WILAmed AIRcon Respiratory Gas Humidifier. Experience High Tech Respiratory Gas Humidification. Made in Germany

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1 WILAmed AIRcon Respiratory Gas Humidifier Experience High Tech Respiratory Gas Humidification Made in Germany

2 Overview Who are we? Why Wilamed? AIRcon Overview Why AirCon? Competitive Advantages / User Benefits Target t Markets Competition Your Benefits What customers are saying

3 Who are we? WILAmed is a well established German Manufacturer of Medical Equipment, spezialised in Respiratory Care Products Established h d 1997 Private Ownership 100+ Staff In house R&D (Hard and Software) In house Manufacturing (Hard and Software) Serving customers in 45+ countries Domestic Sales 20% International i lsl Sales 80%

4 Why Wilamed? CreatingC Passion Driven Di Mdi Medical Equipment for Professionals Private Ownership Short ways of communication Efficient decision making process 15+years market experience in Critical / Intensive Care Ventilation Home Care (Invasive) Ventilation Domestic and International Markets In house Design and Manufacturing Short Leadtimes Control of Quality and Reputation Containing intellectual property

5 AirCon Overview Advanced, servo controlled Respiratory Gas Humidifier Assistingg airway clearance Promoting effecient gas exchange and ventilation Increasing patient comfort and compliance to treatment Onesimple, multiconfigurable solution One system for all patients One system for Critical and Home Care For Invasive ventilated patients (37 C, 44mg/L, 100% Relative Humidity) ForNon Invasive ventilated patients (31 C, 32mg/L, 100% Relative Humidity) Simple and easy to operate

6 Why AirCon? Every organizationfaces the same challenge hll How can you increase profitability and flexibility while expanding your markets and decreasing costs? The WILAmed AIRcon delivers everything gyou need to increase your competitive edge, deliver consistent quality and performance and thus reduce your labor and service costs.

7 Competitive Advantages / User Benefits Intuitive user cockpit with 3.5 colorscreen =all relevant information visibile at all time (Setting, Alarms) Three (3) Humidification Modes (IV, NIV, FREE) =more flexibility in finding the right setting for each patient Individual control of Expiratory Heater Wire =better control of rainout in the EXP Limb, esp. on older Vents Automatic water level control (IR Signal) =nomoredry y / empty pyrunning chambers Automatic detection of Heater Wires (Y / N) =only one electrical heater wire adapter neccessary = less inventory/less cost Event and Alarm Protocol, incl. Date and Time (Available for Download) =detailed information on what happend and when it happend (Alarms, New Settings etc.) Complete package of needed Hardware = includes Temperature Probe and Electrical Heater WireAdapter (INSP + EXP)

8 Competitive Advantages / User Benefits With its multi function control panel, the AIRcon provides easy access to its features so you can stay focused on what matters the patient The TFT screen displays extended user information for a more complete user p cockpit

9 Competitive Advantages / User Benefits Default for invasive ventilation IV: 39 C (patient), 37 C (chamber) Default for non invasive ventilation NIV: 34 C (patient), 31 C (chamber) FREE modeto set the target and set point ofthe temperature manually EasyDrop Mode for simple adjustment of Humidity Output Factory reset button for default set up

10 Competitive Advantages / User Benefits Audio visual illustration of the alarm condition(s) Visual alarm via self explanatory images

11 Competitive Advantages / User Benefits This feature provides a listing of alarm and event messages, including date and time specification While in active operation, the AirCon records changes of status and/orconfiguration andalarms alarms as events. Can be downloaded to a PC

12 Competitive Advantages / User Benefits Heater Base (complete kit) Heater wire connecting cable Reusable temperature probe Country specific power cords No hidden costs! At F&P the following items areusually bi being charged etra extra: Electrical heater Wire Adaptor (INSP and EXP) = plus 70,00 USD Electricalt i lheater Wire Adapter (INSP) = plus 70,0000 USD Reusable Temperature Probe* = plus 100,00 USD This is easily an extra of 240,00 USD (*TP Needs to be replaced once a year, Wilamed every two years!)

13 Competitive Advantages / User Benefits Can be operated with single and dual heated systems (10 mm for Infants, 15 mm for Kids, 22 mm for Adults Diameter) One heater wire adapter for all breathing systems (single ordual heated) Customization

14 Target Markets Acute Care NICU (Neonatal Intensive Care Units) PICU (Pediatric Intensive Care Units) H AICU (Adult Intensive Care Units) Cardio Vasuclar ICU (e.g. WILA NHFT) Intermediate Care Units Emergency Room (e.g. WILAhiflow) PostOperative Room Delivery Room (e.g. WilaLife) Respiratory Acute Care Unit Home Care Mechanically ventilated patients in the home (10kg+)

15 Competition / Line-Up vs. WILAmed Fisher & Paykel MR850 Gründler HumiCare Delta Pacific Medico PMH7000 Concha Therm Neptune Wilamed AIRcon F&P, New Zealand Resmed, Germany Pacific Medico, Teleflex, USA Wilamed, Japan Germany Public Company Market Leader Introduced to the market in 2001 Owned by Resmed, no significant ifi tmarket Share Introduced to the market in 2011 Private Ownership, no significant Market tshare Introduced to the market in 2010 No significant Market Share Introduced to the market in 2009 Market Challenger; the next generation of humidification Introduced to the market in 2010

16 Competition vs. WILAmed Fisher & Paykel Gründler / Pacific Medico Teleflex Wilamed Resmed Defender Challenger Challenger Challenger Challenger Customers: Customers: Customers: Customers: Customers: Price Sensitive Standard Indifferent Demanding and discerning Less price sensitive Price Sensitive Standard Indifferent Price Sensitive Standard Indifferent Demanding and discerning Less price sensitive High Level of Company / Brand image and reputation Service sensitive Adventurous innovators and early adopters Skilled and motivated staff Pricey Lack of consumables Lack of consumables Lack of certain features Service sensitive Adventurous innovators and early adopters Skilled and motivated staff Tailoring to individual customer requirements Innovation Innovation Imitation Imitation Innovation Premium Quality Limited Service Standardised Premium Quality Limited Service Standardised Basic Quality Limited Service Standardised Basic Quality Limited Service Standardised Premium Quality Premium Service Customized Differntiated Differntiated Undifferentiated Undifferentiated Differntiated Continuous improvement

17 AIRcon vs. MR850 AIRcon MR850 Automatic Chamber Recognition System X TFT Display with extended user information X Humidity Indicator X Highly precise Water level control (High and Low) X Individual Expiratory Heater Wire control X Event and Alarm Protocol with Date and Time specification X Individual Setting of Patient and Chamber temperature X Display Dimmer (for night time operation) X Power Reserve (Heater Plate) for High Flow Operation X Power Switch (No power consumption in OFF Mode) X Customizedt i dbreathing circuits it X

18 What we cannot do Flow regulation (Is it really a flow sensor?) Offering an equivalent for each and every product the competition is offering Evaqua 2 (WLM: EXP HW Control) Ambient temperature control Outrun them on price

19 To sum it up Delivers everything to increase your competitive edge Superior Performance Improved d humidification df consistency Smart and innovative Features Flexibility / Customization ti Designed with the clinician in mind Self Explanatory E l t Extremely Easy to Use Fewer Service Cll Calls Reduced Service Costs (TCO)

20 What customers are saying We have chosen to partner with WILAmed and the AIRcon Humidifier for a few main reasons. They are great people and truly understand what partnerships are about. The consistent humidification quality will provide additional value/cost savings with reduced parts of consumption and less labor involved in quality concern service calls. D Eidij Si k Dr. Egidijus Simkus Head of NICU Vilnius

21 Q & A Time

22 What s in for you (the sales rep)? Great and innovative products that will quickly draw customer attention Becoming a One Stop Shop (Solution Provider) for all your customers needs in Ventilation / Respiratory Care Improved customer loyalty Continuously repeating business (income) with consumables (e.g. circuits) over the lifespan of the Heater Base Trouble with your competition (F&P)

23 Action Plan Alert your existing customers in the Acute Care Alert new customers in the Acute Care Identify Reference sites Identify possible Opinion Leaders Create package deals with your Ventilators (Vela, SiPAP) Find old MR7xx Series Humidifiers (Why?) Offer Trade In Program Raise the specs in tenders Let s discuss your findings / experiences with our products on a frequent basis, especially in the beginning

24 Support Marketing Material e.g. Product literature and Phone Support Tendering g Assistance Special pricing on large opportunities Technical Support Service ( ) Product User and Service Training Courses Joint Sales Visits

25 The End WILAmed GmbH Medizinische Geräte und Zubehör Aurachhöhe 5 7 Gewerbepark Barthelmesaurach D Kammerstein Germany

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