WarmTouch Patient Warming System

Transcription

1 WarmTouch Patient Warming System

2 WarmTouch Patient Warming System Introduction WT Warming System WT Blankets Competitor Sales Strategy

3 WarmTouch Patient Warming System Introduction

4 Convective Air Warming A convective air warming system includes a piece of equipment which generates heat & blows filtered air into a disposable blanket warming a patient. The disposable blanket has an impermeable upper surface, but a permeable (tiny holes) lower surface which allows the warm air to pass through the surface of the blanket onto the patient s skin.

5 Convective Air Warming Convective Air Market Arizant/A.Medical: BairHugger 40% Market Share Nellcor/Mallinckrodt: WarmTouch 30% Market Share Gaymar: ThermaCare 8% Market Share Smiths Medical: Equator 8% Market Share CSZ: WarmAir 8% Market Share Others Eppendorf, Rüsch, 6% Market Share

6 WarmTouch Patient Warming System Patient Warming System

7 WarmTouch Product Range WT WT5900 Convective Air Warming Unit/Blower 4 OR Convective Air Warming Blankets 2 PACU Convective Air Warming Blanket WT 5800 REF WT 5900 REF

8 FEATURES & BENEFITS WarmTouch Blower Air flow at 55cfm / 1500l/min: warms patient quickly Self supporting + collapsible hose: easy use & convenient for storage Thick hose wall: prevents heat loss from hose to blanket Boost temp setting 45min: warms cold patients quickly (Model 5900) Hepa filter: particles > 0,03 microns not released in air High temperature shut off sensor at 50 C and alarm light: provided for patient safety (Model 5800)

9 FEATURES & BENEFITS WarmTouch Blower Auto temp step down from high to medium after 45 minutes: warms cold patients quickly (Model 5800) Ambient air setting: cools warm patients (Model 5800) High temperature shutoff/sensor at 50 C / alarm light und audio: provided for patient safety (Model 5900) Different temperature settings on unit: provided for heating flexibility Cart with basket: easy transporting and storing Panel WT 5900 Panel WT 5800

10 WarmTouch Blower Mounting Options

11 WarmTouch Blower Improvements WT5900 Increased stability of cart by adding 5 wheels More durable wheels Stronger alligator clip Stronger Velcro strap to hold cord Power cord no longer detaches from blower Hose connected to blower, but can be disassembled Increased ease of handling by raising ribs on nozzle

12 WarmTouch Patient Warming System Blankets

13 WarmTouch Blankets

14 FEATURES & BENEFITS WarmTouch Blankets 2 ply high grade Kimberly Clark material: Punctured stays inflated, resists tears, fluids & floating. Soft material eliminates hot plastic surfaces and the need for additional blankets. Quilted design: Folds back out of way & provides an even distribution of heat. Large profile: When inflated, covers & warms patient adequately. Medical grade tape: Expands draping options and restricts airflow into surgical site. Has tabs for easy removal. Blankets are latex free!!

15 CareDrape Upper Body 5 sections of medical grade tape to secure blanket & prevent heat loss O.R. Blanket Dual hose inlets for optimum blower placement Clear plastic head drape for warming head area, extra adjustable

16 CareDrape Lower Body O.R. Blanket Strip of medical grade tape located at the waist to help secure the blanket, expand draping options and restrict airflow into surgical site Single hose inlet at feet keeps blower out of busy surgical area

17 CareDrape Pediatric Under body and over body design Clear plastic drape seals in heat Accommodates many different infant positions X-Ray transparent Use pre or post-operatively Triple hose inlets for optimum blower placement

18 CareDrape Cardiac Blanket O.R. Sterile Blanket Leg slits Vein harvesting, Groin access Extended hose sleeve Maintains sterility Double sterile packaging

19 CareQuilt Adult PACU full body blanket Single hose inlet at feet keeps blower out of the way Quick & easy access to chest & feet without releasing heat Shoulder flaps tuck under shoulders

20 CareQuilt Pediatric PACU full body blanket Shoulder flaps to tuck under shoulders Sized to fit cribs and pediatric stretches Single hose inlet at feet keeps blower out of the way

21 WarmTouch Advantages Quilted design ensures even distribution of heat in blanket Higher average temperatures throughout the blanket More durable, softer material Replace filter FOC 5 year warranty Boost setting warms cold patients quickly Thicker hose to insulate heat No additional blankets needed to prevent floating Can fold blankets without restricting air flow

22 WarmTouch Patient Warming System Competitor

23 WarmTouch vs. BairHugger Arizant/Augustin Medical - BairHugger Market leader Only sell temperature products: Blankets & Fluid Warming 22 blankets with main focus on their outpatient surgery gowns Two blowers: 505 and the new 750 / (500 old model) Model 500 old model Model 505 Model 750

24 WarmTouch vs. BairHugger Bair Hugger 505 blows 30cfm of air into the blanket WarmTouch blows 55cfm of air into the blanket WT blankets heat up much quicker At 1 minute on high, the WT 5900 heats up to 42.5C compared to the BH 505, which takes 4 minutes to heat up to the same temp Bair Hugger over temp shut off from 50-56C WarmTouch 5800 over temp shut off at 50C Increased patient safety by guaranteed over temp shut off at 50C BH offers a range for over temp shut off, air can get up to 56C before shuts off Bair Hugger no boost feature WarmTouch offers a boost setting 45 C for 45 minutes with auto step down

25 WarmTouch vs. BairHugger Bair Hugger blankets are made from a very thin cheap material the top is plastic WarmTouch blankets are made from a durable Kimberly Clarke material Fluids run off the blankets Eliminates floating Do not have to cover our blanket with other warm blankets Bair Hugger blankets are tubular in design WarmTouch blankets have a quilted design Ensures even heat distribution Can be folded and still maintain inflation & even heat distribution to patient

26 WarmTouch vs. BairHugger Bair Hugger blowers do not have a Hepa filter & theirs must be replaced every 500 hours WarmTouch blowers have a Hepa filter, replaced every 2000 hours 99.97% effective in filtering foreign particles Replaced free of charge Bair Huggers blower hose is 2.5 and.009 thick. WarmTouch blowers have a 3 hose diameter and.019 wall thickness The thick hose eliminates heat loss thru the hose Warmer air is dispersed throughout the blanket Bair Hugger Blower Hose WarmTouch Blower Hose

27 K J I G H E F C D Temperatures ( C) Temperature ( C) Results: High Settings WarmTouch vs. BairHugger Comparison of WarmTouch and Bair Hugger Temperature Distribution on Lower Body Blankets using ASTM F WarmTouch Bair Hugger Lower Body Blanket Temperatures High Setting; Model 5300; ASTM F29.19 Test Procedure Lower Body Blanket Temperatures High Setting; Augusine Model 505; ASTM F29.19 Test Procedure Row Column Max = 39.5 Min = 32.7 Ave = 36.4 C D E F Row G H I J K Column Max = 38.6 Min = 24.1 Ave = 31.1

28 Temperature ( C) Temperature ( C) Results: Boost Settings WarmTouch vs. BairHugger Comparison of WarmTouch and Bair Hugger Temperature Distribution on Lower Body Blankets using ASTM F WarmTouch Bair Hugger Lower Body Blanket Temperatures Boost Setting; Model 5300; ASTM F29.19 Test Procedure Lower Body Blanket Temperatures High Setting; Augusine Model 505; ASTM F29.19 Test Procedure Row C D E F G H I J K Column 40,00-42,00 38,00-40,00 36,00-38,00 34,00-36,00 32,00-34,00 30,00-32,00 28,00-30,00 26,00-28,00 24,00-26,00 Max = 41.6 Min = 33.5 Ave = 38.2 C D E F Row G H I J K Column Max = 38.6 Min = 24.1 Ave = 31.1

29 WarmTouch vs. BairHugger 750 (new) WT blows more air into our blankets at a faster rate 55cfm vs. 48cfm Result: blankets heat up more quickly Quilted blanket design ensures even heat distribution Result: Uniformly heats patient at average higher temperature Boost setting to warm cold patients faster WarmTouch is slightly lighter in weight Result: WT is 15lbs vs. BH is 15.5lbs No ideal charge of Hepa filter for O.R. use Result: Changeable every 2000 hrs vs. 500 for BH Thicker hose to insulate heat Result: More heat going into blanket No additional blankets needed to cover the WT blanket Result: Reduced blanket cleaning costs and time Auto heat shut at 50 C (WT5800), BH shuts off C Result: Increased patient safety

30 WarmTouch vs. BairHugger Blankets

31 WarmTouch vs. Cincinnati Sub Zero (CSZ) WarmAir 135 Warming Unit FilteredFlo Sytem

32 WarmTouch vs. Cincinnati Sub Zero (CSZ) WarmAir Blower Air filtered thru Hepa filter & then thru blankets again Temp settings: Ambient (fan), low 32.2 C, Med 37.8 C, High 43.3 C FilteredFlo Blankets Position: very cheap blankets (lowest priced) Offering includes metallic and non-metallic blankets 7 blanket offerings (torso blanket) offers also a blower with cooling unit integrated Cardiovascular Cooling/Heating System - Hemotherm (3 C 42 C)

33 WarmTouch vs. Gaymar Industries, Inc. Thermacare Convective Warming Unit Thermacare Ped OR

34 WarmTouch vs. Gaymar Industries, Inc. Blower Air rate is 30-40cfm Temp settings: Ambient (fan), low 32 C, Med 38 C, High 43 C, Max 46 C Warranty is only 24 months Optional stand Blankets: Plastic top/soft bottom, irregular hole design, quilted design Velcro hose attachment 5 blanket offerings (torso, no ped PACU)

35 WarmTouch vs. Smiths Medical - Equator Equator EQ5000 Blower SW-2001 SW-2002 SnuggleWarm Blankets SW-2003 Snuggle Warm SW-4000 (old model) SW-2004 SW-2005 SW-2006

36 WarmTouch vs. Smiths Medical - Equator Equator Blower Digital display end of hose temperature Disconnect indicator Over & under temperature alarm Temp settings: Ambient (fan), low 36 C, Med 40 C, High 44 C Snuggle Warm Blankets 6 blanket offerings ( 2 ped, no cardiac) Tubular in design, poor hole design, no plastic, cheap quality Same hose connection design as BairHugger

37 WarmTouch vs. Teleflex/Rüsch Life Air 1000S

38 WarmTouch vs. Teleflex/Rüsch Life Air 1000S blower very loud old design (metal) ambient temperature possible low quality blankets no core product by Rüsch

39 WarmTouch vs. Moeck Warming System - Eppendorf high quality textile blankets

40 WarmTouch vs. Moeck Warming System - Eppendorf high quality textile blankets wide product range well organized washing system/logistic customer pays like for a disposable blanket cheap prices (ASP 6,50) very activ in Germany, Austria blower very cheap constructed, big, with rolls, able to heat 2 blankets flexible hose fantastic marketing!!!

41 WarmTouch vs. Competitor Beschreibung WarmTouch Bair Hugger 505 Snuggle Warm Eppendorf Life-Air Hersteller Tyco Augustine Medical Smiths Medical Moeck / Teleflex/Rüsch Healthcare DBL Arhrens Größe cm 38x42x38 33x25x28 81x46x33 35x40x47 60x52x50 Gewicht kg 6,8 5, Temperaturstufen C Umgebungstemp ,6 43,3 48,9 Umgebungstemp Umgebungstemp Filter m 0,3 0,2 0,2 0,2 0,2 Lautstärke <50 db >55 db 37 db <40 db >55 db Stundenzähler Ja Ja Ja Ja Ja Alarme Optisch (WT 5800) Optisch + akustisch WT 5900) Decken Einmal- und wiederverwendbare D. Optisch und akustisch Optisch und akustisch Optisch und akustisch Optisch Einmaldecken Einmaldecken Reusable Blankets Einmaldecken Marktanteil ~30% ~40 % ~8% ~5% ~1%

42 WarmTouch Patient Warming System Sales Strategy

43 WarmTouch Sales Strategy Pre-plan Consumption analysis (10+ blankets per month per blower) Close for evaluation In-service is key Follow-up Know the objections Don t be defensive- be confident Be persistent Think market basket

44 WarmTouch Best Practices: Clinical Situation Ask probing questions first: What s important to you? Objectives: Let customer state their opinions, concerns or likes first Minimize F&B at this point; sell concept of market basket and overall cost savings Close for evaluation only Ask probing questions first: What features are important to you? Objectives: Let customer state their opinions, concerns or likes first Maximize F&B; get into greens, buy lunch, close for multiple cases with each end-user Be aggressive, yet professional. Build champions.get in the O.R.!!!