hr900 presentation[1]

The Hill-Rom® 900 bed

1

HR 900 Bed LaunchAgenda

8.30 a.m. Welcome Marketing Background Information Strategic Objectives & Bed positioning Bed Highlights Bed Discovering – Demonstration

10.30 a.m. Coffee Break10.45 a.m. Hands-on

Care Monitor Presentation Product Configurations Communication & Training Materials

12.30 a.m. Lunch1.30 p.m. Linet Beds Overview – Hill-Rom Unique Selling Points

Workshops 3.00 p.m. End

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The Acute Care Market

Positioning Highlights

SituationVoice of CustomerStrategy

The Hill-Rom® 900 bed

Somebody said…

" Don’t make something unless it is both necessary and useful… "

Situation

Aggressive competition

High cost pressure on hospitals

Diverse bed requirements

Evolving regulation

Pan-European

Competitors

• HNE (U.K.)• Linet (Czech Rep.)• Wissner Bosserhof (Germany)• Völker (Germany)

Region or Country

Competitors

• Stiegelmeyer (Germany)

• Vauth Sagel (Germany)

• Sidhil (U.K.)

• Merivaara (Finland)

• Proton Care (Sweden)

• Invacare (U.S.)

• Vermeiren (Belgium)

• Haelvoet (Belgium, NL)

• Schell (NL)

• Corona (France)

• Matifas (France)

• Atelier du Haut Forez

(France)

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Bed Frames Competitors - Europe

• Medicatlantic (France)

• Edena (France)

• Pardo (Spain)

• Flex (Spain)

• Astaburuaga (Spain)

• Malvestio (Italy)

• Favero (Italy)

• Nuova Cla (Italy)

• Givas (Italy)

• Missaglia (Italy)

• Vernipol (Italy)

• Famed (Poland)

Sales Results – At end of August 2010

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Sales Results – At end of August 2010

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YTD International - Acute Care Frames - UNITS (%)

Europe; 9,123

MEA; 266

Latin America; 14 Australia; 3

Asia; 72

YTD International – AvantGuard® 800 Beds

Sales Results – At end of August 2010

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Voice Of Customer

assist the caregiver

be easy to manoeuver

be easy to clean

be easy to use

A bed should

Caregiver Expectations

A bed should

improve safety

provide high comfort

encourage autonomy

Voice Of Customer

Patient Expectations

Institution Expectations

A bed should

help speed up patient

recovery

be reliable

be durable

be easy to service

Voice Of Customer

Sales Strategic Selling

3 main streams

1 2 3 “Enablers” “Pull through” “Premium”

• HR 900• AVG1200• HR200• Architectural

• AC Furniture• Meltis Furniture• Dynamic surfaces• Static Surfaces

• AVG1600• TC family• Bariatric• Affinity• Strechers

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Necessary to control the market , occupy square meters in the Hospital and allow our continous presence in the account

Based on the presence in the account through the enablers, they can be sold more easiliy

Allow Hill-Rom to be perceived as high value brand

14

Pri

ce/C

lin

ical

Val

ue

General Wards Surgical Wards, High

Dependency Units, ICU

Global Market SegmentationAcute Electrical Beds

Value(Low cost, Low spec,

« first » electric bed)

Value Plus(Simplicity & Ease of use,

Medium spec)

Outcomes(High spec & Functionality,

Patient &

Caregiver outcomes)

Developing World Developed World &

Newly Rich Countries

Acuity Level

15

Pri

ce/C

lin

ical

Val

ue

General Wards Surgical Wards, High

Dependency Units, ICU

Global Market SegmentationAcute Electrical Beds

Value Plus(Simplicity & Ease of use,

Medium spec)

Acuity Level

A strong position in the Value Plus segment is critical• Volume business is necessary to keep competitors at bay

• Enables selling of pull-through products

• Reduces need to discount Premium products

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Pri

ce/C

lin

ical

Val

ue

General Wards Surgical Wards, High

Dependency Units, ICU

Global Market SegmentationAcute Electrical Beds

Value Plus(Simplicity & Ease of use,

Medium spec)

Acuity Level

HR900 will target this segment

AVG 800 will still be available 1 to 2 years• For customers wishing to complete their installation

• As a lower value product to protect HR900 pricing

Why the Hill-Rom® 900 bed?

Provide a cost effective offering to replace AVG800

Protect our high-end med-surg and ICU business

Develop a global platform

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Why the Hill-Rom® 900 bed?

AvantGuard® 800 bed is in need of replacement because…

Increased customers’ expectations

High Competitive pressure

New International Standard

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Why the Hill-Rom® 900 bed?

AvantGuard® 1200 bed cannot

be priced low enough to

compensate the shortcomings of

the AvantGuard® 800 bed.

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Acute Care Frame Portfolio

2020

AvantGuard® 1200

AvantGuard® 800

AvantGuard® 1600 Mobility

AvantGuard® 1600 Ability

Acuity Level

Cli

nic

al V

alu

e

General WardsSurgical Wards and High Dependency

Units

CareAssist® ES

Hill-Rom® 1000

Hill-Rom® 900

Hill-Rom® 305/405

Most important product launch since AvantGuard® 1200 bed

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AvantGuard® 1200 bed served as a platform for

global bed development.

Hill-Rom® 900 bed will be the same.

AVG 12002002

CareAssist2006

AVG 16002008

Hill-Rom® 900 bed

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New features to come:

- Brake-off alarm

- 5th steering wheel

- High-low foot pedal

- Split rails

Other enhancements are being evaluated.

Hill-Rom® 900 bed Highlights

Do advanced features need to be complicated?

We don’t think so.

Easy to care

Easy to mobilise

Easy to transport

Easy to create a safe environment

Easy to rely on

Hill-Rom® 900 bed

Intuitive

Hill-Rom® 900 bed

User-friendly features allow to

spend less time operating the bed

and more time looking after patients

Ergonomic

Hill-Rom® 900 bed

Point-of-Care™ controls right by the patient

Siderail release at the caregiver’s working height

Efficient

Hill-Rom® 900 bed

Essential yet repetitive

procedures designed to

be achieved in one step

The Hill-Rom® 900 bed

The Hill-Rom 900 Care Monitor

Helps optimises

the use of the bed

Easy to mobilise

Hill-Rom® 900 bed

One touch EasyChairTM

Line of SiteTM angle indicator

Intelligent Autocontour

Hill-Rom® 900 bed

Allows to easily

control the angle

between the backrest

and the thigh support

for maximum comfort

When raising/lowering the backrest, the knee

section rises/lowers after a 5-second delay.

Hill-Rom® 900 bed

Facilitates pivoting to a side-sitting position.

The bed remains at caregiver’s working height for ergonomic caregiver’s posture.

One touch Egress Position

Integrated & Retractable Egress Handles

Hill-Rom® 900 bed

can be raised in one movement and secured

Easy to transport

Hill-Rom® 900 bed

Comfortable handgrips

Hill-Rom® 900 bed

Siderail protectors

Stationary head

Endboard locks

Easy-to-access brake

Easy to create a safe environment

Hill-Rom® 900 bed

Intelligent night light

Adjustable mattress retainers

Double lock-out siderail release

3-position mattress retainers

Hill-Rom® 900 bed

adapt to the width of the mattress to reduce the risk of patient entrapment between mattress and siderail

allows the bed to accommodate a wide variety of surfaces

3 positions corresponding to 90cm, 85cm and <85 cm width

Simply reliable

Hill-Rom® 900 bed

New variable height system

for optimal lateral stability

Bed fully safe after application

of a test load of 880 kg

Hill-Rom quality

Hill-Rom® 900 bed

Reinforced structure

1

23

4

1. Stationary head

2. Cross bars

3. Intermediate frame

4. Lift arms

The steel used in these parts is 50% stronger than standard steel but with the same weight.

Tested to Hill-Rom Standards

Hill-Rom® 900 bed

Reflect what we believe is the true use of a hospital bed

Ensure that the bed will perform throughout its useful life, even in the later years of its life

Hill-Rom® 900 bed

well beyond the normative requirements

In total, a cumulative load of over 14M kg* was applied to the bed - more than 6 times that required by the 2-52 standard.*Cumulative load is the kg load multiplied by the number of cycles defined in each test protocol.

Designed for efficient service

Hill-Rom® 900 bed

Safe and easy access to the main components

Care Monitor alerts users to the need for a routine maintenance check

Our patented system allows castors to be removed and replaced horizontally from the side of the bed

Unique Selling Points

vs Huntleigh vs Linet

Low position

Intelligent night light

Secure egress bar

Lateral stability

Flat position

Low height indicator

Ergonomic siderail latch

1-motion bed extender

Adjustable mattress retainers

Care Monitor

Egress position

Hill-Rom® 900 bed

Somebody said…" Don’t make something unless it is both

necessary and useful……but if it is both necessary and useful

don’t hesitate to make it simple and nice "

The Hill-Rom® 900 bed

The Hill-Rom® 900 bed

Simply Efficient

The Hill-Rom® 900 bed

Product Discovery