Fisher & Paykel Healthcare Corporation Limited · NZX:FPH
Fisher & Paykel Healthcare — Investor Day (October 2017)
56 slides from Fisher & Paykel Healthcare's investor day presentation, Oct 16, 2017
Slide 1: Fisher & Paykel Healthcare Investor Day
Care by Design For personal use only Fisher & Paykel Healthcare Investor Day Sydney, October 2017
Slide 2: Morning Agenda
Morning Agenda 10:00am Welcome Marcus Driller General Manager Corporate For personal use only 10:00am Sustainable Profitable Growth Lewis Gradon Managing Director & CEO 10:15am Patient-focused R&D Andrew Somervell VP - Products & Technology 10:35am Sales Approach: Enabling Clinical Change Paul Shear
Slide 3: Afternoon Agenda
Afternoon Agenda 1:00pm Building the body of clinical evidence for Chris Crone AIRVO R&D Manager For personal use only myAirvo and Optiflow in the home 1:10pm Nasal high flow humidified air via Dr Darren Mansfield Monash Health hospital in the home 1:30pm Driving Patient Success with OSA Therapy Fio
Slide 4: Sustainable Profitable Growth
Sustainable For personal use only Profitable Growth Lewis Gradon Managing Director & CEO
Slide 5: Question most often asked by investors
Question most often asked by investors For personal use only How long can you continue to grow at these kind of rates? OPERATING REVENUE NZ$MILLIONS NET PROFIT AFTER TAX NZ$MILLIONS 5 YEAR CAGR = 12% 5 YEAR CAGR = 21%
Slide 6: Track record of sustainable revenue growth
We’ve established an enviable track record For personal use only for delivering SUSTAINABLE REVENUE GROWTH.
Slide 7: Where will sustainable growth come from in the short-term?
Where will sustainable growth come For personal use only from in the SHORT-TERM?
Slide 8: Where will sustainable growth come from in the medium-term?
Where will sustainable growth come For personal use only from in the MEDIUM-TERM?
Slide 9: Where will sustainable growth come from in the longer-term?
Where will sustainable growth come For personal use only from in the LONGER-TERM?
Slide 10: Our aspiration: doubling constant currency revenue every 5-6 years
OUR ASPIRATION: Sustainably DOUBLING For personal use only our constant currency revenue every 5-6 years.
Slide 11: Characteristics of our business
Characteristics of our business For personal use only Market opportunities Barriers to entry • Diverse, growing clinical data • Regulated • Underpinned by favourable • Patented IP demographics, aging populations and • Care Continuum: Throughout hospital to developing country healthcare spend home •
Slide 12: Questions?
For personal use only Questions?
Slide 13: Patient-focused R&D
Patient-focused For personal use only R&D Andrew Somervell – Vice President Products and Technology
Slide 14: Improving Clinical Practice: R&D approach
Improving Clinical Practice: R&D approach • Unique products with valued differentiation For personal use only that: − Improve care and outcomes − Lower overall cost of treating patients • Proven innovation history • Original thought required • Enabled through understanding unmet patient and caregive
Slide 15: Patient Oriented R&D
Patient Oriented R&D • Philosophy of doing what’s best for the patient For personal use only − Needs of all stakeholders align with patient needs − Encourages long term thinking − Ingrained in FPH culture • Patient focused multi-disciplinary product teams − Specialist skills, broad knowledge
Slide 16: Patient Focused Teams: In-depth Knowledge
Patient Focused Teams: In-depth Knowledge For personal use only Physiology Key Opinion Leaders Environment Clinical Research Users Technology Adjacencies Competitors NEW IDEAS, ORIGINAL THOUGHT
Slide 17: Enabling our Product Teams
Enabling our Product Teams • Easy access to the user environment: For personal use only − Strong relationships with local and offshore hospitals and homecare dealers − Patient knowledge, testing solutions • Learning by creating − Prototype, test, learn − World-class prototyping and testing facilitie
Slide 18: F&P 950: Redefining Expectations
F&P 950: Redefining Expectations • F&P 850 current market leader For personal use only
Slide 19: AirSpiral Inspiratory Limb
AirSpiral Inspiratory Limb • Opportunity: For personal use only − Optimal humidity, minimal condensation in difficult ambient conditions • Benefits: − Reduce ventilation breaks − Reduce infection risk − Reduce clinician’s time dealing with condensate • Idea: − Insulate delivered medical gas with poc
Slide 20: Questions?
For personal use only Questions?
Slide 21: Sales approach: enabling clinical change
Sales approach: For personal use only enabling clinical change Paul Shearer Senior VP – Sales & Marketing
Slide 22: Clinical change process
Clinical change process For personal use only
Slide 23: Developing sales team effectiveness
Developing sales team effectiveness For personal use only • Product training • Therapy understanding • Expert domain knowledge • Develop customer relationships • Trusted advisor Takes several years for a FPH sales rep to become fully effective Sales Therapy/ Products force Marketing Economics Evalua
Slide 24: Role of marketing
Role of marketing For personal use only • Condition market for sales organisation • Patient group experts • Develop messaging and approach • Clinically-focused marketing • Promote FPH brand • Product approval and country registrations Sales Therapy/ Products force Marketing Economics Evaluation Sale
Slide 25: Clinical and therapy validation
Clinical and therapy validation For personal use only • Develop Key Opinion Leaders (KOL relationships) • Pilot studies • Physiological studies (Mechanisms) • Outcome studies (RCT) • Peer to peer education Sales Therapy/ Products force Marketing Economics Evaluation Sales Adoption clinical knowledge
Slide 26: Value-based economics
Value-based economics For personal use only • Cost calculators • Translation of clinical evidence to financial benefits • User case studies • External financial validation • Reimbursement / payment pathways Sales Therapy/ Products force Marketing Economics Evaluation Sales Adoption clinical knowledg
Slide 27: Evaluation
Evaluation For personal use only • Customer preparedness • Evaluation criteria • Educating clinicians over multiple shifts • Validating critical success factors • Trust and confidence Sales Therapy/ Products force Marketing Economics Evaluation Sales Adoption clinical knowledge
Slide 28: Sales achievement
Sales achievement For personal use only • Contract (GPO / IDN) formularies • Win / meet tender specifications • Capital acquisition (annual cycles) • Lease / commitment programmes • Installation / in-service support • Customer success Sales Therapy/ Products force Marketing Economics Evaluation Sale
Slide 29: Driving adoption
Driving adoption For personal use only • Facilitate change management • Customer commitment • Standard of care • Physician-generated protocol • Product performance • Ongoing review Sales Therapy/ Products force Marketing Economics Evaluation Sales Adoption clinical knowledge
Slide 30: Customer satisfaction
Customer satisfaction For personal use only • Proven product performance • Improved care and outcomes based on unique FPH product • Strong relationships and trust • Product standardisation and continuum of care • Customer commitment
Slide 31: Enabling clinical change - summary
Enabling clinical change - summary For personal use only • Clinical change is a disruptive, lengthy and complex process • Clinicians: working with trusted products delivering improved outcomes to at risk patients are reluctant to change
Slide 32: Questions?
For personal use only Questions?
Slide 33: Airvo & Optiflow: World-Leading Technology
Airvo & Optiflow: For personal use only World-Leading Technology Chris Crone Research & Development Manager – Airvo/Optiflow
Slide 34: What is Optiflow nasal high flow therapy?
What is Optiflow nasal high flow therapy? For personal use only CONVENTIONAL NON-INVASIVE OXYGEN THERAPY VENTILATION
Slide 35: Interest accelerating in Nasal High Flow therapy
Interest accelerating in Nasal High Flow therapy For personal use only Nasal High Flow 180 Clinical Papers 160 Published 140 Annually 120 100 80 60 40 20 0 2000 2002 2004 2006 2008 2010 2012 2014 2016 Adult Neonatal & Paediatric
Slide 36: 2014-2015: Breakthrough publications
2014-2015: Breakthrough publications For personal use only
Slide 37: 2016: More evidence post-extubation
2016: More evidence post-extubation For personal use only Summary - 7 centres in Spain - 527 patients at low risk of reintubation - Optiflow significantly reduced reintubation rates vs O2 Summary - 3 centres in Spain - 604 patients at high risk of reintubation - Optiflow was non-inferior to NIV Rein
Slide 38: Emerging evidence in other areas
Emerging evidence in other areas For personal use only • Hypercapnic patients − Large randomised controlled trials (RCTs) in planning stages (French government support) • Emergency department − Bell, et al. 2015. Emergency Medicine Australasia − Makdee, et al. 2017. Annals of Emergency Medicine • Wa
Slide 39: Emerging evidence in other areas
Emerging evidence in other areas For personal use only • Evolution in research − Different patient groups and settings − Larger trials • Towards: − All spontaneously breathing patients requiring respiratory support
Slide 40: FPH technology advantage
FPH technology advantage For personal use only For Optiflow Nasal High Flow: • Generating with Airvo • Transporting with AirSpiral • Delivering with Optiflow Generating Transporting Delivering
Slide 41: Generating with Airvo
Generating with Airvo For personal use only Superiority in: • Performance - humidification, flow, sensing • Versatility – wide range of temperatures, flows and oxygen • Mobility – throughout the hospital Generating Transporting Delivering
Slide 42: Transporting with AirSpiral
Transporting with AirSpiral • Superior protection against condensate For personal use only • Patents filed on technology and processes Generating Transporting Delivering
Slide 43: Delivering with Optiflow
Delivering with Optiflow • The only interface with Evaqua technology For personal use only • Reduces formation of mobile condensate • Comfort for patients and confidence for clinicians Delivering Generating Transporting Delivering
Slide 44: Exciting potential
Exciting potential For personal use only • Huge clinical interest in Optiflow • We are well-positioned with Airvo, AirSpiral and Optiflow technologies
Slide 45: Questions?
For personal use only Questions?
Slide 46: Transforming Respiratory Therapy in Infant Care
Transforming For personal use only Respiratory Therapy in Infant Care Andy Niccol General Manager – Infant Care
Slide 47: Infant care continuum
Infant care continuum For personal use only
Slide 48: Current evidence supporting the clinical applications of NHF
Current evidence supporting the clinical applications of NHF For personal use only
Slide 49: The next generation of care
The next generation of care For personal use only
Slide 50: Enhanced prong retention
Enhanced prong retention For personal use only
Slide 51: Enhanced prong retention
Enhanced prong retention For personal use only
Slide 52: Wider range of sizes
For personal use only Wider range of sizes
Slide 53: Retains existing product benefits
Retains existing product benefits For personal use only
Slide 54: Wigglepads
For personal use only Wigglepads
Slide 55: Tube Technology
For personal use only Tube Technology
Slide 56: Questions?
For personal use only Questions?
Fisher & Paykel Healthcare — Investor Day (October 2017) on 6ix