Quest Diagnostics 2015 Annual Report Download - page 7

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Our efforts to foster sales and marketing excellence have progressed. We maintain one commercial organization in
our Diagnostic Information Services business, centrally led and focused on local customer needs. We employ world-class
management discipline around processes, tools and measurement. We are investing in talent, providing industry-leading
training and development, focusing on physician specialty opportunities, and fostering a customer-focused, performance-driven
culture.
We plan to grow esoteric testing revenues by creating value through scientific and product innovation and delivering
comprehensive solutions for major clinical opportunities. We are more than just a laboratory; we seek to offer solutions using
data information services and strategies that enable our customers to deliver the most effective healthcare to the right
populations and individuals. Starting with a clinical focus on a specific disease state or clinical problem, we pursue
opportunities to create value by providing holistic solutions centered on evidence-supported standards of care, and to combine
routine, guideline mandated testing with esoteric solutions. We take advantage of advanced technology for more precise,
comprehensive and actionable information, and integrate our extensive clinical data to help manage populations and target
health care solutions.
Our clinical franchise organizations, working with our research and development team, focus on these opportunities
and coordinate with our commercial organization to deliver new and improved solutions. Our franchises are designed to enable
us to act like a boutique service provider while maintaining the advantages of our scale, and identify and tap growing market
segments so that we more wisely deploy our resources and target opportunities.
Table 4 - Clinical Franchises
Cardiovascular, Metabolic and Endocrinology Oncology
General Health and Wellness Prescription Drug Monitoring and Toxicology
Infectious Diseases and Immunology Sports Science and Human Performance
Neurology Women’s and Reproductive Health
Our 2015 introduction of companion and complementary test services for new anti-PD-1 therapies for metastatic non-
small cell lung cancer, the 2015 launch of our LeukoVantageTM solution for myeloid neoplasms and the continued growth of
our prescription drug monitoring and infectious diseases and immunology businesses are recent examples of the power of our
clinical franchises to deliver new solutions and grow organically.
We also plan to grow by pursuing strategic partnerships with hospitals and independent delivery networks ("IDNs").
We believe that continued price transparency, cost and utilization pressure, and evolving healthcare payment models will drive
demand for our expertise. Our key professional laboratory services offerings are highlighted in Table 5 below. We have
announced seven new professional lab services relationships over the past 24 months, including most recently our relationship
with Barnabas Health, the largest health care system in New Jersey.
Table 5 - Key Professional Lab Services Offerings
Lab management outsourcing Data diagnostics, consolidation and insights
Joint venture Reference testing
Outreach acquisition Supply chain management
Test menu management Programs enabling effective patient care management
2. Drive operational excellence. We strive to enhance operational excellence and improve our quality and efficiency
across every portion of our value chain, from the time that we receive an order until the time we receive payment, including in
our supporting operations. Improving our operations will yield many benefits, including: enhancing customer satisfaction,
employee engagement and shareholder value; improving our quality and competitiveness; and strengthening our foundation for
growth.
We have made strong progress driving operational excellence, improving our quality and efficiency and improving our
overall customer experience. For example, in 2015 increased adoption of our customer self-service tools reduced demand for
QUEST DIAGNOSTICS 2015 ANNUAL REPORT ON FORM 10-K