Age Agent Updat Update & Tr Training
Agenda • OR Update • Commercial Activity • Pricing Update • Marketing Support • New Product Launch • Indigo-Clean Downlight • Indigo-Clean MEIC Series • Questions Kenall Confidential 2
OR Update • Newly Completed Clinical Partners • Holy Family Memorial (Manitowoc, WI) 82% Reduction 59% Reduction Kenall Confidential 3
Updated Pricing • Based on manufacturing experience and supply chain success we’ve been able to lower the price • M4SEDIC24 • $1,800 at 10% level • $2,250 Specification Budget (with ED and EC markup @ 1.25) • M4SEDIC22 or M4SEDIC14 • $1,200 at 10% level • $1,500 Specification Budget (with ED and EC markup @ 1.25) • Reduction of 40%!!! Kenall Confidential 4
Marketing Support • Case Studies • ID Week 2016 Posters • Maury Regional • Henderson Hospital • Spring Valley Hospital • ASC Spartanburg • Sell Sheets • Brochure • Video • Industry Articles • Look at the Indigo-Clean website • www.indigo-clean.com Kenall Confidential 5
New Applications ED Trauma/ Triage Patient SPD or Bathroom Pharmacy OR Waiting Procedure/ Areas Exam Kenall Confidential 6
Why These Areas? Kenall Confidential
Patient Bathroom • The problem: • C.diff (Clostridium difficile) is a major concern for hospitals • Endospore is difficult to kill with existing methods • Can survive in the environment for 1+ year • C.diff is gastrointestinal and typically found in the bathroom Kenall Confidential 8
Patient Bathroom • The solution: • Indigo-Clean 6” Downlight • Dual mode • White Mode provides 2000 lm of white illumination • Indigo-Only mode provides dosing • Switchable based on occupancy • Provides sufficient dose to kill up to 70% of C.diff after 24 hours • Assumes room is in use for only ~1 hr. per day Kenall Confidential 9
Patient Bathroom • The details... • Not for general illumination in large areas • Stay focused on small rooms which are generally unoccupied • Bathrooms • “Hopper” (medical waste) areas • ... • Typically need 1 MDLIC6 for a ~ 6’x6’ bathroom (consult factory for larger rooms) • Installs like any other downlight • Requires occupancy sensor provided by Kenall Kenall Confidential 10
Patient Bathroom • Pricing • $495 at 10% level • $620 Specification Budget (with ED and EC markup @ 1.25) • Be brave, you have something people want! • UV Robots cost $100K each • Can cover multiple rooms • Can eliminate C.diff in 20-30 min. • Shuts down the room • Requires people to operate • Requires replacement bulbs • Requires maintenance contracts Kenall Confidential 11
Patient Bathroom • Seed the market... • Samples are available! • Identify 2-3 accounts in your region • Work with your RSM to get samples ordered! Kenall Confidential 12
Emergency Department • The problem: • ED’s represent 90% of the hospital’s admissions • Incoming patients can bring with them a range of bacteria • This bacteria can be transmitted to the rest of the facility • ED’s are in constant use Kenall Confidential 13
Emergency Department • The solution: • Indigo-Clean MEIC • Dual mode • White Disinfection mode provides up to 8,122 lm of white illumination • Indigo Disinfection mode provides dosing • Switchable • Kills up to 70% of bacteria after 24 hours of use Kenall Confidential 14
Emergency Department • The details... • Need room size and ceiling height for dosing just like OR • Ask how long the rooms are actually in use over a day (e.g. are they typically unused during the PM?) • Room dosing is performed as in the OR • Installs like any other troffer • Recommended: Occupancy Sensor or IC100 Room Control System Kenall Confidential 15
Example: ED Room Design Replace both existing 1’x4’ fixtures with Indigo- Clean MEIC24 (2’x4’) Ceiling tile replacement may be necessary to accommodate wider fixture Kenall Confidential 16
Example: Power Layout Each fixture has 3 pair of leads: 1) Line Power 2) 0-10 V Dimmer 3) Mode Control (White or Blue) Indigo-Clean Fixtures (MEIC) Refer to wiring diagram for details Line power connected to room wall switch 0-10 V dimmer leads connected to wall dimmer (if available) or Line Power terminated Wall Switch and/or 0-10 V Dimmer Dimmer Door Kenall Confidential 17
Example: Control Layout IC100 Control Box (can be placed anywhere in room or ceiling) Ultrasonic sensor Fixtures are controlled by 1 ultrasonic sensor and 1 passive infrared sensor Place ultrasonic sensor near the center of the room based on Indigo-Clean available ceiling space (does not Fixtures (MEIC) need to be exact) Passive Infrared Sensor Place passive infrared sensor near the entrance to the room based on available ceiling space (does not need to be exact) Door Kenall Confidential 18
Example: Control Wiring Diagrams IC100 Control Box (can be placed anywhere in room or ceiling) Control leads Fixture control leads are connected to input on IC100 Control Box (refer to spec sheet) Ultrasonic sensor Sensor control leads are connected to appropriate Indigo-Clean input on IC100 Control Box Fixtures (MEIC) (refer to spec sheet) Passive Infrared Sensor Door Kenall Confidential 19
Emergency Department • Pricing • MEIC24 • $1,200 at 10% level • $1,500 Specification Budget (with ED and EC markup @ 1.25) • MEIC22 • $800 at 10% level • $1,000 Specification Budget (with ED and EC markup @ 1.25) • Be brave, you have something people want! • UV Robots cost $100K each • Can cover multiple rooms • Can eliminate C.diff is 20-30 min. • Shuts down the room – not possible in the ED • Requires people to operate • Requires replacement bulbs • Requires maintenance contracts Kenall Confidential 20
Emergency Department • Seed the market... • Samples are available! • Identify 2-3 accounts in your region • Work with your RSM to get samples ordered! Kenall Confidential 21
Selling Resources (MDLIC6 & MEIC) • Spec Sheet • Sell Sheet • Brochure • Lab Data Report • Samples upon request • ... Kenall Confidential 22
Summary • Adoption of Indigo-Clean is growing • Pricing has been substantially reduced (~40%) • Revisit previous discussions with customers • New products with lower price points have been added • Bathroom • ED • Selling resources are available at www.indigo- clean.com • Spec Incentive applies to all IC products! (refer to July 18 e-mail for details) • Overage is allowed at 90/10 per standard policy Kenall Confidential 23
Qu Ques estion ons!!! • For more information, visit www.indigo-clean.com or www.kenall.com 24
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