ELDERLY CARE: Creating the new healthcare services landscape

The elderly care landscape in Europe is transforming with the emergence of international players in homecare and nursing homes. Healthcare Europa, the only Pan-European event on the private healthcare sector is a unique opportunity to meet your European peers and potential investors and to understand how the sector is changing. The day will inform your business strategy and enable you to build valuable new partnerships. In 2015 we expect over 350 delegates at the event, which attracts an audience which is 70%+ CEO or equivalent.

Use the afternoon seminars to explore burning issues such as influencing payors, internationalisation and building brands. Eldlerly care is one of four streams at the Healthcare Europa conference. Click here to get an overview of the event, here to see the full agenda and here to see what delegates say about the day.
April 27 19.00 > Networking drinks and buffet reception
April 28 08.00-08.55 Networking breakfast
Plenary Session Overview of the M&A and investment landscape in Europe today Martin Henrichs, Managing Director, Head of Healthcare EMEA-designate, UBS Martin makes a detailed comparison of the healthcare services industry and capital market trends in Europe, the US and APAC. How will the industry globalise in the future?
How new technology will affect business models Jean-Michel Malbrancq, CEO, GE Healthcare Europe The industrial internet means radical improvements in quality and efficiency for private healthcare. Jean-Michel looks at real life examples covering improvements in productivity, the optimization of healthcare systems and speedier diagnosis and treatment. How do these changes feed into business models?

Elderly care
CHAIR Nikolaos Tavridis, CEO, Axion Consult
Internationalising care - lessons learnt Jean-Claude Marian, Founder and President, Orpea
Dr Marian looks at how Orpea has expanded nursing homes and psychiatric care across Europe and at its plans for China and elsewhere. What are the main challenges? How strong are the synergies?
Expanding internationally Ms Annette Kumlien, COO, former CFO Diaverum
Annette has built, and runs, one of the most international healthcare service companies with dialysis clinics in 18 countries and four continents. How difficult has this expansion been? How far does she have to adapt Diaverum’s business model to local conditions? What have been the pitfalls and opportunities?
Innovating to meet hidden demands Catalina Hoffmann, CEO, Vitalia
Societal, demographic and technology change is throwing up demand for totally new services. But how to best identify and meet those needs? who better to answer that than Catalina who runs Vitalia, a chain of 23 for-profit day centres in Spain, running patented programmes targeted at conditions such as stroke recovery, rheumatism, Parkinsons and even Alzheimers. Hoffmann is now expanding into Brazil and Mexico and has an eye on the USA.
Growth opportunities in elderly care Jose Luis Rosello, CEO, SARQuavitae
SARQuavitae is Spain's largest nursing home and elderly care group. Jose explores opportunities in outsourcing, the step down market and homecare.
Discussion
12.45-14.00 Lunch
14.00-18.00

  Breakout Sessions

14.00-15.30
Eastern Europe opportunities This session is a chance to look at how the region from Poland to Russia and from the Ukraine to Turkey is developing. What are the business models that work in this region? What investment opportunities are opening up over the next five years? How big are the risks?
Facilitator, Sergiu Negut, Associated Dean of Entrepreneurial Growth, Maastricht School of Management Romania
Opportunities for PPPs, radiotherapy and nuclear medicine in Eastern Europe Ismail Dernek, Health Group Chair, Bozlu Holding
The healthcare market in Poland : current situations, trends and opportunities Anna Rulkiewicz, President, LUX MED
Hospitals in Eastern Europe, the Future Ilian Grigorov, CEO, City Clinic, Bulgaria
Read more
OR
Effective Procurement & Recruitment How can operators optimise procurement? This session looks at how operators are cutting prices by 20-30% and at how international players are negotiating European deals with suppliers. But, given that labour costs are 60-70% of costs for most operators, we also focus on how to best procure and manage human resources.
Facilitator, Max Hotopf, CEO, Healthcare Business International
How cross-border can cut prices Martin Swegmark, CEO, Purch
Innovative Solutions to Attract and Retain a Skilled Workforce Jill Schwieters, President, Cielo Healthcare
Using Total Cost of Ownership to massively grow EBITDA Patrick Gontard, CEO, Citilab, CEO and Founder, Gontard & Cie
Read more

15.30-16.00 Tea
16.00-17.00
Property and healthcare International investors have recently discovered healthcare property. This session aimed at investors and operators looks at the sale and leaseback market in Europe, at what sort of contracts are currently available and at what sort of new investors are entering the property market and how they are set to change the market.
Facilitator, Max Hotopf, CEO, Healthcare Business International
Using real estate to finance your business – some casestudies Frank Williams, Senior Managing Director - Acquisitions at Medical Properties Trust
Opportunities in the European healthcare property market Tom Morgan, Senior Director, Specialist Markets, CBRE
DISCUSSION Read more
OR
Adult conversations with payors Lobbying has always been a weakness for private operators, who have found it hard to build long-term conversations with politicians, policy-makers and payors. This session analyses what can be acheived by lobbying. Based on case studies we look at what works, why and at what outcomes can realistically be expected.
Facilitator, Ariane Jugieux, Journalist, Healthcare Business International
How to Lobby Effectively Ms Annette Kumlien, COO, former CFO Diaverum
DISCUSSION Read more
17.05-18.00
Building healthcare service brands Operators are gaining control over the quality of the services they deliver. This makes it possible to build credible brands which deliver on their promises, whether to individual consumers or to regulators and payors. Conversely, the last five years has seen plenty of examples where scandals have destroyed brands overnight. This session case studies how operators are building brands and looks at the lessons to be learnt.
Facilitator, Lee Murray, Journalist, Healthcare Business International
How do you deliver customer-centric healthcare globally? Theresa Heggie, Chief Strategy and Marketing Officer, Bupa
DISCUSSION with Theresa & Dr. Ole Wiesinger CEO Hirslanden Private Hospital Group, Director Mediclinic International Read more
OR
Growing international businesses Today, the largest players in almost every sector are international and, often, intercontinental. So how do you set about building an international operation? What are the pitfalls?
Facilitator, Rhiannon Williams, Deputy Editor, Healthcare Business International
Investing Internationally in Healthcare Services Khawar Mann, Managing Director, The Abraaj Group
Investing in healthcare services in Asia Eric Souetre, Executive Chairman, Careventures
Read more

18.00 > Networking drinks
The private hospital landscape in Europe is set to transform with massive consolidation and the emergence of international players. Healthcare Europa, the only Pan-European event on the private healthcare sector, is a unique opportunity to meet your European peers and potential investors and to understand how the sector is changing. The day will inform your business strategy and enable you to build valuable new partnerships. In 2015 we expect over 350 delegates at the event, which attracts an audience which is 70%+ CEO or equivalent.

Acute care - Creating the new healthcare landscape
Big change and international lessons Dr. Ole Wiesinger, CEO Hirslanden Private Hospital Group, Director Mediclinic International
Hirslanden, the largest private hospital group in Switzerland with sales of 1.4bnSF, has changed dramatically as the statutory insured market has opened to the private sector. Such patients now account for over 40% of Hirslanden’s mix. Ole looks at the cost, differentiation and payor issues this threw up. As well as Switzerland, Mediclinic has a strong presence in the Middle East and is the largest of the Big Three groups in South Africa. Ole looks at where, and when, lessons learnt in one country can be re-applied elsewhere.
Turning round a university hospital Dr Paolo Rotelli, Vice President & Shareholder, San Donato Hospital Group
In 2012 San Donato, the largest Italian private hospital chain, with 2013 sales of €1.4bn, rescued Italy's largest university hospital, San Raffaele. Dr Paolo Rotelli looks at the management challenges involved in turning round San Raffaele and incorporating it into a for-profit hospital group. He will also give an overview of the Italian hospital market. Is it ripe for consolidation? What are the prospects for private sector involvement?
International opportunities in acute hospitals Jonathan Lowick, Strategy & Development, Life Healthcare
Jonathan has spent the last three years trawling the world for opportunities for Life Healthcare, the big South African hospital group, which has now invested in India and Poland.
He provides an overview of what assets look like in different geographies. What are the pitfalls and what are the opportunities?
The ophthalmology sector in Europe and beyond. Roberto Cirillo, CEO, Optegra
Optegra is the largest player in ophthalmology in Europe with 22 specialist hospitals in the UK, Germany, the Czech Rep and Poland. It has also recently opened a hospital in China. Roberto looks at the potential from new treatments, gives an overview of the European sector and looks at opportunities in the developing world.
Discussion with all session speakers
Internationalisation, consolidation, rationalisation - dentistry and areas such as ophthalmology and cosmetic surgery are changing fast in Europe. Healthcare Europa, the only Pan-European event on the private healthcare sector, is a unique opportunity to meet your European peers and potential investors and to understand how the sector is changing. It will inform your business strategy and enable you to build valuable new partnerships. In 2015 we expect over 350 delegates at the event, which attracts an audience which is 70%+ CEO or equivalent.

Dentistry, ophthalmology & aesthetic
CHAIR Sergiu Negut, Maastricht School of Management
Innovating globally Paulo Malo, founder, Malo Clinics
In just five years Dr Malo has built his Portuguese group into a global empire offering dentistry, cosmetic surgery, even spas and wellness from China to Colombia and from the USA to Europe. How? And what are the challenges he has faced?
Delivering quality Justin Ash, CEO, Oasis Healthcare
How do you build a brand based on quality across over 300 outlets? Justin is CEO of the largest private dentistry chain in the UK and Ireland. He looks at how Oasis acquires, recruits and trains to build a quality brand based on culture.
Building brands in dentistry Per Rehnberg, CEO, Colosseum Kliniken
Per looks at how Colosseum, by far the largest Scandinavian dentist chain, is building its brand in terms of service quality, internal culture and marketing.
Discussion with all session speakers
Consolidation is set to transform the diagnostics landscape. Healthcare Europa, the only Pan-European event on the private healthcare sector, is a unique opportunity to meet your European peers and potential investors and to understand how the sector is changing. The day will inform your business strategy and enable you to build valuable new partnerships. In 2015 we expect over 350 delegates at the event, which attracts an audience which is 70%+ CEO or equivalent.

Diagnostics – imaging and labs
CHAIR Claude Risner, Journalist, Healthcare Business International
Imaging services - present and future markets Guy Blomfield, CEO, Alliance Medical
With operations in the UK, Germany, Ireland, Italy, The Netherlands and Spain, Alliance is one of Europe’s two largest imaging service providers. Guy looks at how national markets in Europe differ and at how and where the outsourcing market is growing.
Consolidating imaging markets Martin Hardens, Director, Curagita
Imaging services represents 5-7% of expenditure on healthcare in most European countries. But many such as France and Germany have so far seen almost no consolidation. Curagita is consolidating the German market, Europe's largest. Martin looks at the barriers to consolidation and at the new business model which is emerging.
The future of diagnostic labs in Europe AFTERNOON CHAIR Moderated by Dennis Gilbert, Corporate Officer and Vice President, Diagnostics R&D, Abbott
This wide-ranging panel discussion will examine the opportunities and threats the lab sector faces in Europe.
Extending the lab model Jos Lamers, CEO, Unilabs
It is easy to view the lab sector in Europe as imprisoned by ever lower tariffs. As a newcomer to the sector, with a background in medtech and pharma, Jos Lamers looks at what steps labs can take to grow sales and boost profits and at opportunities in the industry over the next few years.
Building an international lab business Ameera Shah, CEO and Founder, Metropolis Health In 12 years Ameera Shah has built Metropolis into one of the top three lab chains in India. She has also expanded into nearly a dozen countries, including the UAE, South Africa, Nigeria, Ghana and Kenya. What lessons has she learnt along the way?
Discussion on LABS chaired by Dennis Gilbert
The elderly care landscape in Europe is transforming with the emergence of international players in homecare and nursing homes. Healthcare Europa, the only Pan-European event on the private healthcare sector is a unique opportunity to meet your European peers and potential investors and to understand how the sector is changing. The day will inform your business strategy and enable you to build valuable new partnerships. In 2015 we expect over 350 delegates at the event, which attracts an audience which is 70%+ CEO or equivalent.

Elderly care
CHAIR Nikolaos Tavridis, CEO, Axion Consult
Internationalising care - lessons learnt Jean-Claude Marian, Founder and President, Orpea
Dr Marian looks at how Orpea has expanded nursing homes and psychiatric care across Europe and at its plans for China and elsewhere. What are the main challenges? How strong are the synergies?
Expanding internationally Ms Annette Kumlien, COO, former CFO Diaverum
Annette has built, and runs, one of the most international healthcare service companies with dialysis clinics in 18 countries and four continents. How difficult has this expansion been? How far does she have to adapt Diaverum’s business model to local conditions? What have been the pitfalls and opportunities?
Innovating to meet hidden demands Catalina Hoffmann, CEO, Vitalia
Societal, demographic and technology change is throwing up demand for totally new services. But how to best identify and meet those needs? who better to answer that than Catalina who runs Vitalia, a chain of 23 for-profit day centres in Spain, running patented programmes targeted at conditions such as stroke recovery, rheumatism, Parkinsons and even Alzheimers. Hoffmann is now expanding into Brazil and Mexico and has an eye on the USA.
Growth opportunities in elderly care Jose Luis Rosello, CEO, SARQuavitae
SARQuavitae is Spain's largest nursing home and elderly care group. Jose explores opportunities in outsourcing, the step down market and homecare.
Discussion
Facilitator, Sergiu Negut, Associated Dean of Entrepreneurial Growth, Maastricht School of Management Romania
Former director of Romanian hospital group Regina Maria, Sergiu, an INSEAD MBA alumnus and Harvard-trained in private healthcare management, has over a decade's experience of private healthcare in East Europe, including general management, advisory, greenfield developments and M&A.
Opportunities for PPPs, radiotherapy and nuclear medicine in Eastern Europe Ismail Dernek, Health Group Chair, Bozlu Holding
Massive Turkish PPPs are changing the face of public healthcare in Turkey. The consortia behind their construction will also operate long-term imaging, lab, sterilization, physical therapy and IT services. How are these huge projects (the largest is a 3,600 bed hospital in Ankara) shaping up and what are the lessons for East Europe? Ismail also looks at radiotherapy and nuclear medicine opportunities across East Europe and Turkey. A conglomerate focused on healthcare, Bozlu is a medtech supplier, a radiopharmaceuticals manufacturer, a distributor, a service operator in imaging and radiotherapy and has recently bought medtech IP companies in Denmark and the USA.
The healthcare market in Poland : current situations, trends and opportunities Anna Rulkiewicz, President, LUX MED
The Polish private sector continues to grow fast and has attracted a wide range of foreign investors and operators. LUX MED is the largest private operator. Anna looks at the opportunities that patient demand and political change will create over the next five years.
Hospitals in Eastern Europe, the Future Ilian Grigorov, CEO, City Clinic, Bulgaria
Facilitator, Max Hotopf, CEO, Healthcare Business International
Using real estate to finance your business – some casestudies Frank Williams, Senior Managing Director - Acquisitions at Medical Properties Trust
NYSE-quoted Medical Properties Trust has pioneered sale and leaseback deals in Germany (RHM, Median). It has also just bought UK operator Circle Health’s Bath unit. Here, Frank looks at casestudies of how hospital and rehabilitation operators are using real estate sale and leasebacks to finance growth. How should operators approach real estate deals and what are challenges do they need to overcome?
Opportunities in the European healthcare property market Tom Morgan, Senior Director, Specialist Markets, CBRE
Property investors of all types are zeroing on healthcare services in Europe. Often they will work with private equity investors. Tom gives an overview of the main sectors and countries in the market and looks at the new types of investors who are emerging. What implications does this have for the sector?
Facilitator, Lee Murray, Journalist, Healthcare Business International
How do you deliver customer-centric healthcare globally? Theresa Heggie, Chief Strategy and Marketing Officer, Bupa
International healthcare company Bupa surveyed more than 8,500 consumers worldwide to understand what motivated them to purchase services ranging from dentistry, acute care and care homes through to insurance. Theresa looks at how Bupa is now using the findings to change staff behaviour, to deliver improved services and to enhance the Bupa brand.
DISCUSSION with Theresa & Dr. Ole Wiesinger CEO Hirslanden Private Hospital Group, Director Mediclinic International
Facilitator, Max Hotopf, CEO, Healthcare Business International
How cross-border can cut prices Martin Swegmark, CEO, Purch
Medtech prices in Europe can vary significantly according to benchmark studies. Swegmark, with a background from Pan-European players Capio and Unilabs, looks at the findings of cross-border benchmarking exercises, at suppliers' reactions and how to cut prices by up to 20%. Purch works in healthcare procurement for both the public and private sector across Europe.
Innovative Solutions to Attract and Retain a Skilled Workforce Jill Schwieters, President, Cielo Healthcare
Skill and staff shortages are the single biggest limitor for healthcare service operators worldwide. So how do you build and implement a recruitment and retention programme which is cost effective and delivers quality talent? Jill will examine innovative approaches and leading strategies to build your 21st century workforce. She has grown Cielo Healthcare into the world's largest healthcare recruitment process outsourcing provider, active in Europe, Middle East, as well as North America. She was formerly the Chief HR Executive for Wheaton Franciscan Healthcare, an integrated healthcare system in the Midwest USA with nearly 25,000 employees.
Using Total Cost of Ownership to massively grow EBITDA Patrick Gontard, CEO Citilab; CEO and Founder, Gontard & Cie
A Swiss economist, Patrick has been developin a TCO model for 15 years in the lab sector. This, he claims, can boost EBITDA by 10-15 nominal percentage points. He says the model is generally applicable to capital equipment and even to whole facilities. Patrick gives a conceptual overview of the model and briefly looks at the Russian market, where Citilab is one of the main players.
Facilitator, Ariane Jugieux, Journalist, Healthcare Business International
How to Lobby Effectively Ms Annette Kumlien, COO, former CFO Diaverum Tariffs, outsourcing, building a wider service offering - working closely with public payors and governments is crucial to Diaverum, which runs dialysis clinics in 18 countries and four continents. Annette looks at the lessons Diaverum has learnt about effective lobbying.
DISCUSSION
Facilitator, Max Hotopf, CEO, Healthcare Business International
Investing Internationally in Healthcare Services Khawar Mann, Managing Director, The Abraaj Group Abraaj is the most experienced investor in healthcare services in the developing world with deals covering Africa, India, the Middle East and East Asia. So what are the threats and what are the opportunities? And how do these regions stack up to Europe and the USA?
Investing in healthcare services in Asia Eric Souetre, Executive Chairman, Careventures Founder, director and former CEO of Labco, Eric has spent the past five years exploring and investing in healthcare in China and South East Asia through his pledge fund, Careventures. He talks about the challenges and opportunities of investing in sectors which enjoy growth rates of up to 40% PA.