Coloplast A/s Class B · OMXCOP:COLO_B
Coloplast A/s Class B — Investor Day (2018)
19 slides from Coloplast A/s Class B's investor day presentation, 2018
Slide 1: Chronic Care North America update
Chronic Care North America update Coloplast Capital Markets Day 2018 Manu Varma, Senior Vice President, Chronic Care Management, NA
Slide 2: US Chronic Care has outperformed the market by a factor 2-3x and continues to take share
US Chronic Care has outperformed the market by a factor 2-3x and continues to take share Chronic Care revenue in the US by business area Chronic Care US organic revenue growth vs. market growth Revenue DKK, FY 16/17 FY 16/17 3x New management 2x in place May 2018 Coloplast growth ~4% ~3% ~4% Market
Slide 3: The market is impacted by evolving trends and many consumers lack access to the best products
The market is impacted by evolving trends and the fact that many consumers do not have access to the best products The US market is evolving, influencing Coloplast’s commercial …while the challenge of too many consumers not having access landscape… to the best products remains Low quality products a
Slide 4: We have launched a new strategy for the US market to deliver double digit growth
We have launched a new strategy for the US market to deliver on the ambition of double digit growth Our strategic themes Our ambition for US Chronic Care 1 2 DRIVE ACCESS TO RAISE THE BAR THE INDUSTRY’S FOR SERVICE IN BEST PRODUCTS THE INDUSTRY CONSUMERS Ambition FIRST Double digit profitable growth
Slide 5: Our new strategy will strengthen our value proposition to all stakeholders
Our new strategy will strengthen our value proposition to all stakeholders Consumers have Health Care Payors recognize access to the best Professionals see us and reward our products and services as the standard of superior outcomes care • . Page 5
Slide 6: Innovation is a key driver and we will continue to expand our offering
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS Innovation is a key driver and we will continue to expand our offering of high quality products Several innovative products in the US in 17/18… …and more product launches to come SpeediCath® Flex Coude Pro SenSura® Mio Convex SenSura® Mio Concave Speedi
Slide 7: We have solid IC momentum and are increasing field sales pressure and education efforts
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS We have solid IC momentum and are increasing field sales pressure and education efforts to accelerate it We have gained significant share over the last years We will accelerate momentum through new products, expanding our field Coloplast Rehab NPD share
Slide 8: Through our unique value proposition we continue to take share in Ostomy Care
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS Through our unique value proposition we continue to take share in the Ostomy Care market Coloplast offers unique value proposition for hospitals We have also expanded our sales force over the last 6 months and… + Product Patient education …as a result,
Slide 9: In Ostomy Care, most hospitals' purchases are made directly or through GPO contracts
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS In Ostomy Care, most hospitals’ purchases are made either directly or through GPO contracts… Next award year for three major GPOs Example of a bidding process Acute Estimated Next award members1 Acute share2 year GPO bid 7,500 ~50% 2021 Category Managem
Slide 10: Hospitals drive purchase decisions and Coloplast has access to win business
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS Hospitals drive purchase decisions and Coloplast has access to win business in the majority of acute care accounts We are driving multiple initiatives to win contracts with IDNs and Hospital systems 1. Prioritize and win strategic IDNs… 2. Effectively c
Slide 11: We are increasingly winning share in the Home Health Agency setting
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS We are increasingly winning share in the important Home Health Agency setting 3 out of 4 Ostomy patients are discharged into post-acute We have had several big wins with Home Health Agency partners facilities Patients Hospitals 3-5 days Post-acute facil
Slide 12: We are expanding our Market Access team to engage closer with payors
1 DRIVE ACCESS TO THE INDUSTRY’S BEST PRODUCTS We are expanding our Market Access team to engage closer with payors Engage more closely with payors to drive users’ access to Coloplast’s high quality products Build up Payor sales teams in Strengthen dialogue around service Increase understanding of O
Slide 13: Our new strategy places a higher emphasis on our service offering
2 RAISE THE BAR FOR SERVICE IN THE INDUSTRY Our new strategy places a higher emphasis on our service offering as a means of differentiation Recap challenges for US consumers… …we are addressing the challenges by raising the bar for service and empowering consumers Low quality products and switching
Slide 14: Coloplast Care and Consumer are key elements of our dedication to support consumers
2 RAISE THE BAR FOR SERVICE IN THE INDUSTRY Coloplast Care and Consumer are key elements of our dedication to support consumers at every step of their journey Our Coloplast Care and Consumer teams play an essential role in …and we are continuously supporting more consumers supporting patients at eve
Slide 15: With Seamless Transitions we aim to increase consumer power and raise the bar for service
2 RAISE THE BAR FOR SERVICE IN THE INDUSTRY With our Seamless Transitions program we aim to increase consumer power and raise the bar for service Coloplast Seamless Transitions presents consumers the best match dealer options based on key service parameters Patients Best match dealer options Operati
Slide 16: With Comfort Medical we are building a platform to secure consumer access
2 RAISE THE BAR FOR SERVICE IN THE INDUSTRY With Comfort Medical we are building a platform to secure consumer’s access to high quality products and services We have validated our rationale for the Comfort Medical We have gained a better understanding of growth opportunities acquisition in Comfort M
Slide 17: The implementation of Salesforce.com is the first step towards a full digital offering
2 RAISE THE BAR FOR SERVICE IN THE INDUSTRY The implementation of Salesforce.com is the first step towards a integrated, full digital offering Our new strategy… …enabled through digitalization 1 2 DRIVE ACCESS TO RAISE THE BAR THE INDUSTRY’S FOR SERVICE IN BEST PRODUCTS THE INDUSTRY CONSUMERS FIRST
Slide 18: Our new US strategy positions us to outpace the market for years to come
Our new US strategy positions us to outpace the market for years to come Our strategic themes Our ambition for US Chronic Care 1 2 DRIVE ACCESS TO RAISE THE BAR THE INDUSTRY’S FOR SERVICE IN BEST PRODUCTS THE INDUSTRY CONSUMERS Ambition FIRST Double digit profitable growth +10% DEVELOP A CULTURE OF
Slide 19: Our mission, values and vision
Our mission Making life easier for peoplé with intimate healthcare needs Our values Closeness... to better understand. - Passion... to make a difference Respect and responsibility... to 0 guide | US: Our vision Setting the global standard for listening and responding: Coloplast Group - Ostomy Care /