Outline This presentation is going to cover three (3) topics for your consideration… A general overview of Welch Allyn and our device connectivity strategy The second section will drill down into a more detailed review of our connected device portfolio The final section will highlight the benefits of using Welch Allyn-connected devices in your practice
About Welch Allyn Welch Allyn is a privately owned, family held company that is a global developer of a diverse portfolio of medical devices. We currently have over 2,000 employees and greater than $700MM in revenue.
Our Core Business Portfolio All of you are aware of, and use, many of Welch Allyn’s standard physical assessment tools like our ophthalmoscopes, otoscopes, stethoscopes, and blood pressure devices – that are used in nearly every patient encounter in physicians offices throughout the United States.
Transition to Digital Solutions What you may not be aware of is that over the past decade, Welch Allyn has expanded it’s development activities into high technology verticals with a strong emphasis on bringing digital solutions to the frontline care setting. We have spent ten’s of millions of dollars on R&D to develop software technologies that interact with our more sophisticated medical devices. In addition, have been working very closely with leading EMR vendors to seamlessly transfer electronic diagnostic test results data from our digital devices into a central patient record, and have measured the workflow improvements and cost reductions of device connectivity. You’re going to hear about the results of our efforts today.
Why Connect Devices So why connect medical devices in the first place?…For many of the same reasons you have purchased an EMR. Welch Allyn has documented improved workflow and reduced costs, by eliminating manual and paper recording of diagnostic test results. You will see a reduction in transcription errors and/or lost test results. It is known that anywhere from 10-25% of all manually recorded test results are errant. And, similar to the benefits of your EMR, you will have instant, enterprise wide access to diagnostic test results, any time/anywhere; and, will also have improved documentation and reporting for regulatory and malpractice inquiries, should they arise.
Connectivity Solutions Portfolio I’d like to take a little time now to talk to you about our connectivity solutions portfolio.
Broadest Portfolio in the Industry As you can see by this great schematic, one of the many benefits of working with Welch Allyn is gaining access to one of the broadest connected device portfolios of any device manufacturer in the industry. Starting from the top left of the circular diagram – our offerings include an entire line of pc- and box-based cardiopulmonary devices including many of the most common diagnostic tests performed in ambulatory care today such as: ECG, spirometry, stress ECG, ambulatory BP monitoring and Holter Monitoring. As you can see, our cardiopulmonary devices are part of Welch Allyn’s CardioPerfect Workstation software, a diagnostic test management software solution that efficiently transfers the test results directly to your electronic medical record system Continuing around the wheel on the bottom right side, we have our industry leading electronic vital signs device line, including the Spot Vitals, Spot Vitals LXi and the VSM300 series. All three vitals device integrate directly with your EMR and transfer data directly to the patient record with a click of a button. Finally, at the top right side of the wheel, we have our newest connected device, the Welch Allyn Digital Otoscope, which captures a simple jpg snapshot of the inner ear and saves the image into the document management module within the EMR. No need of a formal EMR interface. A true plug-and-play connectivity solution! In total, we currently offer (12) connectivity-enabled devices…(5) pc-based cardiopulmonary devices, (3) boxed-based cardiopulmonary devices, (3) electronic vital signs devices, and (1) physical assessment tool (digital otoscope). Welch Allyn is constantly surveying the market to look for additional device connectivity options to help our clients more efficiently manage their diagnostic testing needs.
CardioPerfect Workstation Solution Here’s a closer look at our CardioPerfect Workstation solution. Through CardioPerfect you can retrieve and edit all of your cardiopulmonary diagnostic tests, right on the computer screen. There are a number of electronic reporting and analytic features that simplify the diagnostic test capture and clinical interpretation process. Since the test data is electronic, test reports can be e-mailed or e-faxed directly to partner MD groups for consultation. And, of course – CardioPerfect is connected to your EMR resulting in reduced transcription errors and improved test reporting turnaround time. A great benefit to both your staff and your patients!
Connecting Our Cardiopulmonary Devices Over the past several years, Welch Allyn has developed and refined flexible software developers kits (SDK’s) that are used with the leading EMR vendors to bring you some of the most efficient connected testing available. Utilizing a streamlined, bi-directional interface, patient demographic data is pulled instantly from your EMR prior to running the diagnostic test. The test results are then automatically transferred directly into the patient record. Our experience in connecting with >30 EMR vendors over the past several has allowed Welch Allyn to deliver superior diagnostic testing workflows with significantly streamlined methods for recording and storing test data. The end results are reduced clinical errors for your patients, as well as, time and $$ savings for you.
Our Electronic Vitals Portfolio Now let’s take a closer look at our industry-leading electronic vitals signs device line. We provide (3) primary electronic vital signs devices…the Spot Vital Signs, Spot Vitals LXi and the VSM300 Each device captures essentially the same clinical vitals elements (BP, heart rate, temp, and SPO2), with a couple of additional testing options available with the LXi and VSM300 monitors. All of our electronic vitals devices integrate state-of-the-art algorithms to accurately measure each testing parameter, and in addition, we’ve leveraged bioengineering technology to dramatically reduce the test time. In the case of our Spot Vitals LXi, we can capture an entire set of vitals on a patient in 15-20 seconds. This test time is compared to 3-4 minutes using old manual methods. Finally, all three devices use standard computer cables to transfer the vitals test results directly to your electronic medical record.
Connecting our Electronic Vital Signs Devices Similar to CardioPerfect Workstation connectivity, Welch Allyn has developed and refined a vitals-based flexible software developers kit (SDK) that is used to integrate our devices with the leading EMR vendors to bring you simple and efficient vitals testing connectivity. Utilizing the SDK, electronic vitals test data is integrated into the EMR. Results are transferred from the device directly into the EMR vitals template with the simple click of a button, significantly streamlining your manual methods for recording and storing test data. Our experience with vitals connectivity eclipses our cardiopulmonary connectivity as we have >60 EMR vendors who currently connect to our electronic vital signs line. The end results are reduced clinical errors for your patients, as well as, reduced data collection time and $$ savings for you.
The Welch Allyn Difference I’ve organized the benefits of working with Welch Allyn into five (5) important areas of business for your consideration… Experience Partnerships Connectivity Capabilities Proven Results, and Support Infrastructure
The Welch Allyn Difference #1 Experience Let’s start by talking about our experience in device connectivity…over the past eight (8) years Welch Allyn has worked with dozens of EMR vendors to connect more than 240 devices. We have installed thousands of connected devices in hundreds of physician practices around the country. Experience means you can rest assured that you’re going to get a connected solution that is effective, stable and valuable to both you and your patients. Partnerships We take our EMRs partnerships very seriously – we currently have one or more devices connected to >60 EMR’s. Through a Welch Allyn-based device certification program, we have developed a close relationship with an elite group of market leading EMR vendors that represent >80% market share in ambulatory care,. Most of these “preferred” partners connect to our entire line of cardiopulmonary and electronic vital signs devices. In addition, we have developed enhanced device connectivity functionality and workflow with these partners, and collaborate on a streamlined process for superior connectivity installation and support for our shared clients.
The Welch Allyn Difference #2 Connectivity Capabilities As stated earlier, Welch Allyn has one of the broadest connected device portfolios of any device manufacturer in the industry. We currently manufacture (12) connectivity-enabled devices, (8) pc- and boxed-based cardiopulmonary devices, (3) electronic vitals signs devices, and (1) physical assessment tool (the digital macroview). We provide a number of flexible connectivity options to the market – from our streamlined, bi-directional cardiopulmonary interfaces, to our simple electronic vitals test results integrations; Welch Allyn’s connectivity options were designed to fit the diagnostic testing and workflow needs of our partners and clients. Our main focus is to streamline diagnostic testing workflow and improve patient throughput. Proven Results Welch Allyn doesn’t just talk about improving testing accuracy, workflow and ROI, we have invested the time and money to establish reference accounts from a diverse range of specialties, practice sizes, geographic locations and EMR vendors, and have documented case studies demonstrating efficiencies and savings. We currently have (15) formal reference clients available as required, to discuss their experiences with Welch Allyn device connectivity.
The Welch Allyn Difference #3 Support Infrastructure I’d like to close by taking a minute to discuss the connectivity support infrastructure in place at Welch Allyn. We currently have (42) Cardiopulmonary/connectivity sales representatives, supported by (3) expert Cardiopulmonary/Connectivity equipment specialists, (3) Field IT Engineers and (10) Technical support specialists… This team is trained and organized to focus on delivering superior results to our connected device clients….prior to purchase, during the installation/in-service process, and in the post-installation support phase. We also provide extended service agreements specifically designed for our connectivity-enabled product lines with remote device- and connectivity- diagnostic support, accessory replacement discounts, and free loaner devices for serious repairs.
Why Welch Allyn? When you consider our experience, partnerships, connectivity capabilities, proven results and extensive support infrastructure…Welch Allyn is an excellent choice for your connected device needs! It’s all been built with a focus on you – the customer!
About Welch Allyn <ul><li>Founded in 1915—still 100% family owned </li></ul><ul><li>Global developer and manufacturer of diverse portfolio of medical devices & related technologies </li></ul><ul><li>> $700 MM revenues </li></ul><ul><li>2,300 employees </li></ul><ul><li>A diverse and experienced management team </li></ul>
Our Core Business Portfolio <ul><li>Handheld diagnostic instruments for doctors and nurses </li></ul><ul><ul><li>Several categories where we enjoy #1 or #2 market share </li></ul></ul><ul><ul><li>Ubiquitous products—used in virtually every patient encounter </li></ul></ul><ul><ul><li>>95% of the practicing physicians in U.S. have one or more WA devices </li></ul></ul>Ophthalmoscopes Otoscopes Stethoscopes Blood Pressure Vag Specs Laryngoscopes Wall Transformer Exam Light
Transition to Digital Solutions <ul><li>Within the last decade Welch Allyn has… </li></ul><ul><ul><li>Expanded into high growth, high technology categories </li></ul></ul><ul><ul><li>Strengthened R&D software capability with emphasis on digital solutions </li></ul></ul><ul><ul><li>Worked closely with EMR’s to master device integration and workflow </li></ul></ul>Fast Vitals Patient Monitors PC-Based Cardiopulmonary Digital Otoscope
Why Connect Devices? <ul><li>Reduced Errors </li></ul><ul><li>10-25% of all transcribed test results are errant </li></ul><ul><li>Lost results </li></ul><ul><li>Patient ID errors </li></ul><ul><li>Improved Workflow </li></ul><ul><li>Eliminate manual and paper recording of diagnostic testing </li></ul><ul><li>Streamline efficiency & workflow </li></ul><ul><li>Eliminate duplicate data entry </li></ul><ul><li>Improved Data Access </li></ul><ul><li>Immediate enterprise-wide access to results data </li></ul><ul><li>Improve documentation filing and reporting for regulatory/malpractice </li></ul>Improved Data Access Reduced Errors Improved Workflow Device Data Capture
CardioPerfect TM Workstation Solution <ul><li>Retrieve records with the touch of a key and edit right on the screen </li></ul><ul><li>Access information from your exam rooms, your office, or at home </li></ul><ul><li>Fax or e-mail reports directly for consults </li></ul><ul><li>Connects with your EHR to streamline diagnostic testing workflow </li></ul>
Connecting Our Cardiopulmonary Devices <ul><li>Utilizing a flexible software developers kit (SDK ), Welch Allyn interface engineers have collaborated with >30 EHR vendors </li></ul><ul><li>Provide bi-directional exchange of information between the EHR system and cardiopulmonary device software </li></ul><ul><li>Efficient diagnostic testing workflows and a dramatically streamlined process for recording and storing test data </li></ul><ul><li>End result -> reduces errors - saves time and money! </li></ul>
<ul><li>Parameters </li></ul><ul><li>NIBP, Thermometry, SpO2, Heart Rate </li></ul><ul><li>Super Fast </li></ul><ul><li>BP on inflation, as fast as 12-15-seconds -> LXi model! </li></ul><ul><li>Accurate </li></ul><ul><li>Sophisticated, proven SureBP ™ blood pressure and thermometry technology </li></ul><ul><li>Optional Modules </li></ul><ul><li>Digital scale…Braun ear thermometry </li></ul><ul><li>Connected (integrated) </li></ul><ul><li>Data transfer via IR RS-232, USB, and/or RS-232 cables </li></ul>Our Electronic Vitals Portfolio Spot Vitals Spot Vitals LXi VSM300
Connecting our Electronic Vital Signs Devices <ul><li>Utilizing a state-of-the-art software developers kit (SDK ), Welch Allyn interface engineers have collaborated with >60 EHR’s </li></ul><ul><li>Electronic vital signs data is integrated directly into the EHR vitals template with one-click data collection and transfer </li></ul><ul><li>Reduces data collection burden an ensures comprehensive and accurate vitals data capture and keeps your patients safe </li></ul><ul><li>End result -> reduces errors - saves time and money! </li></ul>
The Welch Allyn Difference <ul><li>Experience </li></ul><ul><li>Eight (8) years developing and refining connectivity strategy </li></ul><ul><li>> 240 device interfaces with dozens of EMR’s and… </li></ul><ul><li>Thousands of devices installed in hundreds of connected clients </li></ul><ul><li>Partnerships </li></ul><ul><li>> 60 EMR partners </li></ul><ul><li>Close relationship with elite group of WA device certified EMR’s representing >80% market share </li></ul><ul><ul><li>Entire cardiopulmonary and vitals device lines connected </li></ul></ul><ul><ul><li>Enhanced device connectivity functionality </li></ul></ul><ul><ul><li>Superior customer installation & support experience </li></ul></ul>
The Welch Allyn Difference <ul><li>Connectivity Capabilities </li></ul><ul><li>Breadth/depth of product line -> (12) connectivity-enabled devices </li></ul><ul><ul><li>Eight (8) pc- and box-based cardiopulmonary devices </li></ul></ul><ul><ul><li>Three (3) electronic vital signs devices </li></ul></ul><ul><ul><li>One (1) physical assessment tool (digital otoscope) </li></ul></ul><ul><li>Flexible connectivity options -> bi-directional interfaces and direct device integration </li></ul><ul><li>Streamlined diagnostic testing workflow and patient throughput </li></ul><ul><li>Proven Results </li></ul><ul><li>Documented case studies showing ( ) efficiency and ROI payback </li></ul><ul><li>Fifteen (15) reference accts -> diverse specialties/size/EMR’s/locations </li></ul>
The Welch Allyn Difference <ul><li>Support Infrastructure </li></ul><ul><li>Pre-post Sales Support Teams </li></ul><ul><ul><li>(42) Cardiopulmonary/Connectivity Sales Reps </li></ul></ul><ul><ul><li>(3) Cardiopulmonary Equipment Specialists </li></ul></ul><ul><ul><li>(3) Field Service (IT) Engineers </li></ul></ul><ul><ul><li>(10) Technical Support Specialists </li></ul></ul><ul><li>Service Protection Agreements </li></ul><ul><ul><li>8A-8P (eastern) M-F, phone tech support </li></ul></ul><ul><ul><li>Remote device and connectivity diagnostics </li></ul></ul><ul><ul><li>Accessory replacement discounts </li></ul></ul><ul><ul><li>Free loaner devices for significant repairs </li></ul></ul>