healthcare update vartech 2011. 2 agenda industry trends healthcare strategy –his certifications...
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Healthcare UpdateVartech 2011
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Agenda
• Industry Trends• Healthcare Strategy
– HIS Certifications– Target Markets
• Channel Message– Business Model
• Current Sales Tools
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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
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30%
33%
34%
28%
29%
30%
31%
32%
33%
34%
% P
atie
nt
Inci
den
ts
2009 2010 2011
Year
Trends in Patient Incidents Involving Compounding Errors
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
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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
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Strategy: HIS Product Certifications
Current HIS/ISV CertificationsTier One HIS:• McKesson• Sunquest• Cerner Etreby• MediTechTier Two ISV:
– Baxa– Merge– Trimor– NEPS– RxScan
MEDITECH
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Strategy cont. Target Market Color
• Hospital Inpatient Pharmacy– Includes OR/Anesthesia
• Pharmacy Central-Fill– Mail Order
– Distribution Refill
• Independent Compounding Pharmacies
Hospital
Warehouse
Pharmacy Dist. Refill
Independent Compounders
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Strategy cont. Target Market P60
• Leverage HIS certifications:– Sunquest
– Meditech
• Hospital Departments:– ER
– Patient Care
– Laboratory
– Others…
• Penetrate bedside specimen collection labeling through certifications
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Channel Opportunity with Color
• Benefits of Color on Demand
• Competitive Cost per label
• Business Model for Partners
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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
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Auxiliary Labels
Manual Process
Automated Process• Reduces errors
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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
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Business Model for Channel
• Hardware
• Service Contracts– 70% attach rate
• Software (Middleware)
• Professional Services– Label design
• Consumables– Ink
– Media
• Support and Integration
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Professional Services
Ink yield and label design consulting• Improve yields with color design
Fig. 2, Design Modification 1Percent of ink usage when compared to original label(fig. 1):Print Mode 1 yields 43.79% less ink usedPrint Mode 2 yields 42.34% less ink used
Fig. 3, Design Modification 2Percent of ink usage when compared to original label(fig. 1):Print Mode 1 yields 64.41% less ink usedPrint Mode 2 yields 61.83% less ink used
Fig 2
Fig 3
Fig1
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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
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Sampling of Customers
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Conclusion
• Leverage HIS/ISV Certifications
• Increasing brand awareness
• Recruiting channel with opportunity message
• Support the channel with tools