USING COST BENEFIT ANALYSIS TOOLS

SELLING CASE SOLUTIONS AND SUPERNOVA

CASE SOLUTIONS AND SUPERNOVA

Validated cleaning products for each step in the decontamination process

Available ready-to-use and super concentrated

High detergency with high levels of enzymes and chelating agents

CLEANING STEPS

A rinse should be included after each step.

WATER Water is required for washing and

rinsing. Water that is safe to drink may not be

appropriate for decontamination, because of the effects of chemicals or additives.Even minute quantities of contaminants on

surgical instruments can affect patients!Water can carry microorganisms and

minerals (hard water ions).Surgical devices bypass the body’s

defenses.

WATER QUALITY Some detergents are affected by water

quality. Water can be soft or hard and may be

treated by softening, RO, DI or distillation to achieve purity.

Water quality can be measured for hardness, conductivity and pH.

Case Medical uses RO high purity water in all of our cleaners.

SUPERNOVA SET-UP Will provide an easy option for the customer Eliminates issues with machine manufacturer Wide-mouth bottle to accommodate probes Color Coded Set-up to avoid confusion Saves time, money and increases

productivity Avoids waste (The hidden cost)

SET-UP AT THE MACHINE

Here is our set-up for the machines

Avoids: Cutting the probesAttaching to wiresAnd, any issues with

external battery operated alarm stand

Installation kit includes color coded cap, nipple and gasket.

CUSTOMER GAINS VALUE

In utilizing super concentrated product Pennies on the dollar at cost per use

dilution Cost savings in labor and processing Frees up storage space

Standardized cleaners and process No unnecessary components Environmentally preferred products Saves instrument inventory

CUSTOMER GAINS VALUE Non-hazardous cleaners

Protect staff, patients and the environment

Protect valuable instrument from corrosion

Contribute to a long useful life Save on instrument replacement Save on hazardous waste disposal Prevent accidents and their associated

costs for medical care and punitive damages

BENEFITS OF CASE SOLUTIONS AND SUPERNOVA Super concentrated cleaners save space,

address ergonomic issues and provide more product for the $$. May be disposed in standard recycling. Small packaging frees up inventory space.

Multi-enzymatic cleaners facilitate the cleaning process 1 million times faster than non-enzymatic

cleaners May be used for both manual and automated

cleaning Effective even at lower temperatures to further

cut energy costs.

ADDITIONAL VALUE Hypoallergenic with sealed dispensing to

avoid allergic reactions Automatic dosing with flow control to avoid

over or under use of product Color coded to avoid confusion MSDS readily available: online and on the

bottle to avoid injuries and fully comply with guidelines

Most effective at lowest cost Proprietary hardware provided at no

additional cost

THE MEAT AND POTATOES The real cost savings lies in the cost per use. While the acquisition cost may be equal or

slightly greater than other concentrated cleaners, the real savings is at the actual use dilution.

Users will get anywhere from 4-10x more product for their money.

Utilizing the correct amount of product reduces costs.

Warning: Purchasing only looks at acquisition cost. Education is critical.

Use the cost benefit analysis tool, which demonstrates the real cost savings at use dilution.

Find out what products the customer is currently using.

Determine the number shipping units per month for each product.

Ask the user for actual dilution rate set at the machines.

Record information about pH and whether an acid neutralizer is used.

USE THE SUPERNOVA COST BENEFIT ANALYSIS QUESTIONNAIRE

SuperNova Cost Benefit Analysis Questionnaire Please answer the following questions about the current products used: For Manual cleaning in Sink Enzymatic cleaner_____________________ PN#_______Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Detergent___________________________ PN#_________Cost/Shipping Unit_______ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ For Ultrasonic: Machine______________________________ Model#_________ Enzymatic cleaner___________________ PN#__________ Cost/Shipping Unit_______ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Detergent______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ For Automatic washer/decontaminator: Machine______________________________ Model#_________ Enzymatic cleaner____________________ PN#____________ Cost/Shipping Unit____ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Detergent______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Lubricant______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ For Cart washer: Machine______________________________ Model#_________ Detergent______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Drying Agent____________________ PN#_____________ Cost/Shipping Unit_______ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ IF AN ACID NEUTRALIZER IS USED COMPLETE INFORMATION BELOW: Neutralizer_____________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Contact ___________ Facility____________________Department_______________ Address ________________________________________State_______Zip________ GPO________ Tier Level__________________ Rep ________________ Date _________

COST BENEFIT ANALYSIS SPREADSHEET

UNDERSTANDING THE COST REDUCTION

The acquisition cost is higher. The fee per use cost is significantly lower. Over 1,000 uses per case.

SUPERNOVA Part # Description

Concentr. [oz/galr]

Retail Price [$]

33% offPrice [$]

40% off Price [$]

Tier1 Price

[$/gal.]

Tier 2Price

[$/gal.]Dilution

Rate

Lowest Dilution

Price per Gal. [$/gal.]

Highest Dilution

Price per Gal.

[$/gal.]

CSNB25GSUPERNOVA .25 Detergent (4Gal./Case)

1/4 $ 206.80 $ 136.49 $ 124.08 $ 34.12 $ 31.02 1:512 $ 0.067 $ 0.061

CSNB25SUPERNOVA .25 Detergent (5Gal./Case)

1/4 $ 235.00 $ 155.10 $ 141.00 $ 31.02 $ 28.20 1:512 $ 0.061 $ 0.055

CSNC01GSUPERNOVA .1 MultiEnzymatic (4Gal./Case)

1/10 $ 514.80 $ 339.77 $ 308.88 $ 84.94 $ 77.22 1:1280 $ 0.066 $ 0.060

CSNC01SUPERNOVA .1 MultiEnzymatic (5Gal./Case)

1/10 $ 585.00 $ 386.10 $ 351.00 $ 77.22 $ 70.20 1:1280 $ 0.060 $ 0.055

CSNC25GSUPERNOVA .25 MultiEnzymatic (4Gal./Case)

1/4 $ 305.36 $ 201.54 $ 183.22 $ 50.38 $ 45.80 1:512 $ 0.098 $ 0.089

CSNC25SUPERNOVA .25 MultiEnzymatic (5Gal./Case)

1/4 $ 347.00 $ 229.02 $ 208.20 $ 45.80 $ 41.64 1:512 $ 0.089 $ 0.081

CSNL01

SUPERNOVA .1 InstruCreme Lubricant (5Gal./Case)

1/10 $ 220.00 $ 145.20 $ 132.00 $ 29.04 $ 26.40 1:1280 $ 0.023 $ 0.021

CSNL01G

SUPERNOVA .1 InstruCreme Lubricant (4Gal./Case)

1/10 $ 176.00 $ 116.16 $ 105.60 $ 29.04 $ 26.40 1:1280 $ 0.023 $ 0.021

CSNCD1

SUPERNOVA .1 Case Dry Concentrate (5Gal./Case)

2/100 $ 346.00 $ 228.36 $ 207.60 $ 45.67 $ 41.52 1:6400 $ 0.007 $ 0.006

SUPERNOVA – COST PER USE CALCULATION

COST PER USE CALCULATION Gallons of water1. Automated Washer has approximately 9 gal.2. Sonic has approximately 4 gal.3. Sink has approximately 4 gal.4. Basin for Soaking has approximately 1 gal.

Question1. What is the approximate cost per use of Case

Medical product in the Automated Washer?2. Cost per use in the Sonic?3. Cost per use in the Sink?4. And cost per use in the Basin?

SUPERNOVA – COST PER USE ANALYSIS How can we use our Cost Analysis to compete against the Competition? Prolystica is offered as a similar product, but at a higher cost. Compare by price. All others use cost per use template.

Cost/Gal. SuperNova .25 Cost/Gal.

Steris Prolystica Enzymatic

$154 to 63.36 [$/gal]

41.64 [$/gal]

Steris Prolystica Lubricant

105.60 [$/gal] 33.00 [$/gal]

SUPERNOVA – COST PER USE ANALYSIS - SCENARIO

Customers says Brand X “EZenzyme” costs only $75/bottle.

Case Medical equivalent solution costs $400/case.

SUPERNOVA – COST PER USE ANALYSIS - SCENARIO

Questions to ask: Bottle units (gallons, liters)? Concentrated product? Diluted gallons out of 1 gallon of

concentrate (1:1280, 1:512 or maybe 1:100)?

Compare price per concentrated gallon. Compare price per diluted gallon. Compare price per use.

DILUTION RATE CALCULATION SuperNova.25 concentration = ¼

[oz./gal.] ¼ oz. of Case Medical product per gal.

of water 1 gal = 128 oz. ¼ : 128 [oz./oz.] = 1:512

SuperNova.1 concentration = 1/10 ounce per gallon

1/10:128[oz./oz.] = 1:1280

REMEMBER

SuperNova was validated at the dilution rate identified by the product name on the label, but it can go lower depending on water quality and degree of soil and in automated washers.

SUPER CONCENTRATED PRODUCTS

Contribute to major cost savings. The SuperNova .1 can be further diluted to

1/40 oz/gal depending on water quality. Validated, safe, cost effective products

results in better patient outcome and frees staff for needed patient care.

SuperNova results in significant cost and labor savings, reduced storage/inventory expense, freeing funds for needed patient care.

SALES STRATEGY When to introduce the cleaners? How to introduce the cleaners? Questions to ask your potential customer.

QUESTIONS TO ASK What cleaners do you currently use for reprocessing surgical

devices? Are you completely satisfied with your instrument cleaners?

What do you like about your current product? If you could change anything about your instrument chemistries, what would it be?

Do you know how much you’re paying for your cleaners? Do you know how much the cleaner costs per cycle in your sink or automated washer?

Do you know what the current dilution rate is of the product used? Would you be interested in a product that is super concentrated?

Do you know if your cleaners have been validated in independent laboratories or cleared by the EPA for DfE?

If I could show you how to save money, time, energy, and labor utilizing an environmentally friendly, pH neutral, validated instrument cleaner would you be open to an evaluation or trial?

COST SAVINGS Case Medical’s instrument cleaners are super

concentrated which provides the user with a significant cost savings over the competition.

Each bottle of SuperNova provides up to 1,000 uses and costs pennies on the dollar.

Multiple enzymes in higher concentrations provide rapid soil breakdown at use dilutions. Up to a million times quicker than soap and

water.Copyright 2009

© Case Medical Inc.

SAVINGS OVER THE OTHER BRAND

Avoid numerous unnecessary cleaners and steps Totally pH neutral means no corrosion Water-soluble liquid detergents means no residue Lowest cost when compared at use dilution means

more bang for the buck Highest level of synergistic enzymes to speed up

the cleaning process Super concentrated saves on shipping costs,

inventory space and large drum disposal. Sealed system prevents cross contamination and

spoilage.

SELL VALUE Cost versus price.

Demonstrate with Cost Benefit Analysis data. Sell the value. Sell standardization. Sell validated products. Others may be concentrated, but have less enzymes. Most are less concentrated or never tested. The Steris Prolystica lube is mineral oil. Not allowed. Offer environmentally preferred, sustainable cleaners

and truly durable, reusable containers.

WE HAVE GPO CONTRACTS Premier ASCEND sole source Standardization dual source NOVAPLUS Private Label MedAsset and VA/FSS/Gov HealthTrust pending

Demonstrate savings Focus on Standardization Provide products that are safe and effective Comply with new regulations Develop new products And when you are ready, we can assist you

with assessment and installation services

HOW WE CAN HELP

FINAL NOTES AND Q&A Additions to the Employee Portal

Sample Request & Product Evaluation Forms Statement of Understandings Case Solutions Installation Check List Product Complaint Form (send to Lesley) Customization Information Extension List