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Despite this obvious competitive advantage, Life Line Screening does not see itself as being in competition with traditional health care providers, for whom screening is not a business in itself, but a process within a broader portfolio of health services. “Typically, they are not interested in doing a $35 carotid artery screening,” says Campbell. “Over 350 hospitals around the country partner with us today, because they realize that we are helping them to uncover previously undiscovered disease in their service area. When we find an abnormal condition we give the patient their results so that they can share it with their personal physician. Some of them are going to need surgery. Some of them are going to need medical management. Some of them will need help with lifestyle changes. The hospital and its physician network benefits from the follow up care. In the end, the hospital doesn’t want to do a $35 test, they want to provide the follow on testing and treatment which can cost thousands of dollars.” Yet another beauty of the business is the accuracy of the tests, in sensitivity and specificity. “If we say you don’t have disease, we’re right 100 percent of the time,” says Greenberg. “If you do have significant disease, we’re right 95 percent of the time, and the other five percent is because we define significant disease as greater than 60 percent blockage, and someone else might define it as a slightly higher or lower percentage. It doesn’t mean you don’t have disease, it’s to do with the technical definition of what we call significant. To give you something to compare to,” he continues, “vascular screenings are significantly more accurate than mammograms. There’s a Businessexcellence May 07 22 “Cardiovascular disease kills 20 times more people than breast cancer”

rolling that out across the United States,” he says, “and we’ll complete that implementation later this year; there are other tests on the horizon that we continue to research and to pilot to gauge the public’s interest.” But new tests have to be carefully thought out and planned, to ensure they are medically necessary, suitable for a mass market and can be carried out to the high standards required. There also has to be a treatment option for the consumer. “You don’t want to tell somebody they are at risk for a life threatening disease if there’s nothing you can do about it,” says Campbell. “We’re not going to go out and screen for terminal cancer.” much higher rate of false positives with mammograms.” It’s a good thing that Life Line Screening is affordable, because these screenings are typically not yet covered by insurance. Greenberg points out that the incidence of positive findings in mammograms is about one percent, some of which will be false positives, but of the five million people so far tested by Life Line Screening, people with no symptoms, about eight percent have been found to have significant vascular disease. “And yet mammograms are routinely covered by insurance companies and by Medicare, and vascular screenings are not. And cardiovascular disease kills 20 times more people than breast cancer. People don’t get it yet.” Life Line Screening has grown phenomenally since its inception in 1993, and intends to continue doing so, with a multi-faceted growth strategy. “We are making plans to take the business overseas,” says Campbell. “We hope to be in another country this year with plans to go into other markets in ensuing years. Vascular disease is not a condition unique to Americans in the United States.” New tests are another opportunity. Life Line Screening introduced finger stick blood tests last spring, for glucose, lipids and C-reactive protein, a marker for heart disease. “We’re Customer focus May 07 Businessexcellence 23 We are serious about your success. Servicing the Database Management Industry for Nearly 15 Years • Full-Service Database Management • Merge/Purge Processing • 24-Hour Thanks You Receipting • NCOA & Deceased File Processing • Customized Reporting • Comprehensive File Audits • Web-Based Online Access “Where information and integrity merge.” Call Dave Laughlin for more information 800.248.9834