WILAmed AIRcon Respiratory Gas Humidifier

Experience High„Experience High‐Tech Respiratory 

Gas Humidification

Made in Germany“

Overview

•Who are we?

Wh Wil d?•Why Wilamed?

•AIRcon – Overview

Wh Ai C ?•Why AirCon?

• Competitive Advantages / User Benefits

T t M k t• Target Markets

• Competition• Your Benefits• Your Benefits• What customers are saying…

Who are we?

WILAmed is a well established German Manufacturer of Medical Equipment spezialisedManufacturer of Medical Equipment, spezialised in Respiratory Care Products

E bli h d 1997• Established 1997• Private Ownership• 100+ Staff100+ Staff• In house R&D (Hard‐ and Software)• In house Manufacturing (Hard‐ and Software)• Serving customers in 45+ countries• Domestic Sales 20%I i l S l 80%• International Sales 80%

Why Wilamed?

C ti P i D i M di l

•Private Ownership

„Creating Passion‐Driven Medical Equipment for Professionals“p

• Short ways of communication• Efficient decision making process

• 15+ years market experience in15+ years market experience in• Critical / Intensive Care Ventilation• Home Care (Invasive) Ventilation• Domestic and International Markets• Domestic and International Markets

• In house Design and Manufacturing• Short Leadtimes

f• Control of Quality and Reputation• Containing intellectual property

AirCon Overview

• Advanced, servo‐controlled Respiratory Gas Humidifier• Assisting airway clearanceg y• Promoting effecient gas exchange and ventilation• Increasing patient comfort and compliance to treatment

• One simple multi configurable solutionOne simple, multi configurable solution• One system for all patients• One system for Critical‐ and Home Care• For Invasive ventilated patients(37°C, 44mg/L, 100% Relative Humidity)

• For Non Invasive ventilated patients• For Non‐Invasive ventilated patients(31°C, 32mg/L, 100% Relative Humidity)

• Simple and easy to operate

Why AirCon?

„Every organization facesh llthe same challenge…“

H i fi bili dHow can you increase profitability andflexibility while expanding your markets

anddecreasing costs?and decreasing costs?

The WILAmed AIRcon delivers everything you y g yneed to increase your competitive edge, deliverconsistent quality and performance and thus reduceyour labor and service costsyour labor and service costs.

Competitive Advantages / User Benefits

• Intuitive user cockpit with 3.5“ color screen= all relevant information visibile at all time (Setting, Alarms)

• Three (3) Humidification Modes (IV NIV FREE)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)= no more dry / empty running chambersy / p y g

• 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)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 Wire Adapter (INSP + EXP)= includes Temperature Probe and Electrical Heater Wire Adapter (INSP + EXP)

Competitive Advantages / User Benefits

„With its multi‐function control panel, the

AIRcon provides easy access to itsfeatures – so you can stay focused on 

what matters – the patient“„The TFT screen displays extended user

information for a more completeuserp

cockpit“

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 mode to set the target and set point of the temperature manually• FREE ‐mode to set the target and set point of the temperature manually• EasyDropMode for simple adjustment of Humidity Output • Factory reset button for default set‐upy p

Competitive Advantages / User Benefits

• Audio‐visual illustration of the alarm condition(s) • Visual alarm via self‐explanatory images

Competitive Advantages / User Benefits

• This feature provides a listing ofalarm and event messagesalarm and event messages, including date and time specification

• While in active operation, theAirCon records changes of statusand/or configuration and alarmsand/or configuration and alarmsas events.

• Can be downloaded to a PC 

Competitive Advantages / User Benefits

H• Heater Base (complete kit)• Heater wire connecting cable• Reusable temperature probep p• Country specific power cords

No hidden costs!“„No hidden costs!At F&P the following items

ll b i charged e traare usually being charged extra:

• Electrical heater Wire Adaptor (INSP and EXP) = plus 70,00 USDEl t i l H t Wi Ad t (INSP) l 70 00 USD• Electrical Heater Wire Adapter (INSP) =                plus 70,00 USD

• Reusable Temperature Probe* =                            plus 100,00 USD     

This is easily an extra of 240,00 USDThis is easily an extra of 240,00 USD(*TP Needs to be replaced once a year, Wilamed every two years!)   

Competitive Advantages / User Benefits

• Can be operated with single‐ and dual heated systems(10mm for Infants, 15mm for Kids, 22mm for Adults Diameter)

• One heater wire adapter for all breathing systems (single or dual heated)• One heater wire adapter for all breathing systems (single‐ or dual heated)

• Customization

Target Markets

•Acute Care• NICU (Neonatal Intensive Care Units)• PICU (Pediatric Intensive Care Units)• AICU (Adult Intensive Care Units)• Cardio Vasuclar ICU (e.g. WILA NHFT)( g )• Intermediate Care Units• Emergency Room (e.g. WILAhiflow)• Post Operative RoomPost Operative Room• Delivery Room (e.g. WilaLife)• Respiratory Acute Care Unit

H C•Home Care• Mechanically ventilated patients in thehome (10kg+)( g )

Competition / Line-Up vs. WILAmed

Fisher & PaykelMR850

GründlerHumiCare Delta

Pacific MedicoPMH7000 

Concha ThermNeptune

WilamedAIRcon

F&P, New Zealand Resmed, Germany Pacific Medico, Teleflex, USA Wilamed,F&P, New Zealand Resmed, Germany Pacific Medico, Japan

Teleflex, USA Wilamed, Germany

Public CompanyMarket Leader

Owned byResmed, noi ifi t M k t

Private Ownership, no significantM k t Sh

No significantMarket Share

Market Challenger; the next

ti fsignificant Market Share

Market Share generation ofhumidification…

Introduced to themarket in 2001

Introduced to themarket in 2011

Introduced to themarket in 2010

Introduced to themarket in 2009

Introduced to themarket in 2010

Competition vs. WILAmedFisher & Paykel Gründler / Pacific Medico Teleflex WilamedFisher & Paykel Gründler / 

ResmedPacific Medico Teleflex Wilamed

Defender Challenger Challenger Challenger Challenger

Customers: Customers: Customers: Customers: Customers:Customers:Price‐ SensitiveStandardIndifferent

Customers:Demanding and discerningLess price sensitiveService sensitive

Customers:Price‐SensitiveStandardIndifferent

Customers:Price‐SensitiveStandardIndifferent

Customers:Demanding and discerningLess price sensitiveService sensitive

Adventurousinnovators and earlyadoptersSkilled and motivatedstaff

Adventurousinnovators and earlyadoptersSkilled and motivatedstaff

High Level ofCompany / Brand image and reputation

PriceyLack of consumables

Lack of consumables Lack of certainfeatures

Tailoring to individual customerrequirements

Innovation Innovation Imitation Imitation InnovationInnovationPremium QualityLimited ServiceStandardised

InnovationPremium QualityLimited ServiceStandardised

ImitationBasic QualityLimited ServiceStandardised

ImitationBasic QualityLimited ServiceStandardised

InnovationPremium QualityPremium ServiceCustomized

Differntiated Differntiated Undifferentiated Undifferentiated DifferntiatedDifferntiated Differntiated Undifferentiated Undifferentiated DifferntiatedContinuousimprovement

AIRcon vs. MR850

AIRcon MR850

Automatic Chamber Recognition System  XX

TFT Display with extended user information XX

Humidity Indicator XX

Highly precise Water level control (High and Low) XXHighly precise Water level control (High and Low) XX

Individual Expiratory Heater Wire control XX

Event and Alarm Protocol with Date and Time specification XXp

Individual Setting of Patient‐ and Chamber temperature XX

Display Dimmer (for night time operation) XX

Power Reserve (Heater Plate) for High Flow Operation XX

Power Switch (No power consumption in „OFF“ Mode) XX

C t i d B thi i it XXCustomized Breathing circuits XX

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

To sum it up…

• Delivers everything to increase your competitive edge• Superior PerformanceI d h d f• Improved humidification consistency

• Smart and innovative FeaturesFl ibilit / C t i ti• Flexibility / Customization

• Designed with the clinician in mind• S lf E l t• Self‐Explanatory • Extremely Easy to Use• F S i C ll• Fewer Service Calls• Reduced Service Costs (TCO)

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 willThe consistent humidification quality will provide additional value/cost savings with reduced parts of consumption and less labor 

”involved in quality concern service calls.”

D E idij Si kDr. Egidijus SimkusHead of NICU Vilnius

Q & A Time…

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 yourcustomers’ needs in Ventilation / Respiratory Care 

• Improved customer loyalty

• Continuously repeating business (income) with consumables  (e.g. circuits) over the lifespan of the Heater Base( g ) p

• Trouble with your competition (F&P)

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…

Support

• Marketing Material e.g. Product literature

E il d h S• Email‐ and Phone Support

• Tendering Assistance g

• Special pricing on large opportunities

• Technical Support Service (Email)

• Product User and Service Training Courses• Product User and Service Training Courses

• Joint Sales Visits

The End…

WILAmed GmbHMedizinische Geräte und ZubehörAurachhöhe 5‐7Gewerbepark BarthelmesaurachD‐91126 KammersteinGermany