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  • This slide is used to touch on some of the key highlights the organization has to offer its customers. Key items to point out: V.A.C. ® Therapy- 3 rd generation Negative Pressure Wound Therapy (NPWT) Device. Most competitors only have 1 st generation devices that use gauze. Emphasize the number of clinical studies and RCT’s using the KCI V.A.C. ® Therapy product. Other NPWT devices only have a few case studies or use the same studies presented eluding to similarities in products. You can discuss how it is the entire therapy system that as evaluated, not just the pump. The 3 million wounds treated worldwide goes to KCI’s experience in wound treatment utilizing V.A.C. ® Therapy system.
  • V.A.C. ® Therapy is unmatched with clinical evidence and Randomized Control Trials (RCT). Other treatment modalities do not have the RCT data available that V.A.C. ® Therapy does. V.A.C. ® Therapy is the only NPWT device with this large amount of clinical and economic evidence to support its efficacy. Criteria for Assessing Clinical Evidence Level B: RCT’s including a small number of patients, thereby increasing the likelihood of high false-positive and/or false-negative errors; Meta-Analysis (MA) that include low-evidence RCTs (level C) Chaby et al, Dressings for Acute and Chronic Wounds: A Systematic Review, Arch Dermatol; 143(10): 1297-1304 (2007).
  • The amount of evidence is growing as more studies are being done to demonstrate that V.A.C. ® Therapy is safe and efficacious in a variety of wound types and surgical applications. Initial use grew by word of mouth as more physicians and clinicians tried the therapy and found it to help with hard to heal wounds. V.A.C. ® Therapy has become an increasingly recognized standard of care in wound healing. The growing body of evidence includes: Articles (580), Peer Reviewed Articles (479), Abstracts (587), Textbooks (62), and related articles (327) in the English language. Medical providers around the world are generating data to document their experience with this modality. V.A.C. ® Therapy now has a well defined safety and effectiveness profile to support its use.
  • This slide should be used to discuss the benefits of early initiation of V.A.C. ® Therapy to help address nursing resource challenges and achieve positive clinical outcomes. Use iLit#29-L-161-Early initiation of V.A.C. ® Therapy (HHAs). as a back-up to aid you in further discussion with your customer. Discuss published studies (referenced) that demonstrate a reduction in Length of Home Care services, reduced hospital readmissions and reduced wound care costs. Ask, “How does your agency decide when to recommend using V.A.C. ® Therapy on their patients?”
  • This slide represents the infrastructure that KCI provides to its customers. In addition to the V.A.C. ® Therapy System, there is an entire organization working on behalf of the patient, physicians, clinicians and payer. The substantial infrastructure of KCI is not something that other organizations can provide.
  • The next two slides provide detail on the infrastructure that KCI offers. Detail this benefits as a standard that KCI provides our contracted customers. Make sure to point out the Clinical Services programs since this is what allows KCI to track, monitor, and case management SNF patients. In 2009, the Clinical Progress Management Program will be expanded to look at patients that are not progressing on V.A.C. ® Therapy and a Clinical Account Manager (CAM) working in conjunction with Case Management will evaluate the patient progress and provide the treating clinician recommendations.
  • This slide continues the value add the KCI offers to HHA customers.
  • This summary slide highlights the value proposition that KCI provides our customers. Make sure to summarize the points raised in the previous slides in your summary conversation with the customer.
  • Note : The CAMP Program – Clinical Account Management Program is a detailed patient management program to assist with achieving cost effective, positive wound care outcomes for MCO members. Our highly trained clinical experts collaborate with your medical staff to help them manage V.A.C. ® Therapy patients throughout the wound healing process. KCI provides value through our: Integrated Nationwide Service Care Continuum Support On-call Clinical Experts V.A.C. GranuFoam Technology Innovative Therapy Systems The Most Evidence Based Outcomes. This presentation will take you through what each of these mean to you in V.A.C. value.
  • There are value added benefits to the MCO’s, Clinical Providers and Patients. Key drivers: MCO’s expect us to assist in helping control wound care costs to their plans – hence the need to clinical providers achieve positive outcomes and control wound car costs.
  • For each authorization period, KCI Wound Experts will identify VAC patients within payor census and asses wound progress and determine opportunities for improvement following proper standards of care. KCI CAMP Program assists with standardizing wound care practices and improve in consistent care practices such wound m
  • Why change? Because from a clinical perspective we have to manage the pt. to show pt. progress, provide clinical pathways, ensure accuracy in data and documentation. Payors aren’t flexible For financial outcomes we need to manage the pt. differently for medical reimbursement. We need to minimize claim denials. We must decrease our loss of revenue, provide better customer satisfaction and organic growth.
  • Lhc Presentation

    1. 1. LHC and KCI 11/4/2009 360˚Value Proposition On-Call Clinical Experts Care Continuum Support Integrated Nationwide Service The Most Evidence-Based Outcomes Innovative Therapy Systems V.A.C. ® GranuFoam™ Technology 360° of Healing Carey Becker District Sales Manager New Orleans
    2. 2. Agenda <ul><li>Business Review </li></ul><ul><li>Clinical Account Management Program </li></ul><ul><li>VAC Champion Definition and Training </li></ul><ul><li>KCI Express/Ready Care </li></ul><ul><li>What do you want from KCI? </li></ul>
    3. 3. KCI at-a-glance <ul><li>Global medical device organization with 6,000 employees worldwide </li></ul><ul><li>V.A.C. ® Therapy- 3 rd generation Negative Pressure Wound Therapy (NPWT) Device </li></ul><ul><li>Numerous clinical studies, including14 Randomized Control Trials (RCT’s) * </li></ul><ul><li>Joint Commission Accredited Organization </li></ul><ul><li>Over 3 million wounds treated worldwide * </li></ul>* Based on KCI Data on File, November 2008
    4. 4. V.A.C. ® Therapy: Level A & B RCT Study Comparison Analysis 1. Chaby et al, Dressings for Acute and Chronic Wounds: A Systematic Review, Arch Dermatol; 143(10):1297-1304 (2007) Numbers of Clinical Evidence by Therapy
    5. 5. V.A.C. ® Therapy: A Growing Body of Clinical Evidence
    6. 6. V.A.C. ® Therapy: Total Utilization
    7. 7. V.A.C. ® Therapy: Current Utilization by Wound Type
    8. 8. V.A.C. ® Therapy: Historical Utilization by Wound Group
    9. 9. V.A.C. ® Therapy: Average Length of Therapy (ALOT)
    10. 10. V.A.C. ® Therapy: ALOT in 30 Day Intervals  
    11. 11. V.A.C. ® Therapy: ALOT by Wound Group
    12. 12. V.A.C. ® Therapy: Prescriber Specialties  
    13. 13. V.A.C. ® Therapy: Top Prescriber Detail
    14. 14. V.A.C. ® Therapy: Utilization by Payer  
    15. 15. V.A.C. ® Therapy: ALOT by Payer
    16. 16. Studies show each day a provider waits to use V.A.C. ® Therapy, an additional day is added to the total home care length of stay. 1,2
    17. 17. Industry Expertise V.A.C. ® Therapy Team Account Executive (AE) Clinical Account Manager (CAM) Case Management Order Processing/ Obtaining Insurance Authorization Manufacturing Customer Service Service Delivery Research & Development Professional Education Safety& Quality Control
    18. 18. Industry Expertise <ul><li>Research & Development </li></ul><ul><ul><li>Continuous R&D efforts </li></ul></ul><ul><ul><li>Product Upgrades & New Technologies </li></ul></ul><ul><li>Clinical Services </li></ul><ul><ul><li>Field-based Clinical Account Managers (RN’s) </li></ul></ul><ul><ul><li>Corporate Case Managers </li></ul></ul><ul><ul><li>Clinical Progress Management Program- wound assessment program </li></ul></ul><ul><li>Professional Education </li></ul><ul><ul><li>Local & national educational programs </li></ul></ul><ul><ul><li>CEU & CME Accredited Education Programs </li></ul></ul><ul><ul><li>WRN - Multi-Tiered Clinician Training Program </li></ul></ul>
    19. 19. <ul><li>Customer Service </li></ul><ul><ul><li>24/7 customer support (clinical, order fulfillment, billing questions) </li></ul></ul><ul><ul><li>Product Issue Response Team (P.I.R.T.) for customers </li></ul></ul><ul><li>Service Delivery </li></ul><ul><ul><li>Over 100 service centers nationwide </li></ul></ul><ul><ul><li>Joint Commission-Certified Service Centers </li></ul></ul><ul><ul><li>Mobile van service & delivery units (available 2009) </li></ul></ul><ul><li>Manufacturing/Quality Control </li></ul><ul><ul><li>KCI owned manufacturing facilities </li></ul></ul><ul><ul><li>Strictly monitored quality control and product cleanliness guidelines </li></ul></ul>Industry Expertise
    20. 20. Value of V.A.C. ® Therapy & KCI <ul><li>Research & Development </li></ul><ul><li>Clinical Evidence </li></ul><ul><li>Infrastructure </li></ul><ul><li>Relationships </li></ul><ul><li>Service </li></ul>Caution:  Federal law restricts this device to sale/rental by or on the order of a physician.
    21. 21. Trademarks <ul><li>All trademarks designated herein are proprietary to KCI Licensing, Inc., its affiliates and/or licensors. Those KCI trademarks designated with the “®” or “™” symbol are either registered or pending registration in at least one country where this product/work is commercialized, but not necessarily in all such countries. </li></ul>
    22. 22. On-Call Clinical Experts Care Continuum Support Integrated Nationwide Service The Most Evidence-Based Outcomes Innovative Therapy Systems V.A.C. ® GranuFoam™ Technology 360° of Healing KCI’s 360° of Healing Our Clinical Account Management Program (C.A.M.P.) is a detailed patient management program to assist with achieving cost effective, positive wound care outcomes. Our highly trained clinical experts collaborate with your medical staff to help them manage V.A.C. ® Therapy patients throughout the wound healing process.
    23. 23. KCI’s C.A.M.P Value Proposition:
    24. 24. KCI’s C.A.M.P. Helps Achieve Patient Outcomes V.A.C. ® Wound Patient s Assess Wound Progress and Improvement Opportunities Improved Clinical Outcomes and Economic Effectiveness Standardize/Streamline Wound Care Practices Increased Provider/Member Satisfaction Resource Efficiency Improved V.A.C. ® Therapy Patient Outcomes
    25. 25. DSL#09-06-383 (7/09)
    26. 26. KCI Clinical Wound Experts Provide: Comprehensive collaboration with clinical providers V.A.C. ® Therapy wound evaluation & consultation V.A.C. ® Therapy wound management care plan Patient clinical outcomes reports Support with V.A.C. ® discharge planning In-depth wound care training
    27. 27. KCI’s Wound Experts Collaborate With Care Givers V.A.C. ® Therapy, Wound Progression And Documentation.
    28. 28. Clinical Progress Report Example
    29. 29. KCI’s Wound Experts Provide Consultation On The Development Of A Comprehensive Care Plan To Assist With Management of V.A.C. ® Therapy Patients Throughout The Wound Healing Process.
    30. 30. KCI Clinical Wound Experts Will Provide In-depth Wound Care Training Which Includes A Series Of Programs Such As Pressure Ulcers, Dehisced Surgical Wounds, Orthopedic Wounds And Diabetic Foot Wounds. KCI Clinical Wound Experts Are Also Available To Provide Bedside Consultation On Appropriate Use of V.A.C. ® Therapy.
    31. 31. Our Clinical Account Manager Program offers an exclusive patient management program whereby our highly trained clinical staff collaborate with physicians and nurses to assess and manage patients through the wound healing process. KCI’s C.A.M.P. Assist HHA’s With Achieving Clinical and Financial Outcomes
    32. 32. KCI Wound V.A.C. ® Champions <ul><li>Identify Regional VAC Champions- NP/PA, WOCN, extensive wound care experience with ability and desire to TRAIN peers </li></ul><ul><li>Clinical Account Managers will train identified VAC champions to do the following </li></ul><ul><li>a. New Hire Training </li></ul><ul><li>b. Bedside application with HHA Nurses </li></ul><ul><li>c. Identify and train patient family/friend/home caregiver </li></ul><ul><li>to change VAC dressing1x week </li></ul><ul><li>d. Identify potential KCI Wound V.A.C.® patients and ask </li></ul><ul><li>Rx’ing Doctor for Wound V.A.C. </li></ul>
    33. 33. Additional Clinical Account Manager Support <ul><li>ANCC KCI Wound V.A.C.® Certification </li></ul><ul><li>CEU Classes </li></ul><ul><li>Wound Rounding </li></ul><ul><li>Referral Exchanges </li></ul><ul><li>Case Conference Support </li></ul><ul><li>Wound Assessment </li></ul><ul><li>Skills Fairs </li></ul><ul><li>Continuing Education </li></ul>
    34. 34. KCI Express/KCI Ready Care <ul><li>Facility has On-Line capability to order supplies via the internet </li></ul><ul><li>Facility will house KCI Wound V.A.C. ® for use, to include enough supplies until the first home visit with Home Care Nurse </li></ul><ul><li>Patient can have KCI Wound V.A.C. ® applied in the hospital upon discharge by LHC nurse, or in the home </li></ul><ul><li>Contract and Training to be conducted by KCI </li></ul>
    35. 35. KCI Express/KCI Ready Care <ul><li>Advantages of KCI Express/Ready Care </li></ul><ul><li>On line ordering of supplies </li></ul><ul><li>On line submission of insurance verification form </li></ul><ul><li>Trained by KCI </li></ul><ul><li>Decreased lead time for delivery of Wound V.A.C. </li></ul><ul><li>Decrease in time for insurance approval </li></ul><ul><li>New V.A.C. delivered to facility to replace V.A.C. in use </li></ul>