hr900 presentation[1]
TRANSCRIPT
The Hill-Rom® 900 bed
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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
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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(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
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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
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
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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