Upload
ilene-white
View
272
Download
1
Tags:
Embed Size (px)
Citation preview
Digital for everyone!Digital for everyone!Essenta DR CompactEssenta DR CompactInternal Sales training presentation Internal Sales training presentation
DDXR BT Eco marketing Suitable for internal training material for modality specialist, X-ray specialist, and account manager
Confidential
3 Main customer Benefits
1. Digital Radiography system with low cost ownership
2. Compact and easy to operate, fits into small radiography room (minimum height: 2.5 m)
3. Robust and reliable performance with true Philips components(detector, Eleva workspot and UNIQUE image processing)
Confidential
3 Main general Messages
- Digital for Everyone- Digital for Everyone - -
High efficiency, low investment• Improved department efficiency through digital• Very compact to fit into small radiography rooms• Philips quality inside• All for an affordable price with low cost of ownership
Fast and simple• Intuitive Eleva user interface• Easy and fast manual system operation• Seamless integration into your hospital network
One system for all general radiography applications• Cost-effective solution for your digital chest room
enabling full application flexibility
Confidential
Decision maker specific sales messages(distinguished between developed market and emerging market)
Developed Market Emerging Market
High efficiency, improved ROI, strong serviceability •Higher business efficiency via full digitalization - workflow improvement results in higher patient throughput, and ultimately help hospital achieve higher income and patient satisfaction.•Higher ROI – With Essenta DR Compact, the total cost of ownership for radiology x-ray life cycle will become lower because no need to invest in cassette, reader, chemical, dark room…etc. •Reliable global partner - 24x7 global customer service, global spare parts availability.•Green hospital by adopting DR – less papers and chemicals
High efficiency, improved ROI, excellent system uptime•Higher business efficiency via full digitalization - workflow improvement results in higher patient throughput, and ultimately help hospital achieve higher income and patient satisfaction.•Higher ROI – Firstly, Essenta DR Compact is a low cost DR within Philips DR family. Secondly, the total cost of ownership for radiology x-ray life cycle will become lower because no need to invest in cassette, reader, chemical, dark room…etc. •High system reliability – minimize risks of system shut down and stabilize daily patient throughput. •Superior after sale service - 24x7 global customer service, global spare parts availability.
• For Hospital CEO and radiological department director
Confidential
Decision maker specific sales messages(distinguished between developed market and emerging market)
Developed Market Emerging Market
Improved diagnostic efficiency •Easy connectivity and accessibility of clinical images crossover PACS/HIS/RIS. •Improved image quality thanks to Philips UNIQUE imaging processing software •Improved workflow thanks to Philips Eleva Workspot
Improved diagnostic efficiency •Improved image quality thanks to Philips UNIQUE imaging processing software.•Improved workflow thanks to Eleva Workspot – faster reporting speed reduces waiting time of radiologist and patient
• For radiologist
Confidential
Decision maker specific sales messages(distinguished between developed market and emerging market)
Developed Market Emerging Market
Easy-to-use system • U-arm & manual movement enable full examination
capability and faster examinations. • No cassette, reader, or chemicals is required. The
technician does not need to maintain cassette and reader conditions or chemicals but only concentrates on examination and patient
• Philips intuitive user interface Eleva workspot is easy to use and learn.
• Thanks to improved workflow, be able to spend more time with patient which increases patient satisfaction
High Workflow Efficiency, Easy-to-use/learn system • U-arm & manual movement is easy to operate, and
enable full examination capability and faster examinations.
• No cassette, reader, or chemicals is required. The technician does not need to maintain cassette and reader conditions or chemicals but only concentrates on examination and patient
• Philips intuitive user interface Eleva workspot is easy
to use and learn.
• For radiographer (technologist, technician)
Confidential
UNIQUE image processing - Enhances image quality
Eleva workspot workstation-Extremely easy customer workflow-19“ TFT display or LCD Touch screen
Selectable trolley- Extended customer requirements
High performance generator -Enable customer specific solutions-50, 65 or 80 kW
Stability Philips Detector -Reduce service and costs-QuantMaster 3543RG
Philips unique Variofocus tube-Always bring optimum focus for IQ-RO 1750, SRO 33100, SRO 2550
Product Components Overview
Confidential
Where is the target segment?
High-end
Low-end (analog)
Mid-end DR (CR, high-end analog, local DR)
Essenta DR- Complementary Product for High End DR- Own Segment and own Competition
Essenta DR Compact- Own Segment- Attacking Bucky+CR solutions- Attacking smaller local DR competitors
750M Euro750M Euro
Confidential
DR Competition Portfolio - 2010DR Competition Portfolio - 2010
System Performance
U-arm systemCCD detector
U-arm systemFlat Panel detector
Bucky + Wallstand(Floor Mounted)
Ceiling suspension + Wallstand(FD or CCD)
Customer Price (KEuro)
Low-end
150
50
100
200
Linglong DR-F or Tejas
Essenta DR
Essenta DR Compact
DiDi family
Canon FD
Trixell 4600
CCD detector
Multix Focus DR
Varian FD
35
Trixell 4600
DigiEye 560
DigiEye 760
Rad Speed M
VX+
DR 7500
Definium 6000/8000
Multix MRadnext50
P.S.Local players are display FD u-arm at CMEF. SFDA Pending
VMI DR-2D
Qualify your customer
Confidential
GE‘s Definium 5000 vs. Philips’ Essenta DR Compact
• GE claims
– “state-of-the-art” image quality/processing: Automatic acquisition, Anatomical view-based and Customizable digital image processing .
– Ease of use user interface.
• We counter
– Fit to a lower ceiling height room around 2.5m.
– Easy to use thanks to manual movement - Faster accessibility of necessary positioning.
– Eleva interface – standardized in DXR DR, standardized, intuitive and easy to use.
• Other strengths
– Philips QuantMaster detector – no extra cupboard cooling required.
Confidential
Toshiba‘s T.Rad plus digital vs. Philips’ Essenta DR Compact
• Toshiba claims
– Stitching software available (optional).
– Removal Detector (Canon CXDI-50).
– C-Arm design: flexible exams and productivity improvement.
• We counter
– Stitching on CR cassette possible. Just one shot. No retake necessary due to moving patients.
– Eleva interface – standardized in DXR DR, intuitive and easy to use.
– Easy to use thanks to manual movement - Faster accessibility of necessary positioning.
• Other strengths
– Philips QuantMaster detector – not a 3rd party detector like Canon
– Fit to a lower ceiling height room around 2.5m
Confidential
Kodak/Carestream‘s DirectView DR 3500 vs. Philips’ Essenta DR Compact
• Carestream claims
– Auto-positioning (optional), tiltable table, Patient Safety (pressure sensors and infrared sensors)
– One console controls all imaging functions (with touchscreen) increases productivity and workflow
– Optional softwares (i.a. Capture Link System for fully integrated CR, EVP Software extends image latitude without loss of detail contrast
• We counter
– Easy to use thanks to manual movement - Auto Positioning takes to time for positioning. Essenta DR compact is faster accessibility of necessary positioning
– Touch screen is available with Eleva UI – standardized in DXR DR, intuitive and easy to use
– PCR is available (not integrated), easy to use because of the same Eleva UI
• Other strengths
– Philips QuantMaster detector – not a 3rd party detector like Canon
– Fit to a lower ceiling height room around 2.5m
Confidential
IDC‘s Xplorer 1600vs. Philips’ Essenta DR Compact
• Carestream claims
– „highest image quality all at a very affordable price“
– “Proven CCD technology”
– Xplorer 1600 Plus has some additional features (LCD screen, arm-angle indicator, remote control).
• We counter
– CCD is less quality then any Flat detector and old technology.
– Easy to use thanks to manual movement - Auto Positioning takes to time for positioning. Essenta DR compact is faster accessibility of necessary positioning
• Strengths of Philips
– Service organisation is a weak – Philips can offer 24/7 support and has enough repair parts in service centers grobally.
– Philips own flat detector, QuantMaster, is in.- high reliability
– PCR is available (not integrated), easy to use because of the same Eleva UI.
– Eleva interface – standardized in DXR DR, intuitive and easy to use.
– Fit to a lower ceiling height room around 2.5m.
Confidential
Fuji‘s Unity SpeedSuite vs. Philips’ Essenta DR Compact
• Messages– Fast and easy positioning of the system and patient Auto-positioning for control
console– Touch screen selection on X-ray tube and console allowing easy and faster access– One fast for quick system positioning and the other slow for ease of positioning
during difficult exams • Counter arguments
– Easy to use thanks to manual movement - Auto Positioning takes to time for positioning. Essenta DR compact is faster accessibility of necessary positioning.
– Touch screen monitor on the console is available.
• Strengths of Philips– Philips own flat detector, QuantMaster, is in.- high reliability
– PCR is available (not integrated), easy to use because of the same Eleva UI.
– Eleva interface – standardized in DXR DR, intuitive and easy to use.
– Fit to a lower ceiling height room around 2.5m.
Confidential
GE LingLong vs. Philips’ Essenta DR Compact
• Messages– In 2008,GE launched Tejas DR-F in India and Linglong DR-F in China 2009. – Low-cost and entry-level DR to emerging markets– GE own Portable FD for free exposure is highlight and regarded as a key selling point. Fast image acquisition
(image available preview in 7s) – Optional image stitching for multi-image acquisition and reconstruction– Touch-screen monitor is optional
• Counter arguments– The same geometry from its analog system-XR6000, no new features. So far, installation quantity in China and
India is not much.– Bad performance of GE detector: size 41 x 41 cm; 2k x 2k; 2.5 lp/mm; pixel pitch of 200 µm– Portable detector requires operator always take care of the detector with more efforts, attentions– Negative from customer for the stitching function due to the non-accurate bad stitching – No customers use GE touch-screen, because its UI is not suitable for that operation, too many clicks with too
small and complicated buttons– No CR integrated solution
• Strengths of Philips– Compact design (only needs 2.5 m room height), ease of use with affordable cost
– Philips new own detector, better performance: size 35x43 cm; 2kx2.3k; 2.75 lp/mm; pixel pitch of182 µm
– Good performance stitching function
– Friendly Eleva workspot, support touch-screen display
– PCR integration
Confidential
Positioning What are differences?Essenta DR vs Essenta DR Compact
Product Characteristic
Essenta DR Essenta DR Compact
Detector Trixell 43 x 43 cm (17“ x 17“)
• DQE 0/1/2 lp/mm, 66/51/43% @ 3.2 µGy
• Pixel size: 143 μm
• Matrix: 3001 x 3001
Quantmaster 35 x 43 cm (14“ x 17“)
• DQE: 0.1/1/2 lp/mm 34/15/5.3%@ 5µGy
• Pixel size: 182 µm
• Matrix: 1920 x 2367
Room requirements 2,80 m (9‘ 2.2“) room height
Min room dimensions with trolley : 4,40 X 4,00 m
(14‘ 5.2“ x 13‘ 1.5“)
2,50 m (8‘ 2.4“) room height
Min room dimensions with trolley: 4,10 X 3,90 m
(13‘ 5.4“ x 12‘ 9.5“)
Grid Oscillating Fixed
Remote Control Yes No
LCD display on collimator
Yes No
System operation Automatic (motorized) Manual
Geometry Only tube side is moving Tube and detector side are moving
Confidential
Product Characteristic
Essenta DR Essenta DR Compact
Image Processing UNIQUE (UNified Image QUality Enhancement)
Workspot Eleva Workspot
Components Tube: RO 1750, SRO 2550, SRO 33100
Generator: 50 / 65 / 80 kW
Positioning What are the same?Essenta DR vs Essenta DR Compact
Confidential
Philips QuantMaster 3543RG • Implemented customer feedbacks and developed over 2 years
• The large imaging area of 35 x 43 cm is equal to the larger CR cassette size, for straightforward integration into existing and/or new products.
• HSS (High Stability Scintillator) is stable to humidity, which makes the image quality stable over the entire lifetime.
• Compact-design:
– Easy component separation for scrap purposes or recycle
– Lead-free PCBs
– Low power consumption
– ‘Green’ packaging
Confidential
Clinical images
Confidential
Efficient Workflow (Based on separate generator control)
Workflow:RIS query or patient entry, select patient and examination section
Patient registry andselect examination
Select exposure data
Workflow:Select exposure data on generator control console, incl. KV, mAs etc.
Workflow:Align and collimate beam at patient exposure body-part
Align and collimate beam
Workflow:Position patient with system geometry operation
Position patient
Workflow:Release x-ray and check image quality on DR standard workstation
Acquisition and Check IQ
Workflow:Image post-processing if necessary, reporting and archive images, complete examination
Post-processing,Reporting, Archiving
Eleva Workspot
Confidential
Horizontal X-ray beamSitting Oblique Cross lateralUnder table (Trolley)
Application capability (all applications, below e.g.)
Oblique Cervical Spines (also for Lumbar Spines)
Lateral Sitting Decubitus Chest Supine Chest in bed with cassette
Supine Abdomen
TownesSkull lateral TownesLumbar Spine lateral Standing Feet on cassette
Many videos and photos are available in the DXR intranet. Please refer it. http://pww.incenter.ms.philips.com/Default.aspx?tabid=3767
Confidential
Customer feedbacks Germany, Radiologische Gemeinschaftspraxis Rendsburg Angelika Barnau, technologist
• Private practice, offering the full spectrum of radiology service. The practice gives a full range of diagnostic.
• Using the Essenta DR Compact since June 2009. • Has met our expectations regarding ease of use, faster operation, and it fits to
our small room. • The system works smooth without any trouble after the installation and the
QuantMaster detector provides proved clinical images. So, the Essenta DR Compact is a reliable system.
• The U-arm geometry is very easy to handle and fast to approach necessary positioning.
• The ergonomic user interface – Eleva Workspot – helps us improve our workflow. Now we spend less examination time for the same amount of patient before.
• Essenta DR Compact is especially welcome for digitization.• Connected to our RIS and PACS systems• Contributes to improve our workflow
• The Philips UNIQUE image processing software had provided image quality and gives high image consistency
• To increase diagnostic confidence and reporting speed. • Contributes to the satisfaction of the radiographers and radiologists.
Confidential
Customer feedbacks Indonesia, Suetomo Hospital
• The RSUD Dr Soetomo Hospital is one of the largest hospitals in Surabaya, Indonesia, offering a full range of radiological diagnostics.
• Using Philips Essenta DR Compact Digital Radiology System since October 2009• The system works smoothly after installation, and it has met our expectations for
ease of use, workflow improvement, especially in the cases of multiple examinations.
• The U-arm geometry is easy to operate and rotate to approach various positioning.
• Working together with the intuitive Eleva user interface, Essenta DR Compact helped us improve our workflow and hence increase our patient throughput.
• perform approximately 200 examinations per week by Essenta DR Compact.
• Thanks to the QuantMaster Detector and the UNIQUE image-processing software, Essenta DR Compact ensures proven quality of clinical image, high image consistency and fast reporting speed, to increase diagnostic confidence, and therefore to contribute to the high satisfaction of the technicians and radiologists.
Mutualidad de Futbolistas Españoles, Barcelona, Spain“We are very happy with the image quality, Now we can see much better the small fissures, as we mainly have young soccer players as patients who injured during their training.”
Confidential
Customer feedbacks in congresses
I “LOVE” it!
This is exactly a
““Sense and Simplicity”Sense and Simplicity” product!!
Very flexible
I saw many similar systems here, all companies spoke similar talk, but when I touched and saw systems, it did not fit my requirements…But, but, I can say, this system is exactly what I want to have and
the No. 1 system!!the No. 1 system!!
Very simple, Very simple, easy to useeasy to use
Good to fit to lower ceiling
Confidential
Global Customer / Show SiteHospital CountryRendsburg clinic Germany
Sutomo hospital Indonesia
Mutualidad de Futbalistas Spain
Fundecio Salut Emporda Spain
Horizon Radiology New Zealand
Sir Gangaram Hospital India
Chatswood Diagnositc Centre Australia
Centre Hospitalier Universitaire Clermont Ferrand Cedex France
Radiologische-Nuk Tearmedizinische Germany
Port Elizabet, Livingstone Hospital Spain
Institut Catala de la Salut Spain
IDIC Vietnam
Praxis Schleiden Germany
Saraya Scan Egypt
Biomechanic Chiropractic group Australia
Montana Switzerland
Saarlouis Germany
Confidential26
Spain Spain
Indonesia Indonesia
France France
Egypt Egypt
AustraliaAustralia
VietnamVietnam
IndiaIndia
New Zealand New Zealand
Germany Germany
USA USA
Global Customer / Show Site
Confidential
• PACS solution
– HI showed new functional and cost effective software to emerging markets
MDC PACS
– Microsoft word reporting function
– CD burner on your computer
– orderable via HI catalogue
PACS solution in BU HI
MDC PACS is a license based product dedicated to offering cost-effective
solutions for smaller enterprise hospitals and imaging centers.
Confidential
• Sales tools• Value Communication Brief (VCB)• Product brochure• Product Specification• Clinical Images• Customer presentation• Photos and movies• Application guide• Return on investment calculation sheet• Drawings• FAQ• Competitor comparison
Intranet Link: http://pww.incenter.ms.philips.com/Default.aspx?tabid=3767
Full set of tools availableMarCom material
Confidential
Confidential
Require low ceiling height
COMPACT system for COMPACT room• Only low room height needed (2.50 m / 8’2.4”)• Min. room size
• 4,1m x 3,9m with trolley• 3,25 m x 2,50 m without trolley (10’ 6.6” x 8’ 2.4”)
30
Min. Room HeightJust 2.5m
3.9 m
4.1 m
Confidential
Product Characteristic
Essenta DR Essenta DR Compact
Image Processing UNIQUE (UNified Image QUality Enhancement)
Workspot Eleva Workspot
Components Tube: RO 1750, SRO 2550, SRO 33100
Generator: 50 / 65 / 80 kW
Service Agreement Pricing
DiDi 1 detector Essenta DR Essenta DR Compact (most sold)
Silver (7%) € 12,500 € 8,500 € 7,700
Gold (8%) € 14,500 € 10,500 € 8,800
Platinum (9%) € 16,500 € 11,750 € 9,900
Service cost
Confidential
Financial benefitReturn on Investment
Please access to the DXR intranet for detail information.Please access to the DXR intranet for detail information.
ChinaChina
Essenta DR Compact gives best ROI to customer!Essenta DR Compact gives best ROI to customer!
Confidential
Financial benefitReturn on Investment
Essenta DR Compact gives best ROI to customer!Essenta DR Compact gives best ROI to customer!
GermanyGermany
Please access to the DXR intranet for detail information.Please access to the DXR intranet for detail information.
United StatesUnited States