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Healthcare Update. Vartech 2011. Agenda. Industry Trends Healthcare Strategy HIS Certifications Target Markets Channel Message Business Model Current Sales Tools. Using Color to Prevent Patient Errors.
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Healthcare Update Vartech 2011
Agenda Industry Trends Healthcare Strategy HIS Certifications Target Markets Channel Message Business Model Current Sales Tools
Using Color to Prevent Patient Errors Pharmacy Departments constantly looking for tools and processes to increase patient safety Approximately 1.5 million preventable Adverse Drug Events (ADE) per year in US-(Aspden,Wolcot, Bootman, Cronenwett 2007) Average cost of ADE is $5,857+ per event(JAMA Bates Study 1997) Color, symbols, and fonts can be tools to increase patient safety
Industry Trends Growing incidence of patient incidents over past 5 years involving compounding errors * Pharmacies always seeking ways to reduce errors *Pharmacy Purchasing Products April 2011
FY12 Healthcare Strategy • Leverage HIS Certifications: • McKesson • Cerner • MediTech • Sunquest • Expand color inkjet in Pharmacy and Patient Care • Build an Epson label channel: • Enlist more ISVs to penetrate label market • P60 • C3400 • Recruit Scanner ISV Channel
Strategy: HIS Product Certifications Current HIS/ISV Certifications Tier One HIS: McKesson Sunquest Cerner Etreby MediTech Tier Two ISV: Baxa Merge Trimor NEPS RxScan MEDITECH
Strategy cont. Target Market Color Hospital Inpatient Pharmacy Includes OR/Anesthesia Pharmacy Central-Fill Mail Order Distribution Refill Independent Compounding Pharmacies Pharmacy Dist. Refill Independent Compounders
Strategy cont. Target Market P60 Leverage HIS certifications: Sunquest Meditech Hospital Departments: ER Patient Care Laboratory Others… Penetrate bedside specimen collection labeling through certifications
Channel Opportunity with Color Benefits of Color on Demand Competitive Cost per label Business Model for Partners
Benefits of Color on Demand Prints both primary and secondary labels on one label—reducing errors & saving time Provides users ability to print more information—increasing patient safety Durabrite ink chemical resistance is best in industry Old thermal label New color on demand label
Auxiliary Labels Manual Process Automated Process • Reduces errors
Competitive Cost per Label Cost of preprinted thermal label & ink .5¢ Cost of Color on Demand label and ink: Paper label .5¢ Polypropylene 1.0 ¢ Note: Applies to volumes of approximately 60 up to 2,000 labels per day
Business Model for Channel Hardware Service Contracts 70% attach rate Software (Middleware) Professional Services Label design Consumables Ink Media Support and Integration
Professional Services Ink yield and label design consulting Improve yields with color design Fig1 Fig. 2, Design Modification 1 Percent of ink usage when compared to original label (fig. 1): Print Mode 1 yields 43.79% less ink used Print Mode 2 yields 42.34% less ink used Fig 2 Fig. 3, Design Modification 2 Percent of ink usage when compared to original label (fig. 1): Print Mode 1 yields 64.41% less ink used Print Mode 2 yields 61.83% less ink used Fig 3
Sales Tools 50 Marketing and Support Assets… Product Training & Support videos Customer testimonial & application videos Training slides Datasheets Media Sample Guide with ink yields White Papers: 3 ea
Conclusion Leverage HIS/ISV Certifications Increasing brand awareness Recruiting channel with opportunity message Support the channel with tools
