{"id":3522,"date":"2021-06-09T14:10:00","date_gmt":"2021-06-09T12:10:00","guid":{"rendered":"https:\/\/sananet.com\/?page_id=3522"},"modified":"2026-02-11T09:37:52","modified_gmt":"2026-02-11T08:37:52","slug":"reimbursement-in-the-inpatient-sector","status":"publish","type":"page","link":"https:\/\/sananet.com\/en\/medical-device-consulting\/sales-marketing\/reimbursement-for-medical-technology\/reimbursement-in-the-inpatient-sector\/","title":{"rendered":"Reimbursement in the inpatient sector"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k1lx1yci-a1d7f2166056346c0cbaca20a0cff57f\">\n.avia-section.av-k1lx1yci-a1d7f2166056346c0cbaca20a0cff57f{\nbackground-color:#f2f2f2;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-k1lx1yci-a1d7f2166056346c0cbaca20a0cff57f main_color avia-section-no-padding avia-no-shadow  avia-builder-el-0  el_before_av_one_third  avia-builder-el-first  head-top 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wp-image-689 size-full\" src=\"https:\/\/sananet.com\/wp-content\/uploads\/2019\/10\/sananet-textquadrat-1-70px.png\" alt=\"\" width=\"70\" height=\"62\" \/><br \/>\nReimbursement in the Inpatient Sector<\/h1>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k3zunulp-5-47bbd2156209cc7afff82cd85a6fd7ae\">\n#top .hr.hr-invisible.av-k3zunulp-5-47bbd2156209cc7afff82cd85a6fd7ae{\nmargin-top:-40px;\nheight:1px;\n}\n<\/style>\n<div  class='hr av-k3zunulp-5-47bbd2156209cc7afff82cd85a6fd7ae hr-invisible  avia-builder-el-4  el_after_av_textblock  avia-builder-el-last  av-desktop-hide av-medium-hide'><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<\/div><\/div><\/main><!-- close content main element --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-3522'><div class='entry-content-wrapper clearfix'>\n<div class='flex_column_table av-e0dys-f8ea593a1a05f7e8de983227ac9c191b sc-av_one_third av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-e0dys-f8ea593a1a05f7e8de983227ac9c191b\">\n.flex_column.av-e0dys-f8ea593a1a05f7e8de983227ac9c191b{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\nbackground-color:#ffffff;\n}\n<\/style>\n<div  class='flex_column av-e0dys-f8ea593a1a05f7e8de983227ac9c191b av_one_third  avia-builder-el-5  el_after_av_section  el_before_av_two_third  avia-builder-el-first  first flex_column_table_cell av-equal-height-column av-align-top av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k1lxmsbe-61a453c8f83787c2bc404c328b108300\">\n.avia-image-container.av-k1lxmsbe-61a453c8f83787c2bc404c328b108300 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-k1lxmsbe-61a453c8f83787c2bc404c328b108300 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-k1lxmsbe-61a453c8f83787c2bc404c328b108300 av-styling- avia_animated_image av-animated-when-visible-95 bottom-to-top avia-align-center  avia-builder-el-6  avia-builder-el-no-sibling '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-5742 avia-img-lazy-loading-not-5742 avia_image ' src=\"https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-300x300.jpg\" alt='Reimbursement in the inpatient sector' title='doctor-650534_1280'  height=\"300\" width=\"300\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-300x300.jpg 300w, https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-80x80.jpg 80w, https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-768x768.jpg 768w, https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-36x36.jpg 36w, https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-180x180.jpg 180w, https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280-705x705.jpg 705w, https:\/\/sananet.com\/wp-content\/uploads\/2023\/07\/doctor-650534_1280.jpg 829w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/div><\/div><\/div><\/div>\n<div class='av-flex-placeholder'><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-b0yok-90d40f3b73cc11a95decc5e105021a85\">\n.flex_column.av-b0yok-90d40f3b73cc11a95decc5e105021a85{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-b0yok-90d40f3b73cc11a95decc5e105021a85 av_two_third  avia-builder-el-7  el_after_av_one_third  el_before_av_postcontent  avia-builder-el-last  flex_column_table_cell av-equal-height-column av-align-top av-animated-generic bottom-to-top av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kppedcmq-815875b5c425577fc83e4317f81a5f6c\">\n#top .av-special-heading.av-kppedcmq-815875b5c425577fc83e4317f81a5f6c{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-kppedcmq-815875b5c425577fc83e4317f81a5f6c .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-kppedcmq-815875b5c425577fc83e4317f81a5f6c .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-kppedcmq-815875b5c425577fc83e4317f81a5f6c av-special-heading-h3 blockquote modern-quote  avia-builder-el-8  el_before_av_textblock  avia-builder-el-first  av-linked-heading'><h3 class='av-special-heading-tag '  itemprop=\"headline\"  >Reimbursement in the Inpatient Sector<\/h3><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-k1lxo6db-7324021a4be5c9baa7a332a5827e97d6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>When introducing innovative medical devices to the market, the fundamental influence of procedures and medical devices on the costs and revenue of a clinic should be considered in addition to reimbursement in the inpatient sector.<br \/>\nThis refers, for example, to reductions in length of stay, changes in severity, but also internal process flows of the clinic.<br \/>\nsananet also advises medical technology and bioscience companies on the perspective of their customers, e.g. clinics on priorities in product procurement and the tension between economic efficiency and medical benefit.<\/p>\n<\/div><\/section><br \/>\n<div  class='avia-button-wrap av-k3zvra8x-2744c8d9cd6451ce08b0a06b6d6c6394-wrap avia-button-left  avia-builder-el-10  el_after_av_textblock  el_before_av_hr  contactbutton'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k3zvra8x-2744c8d9cd6451ce08b0a06b6d6c6394\">\n#top #wrap_all .avia-button.av-k3zvra8x-2744c8d9cd6451ce08b0a06b6d6c6394{\nbackground-color:#fdc62b;\nborder-color:#fdc62b;\ncolor:#474747;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-k3zvra8x-2744c8d9cd6451ce08b0a06b6d6c6394 .avia-svg-icon svg:first-child{\nfill:#474747;\nstroke:#474747;\n}\n<\/style>\n<a href='#contact'  class='avia-button av-k3zvra8x-2744c8d9cd6451ce08b0a06b6d6c6394 av-link-btn avia-icon_select-yes-left-icon avia-size-medium avia-position-left'   aria-label=\"Contact us now!\"><span class='avia_button_icon avia_button_icon_left avia-iconfont avia-font-entypo-fontello' data-av_icon='\ue832' data-av_iconfont='entypo-fontello' ><\/span><span class='avia_iconbox_title' >Contact us now!<\/span><\/a><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k3zunulp-3-843d98ead0d3d60f17ce30d04a8901d2\">\n#top .hr.hr-invisible.av-k3zunulp-3-843d98ead0d3d60f17ce30d04a8901d2{\nheight:10px;\n}\n<\/style>\n<div  class='hr av-k3zunulp-3-843d98ead0d3d60f17ce30d04a8901d2 hr-invisible  avia-builder-el-11  el_after_av_button  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-k1lxo6db-1-783808351f4035ea19220a4307d6a378 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>In Germany, the flat-rate DRG system is used for reimbursement in the inpatient sector (hospital stay &gt; 24 hours). This has extreme effects on the success of innovative medical products, as individual procedures and products are usually not reimbursed, but rather a disease-related reimbursement takes place. Our expertise lies in the basics of the DRG system, its patient-specific calculation (grouping) and the hospital-internal billing mechanisms.<\/p>\n<h5><strong>Current benefit arguments and selection of arguments to be pursued further<\/strong><\/h5>\n<p>Based on the benefit arguments considered above, we can create a rough chain of evidence for each and consider whether the necessary information and figures are available for convincing proof of benefit or cost savings.<\/p>\n<p>The benefit arguments and their provability are evaluated according to two levels:<\/p>\n<p>Convincing, demonstrable argument, but no revenue calculation possible.<br \/>\nYield calculation with business case possible, so that the improvement in yield can be proven to the hospital (if possible with the hospital&#8217;s own figures).<\/p>\n<p>The missing necessary information and figures are evaluated in terms of how high the effort of procurement is.<br \/>\nThis could mean, for example, a health economic study, which does not promise a quick solution in terms of time or effort.<\/p>\n<p>As a milestone, the argumentation chains that promise a quick, convincing solution and should therefore be pursued further and implemented in training and sales documents are selected.<\/p>\n<h5><strong>Lie time analysis<\/strong><\/h5>\n<p>For the benefit argumentation of a new medical device without direct reimbursement, sananet can conduct a retrospective analysis of the change in length of stay after the introduction of your medical device at one of your hospital customers.<br \/>\nUsing the anonymized \u00a721 data of the corresponding patient group, the length of stay in a defined period before and after the introduction of your medical device is compared. This results (if applicable) in a provable cost saving for the hospital.<br \/>\nThis requires the cooperation of the clinic!<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-3069\" src=\"https:\/\/sananet.com\/wp-content\/uploads\/2020\/09\/German-DRG-reimbursement-300x153.jpg\" alt=\"\" width=\"455\" height=\"232\" srcset=\"https:\/\/sananet.com\/wp-content\/uploads\/2020\/09\/German-DRG-reimbursement-300x153.jpg 300w, https:\/\/sananet.com\/wp-content\/uploads\/2020\/09\/German-DRG-reimbursement-1030x527.jpg 1030w, https:\/\/sananet.com\/wp-content\/uploads\/2020\/09\/German-DRG-reimbursement-768x393.jpg 768w, https:\/\/sananet.com\/wp-content\/uploads\/2020\/09\/German-DRG-reimbursement-705x360.jpg 705w, https:\/\/sananet.com\/wp-content\/uploads\/2020\/09\/German-DRG-reimbursement.jpg 1062w\" sizes=\"auto, (max-width: 455px) 100vw, 455px\" \/><\/p>\n<p><em>Graphic: Cost reimbursement according to DRG system in the inpatient sector in Germany. If the &#8220;mean length of stay&#8221; (mVD) of patients can be shortened by a new medical device, then there is a cost advantage for the hospital (green triangle)<\/em><\/p>\n<h5><strong>Business Cases<\/strong><\/h5>\n<p>On the basis of the determined length of stay, figures and data, sananet can create a business case for the individual benefits of the medical device.<br \/>\nDRG grouping of different patients as an example for the reimbursement situation.<br \/>\nWe have had good experience with designing these business cases as a small program or Excel application that can be filled with the clinic&#8217;s individual figures during the sales meeting.<br \/>\nThese give the clinics \/ customers concrete and comprehensible values for the improvement in earnings to be achieved and thus for the benefit of introducing the biomarker.<\/p>\n<h5><strong>Cost reduction in anesthesia and intensive care as a sales strategy<\/strong><\/h5>\n<p>According to one <a href=\"https:\/\/www.springermedizin.de\/kosten-der-intensivmedizinischen-versorgung-in-einem-deutschen-k\/8003720\">study<\/a>, the costs per ITS day are about 1250 EUR, for ITS days without mechanical ventilation and 1400 EUR for intensive care bed days with mechanical ventilation. Personnel costs (50%) represent the largest cost factors, ahead of medical material costs (18%) and infrastructure costs (16%).<\/p>\n<p>Reducing therapy costs is very attractive for hospitals and an incentive to buy medical devices. Efficient processes are particularly in demand here. Here&#8217;s a little thought experiment: If you reduce your sales price by 10%, then with 18% material costs, that&#8217;s effectively 1.8% of costs for the hospital. If you reduce the working time by 5%, then with 50% personnel costs this is 2.5% effective costs.<\/p>\n<\/div><\/section><\/p><\/div><\/div><!--close column table wrapper. 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