Fisher & Paykel Healthcare Corporation Limited · NZX:FPH
Fisher & Paykel Healthcare — Investor Day (September 2023)
119 slides from Fisher & Paykel Healthcare's investor day presentation, Sep 15, 2023
Slide 1: News Release: Investor Event presentation
News Release STOCK EXCHANGE LISTINGS: NEW ZEALAND (FPH), AUSTRALIA (FPH) Fisher & Paykel Healthcare provides Investor Event presentation Auckland, New Zealand, 15 September 2023 – Fisher & Paykel Healthcare Corporation Limited attaches a copy of its presentation to analysts and investors for its Inv
Slide 2: Fisher & Paykel Healthcare
For personal use only a Fisher &Paykel HEALTHCARE
Slide 3: Important notice
Important notice This presentation is dated 15 September 2023 and has been prepared by Fisher & Paykel Healthcare Corporation Limited (FPH). For personal use only Disclaimer The information in this presentation is of a general background nature, is in summary form and does not purport to be complete
Slide 4: Mexico: Culture of continuous improvement
Mexico: Culture of For personal use only continuous improvement Malena Ortiz General Director Mexico Operations
Slide 5: Investor Day agenda
Investor Day agenda 9:30 am Welcome Overview of F&P Mexico operations For personal use only 10:00 am Break 10:30 am Business Excellence Model Purpose, People, Process, Performance 11:00 am Tour of manufacturing areas 12:00 pm Q&A 12:30 pm Lunch 2:00 pm Depart for Irvine, California
Slide 6: F&P Mexico manufacturing
F&P Mexico manufacturing F&P Mexico overview: For personal use only • First breathing circuit shipped in 2010. 39% • Diversified manufacturing. Mexico • 1,900+ collaborators. • Hospital and Homecare consumables. • Mexico contributes 39% of manufacturing. 61% New Zealand Mexico facilities: • Three bu
Slide 7: Medical device industry in Tijuana
Medical device industry in Tijuana Tijuana is a world leader in the manufacturing of medical devices. For personal use only • 90% of medical device companies are certified under ISO13485, FDA or CE mark. • +80 medical device manufacturing plants in Tijuana. • >74,000 people employed in Tijuana medic
Slide 8: Medical device industry driving education
Medical device industry driving education Supporting high-end manufacturing industries, such as medical devices, requires an innovative workforce and investment in education and research on both sides of the border. For personal use only Baja California offers 89 public & private universities 9 Univ
Slide 9: Our people
Our people NUMBER OF COLLABORATORS IN MEXICO 2500 For personal use only 2297 2000 1911 1774 1729 1500 1323 1194 1009 954 1000 671 521 557 448 500 349 269 41% Male 59% Female 0 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 FY21 FY22 FY23 FY24 1900+ collaborators 64% Direct 36% Indirect
Slide 10: Why our people stay
Why our people stay For personal use only We recognize that Annual Turnover Rate 24% 66% Tijuana Manufacturing having engaged F&P Mexico Industry Average * collaborators has 131.0% tangible business Percent per year benefits for our 77.6% 80.8% 79.3% 77.0% 67.0% 66.0% 63.0% 32.0% 58.4% collaborators
Slide 11: Our journey
Our journey For personal use only Land purchased We have more and contract First breathing than 50 years circuit agreement for construction of of experience shipped Building 1 for MX2. as a leader in Started production respiratory of Evora Full Mask humidification. Started production Lease agreement
Slide 12: Continuous improvement journey
Continuous improvement journey For personal use only 2009-2014 2015 2016 2017 2018 2021 2023 01 Continuous Department Improvement 02 Lean Leaders, Six Sigma Green Belt Certification 03 Operational Model Excellence 04 Business Model Excellence
Slide 13: Integrating our values and our people
Integrating our values and our people Ideal Results Require Ideal Behaviors For personal use only Purpose and Systems Drive Behavior Principles Inform Ideal Behaviors Relationships Internationalism Commitment Originality We are committed to leading transformation initiatives and driving change. Deve
Slide 14: Business excellence model
Business excellence model People Process Personas For personal use only Procesos Making it possible for people within Creating long-term solutions not temporary the organization to engage in the fixes, simplifying work processes, ensuring transformation journey, identifying resources that are needed
Slide 15: Summary of model in Mexico
Summary of model in Mexico Purpose: For personal use only Leading our response through daily workstreams focusing on People Safety, Manufacturing and Distribution People: Values Cards Raised Ideas Projects 1,836 1,817 1,656 Process:
Slide 16: Summary of model in Mexico
Summary of model in Mexico For personal use only Great results are the outcome of connection to purpose and a culture of continuous improvement.
Slide 17: Questions
For personal use only Questions
Slide 18: Thank you
For personal use only Thank you
Slide 19: Business Excellence model stations
Business For personal use only Excellence model stations
Slide 20: Purpose Strategy Deployment
Purpose Strategy Deployment For personal use only Develop management systems that effectively align every value stream with principles and directions in ways that are simple, comprehensive, actionable and standardized. Principles Create Constancy of Think Systemically Purpose 19
Slide 21: How our strategy works
How our strategy works PURPOSE OF F&P For personal use only Improving care and outcomes through inspired and world-leading Key F&P Manufacturing healthcare Strategy Performance Policies Expectations solutions. “Our plan” Indicators
Slide 22: People Wellbeing and Cultural Engagement
People Wellbeing and Cultural Engagement For personal use only Making it possible for people within the organization to engage in the transformation journey, identifying ideal behaviors and understanding and building a culture of business excellence. Principles Respect Every Lead with Humility Indiv
Slide 23: Our programs
Our programs 5,311 Family Day 560 3K Family Race For personal use only 176 Animal Shelter 151 Beach Clean Up Community 457 Children’s Day 80 Involvement OUR PURPOSE Donations Improving care and outcomes through inspired and world- leading healthcare solutions. 144 Team Fisher 230 Nursing Home 4,307
Slide 24: A culture of continuous improvement
A culture of continuous improvement For personal use only Recognition for Building a culture of Kaizen Blitz participation Recognition for Gold Silver Bronze Execution continuous improvement Quality Safety Cost DDORA requires an understanding Wastes Gold Silver Bronze that every idea is 5Ss 5Ss Qual
Slide 25: Process Excellence
Process Process Excellence For personal use only Creating long-term solutions not temporary fixes, simplifying work processes, ensuring resources that are needed are available when required and organizing places of work so potential problems become immediately visible. Principles Embrace Scientific
Slide 26: Training and certifications
Training and certifications Deploy a culture of continuous improvement that drives the transformation of the organization through behaviors that are observable, development of lean manufacturing and For personal use only six sigma skills, and specialized training of our people through all levels wit
Slide 27: Problem solving
Problem solving Create a systematic method which allows all team members to use structured problem- solving tools. For personal use only Achievements Continuous training in Culture of problem solving (DDORA methodology) +30 problem solving methodology +400 People trained +300 Problem solving area Pr
Slide 28: Performance Management
Performance Performance Management For personal use only Great results are the outcome of connection to purpose and a culture of continuous improvement. Principles Create Value for the Customer
Slide 29: Daily management system
Daily management system Tier 5 MX Town Hall Meeting - All Performance + Strategy Global Health DESCRIBE Check ESTA ETAPA Weekly Operations Review Tier For personal use only NZ-MX Meeting - BAU Performance + Strategy Ops Team + Support Team 5 Tier 4 DESCRIBE ESTA ETAPA Communication Daily and Weekly
Slide 30: Manufacturing tour
For personal use only Manufacturing tour
Slide 31: How we connect our people to our purpose
How we connect our people to our purpose For personal use only FPH College – developing the technical, operational, and managerial abilities of our collaborators. Community – social programs to connect our people with the local community. Living our values – values card program recognizing and rewar
Slide 32: Idea generation
Idea generation Continuous improvement comes from our collaborators sharing ideas. For personal use only Kaizen Blitz Kaizen +800 +50 Six Sigma Projects +20
Slide 33: Daily management system
Daily management system Tier 5 MX Town Hall Meeting - All Performance + Strategy Global Health DESCRIBE Check ESTA ETAPA Weekly Operations Review Tier For personal use only NZ-MX Performance + Strategy Meeting - BAU 5 Tier 4 Ops Team + Support Team Communication DESCRIBE ESTA ETAPA Daily and Weekly
Slide 34: Global CI Award - Inspiratory Limb Assembly Cycle Time Reduction
Global CI Award - Inspiratory Limb Assembly Cycle Time Reduction Benefits People For personal use only • Growing the Internal Talent in production. • Integration of multidisciplinary VISION CIRCUITS team to deliver results. Integrate Supply Chain Process • Competitive advantage to • Better operation
Slide 35: In-house manufacturing heater wire project
In-house manufacturing heater wire project Benefits People For personal use only • Internal Talent developing new processes and technology. Process Integrate • Increase Autonomy & Supply Chain Self-sufficiency in critical manufacturing process. • Competitive advantage in • Eliminate/reduce any produ
Slide 36: Compact Full Face Mask
Compact Full Face Mask Benefits People For personal use only • Developing Internal Talent to manufacture Evora Full. • Integration of EVORA FULL multidisciplinary team to deliver results. Introduction into MX Process Integrate Supply Chain • Increase capacity introducing 43 new SKUs into MX site. •
Slide 37: Human rights
Human rights HARMONIOUS LABOR EMBEDDING HUMAN RESOURCES CULTURE PRACTICES F&P CULTURE For personal use only • Respect Policies • Internal Preventative Committee to • Constant communication of deploy Harassment and Bullying organizational culture (Values, Policy. Purpose). • Communication channel wit
Slide 38: Educational Symposium: Nasal High Flow Evidence & Application
Educational Symposium Nasal High Flow For personal use only Evidence & Application Friday, September 15, 2023 9:30am – 11:30am Mission Conference Center Conference Rooms A/B 26726 Crown Valley Parkway, Mission Viejo, CA 92691
Slide 39: Educational Symposium Agenda
Educational Symposium Agenda 9:30am Welcome & Presenter Introduction For personal use only 9:40am Nasal High Flow: What’s Next? Matthew W. Trump, DO – UnityPoint Health 10:10am Interviews Robert Y. Goldberg, MD – Providence Mission Hospital James B. Price, MD – Providence Mission Hospital 10:40am Na
Slide 40: Welcome to Providence Mission Hospital
Welcome to Providence Mission Hospital For personal use only • Established in 1971 • State-of-the-art 523-bed acute care hospital • Level II adult & pediatric trauma center • Part of Providence, a not-for-profit provider of integrated health care • Approx 2800+ caregivers • Approx 800+ physicians •
Slide 41: Presenters
Presenters For personal use only Matthew W. Trump, DO • Pulmonology & Critical Care Specialist James B. Price, MD • The Iowa Clinic and UnityPoint Health, • Emergency Medicine Specialist Des Moines, IA Adjunct Clinical • Providence Mission Hospital, Associate Professor Mission Viejo, CA • University
Slide 42: Matthew W. Trump, DO
Matthew W. Trump, DO For personal use only Matthew W. Trump, DO • Pulmonology & Critical Care Specialist • The Iowa Clinic and UnityPoint Health, Des Moines, IA Adjunct Clinical Associate Professor • University of Iowa, Carver College of Medicine, Iowa City, IA Nasal High Flow … Now What?
Slide 43: Nasal High Flow… Now What?
For personal use only Nasal High Flow… Now What? Dr. Matthew Trump DO FACP FCCP
Slide 44: Iowa Methodist Medical Center
Iowa Methodist Medical Center For personal use only • Level I Trauma Center • 370 staffed beds • Mixed medical/surgical ICU
Slide 45: UnityPoint Health
For personal use only • UnityPoint Health
Slide 46: American Journal of Respiratory and Critical Care Medicine
For personal use only s American Journal of Respiratory and Critical Care Medicine Volume 195 Number 9 | May 1 2017
Slide 47: High flow nasal cannula compared with conventional oxygen therapy
SYSTEMATIC REVIEW High flow nasal cannula compared £. with conventional oxygen therapy for acute hypoxemic respiratory failure: a systematic iew and meta-analysis HNC Standard 02 ek Ratio isk Ratio Study or Subgroup Events Total Events Total_Weight IV, Random, 95% Cl Iv, Random, 95% CL TE Low or Pro
Slide 48: Meta Analysis Findings
4% absolute reduction For personal use only Meta in need for intubation Analysis Findings NNT = 23
Slide 49: ESICM guidelines on acute respiratory distress syndrome
Intensive Care Med (2023) 49:727-759 https/doiorg/10.1007/500134-023-07050-7 CONFERENCE REPORTS AND EXPERT PANEL ESICM guidelines on acute respiratory distress syndrome: definition, phenotyping and respiratory support strategies We recommend that non-mechanically ventilated patients with AHRF not du
Slide 50: Updated systematic review
Updated systematic review For personal use only • Less heterogeneity by excluding: ED, post op, AECOPD, pulmonary edema
Slide 51: Improved outcomes and tolerance
Improved outcomes For personal use only and tolerance • Reduced mortality • Reduction in intubation • Increased ventilator free days • Better tolerated than NIV
Slide 52: What we do
For personal use only What we do
Slide 53: Began with a protocol
For personal use only Began with a protocol
Slide 54: Study protocol for cohort 1
Fail Extubated to HFNC. Discontinuation Trial Subject Evaluated for ‘50 Limin, Fig, prior to 4 Umin nasal cannula Extubation ‘extubation ans titrated to after Fp, $0.40 for maintain S,o, = 92% 4 hous Restart HENC ‘Succes Discontinue HFNC| Fig. 1. Study protocol for cohort 1. c Variable PreProtocol (
Slide 55: Lamb et al.
Lamb et al. For personal use only • Summary: • No increased adverse outcomes • Earlier recognition of respiratory failure and faster escalation of therapy • Efficacious protocol generalizable to broad, critically ill populations • Shorter hospital and ICU lengths of stay for patients with increasing
Slide 56: Why go beyond ICU?
For personal use only • ICU and ED beds are a scarce and costly resource • Review of internal data (MET team) Why go beyond demonstrated potential benefit in respiratory distress +/- acute hypoxic ICU? respiratory failure • Not requiring invasive mechanical ventilation • Patients who meet strict cri
Slide 57: UPH DM Inclusion Criteria for Outside ICU
UPH DM Inclusion Criteria for Outside ICU For personal use only Traditional nasal COPD, asthma, Rib fractures or cannula does not meet respiratory infections pulmonary contusions Dyspnea and/or patient flow demand causing AHRF, and other • Splint open of the airways increased work of and/or FiO2 car
Slide 58: UPH DM Inclusion Criteria for Outside ICU
UPH DM Inclusion Criteria for Outside ICU For personal use only Hydration of thickened secretions Tracheostomy patients: • Requiring higher flows • Heat and humidity benefit • Evidence for faster decannulation Palliation for air hunger, dyspnea, and/or hypoxia at the end of life
Slide 59: UPH DM Exclusion Criteria for outside ICU
• Obtunded and unable to maintain airway For personal use only • Severe respiratory acidosis (ventilatory UPH DM failure) • Suspected facial fractures or skull Exclusion fractures Criteria for • Shock outside ICU • Upper airway obstruction
Slide 60: Our results
For personal use only Our results
Slide 61: Use Outside the ICU is Safe and Effective
Use Outside For personal use only the ICU is Safe and Effective
Slide 62: Use Outside the ICU is Safe and Effective
Use Outside the ICU is Safe and Effective For personal use only • 66% avoided ICU • 486 hospital days outside ICU • 44h duration • Escalation of care • 5% intubated • 6% NIV • 13h to escalation • Low mortality 13%
Slide 63: Our Experience
Received NHF (N=998*) No study cohort For personal use only (n=674) COPD (n=90) Our Experience Trauma (n=63) ED cohort (n=171)
Slide 64: COPD Cohort
COPD COHORT Study Inclusion Criteria: For personal use only • Hypoxemia requiring > 4 LPM Oxygen • Admitted directly to floor from ED or direct admission • History of COPD • Must have consult from Pulmonology team Study Exclusion Criteria: • Trach dependent • Palliation only • NHF < 1 hour • ICU bef
Slide 65: For personal use only
For personal use only • Less ICU days in study vs control • 19% vs 49% • No difference in intubation • No mortality difference Clin Respir J. 2021;1–7.
Slide 66: Trauma Cohort
TRAUMA COHORT Study Inclusion Criteria: For personal use only • Hypoxemia requiring > 4 LPM Oxygen • Therapy initiated in ED, ICU, or floor • Significant chest wall trauma (3 > rib fractures) • Part of multi-modal pain management regimen Study Exclusion Criteria: • NHF < 1 hour • Received mechanical
Slide 67: More started outside ICU
For personal use only More started outside ICU More completed outside ICU
Slide 68: Avoided ICU
For personal use only Avoided ICU No difference in complications
Slide 69: Savings and Conclusions
Savings and Conclusions For personal use only • Ward patients: • 27% avoided the ICU • 47% vs 59% of days spent in ICU • 11% reduction in health care costs • $481,663 (US) saved • No difference • Mortality • Intubation rates
Slide 70: Our COVID experience
For personal use only Our COVID experience
Slide 71: Summer 2020
For personal use only Summer 2020 • Respiratory Care October 2020, 65 (Suppl 10) 3448481
Slide 72: Our COVID Experience
Our COVID Experience For personal use only Locally in 2020-21 -220+ started on NHF -14% intubation rate -68% started on medical floor -med duration 3.3 days -55% survival -Av ROX intubated 2.91 -70% mortality if escalated to IMV
Slide 73: COPD
COPD Ji Ajuo asn jeuosiad JOS
Slide 74: COPD
• Global prevalence 10.3% For personal use only • 11.8% Men • 8.3% women • 3rd leading cause of death worldwide COPD • 3 million deaths annually • $40 billion/year by 2043 in US • AECOPD greatest proportion of total COPD cost burden in US
Slide 75: AECOPD
• NHF noninferior to NIV for CO2 reduction For personal use only • 6.8 mm Hg vs 9.5 mm Hg (p = AECOPD 0.4) at 2h • 60 lpm flow used • 1/3 NHF required NIV in 6h • 57% NHF required NIV entire hospitalization • 2 (5% ) intubated in NHF group • 3 (7.6%) switched from NIV to NHF • No differences in mort
Slide 76: AECOPD
AECOPD For personal use only • Ward patients • pH > 7.35, PaO2 < 60 mmHg, PaCO 45 mm Hg International Journal of Chronic Obstructive Pulmonary Disease 2020:15
Slide 77: For personal use only
For personal use only • Less ICU days in study vs control • 19% vs 49% • No difference in intubation • No mortality difference Clin Respir J. 2021;1–7.
Slide 78: Conclusions
For personal use only Conclusions
Slide 79: Conclusions
Conclusions For personal use only • Nasal high flow is a well established, effective mode of support for patients with acute hypoxic respiratory failure • Nasal high flow is an effective therapy for hospitalized patients with COPD and other respiratory conditions • Patients supported with nasal high
Slide 80: Using Nasal High Flow in the Critical Care environment
For personal use only Robert Y. Goldberg, MD Pulmonary & Critical Care Specialist, Providence Mission Hospital Using Nasal High Flow in the Critical Care environment Julie Jackson, RRT Fisher & Paykel Healthcare, Clinical Affairs Specialist
Slide 81: Introduction
Introduction For personal use only • Can you please describe the Critical Care services at Providence Mission Hospital along with your role and typical patients the hospital serves? • Can you describe your journey of adoption of high flow? What patients now routinely start on high flow? How has this
Slide 82: Impact of the pandemic
Impact of the pandemic For personal use only • Can you describe the impact of high flow for you during COVID-19? • What were the challenges of using high flow during COVID-19 and how were these addressed? • How were other respiratory support strategies affected during COVID- 19? • How has COVID-19 c
Slide 83: Today and beyond
Today and beyond For personal use only • How do you see high flow therapy expanding across your hospital? • Where do you see research and education gaps with high flow?
Slide 84: Using Nasal High Flow in the Emergency Department
For personal use only James B. Price, MD Emergency Medicine Specialist, Providence Mission Hospital Using Nasal High Flow in the Emergency Department Julie Jackson, RRT Fisher & Paykel Healthcare, Clinical Affairs Specialist
Slide 85: Introduction
Introduction For personal use only • Can you please describe the Emergency Department services at Providence Mission Hospital along with your role? What are your ED goals? How is your performance measured? • What ED patient types typically receive high flow? • How does an ED physician decide when to
Slide 86: Impact of the pandemic
Impact of the pandemic For personal use only • How were you using high flow in your ED prior to COVID-19? • During the COVID-19 pandemic, what were your challenges with using high flow in your ED? Physician/RT acceptance etc? • How has your clinical practice with high flow changed post-COVID- 19?
Slide 87: Today and beyond
Today and beyond For personal use only • Do all ED physicians follow the same or similar treatment approach when using high flow (ie. flowrate & FiO2) – has the therapy become protocolized or is it still variable? • Similar to the question to Dr Goldberg but now in the ED, where do you see research
Slide 88: Daniel B. Graviloni, RCP
Daniel B. Graviloni, RCP For personal use only Daniel B. Graviloni, RCP • Executive Director of Respiratory Care, Providence California Division • Providence St Jude Medical Center, Fullerton, CA Nasal High Flow Use Across the Hospital
Slide 89: Nasal High Flow Use Across the Hospital
For personal use only Nasal High Flow Use Across the Hospital Daniel Graviloni, RCP September 15, 2023
Slide 90: Focus Topics
Focus Topics For personal use only • Providence / St Jude Medical Center HF Experience • How we adopted High Flow • Future utilization opportunities 89
Slide 91: Providence St Jude Medical Center
Providence St Jude Medical Center For personal use only FACTS: • Established 1957 • 320-bed, acute care hospital • Approx 2400+ caregivers • Approx 700+ physicians • 70,000+ ED visits • Approx 450,000 OP visits 90
Slide 92: How we adopted High Flow
How we adopted High Flow For personal use only Understood Clinical Need 91
Slide 93: Reviewed Available Clinical Research
How we adopted High Flow Reviewed Available Clinical Research For personal use only Roca - HF Oxygen Therapy HFNC was better tolerated and more comfortable than face mask; was Respiratory Care, April 2010 associated with better oxygenation and lower respiratory rate; could have an important role in
Slide 94: Conducted Evaluations & Implemented in ICU
How we adopted High Flow For personal use only Conducted Evaluations & Implemented in ICU - Defined the Target Patient Population • Patients using oxygen masks • Patients using Oximizer • Borderline post extubation patients • Mild-Mod respiratory distress • Combo NIV/HF therapy 93
Slide 95: Prepared equipment
How we adopted High Flow Conducted Evaluations & Implemented in ICU – Prepared equipment For personal use only • MR850 Humidifier • Temp Probe & Pigtail • RT202 Circuit • F&P Cannula • IV Pole w/ Basket • High Flow Blender • 70 L/min Flowmeter & Gas Hoses 94
Slide 96: Hospital wide adoption
How we adopted High Flow For personal use only Hospital wide adoption prior to, during and after COVID-19 CONVENTIONAL NONINVASIVE OXYGEN THERAPY VENTILATION 95
Slide 97: Future Utilization
Future Utilization For personal use only • Increased high flow use outside Critical Care / Emergency Dept. • Increased use on higher acuity patients as additional research is available • Increased flow rate for added patient benefit and improved outcomes • Increased transport/procedure use; Emergenc
Slide 98: Panel Q&A Session
Panel Q&A Session For personal use only Matthew W. Trump, DO • Pulmonology & Critical Care Specialist James B. Price, MD • The Iowa Clinic and UnityPoint Health, • Emergency Medicine Specialist Des Moines, IA Adjunct Clinical • Providence Mission Hospital, Associate Professor Mission Viejo, CA • Uni
Slide 99: Educational Symposium Thank you
For personal use only Educational Symposium Thank you
Slide 100: North America Operations
North America For personal use only Operations Justin Callahan President North America and Europe
Slide 101: North American medical device market
North American medical device market For personal use only North America is the largest Our largest market medical device market in the world 6,500+ accounting for ~$180B Hospitals in US and Canada 43% of revenue FY23 US medical device industry • Complex structure 3,000+ • Dynamic • Regulated Homeca
Slide 102: Overview of our North American business
Overview of our North American business For personal use only NORTH AMERICAN REVENUE NZD $M NORTH AMERICAN EMPLOYEES 400+ 900 400 F&P employees 800 350 supporting 700 300 600 250 8,000+ 500 customers in 200 400 Hospital and Homecare 150 300 100 Proven successful team 200 in changing clinical 100 50
Slide 103: North America - our people and our culture
North America - our people and our culture Total People: 411 • We value diversity of thought and For personal use only people. We strive to create a positive and inclusive environment where everyone can contribute the most they can over the long term • Sales teams focused on changing clinical practi
Slide 104: Our technology
Our technology For personal use only Humidification Technologies Enables Core Therapy Capital + Dedicated Consumables
Slide 105: US Hospital Overview
For personal use only US Hospital Overview Steve Lacke, VP Marketing and Clinical Affairs Steve Wilson, VP Sales and Marketing North America
Slide 106: US Hospital business model
US Hospital business model For personal use only +6,500 Hospitals GPO Product Pricing Distribution agreements • Works on behalf of its Hospital DIRECT SALES • Consolidated delivery of members Hospital supplies • Establishes pricing agreements OPERATION • Just in time deliveries • Typically funded by
Slide 107: Opportunity across all areas of the hospital
Opportunity across all areas of the hospital Our product range allows us to treat For personal use only respiratory patients across all areas of the hospital • Medical Intensive Care Units • Surgical Intensive Care Units • Emergency Departments (ER) • Floor/Ward • Operating Room Our sales teams beco
Slide 108: The sustainable sales process
The sustainable sales process Customer experience For personal use only Adoption Multiple stakeholders Changing clinical Implementation practice Clinical evidence Demonstrated Value analysis value
Slide 109: Post-COVID hospital environment
Post-COVID hospital environment Rapid exposure to a new tool – Many steps in the For personal use only educational process of utilizing a new clinical tool were skipped during the COVID pandemic. Access to clinicians – Our teams are re-engaging with clinicians to build on the knowledge and understan
Slide 110: Case studies
Case studies For personal use only Case study – Mark Miller Case study – Margaret Murphy
Slide 111: Health system standardization - case study
Health system standardization - case study Presented by Megan Hadley – East Regional Manager For personal use only − A 40 hospital system, 8,000 beds − F&P Active Humidification has been the Gold Standard − Nasal High Flow journey began in 2017 − 2018 & 2019 began expanding and investing in the ther
Slide 112: The sustainable sales process
The sustainable sales process • Market leading position in Humidification For personal use only Technologies • Strong partnerships with GPOs and distribution networks that capture our entire portfolio • Utilizing clinical evidence to build confidence and demonstrate value Changing clinical • Working
Slide 113: US Homecare Overview
US Homecare Overview For personal use only Steve Polgar VP Sales & Marketing Homecare
Slide 114: US Homecare business model
US Homecare business model Same feedback as hospital slide For personal use only Sleep Physicians & Sleep Homecare Testing facilities Patient Providers Insurance Provider
Slide 115: Over years of mask innovation
Over 20 years of mask innovation For personal use only Adjustment Bezel FlexiFoam™ StretchWise™ Diffuser AirPillows™ VentiCool™ CapFit™ RollFit™ Stability Wings
Slide 116: Comprehensive approach to Physician, Patient & Provider
Comprehensive approach to Physician, Patient & Provider For personal use only myMask™ App VentiCool CapFit Dynamic Support Initial setup and Comfort Ease of use support Technology Breathable headgear Just like putting Performance Support patient mask designed to allow on a cap. Intuitive. setup. Fit
Slide 117: Our focus in OSA
Our focus in OSA Building on 20 years of innovation to For personal use only develop market leading OSA Mask technologies that focus on: • Improving Homecare Provider efficiencies • Referral source satisfaction • Patient satisfaction
Slide 118: Questions
For personal use only Questions
Slide 119: Thank you
For personal use only Thank you
Fisher & Paykel Healthcare — Investor Day (September 2023) on 6ix