icwusa.com, inc.. facilities headquartered in medford, or 58,500 sq ft of manufacturing space ...
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ICWUSA.com, Inc.ICWUSA.com, Inc.
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FacilitiesFacilities
Headquartered in Medford, ORHeadquartered in Medford, OR 58,500 sq ft of manufacturing space58,500 sq ft of manufacturing space 12,000 sq ft dedicated to CNC 12,000 sq ft dedicated to CNC
machiningmachining Rapid Engineering PrototypingRapid Engineering Prototyping Quick change, flexible manufacturing Quick change, flexible manufacturing
processprocess Dedicated to fast customer fulfillmentDedicated to fast customer fulfillment
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Company HistoryCompany History
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First ProductsFirst Products
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Company ChronologyCompany Chronology
1993: 1993: Company founded in Company founded in Medicine Hat, CanadaMedicine Hat, Canada
1995: 1995: Introduced Universal Arm Introduced Universal Arm TV mountTV mount
1997: 1997: Introduced Cam TrayIntroduced Cam Tray
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Company ChronologyCompany Chronology
1998: 1998: Moved to Medford, Oregon Moved to Medford, Oregon and began manufacturingand began manufacturing
1999: 1999: Developed Ultra SeriesDeveloped Ultra Series
1998-2000: 1998-2000: Focused on Dental and Focused on Dental and Semi marketsSemi markets
2001: 2001: Resold the PDI ArmResold the PDI Arm
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Company ChronologyCompany Chronology
2002: 2002: Developed the Elite SeriesDeveloped the Elite Series
Moved to current locationMoved to current location
2003: 2003: Introduced the Titan ArmIntroduced the Titan Arm
2003-2004: 2003-2004: Ramping to leadership in Ramping to leadership in Dental marketDental market
2005: 2005: Focused entry into Focused entry into Healthcare marketHealthcare market
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Company ChronologyCompany Chronology
2013: 2013: Introduced Standardized Introduced Standardized KUB Drop Keyboard KUB Drop Keyboard
2014:2014:New Product IntroductionsNew Product Introductions
- Ultra 180- Ultra 180
- Elite 5216- Elite 5216
- Bracket Mounts- Bracket Mounts
- WorkSurface - WorkSurface Tray Tray
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Company ChronologyCompany Chronology
2015:2015:New Product IntroductionsNew Product Introductions - Overhead Arm- Overhead Arm
- VT21- VT21
- Ultra 182- Ultra 182
- Keyboard Ultra Slide- Keyboard Ultra Slide
- Tablet Mount- Tablet Mount
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Vision, Mission, StrategyVision, Mission, Strategy
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VisionVision
To have ICW proudly displayedTo have ICW proudly displayed
on quality products mounted in on quality products mounted in
every dental office and hospital room every dental office and hospital room
in North America.in North America.
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MissionMission
Establish a culture of continuing
product development; unique, high
quality products; and a well trained,
disciplined team that provides
exceptional customer service
throughout the entire organization.
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StrategyStrategy
Focus on Focus on professional gradeprofessional grade mounting solutions mounting solutions
Identify and dominate vertical Identify and dominate vertical niche marketsniche markets
Determine unmet product Determine unmet product needs in target marketsneeds in target markets
Rapidly design, develop and Rapidly design, develop and manufacture new productsmanufacture new products
Provide unparalleled sales Provide unparalleled sales and customer supportand customer support
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Product Design CriteriaProduct Design Criteria
Cable ManagementCable Management StowabilityStowability ReachReach Ease of installationEase of installation DurabilityDurability Stability – no sagStability – no sag ModularityModularity ReliabilityReliability
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Arm TypesArm Types
Arm typesArm types• Horizontal MovementHorizontal Movement• Vertical MovementVertical Movement• Combination – Horizontal/VerticalCombination – Horizontal/Vertical• Device bracketsDevice brackets
TechnologiesTechnologies• PassivePassive• GasGas• SpringSpring
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Dental . . . . . . . . . .Dental . . . . . . . . . . Healthcare . . . . . .Healthcare . . . . . . OEM Arms . . . . . . .OEM Arms . . . . . . . Medical Devices . . .Medical Devices . . . Manufacturing . . . .Manufacturing . . . . Point of Sale . . . . . .Point of Sale . . . . . . Government . . . . . .Government . . . . . . Financial . . . . . . . . Financial . . . . . . . . Pro AV . . . . . . . . . .Pro AV . . . . . . . . . . Office and Home . . .Office and Home . . .
Market FocusMarket Focus
Dominant leaderDominant leader
Major entryMajor entry
New focusNew focus
New focusNew focus
Semiconductor focusSemiconductor focus
Limited presenceLimited presence
GSA contractGSA contract
No plans at this timeNo plans at this time
No plans at this timeNo plans at this time
No plans at this timeNo plans at this time
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Major CompetitionMajor Competition
ErgotronErgotron
• Large selectionLarge selection• Distribution/ two-tier sales modelDistribution/ two-tier sales model• Mission is to have Predatory Pricing StrategyMission is to have Predatory Pricing Strategy• Heavily promote sit-standHeavily promote sit-stand• Total off-shore manufacturingTotal off-shore manufacturing• Large selection of mount stylesLarge selection of mount styles• Slow to innovate, unable to customizeSlow to innovate, unable to customize• Not known for serviceNot known for service• No factory-direct installation or on-site maintenanceNo factory-direct installation or on-site maintenance• New ownersNew owners
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Major CompetitionMajor Competition
HumanscaleHumanscale
• Office products market reputation and channelOffice products market reputation and channel• Very limited line of mounting productsVery limited line of mounting products• Slow to market with new productsSlow to market with new products• Attractive but high priced solutionsAttractive but high priced solutions• Strong ergonomic marketing with separate keyboard Strong ergonomic marketing with separate keyboard
and monitorand monitor• Good payloadGood payload• Poor wire managementPoor wire management• Limited selection of mount styles for HealthcareLimited selection of mount styles for Healthcare• Lacking in durabilityLacking in durability• No factory-direct installation or on-site maintenanceNo factory-direct installation or on-site maintenance
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Major CompetitionMajor Competition
GCXGCX• Good quality products, limited lineGood quality products, limited line• Established name with bio-med staff in hospitalsEstablished name with bio-med staff in hospitals• Largest OEM provider for healthcareLargest OEM provider for healthcare• High priced solutionsHigh priced solutions• Poor customer service levelPoor customer service level• Reputation of being inflexibleReputation of being inflexible• No factory direct installation or on-site maintenanceNo factory direct installation or on-site maintenance
Innovative Office Products (IOP)Innovative Office Products (IOP)• Broad based product line manufacturerBroad based product line manufacturer• Focus has been on office products marketFocus has been on office products market• Sell through dealer networkSell through dealer network• Not in healthcare … yetNot in healthcare … yet
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Major CompetitionMajor Competition
AMICOAMICO• Copied GCX mountsCopied GCX mounts• Sells other healthcare productsSells other healthcare products• Built in CanadaBuilt in Canada• Poor service reputationPoor service reputation• Priced competitivelyPriced competitively• Strong in North and NortheastStrong in North and Northeast
Enovate MedicalEnovate Medical• Focus mostly on carts and cabinetsFocus mostly on carts and cabinets• Has one primary arm configurationHas one primary arm configuration• Mid to upper range pricingMid to upper range pricing• Stinger and Enovate Medical mergedStinger and Enovate Medical merged