How Is New Technology Viewed? Gee Whiz has become So What?
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The OLD Sales Model & Conversation Patien t Physician
Gatekeeper The Story: Technology Features, Benefits, Advantages
Hospital Sales Rep
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A New Sales Model & Conversation Gatekeepers GP O IDN GOVT
Hospital Outpatient Facility Long Term Care Facility The Story:
Cost-benefit, Economic Feasibility, Risk Sharing, Added Value
Patien t Physician Sales Rep Corp Accts
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Elemental Silver Imbedded in the dressing are wireless
microcell batteries Elemental Zinc In the presence of a conductive
fluid (i.e. saline, hydrogel, wound exudate) batteries are
activated and generate microcurrents at the dressing surface
Procellera Technology is the first of its kind microcurrent
generating antimicrobial wound dressing
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Todays Environment More capital investment required More time
less room for errors More evidence required More decision makers
Less investment capital available calls for a different
approach
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What Builds Value For Stakeholders? Potential market size
Clinical value Patents Margins Share of market AND economic
viability of technology
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Funding Infrastructure Technology Evidence Strategic Plans
Tactical Execution Strategic Plans Tactical Execution Top / Bottom
Line Growth Key hires and abilities needed at this stage Todays
Strategic Outlook Studies must aim at demonstrating BOTH clinical
and economic value Partnerships may be KEY to future
technologies
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10 Scientific & Clinical Evidence Inspired by the body.
Powered by electricity. Energized by results.
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Research Collaborators 11
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Broad Scientific and Clinical Interest GROWING BODY OF EVIDENCE
7 Publications & 49 Peer Reviewed Abstracts
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NOTE: Multicenter retrospective study; N=38 (SOC n=20,
Procellera n=18) Acute & chronic, partial & full- thickness
wounds Whitcomb E, Monroe N, Hope-Higman J, Campbell P.
Demonstration of a Microcurrent-Generating Wound Care Device for
Wound Healing within a Rehabilitation Center Patient Population.
Journal of the American College of Clinical Wound Specialists 2013;
4(2):32-39. Day 0 Week 3 13 Reduced Healing Time RETROSPECTIVE
CLINICAL STUDY
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St. Lukes Medical Center Total Knee Arthroplasty,
Retrospective; N=100 Findings: Reduced LOS, readmission and
infection rates vs. published literature Clinical & Cost
Efficacy Studies with Procellera Reduced LOS 3.5 Days 2.4 Days
Reduced Infection & Readmission Rates Tribal Healthcare
Facility Acute /chronic wounds, retrospective; N=18 Findings:
Reduced cost/cm2 to heal vs. skin substitutes, NPWT; 47% reduced
time to heal Chow et al, Orthopedics 2014. Manuscript in
submission.Yamada et al, SAWC 2014
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Clinical & Cost Efficacy of Procellera + NPWT Acute
surgical wounds, prospective, N=30 Interim Findings: 22% cost
savings in NPWT costs and 33% cost savings in narcotic analgesic
costs, vs. NPWT alone Reduced healing times and reduced dressing
changes Reduced CostImproved Closure Rates vs. NPWT alone Barki,
Das, Schlanger et al. Bioelectric Dressing Reduces Cost of Care for
Ipatients with Acute Surgical Wounds Treated with NPWT. In: 7 th
Annual Translational to Clinical Regenerative Medicine Wound Care
Conference, Columbus, OH. March 2014. # of Participants
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August 1, 2014 GPO Contract Status
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New Model For Winning Teams Diverse strengths and backgrounds
no duplicity Wide use of consultants best in class Engaged
employees that connect to the mission Flexibility and speed to
market
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New Model for Device Companies Companies must operate leaner
Substance over fluff Studies must be well designed and strategy
carefully thought out Clear line of sight to core competencies
Rethink traditional sales models Service (value-add) takes on new
importance Partnership considerations