Heathcare Beds Training – New EasyCare W ebinar Training 1 of 3

1. January 10, 2014 Heathcare Beds Training – New EasyCare Webinar Training 1 of 3

2. Agenda • Market Segment: SNF/IRF • Persona: Charlie • Challenges:Reimbursement Changes, Reducing Operation Cost, Regulatory Compliance • Buying Process Map: Understand Situation • Product: New EasyCare Healthcare Bed • Marketing Tools and Resources: EasyCare two-page sales introductory

3. Market Segment – IRF and/or SNF Specialty LTC Acute Footer Info Here

4. Which Persona(s) are You Targeting? CEO “Charlie” COO “Oliver” VP of Purchasing “Percy” VP of Clinical “Candi” Footer Info Here

5. What are “Charlie’s” Challenges? New Technologies Reducing Operation Cost Reimbursement Changes Quality of Patient Care Regulatory Compliance • Patient and Staff Injuries • Fear of Litigation • HBSW entrapment compliance • F-tag management • Pay-for-performance • Accountability for outcomes • Care coordination • Fluctuations in census • Quality of care standards • Value-based service delivery • Patient-centered outcomes • Individualized protocols • Staff turnover and training • Workers compensation • Facility standardization • Inefficiencies related to care • Data analytics – improved pop. health mgt. • Predictive care • Cost of ownership (service and training) Where is “Charlie” on the Buyer Process Map? Donna McCurley

6. Where is CEO “Charlie” on the BPM? • Hot Buttons • Staying focused on the end game • Census • Reimbursement changes • Payer mix • Costs associated with employee turnover • Profit and loss • Ownership in the company • Acquisition opportunities Charlie is actively engaged in understanding more about how products can benefit his facility network and deliver value related to his specific challenges and hot buttons. Footer Info Here

7. How can the EasyCare Healthcare Bed address Charlie’s Challenges?

8. Product: New EasyCareHealthcare Bed • EasyCare is now a fully configurable bed frame platform. • Similar to the UltraCare XT, it will offer a number of customizable options for the customer, including: • Mobility (roll-in-low or roll-at-any-height) • Casters • Width expansion • Functionality/user controls

9. Product: New EasyCare Healthcare Bed

10. Product: New EasyCare Healthcare Bed Enhanced Features & New Options: • CareLock™ – an intuitive two-pedal locking system centrally located at the foot end of the bed. (available as a std. feature on all RAH frames). • Integrated width extension provides a sleep surface that expands and retracts from 35” to 39” and 42” (option available only at time of order).

11. Product: New EasyCare Healthcare Bed Enhanced Features & New Options: • Restructured, more robust sleep surface and panel mounting mechanism (standard feature on all frames). • Corner mattress stops provide greater security of the mattress surface (standard feature on all frames). • AdvanceCare positioning now available as an option on any EasyCare frame.

12. How Does EasyCare Meet Charlie’s Challenges • Reimbursement Changes • Now a fully configurable frame, EasyCare adds value as a delivery system to drive higher facility census. • Wide range of configurations addresses the care needs of a number of patient types (bariatric) and care protocols (rehabilitation) – higher reimbursement and private pay. • Reducing Operating Costs • EasyCare supports an effective injury prevention program by reducing fall risk and fall injury severity along with decreasing staff injury - in turn reducing overall facility costs. • Configurable bed platform supports facility standardization on one product at a variety of price points and functionality sets.

13. How Does EasyCare Meet Charlie’s Challenges • Regulatory Compliance • EasyCare is 100% compliant to HBSW entrapment guidelines (all seven zones), even when configured with the integrated width option. • Free from FDA or other regulatory citations; only major bed competitor that can make this claim; quality control due to ISO-certified bed manufacturer. • Reduction in patient falls and severity of injury due to width extension and low height will lead to a decrease in subsequent f-tags. • Quality of Patient Care • Configurable platform allows for individualized and specific patient care plans that lead to patient-centered outcomes. • Standardization also cuts down on staff training – familiarity with the product represents efficiency gains, which in turn leads to more time with patients.

14. Marketing Tools & Resources • EasyCare two-page sales introductory (released and distributed) • Clinical Biomechanics whitepapers (available in SFDC) • Trade price list • EasyCare eight-page product brochure (individual stand-alone pieces) • Facility challenges (and how the bed meets each challenge) • Benefits/features • Configurator tool (and how legacy models stack transition) • Spec sheet • Communications plan • Introductory promo forthcoming • Advertisements • Press release

15. Appendix

16. What is the new EasyCare?

17. EasyCare Pricing • New Configuration Base Costs: • ROL Std. Positioning = $1,199 (flat to 2013 ECS 5; up $70 from ECS 3*) • ROL Adv. Positioning = $1,284 ($26 decrease from ECS 9 ROL) • RAH Std. Positioning = $1,329 ($25 decrease from ECS 7) • RAH Adv. Positioning = $1,414 ($26 decrease from ECS 9 RAH)

18. How to Order & Configure?

19. Existing EasyCare Customers If an existing customer requests a comparable configuration to an ECS model, what selections do I choose?

20. Existing EasyCare Customers

21. Existing EasyCare Customers In 2013, ECS 9 could be ordered in either ROL or RAH mobility and with Adv. positioning. Need to know details of previous model before configuring new EasyCare frame.