Executive Briefing Gary Robinson Resmed

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  • Obstructive sleep apnea (OSA) The most common type of sleep apnea. It occurs when your upper airway closes but your efforts to breathe continue. The primary causes of upper airway obstruction are lack of muscle tone during sleep, excess tissue in the upper airway, and anatomical abnormalities in the upper airway and jaw. Central sleep apnea (CSA) This affects only 5-10% of the sleep apnea population. It occurs when your breathing stops but your airway is open. This cessation of breathing results from the body's failure to breathe automatically. It's as if a short circuit prevented the brain from keeping the respiratory system functioning properly.
  • ResMed’s S9 products are a revolutionary leap forward in both form and function. The S9 devices have an inviting, non-medical look and feel while at the same time offering innovative, sophisticated technical features.

Transcript

  • 1. Born Global - Delivery on Export Excellence Across Global Markets Global leaders in sleep and respiratory medicine Gary Robinson VP – Supplier Alliance
  • 2. Agenda
    • ResMed overview
    • Sleep-disordered breathing
    • Market growth drivers
    • Product innovation
    • Strategic alliances
    • Global integration
    • Global strengths
  • 3. What Does ResMed Do?
    • Global leading developer, manufacturer and marketer of medical devices to treat sleep-disordered breathing (SDB) and other respiratory conditions
  • 4. ResMed – Global Operations
    • Operate in 70 countries through wholly owned subsidiaries and independent distributors
    • Excellent leadership and a team of 3,000 personnel in direct offices in 18 countries
    • Continuing innovation
      • 2,100 patents, 1,100 design registrations granted and pending – June 2009
    • Manufacturing in Australia, US and Europe, and Singapore
    NYSE: RMD ASX: RMD.AX
  • 5. ResMed – Global Opportunity
    • The sleep-disordered breathing (SDB) market
    • Global market size approximately $2.5 billion
    • Market growth in US estimated at 15-20%
    • Market growth in OUS estimated at 10-15%
    • Market <10% penetrated
  • 6. Strong Sales Performance - Quarterly
      • Trailing 12 Months Revenue:
      • $1.0B
    US$ (Million)
      • FY 2009 EPS $1.90
      • 20% CAGR
  • 7. Global Sales by Region & Product Q2 2010 Americas 54% Europe 38% Asia-Pacific 8% Masks & Accessories 41% Flow Generators 59%
  • 8. Global Strategy Innovation Patent new products to address current and unmet clinical needs in both sleep disorders and respiratory insufficiency with a commitment to providing the highest quality products in the market. Education and awareness Effective global marketing of sleep-disordered breathing via public relations and clinical education campaigns. Investing for global growth Reinvest capital into dedicated long term resources geared toward expanding our global reach.
  • 9. Sleep-disordered Breathing (SBD)
  • 10.
    • Types of sleep-disordered breathing (SDB):
    • Obstructive sleep apnea (OSA) The most common type of sleep apnea. It occurs when the upper airway closes but efforts to breathe continue.
    • Central sleep apnea (CSA) This affects only 5-10% of the sleep apnea population. It occurs when the muscles of respiration fail to act, though the airway remains open.
    • Complex and mixed apnea (CompSA) A combination of OSA and CSA.
    Healthy upper airway: Obstructed upper airway: Partially obstructed upper airway: What is Sleep-Disordered Breathing?
  • 11. Treatment for Sleep Apnea
    • CPAP - Continuous Positive Airway Pressure
    • OSA treatment first described in 1981 by Sullivan ( Lancet )
    • Works as an air splint to keep upper airway open during sleep
    • Prevents upper airway collapse and associated physiologic responses
    • Most effective non-invasive therapy
  • 12. SDB Externally
    • Choking arousals
    • Fragmented sleep
    • Nocturia
    • Unrefreshed on wakening
    • Morning headaches
    • Impaired concentration
    • Daytime sleepiness
    • Fatigue related industrial and automotive accidents
    Internally • Hypoxemia • Hypercapnia • Sympathetic activation • Endothelial dysfunction • Metabolic dysregulation • Hypertension • Arrhythmias • Myocardial infarction • Stroke
  • 13. Metabolic Syndrome
    • Sleep-disordered breathing is at the center of Metabolic Syndrome
    • Treating SDB improves all major co-morbidities
  • 14. Market Growth Driver
  • 15. How Will the Market Grow? Occupational Health & Safety Healthcare Practice Guidelines Healthcare Economics Reimbursements Medical Awareness Public Awareness Co-morbidities & Demographics
  • 16. Obesity Trends* Among U.S. Adults
    • (*BMI  30, or about 30 lbs. overweight for 5’4” person)
    Journal of Sleep: CDC Behavior Risk Factor Surveillance Survey (BRFSS) 1990 1998 No Data <10% 10%–14% 15%–19% 20%–24% 2 5%–29% ≥30% 2008
  • 17. Growth in SDB Publications
  • 18. Product Innovation
  • 19.
    • 6-7% spending on R&D – 2010
    • Innovative culture (2,100) patients
    • Market position of high end products
    • Valued internally (P.Farrell Innovation Awards)
    • Clinical Research group
    • Close alliance with leading external research establishments
    Drivers
  • 20.  
  • 21. Product Quality & Innovation
  • 22. S9™ Series It’s all about... More. Comfort.
  • 23. Home Testing
    • In 2008, Home Sleep Testing (HST) was approved by Medicare and all 5 of the major commercial payers
    • Over 50% of US adult population has access to HST
    Sleep Lab Home Sleep Testing
  • 24. Innovation Metrics * New products includes all products that were launched in the last 12 months of each quarter
  • 25. Strategic Alliances
  • 26. Market Creation through Distribution Agreements
    • Careful selection of distributors in new markets
    • Exclusive arrangements
    • Internal development of market
    • Acquisition of long term distributors
    • Direct presence confirmed
    • Integrated into Corporate structure
  • 27.
    • ResMed sales subsidiaries in key healthcare markets:
      • USA
      • Europe ResMed: Germany, France, UK, Sweden,
      • Switzerland, Spain, Finland,
      • The Netherlands, Norway, Austria
      • Asia Pacific: Japan, India, China, Australia, NZ
    • ResMed controls the sales and marketing focus
    • Distributors in the other ~40 countries
    International Distribution
  • 28. Global Integration
  • 29. Business Evolution
    • Start-up – one location, independent distributors
      • Organic growth – one location, distribution network
        • Acquisitions – multiple specialized operations
        • Global – multiple design and manufacturing sites
    Current Gap
  • 30.
    • Organizational change
      • Establishment of CEO (Non-Founder)
      • Customer focused business units (Sleep, Patient Interface, Ventillation)
    • Cultural Change
      • “ One ResMed”
      • Continuous Improvement (Lean, Six Sigma)
      • Learning Centre
      • “ Voice” Climate Survey
    Bridging the Gap
  • 31. Bridging the Gap
      • Systems Development
        • Oracle is the Global Platform
        • Local variations if justified
        • ResMed Quality Management System
        • Global Learning Management System
        • Global IT Organisation
  • 32. Bridging the Gap
      • All functions being challenged
      • Global consistency
      • KPI driven
      • Eliminate waste
  • 33. Changing role of IT in the organisation
  • 34. Global Strengths
      • Global footprint
        • Established by distributor acquisition
      • Global workforce
        • Mobile
        • Multicultural
      • Global Systems
      • Current focus
  • 35. Global Supply Chain Footprint
    • China
    • – Supplier Alliance Team
    • Component Suppliers
    Europe PD, Ventilation Manufacturing Service Australia Manufacturing, PD & R&D West USA PD, Logistics & Service Centre Singapore PD, Purchasing & Manufacturing East USA Logistics West USA Motor Manufacturing
  • 36. Conclusion
      • ResMed was born global
      • Product innovation has driven global sales
      • Now completing construction of a global business
  • 37. You are not healthy unless your sleep is healthy
  • 38.