductions from PF of doctors  Discounts to patients 15% ** Issue of abuse? Deterrence > Not all services are free > Industrial Health Officer will serve as gatekeeper > Projections; Daily Census?

7.  Industrial Needs  A. Yearly PE and lab. On-site at a special rate  B. Discounts on other lab and diagnostics  C. Discounts on consultation fees  D. Discounts on Lab, etc.  E. Privilege may extend to dependents  such as discounts on vaccinations, and etc.

8.  50 Cebu Pac  200 shares ea. 20,000 x 50=1M  Amortization  Benefits for executive check up q 2 years  Treadmill, colonoscopy, prostate, lipid, DM, etc  Additional packages as shares increase

9. No dividends within 1 year of membership Min. 3mos and max 1 year payment scheme Make a scheme

10.   Dr. Bob Deniega’s Report given through Power Point presentation:   Davao Report: CHP – Why it failed in MMG Davao City (continued)   The CHP was conceived to:  1. Provide affordable Health Services to the Community  2. Provide additional revenues to the hospital  3. Provide income to the doctors and employees. 

11.  Reasons for Failure:   1. Premiums were too small  2. Members were anybody aside from the principal (even unrelated persons). In companies like Floirendo group of companies, no limit to number of dependents.  ( dependents will be charged with discounts only )  3. Benefits were too much- no limit to opd consultations. (Consultations will only be discounted)  Even taxi fare to and from hospital covered by CHP! (no way!) Diagnostics done outside MMG still covered by CHP.( no way!) 

12.  Accomodations - private rooms – should have been ward accommodations only. ( We will allow free ward admissions only )  Terms of Payment were too lax : Monthly, Quarterly, Annually. Patients already receive the CHP benefits but later default on monthly or quarterly payments.  ( Benefits will apply when at least 50% of payment shall have been made)  No screening for pre-existing diseases. ( No need for this as we are not HMO where everything is free depending on premium)  Too many affiliated hospitals. ( We don’t have this situation )  Provided maternity benefits to all female subscribers ( Not provided for by our CHP for Bormaheco; in case we will only give discounts )

13.  Too many freebies –  1. Even the transportation was shouldered by CHP ( No way! )  2. All medicines were provided, even non PNDF medications through emergency purchases ( No way! )  3. Discounts were hefty. Up to 30% of hospitalization, diagnostics, and medicines.  ( Discounts will be appropriate; max of 10- 15%) 

14.  Problems with Doctors:  1. Did not take an active role in advising the patient that admission is not necessary as this is an additional income for them. ( A gatekeeper/coordinator will check on this)  2. Performed procedures in other hospitals where the more appropriate thing to do is to perform it in the main hospital i.e. MMG Davao ( NO situation similar to us )  3. Increased/manipulated professional fees as the excess would be paid by the company anyway ( Will not be applicable as we will put a ceiling to PF ) 

15.  4. Billed patients for minimal services e.g. for visits which can easily be forgone  5. Attended to patients even beyond his/her specialty resulting in longer hospital stay, repeat procedures etc. and bill them accordingly.( we will limit number of days that are free consecutively)  6. Did not go on off service when clearly he/she has no more role in the management of the patient’s case. Ex. Previous patient handled who was admitted for a condition no longer related to the previous condition. 

16.  PROBLEMS CREATED  GOALS  Abuse of benefits by patients, employees and doctors  Service to Community  Very low premiums, too many benefits  Hospital Income  Increasing Accounts Receivables  Doctors’Income  Depletion of resources   FINANCIAL LOSSES RESULTED FROM:  1. Defects in Policies  2. Lack of Monitoring and Review  3. No cooperation from employees and Doctors. 