HNM Medicalempowering medical innovations.

Jonatan LustgartenVP of National Accounts

“Now is the time! Take advantage of HNM’s Orthopedic/Specialties offering, sales tools and excellent commission package to bring success for you and HNM.

• Founded in 2005 by Harry Lerner, Jonatan Lustgarten and Noah Roitman– Partner and Mentor: Blair Engelken, former President of KMedic Orthopedic Surgical Instruments

• +40 years of Combined Experience in the Medical Device Industry• Focus: Orthopedics, Neuro & Spine, ENT• Multi-Specialty Coverage +6,000 instruments • German Grade Highest Standards of Precision• Lifetime Warranty Against Manufacturing Defects• OEM Capabilities Custom and Standard Instruments• Personalized Customer Service

HNM

SpecialtiesFOCUS:

• Ortho

• Neuro/Spine

• ENT

OTHERS:

• General

• Cardiovascular

• Plastic Surgery

• Ob-gyn

• Rectal

• Ophthalmology

• Sterilization Containers

Mission

• To be recognized as the best innovative instrument company in the industry focusing on Orthopedic, Neuro /Spine and ENT

• To Empower our Sales force and Telemarketing staff with innovative instruments, quality marketing tools and the best contracts in the industry

• Create, Design, Develop & Innovate constantly

• Become a leader in Medical Innovations

• Strive for excellence

Objectives• Innovate

• Develop new products with Ortho/Spine Surgeons• Bring latest innovations from our design teams and factories in Germany

• Cutting edge sales force – focused, efficient and trained…maximum use of our sales tools

• Contracts Increased Access• GPO’s• GSA

• The finest service and support to our clients

Solutions• Extensive selection of orthopedic/spine instruments

• Cutting-edge catalogs with clear illustrations supported by relevant specifications

• Competitive pricing structure and comprehensive cross-reference charts

• Innovative Products Save OR time, minimize surgeon fatigue, improve outcomes and reduce instrument budgets

• Trained Ortho/Spine instrument sales representatives

• 100% German Quality for long lasting value

• Access to the Best Hospital and Surgery center contracts

HNM Guarantee

HNM instruments are guaranteed for life against any manufacturing defects of material and workmanship. This guarantee is void if instruments are not maintained or repaired properly, or if they are not used for their intended purpose.

Training

• HNM Representatives Introduction

• Surgical Instruments 101, 200

• Hospital Catalog

• New Product Announcements

• Annual Sales Meeting Session

• Web-based Training Network: www.hnmmedical.com/network

Sales Force

• Domestic Market• 60 HNM Representatives • +100 Owens & Minor Representatives Access

• International Market• Canada, Mexico, Nicaragua, Costa Rica, Guatemala• Expansion to come

The HNM Plan

• 70 Representatives nationwide by Feb 2012• Focus sales representatives on top Orthopedic & Spine accounts • GSA/GPO Increased access and penetration• Develop and add new German-designed products for the US Market• Key trade show attendance• Best seller promotions and sales rep contests• Updated website portal

Target

The decision makers who need to purchase HNM’s Specialty product offering.

Ideal Target:IDN’s/Hospitals: 70%Surgery Centers: 30%

Ortho & Spine: 90%Others: 10%

Key Hospital Contacts

• Ortho Queen or King (Head Ortho Nurse)• Neuro Queen or King (Head Neuro Nurse)• Central Sterile/SPD Supervisor• Material Manager• Operating Room Supervisor• The Surgeon-The Ortho/Spine Surgeons are money makers for

the facilities. They have influence in surgical instrument purchasing.

• Ortho Technologists• Ortho/spine PA’s

Ortho Queen or King (Head Ortho Nurse)

Ortho Queen or King:

• Usually has control over ortho instrument purchases.

• Will be interested in new and unique instruments, saving OR and staff time.

• Main conduit to the orthopedic surgeon. Wants to keep key surgeons happy.

• HNM Ortho promos key: K-Wire Management, Cleanable punches

Neuro Queen or King:

• Usually responsible for orthopedic/spinal and neuro

• Demonstrate HNM CleanWave

• Make sure to have all spinal related literature.

• Spine is an important growth area.

Essentials

Central Sterile

• Responsible for purchasing “general” orthopedic instruments.

• HNM promos key.

• Purchasing responsibility varies between hospitals.

• HNM quality important (durability, cleanability). Demonstrate Wave Technology

• Offer for free the online Red brochure of Instrument Care http://www.a-k-i.org/index.php?id=11&L=1

Material Manager

• Gatekeeper for contracts.

• OR and SPD sometimes have a dedicated Materials Manager.

• Promote Cross-Reference Capabilities

The Surgeon & OR Supervisor

• Show new or unique instruments, leave literature. Demonstrate when possible.• Interested in instruments that save O.R. time and reduce fatigue, i.e., CleanWave,

Super Cuts, K-Wire Management, etc.• Instruments are the key to the surgeon…They are their tools…how they heal their

patients and make a living. Make them happy with instruments and they will give you an opportunity with your other lines.

Industry• In 2010, revenues generated by sales of orthopedic products reached $39.5 billion

worldwide. Sales in the US accounted for 60% of total 2010 orthopedic revenues.

• Spinal Implants/Instrumentation: $5.1billion in the US– Instruments: $1billion Worldwide

• Main Competitors:– V. Mueller– Aesculap– Integra (Jarit, Miltex, Padgett, Redmond)– Teleflex (Kmedic, Rusch, Pilling, Beere, Weck)– Symmetry (SSI, Codman)– Gsource

• HNM Advantages:– Ortho/Spine Specialized– Innovations/Unique Instrument Technology direct from OEM Start ups and German manufacturers– Custom Made Capabilities– 10% Min. Savings in Specialty Items– Bringing the best of Germany to Your Customers

FAQ• How to Submit a Quote Request?

By E-mail: sales@hnmmedical.com By Fax: 1.888.608.9788By Phone: 1.866.291.8498

• How to Submit an Order?By E-mail: info@hnmmedical.com or sales@hnmmedical.comBy Fax: 1.888.608.9788By Phone: 1.866.291.8498 Ext. 200 or Dial 1

• What is the ETA on an order?4-7 Business Days – Specialty Items: 4-5 Weeks

• What is HNM’s Warranty & Return Policy?Lifetime Warranty Against Manufacturing or Material DefectsAll un-used instruments must be returned within 60 days of shipment

• Can Samples be provided?Yes, specialty items may require credit card for security purposes. The samples will not be charged unless the client uses the sample and will like to keep it