Innovations in Medical Devices: Medtronic Advanced Energy

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Suzanne Foster of Medronic Advanced Energy reviews key challenges faced by Salient Surgical Technologies while being acquired by Medtronic Advanced Energy. Also discussed are overall trends for the medical device industry when it comes to sales, marketing, and innovation.

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  • DougPurple – thermal damageRed – bruising (blood)Internal bleeding versus obvious intraoperative bleeding
  • Innovations in Medical Devices: Medtronic Advanced Energy

    1. 1. University of New Hampshire September 27, 2012Suzanne Foster, VP & General Manager
    2. 2. +_____________________________ 2 | MDT Confidential
    3. 3. New Building• Founded in 1999 with technology • Leadership transition „07 licensed from Medtronic • Moved to new facility „08• First product sold „01 into solid organ resection • Turned EBITDA positive „09• Entered ortho market in „02 • Treated 500,000th patient in „10• Entered spine in „06 • Acquired August „11 3 | MDT Confidential
    4. 4. Aquamantys Has Treated 1,000,000 Patients 1,000,000th Patient250,000200,000 It took us 18 months to treat our 500,000th patient150,000 It took us two years to treat our 250,000th patient100,000 It took us six years to treat our 100,000th patient 50,000 0 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 4 | MDT Confidential
    5. 5. Peak Surgical• Technology developed at Stanford in 1998• PEAK Surgical, Inc. founded in May 2005• Peak licensed IP from Stanford 5 | MDT Confidential
    6. 6. Peak Surgical Rapid Growth Commercial Commercial  Integration Release Success  Continued of PEAK market into ST  Focus on penetration  PEAK growth  100,000 Global  Clinical  Market Market study cases/yr  Series C penetration  $14M US Presence completed  50,000 $23M  US sales revenue Signet cases  MDT distribution  $8M US  Pre-clinical acquisition  Strategic revenue data partnership  510(k) Medtronic multiple ENT PEAK  R&D surgical Acquired  CE Mark Series A & PlasmaBlade specialties OUS sales B $9M & generator  Mfg ramp-  2009 $3.5M Lehman, Ve  Market up US revenue nrock research Mgmt team 2006 2007 2008 2009 2010 2011 2012 08 6 | MDT Confidential
    7. 7. Medtronic, Inc. • The Largest Medical Device Company in the World • 120 countries • 40,000 Employees Worldwide • $14 Billion WW Revenue 7 | MDT Confidential
    8. 8. 8 | MDT Confidential
    9. 9. The Aquamantys® System Transcollation technology Family of single-use sealers BSC 9.1 6.0 2.3 Epidural Vein Bipolar Bipolar MBS Sealer (EVS) 9 | MDT Confidential
    10. 10. Transcollation® Technology Transcollation + Target Tissues = Hemostatic Seal Soft Tissue: Broad Tissue Planes Solid Organs• Delivers controlled thermal Bone energy to target tissue• Integrated saline and RF energy• Proprietary algorithm controls power / saline flow relationship 10 | MDT Confidential
    11. 11. Applications ofTranscollation® Technology Total Hip Arthroplasty Total Knee Arthroplasty Spine Surgery Orthopaedic Trauma Surgical Oncology 11 | MDT Confidential
    12. 12. Continuity of Care: Plays to our Strengths Advanced Energy Primary Pre-op Peri-op Post-op Discharge Care Focus? Blood Management 12 | MDT Confidential
    13. 13. The PlasmaBlade Family 4.0 3.0S Needle PULSAR II 13 | MDT Confidential
    14. 14. PlasmaBlade Solution… Single Instrument Surgery… PlasmaBlade − Precision cutting − Minimal bleeding − Less tissue damageLess Energy Reduced Collateral Damage Improved Course Less Heat Reduced Inflammatory Cell Count of Healing 14 | MDT Confidential
    15. 15. PlasmaBlade TPS Insulation  TPS – Thermal Protection Shield 1% pulsed RF plasma discharge along– 12.5 microns wide exposed edge (~ width of human hair) By reducing the amount of active electrode surface area, the system focuses and concentrates the energy to only the perimeter of the active electrode. 15 | MDT Confidential
    16. 16. The Difference… PlasmaBlade Technology Electrosurgical PencilTissue Temperature Range: 40 – 170°C Tissue Temperature Range: 250 – 370° C Scalpel PlasmaBlade Electrosurgery 16 | MDT Confidential
    17. 17. From Dr.Viktor KrebsThe Cleveland Clinic Published March 16, 2011 For Internal Use Only 17 | MDT Confidential
    18. 18. Enforcement and PenaltiesJ&J - $81M & 5 Year CIAAstraZeneca - $520M & 5 Year CIAPfizer - $2.3B & 5 Year CIAGlaxoSmithKline - $3BMedtronic - $40M & 5-Year CIAMedtronic (Kyphon) - $75M & 5-Year CIAStryker Biotech – Former President and 3 Sales Managers indicted for false statements and fraudulent marketing. Possible 20 years and $250K fine.Synthes – Indictment and imprisonment of 4 senior executives for off-label promotion – filed 510(k) for general indication with the intent to rely on physician research and publication to target spine uses…BUT then promoted sine use w/out new 510k 18 | MDT Confidential
    19. 19. US Business Conduct Standards• No gifts to customers, even for major life events• No logo items to customers, for example: pens, notepads, mugs, and “reminder items”• Can provide occasional educational items and items that benefit patients-must be less that $100 in value unless the item is a textbook or anatomical model• No customer entertainment or recreation• No spouses or guests of customers (unless they are qualified to attend in their own right) 19 | MDT Confidential

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