Home Tonometer

The University of Arizona

Eniko Enikov - PIVasco Polyzoev – ELEmre Toker - Mentor

What We Did• 1. How many glaucoma patients does your office treat per year? (718)• How many serial tonometries were performed in your office last year? (1666)• What was the average reimbursement your office received for serial tonometry?

($31.67)• If there were an FDA-approved device for home-use tonometry and if your

interpretation of the user-acquired data was reimbursable at $90, how many of your patients (what % or total number) would you recommend home-based serial tonometry to? (78%)

• What would be the average number of serial tonometry procedures per year you would prescribe to patients indicated in question 4 above? (12 – one per month)

• What would be the minimum acceptable performance of the device in terms of accuracy? (2 mmHg)

• What would be the maximum price you/your patients would be willing to pay for such a device? ($ 316)

Is the Data Correct?

• DHHS reported 32,200 optometrists and 18,126 opthalmologists• Number of glaucoma prescriptions filled per year

4.3M• Our data: 718 visits x18,126 doctors = 13M

visits/yr(hypothesis – patients visit 2X/ year)

1 Doctor’s Revenue• 718 visits*12 serial tonometries x$90 =

$775K/yr• Doctors report $31/tonometry = $267K/year • Accounting for 78% only needing serial

tonometry ($208K-$604K)• COSTS: $316*718*0.78=$177K• DOCTORS’s PROFIT: $604-$177=$427K

Annual Revenue to US

• Out of 4.6M patients, 0.9M are new patients each year (NERAC data)

• If only new patients buy it, 900,000 patients*$316=$284.4M/year in sales.

How to Price• Competition

Tonometer for Sale $2495 | TonometerDiaton.com

I-CARE $3,990.00 E-Bay

Tonopen ($999-$1,800 E-Bay)

Pro-View $79.99Amazon

Current Low-Volume Cost

• $650-750/ea using manually machined parts

• In large volumes and MEMS technology, production cost might be

$80-$150/ea

At $200-$300/ea the only competition is Pro-View ($79)

J Glaucoma. 2005 Apr;14(2):120-3. Level of disagreement between Proview phosphene tonometer and Goldmann applanation tonometer intraocular pressure readings.

RESULTS: The intraocular pressure (IOP) mean with Proview is 5 mm Hg higher than the GT (p 0.05). CONCLUSIONS: The Proview(R) tonometer showed low accuracy and reproducibility in comparison with the GT. This tonometer requires a long learning process before phosphene visualization. The results demonstrated that this tonometer is not clinically useful, except in patients with serious corneal diseases which make measurement with GT very difficult.

Revenue Streams

• How many will we sell? 900,000 /year

• Where/Who is the money coming from? Patients $316/ea. • How do we price the product?

Competitively at $316/ea with 60-70% profit margin.• Does this add up to a business that’s worth doing?

$220M/year in sales, $100M/year net profit

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