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Distributormeeting - Jan 29 2016 . ppt-x
- 1. © 2015 MindrayConfidential 1 Asia Pacific Distributor Meeting 2016 Thailand Anesthesia Machines & Ventilators Portfolio update Alan HO
- 2. © 2015 MindrayConfidential 2 2 Anesthesia machines
- 3. © 2015 MindrayConfidential 3 There are existing 2 product lines for anesthesia Part of the Mindray 1 Solution Complete OR SOLUT1ON MINDRAY Anesthesia Machine Products Portfolio WATO Series A Series
- 4. © 2015 MindrayConfidential 4 Mindray 1 Solution Complete solution A part of Mindray One Solution A Series WATO Series
- 5. © 2015 MindrayConfidential 5 Mindray OR Solut1on Complete solution
- 6. © 2015 MindrayConfidential 6 Position Middle- low Entry Middle Middle- High High MINDRAY Anesthesia Machine Products Portfolio Performance Premium Value A7 EX20 Vet A5 EX30/35 EX55 EX65 EX20
- 7. © 2015 MindrayConfidential 7 Development roadmap EX65 EX55 EX20 EX30/35 A5 A7 EX20 Vet
- 8. © 2015 MindrayConfidential 14 are you ready for more…
- 9. © 2015 MindrayConfidential 15 EX65 EX55 EX20 EX30/35 A5 A7 new EX65 new EX35 A7/A5 upgrade in 2016 we get …. T series OR version EX20 Vet
- 10. © 2015 MindrayConfidential 16 A series anesthesia workstation New enhancement
- 11. © 2015 MindrayConfidential 17 Modes ICU grade ventilation modes Modules leading edge modules Decision Tools Optimize flow & drug setting lung protection comprehensive Lung recruitment tool A7 advance anesthesia workstation New enhancement work flow Visual guideline enhance work flow
- 12. © 2015 MindrayConfidential 18 Modes Modules Decision Tools A7 advance anesthesia workstation New enhancement PS VCV PCV PCV-VG SIMV-VC SIMV-PC Manual Spont. SIMV-VG CPAP NMT BIS x4 2 slot AG/O2/BIS 1 slot CO2 Optimizer visual indication of optimum flow real time update low-flow trainer Anesthesia Prediction real time update Agent Prediction, FiO2 prediction
- 13. © 2015 MindrayConfidential 19 lung protection A7 advance anesthesia workstation New enhancement work flow Lung recruitment Peep incremental support both manual and automatic maneuver fully programmable System check enhance visual” step by step” guide Alarm management with possible causes and visual guide Anesthetic agent consumption real time consumption rate end case agent usage
- 14. © 2015 MindrayConfidential 20 Modes ICU grade ventilation modes Modules leading edge modules Decision Tools Optimize flow & drug setting lung protection comprehensive Lung recruitment tool A7 advance anesthesia workstation work flow Visual guideline enhance work flow A7
- 15. © 2015 MindrayConfidential 21 Modes Modules lung protection A5 anesthesia workstation work flow PS VCV PCV PCV-VG SIMV-VC SIMV-PC Manual Spont. SIMV-VG CPAP Lung recruitment PEEP increment support both manual and automatic maneuver fully programmable System check enhance visual” step by step” guide Alarm management with possible causes and visual guide Anesthetic agent consumption real time consumption rate end case agent usage A5
- 16. © 2015 MindrayConfidential 22 comprehensive decision support tools Mindray Anesthesia workstation solution N22/N19 T9/T5 OR OR dedicated software Bidirectional communication BOA (Balance of Anesthesia)
- 17. © 2015 MindrayConfidential 23 Mindray Anesthesia workstation solution Balance of Anesthesia Analgesia BOA Paralysis triple low indicator Sedation MAC/BIS NMT delta HR/SYS BOA
- 18. © 2015 MindrayConfidential 24 The new EX 65
- 19. © 2015 MindrayConfidential 25 Customer said... I love the compact design of EX65 The fully integrated breathing system ideally for low-flow anaesthesia l love the extensive monitoring capability of EX65 I love the user interface of A series I love the central brake design for ease of locking I love the integrated workstation concept of A7. e.g suction & ACGO BUT I also love.. new EX-65
- 20. © 2015 MindrayConfidential 26 We combine the best of both world... WATO EX65 new EX65 new EX-65 A series
- 21. © 2015 MindrayConfidential 27 Integrated workstation adopted to clinical workflow Breathing system integrated and compact Enhanced ventilation modes ICU grade ventilation modes Enhanced UI fully electronic display new EX65 fully integrated workstation new EX-65 PS VCV PCV PCV-VG SIMV-VC SIMV-PC Manual Spont. SIMV-VG CPAP A series UI 3 waveforms and loop display Total/Individual fresh gas flow Fresh gas FiO2 Agent consumption support 3 cylinders integrated work table integrated suction modular design central brake 3 large drawers M B heated circuit swivel design CO2 bypass function support loss fill or pre- pak soda lime driven gas switching function
- 22. © 2015 MindrayConfidential 28 The new EX 35
- 23. © 2015 MindrayConfidential 29 - non touch screen interface - single waveform - non modular design - non integrated breathing system - non heated breathing system - not support loops … - no AG or EtCO2 data… - no trends and events data… new EX35 set the new standard for anesthesia machine new EX-35 While our competitors still in the stone age..
- 24. © 2015 MindrayConfidential 30 full touch screen interface support waveforms and loops modular design integrated breathing system with heated function support AG or EtCO2 measurement support trends and events data new EX35 set the new standard for anesthesia machine new EX-35 - non touch screen interface - single waveform - non modular design - non integrated breathing system - non heated breathing system - not support loops … - no AG or EtCO2 data… - no trends and events data… We have evolved to a new era…. We set the new standard for modern anesthesia machine
- 25. © 2015 MindrayConfidential 31 new EX35 set the future standard for anesthesia machine new EX-35 10.4 full touch screen UI support up to 3 waveforms and 1 loop display simultaneously visual system check guide and smart alarm advisory . 24 hrs trend and 500 event log.
- 26. © 2015 MindrayConfidential 32 new EX35 set the future standard for anesthesia machine new EX-35 Modular design, CO2 and AG/O2 upgradable in the future Driven gas switch function integrated work table with 3 large drawers support 3 backup cylinders
- 27. © 2015 MindrayConfidential 33 33 Ventilators
- 28. © 2015 MindrayConfidential 34 Development in cooperation between USA, Sweden and China R&D teams, Mindray is proud to present: SynoVent E3 SynoVent E5 SynoVent E-Series and SV-Series SV300
- 29. © 2015 MindrayConfidential 36 Milestones of Ventilators We launched E3 / E5 in January 2013 for overseas markets. We launched SV300 in December 2014 for overseas markets. We have already sold more than 5,000+ units of ventilators globally in 3 years. We have installed and covered 80+ countries around the world. We are proud of Mindray ventilator family which is validated for Cost, Quality and Accessibility. SV300, E5 and E3 are widely proven as the healthcare within reach !!
- 30. © 2015 MindrayConfidential 37 Mindray Ventilator Portfolio Acute Critical Care use Extensive ventilation modes Comprehensive patient parameters Lung protective package Weaning indicators Lung recruitment tools Intuitive and ease-of-use user interface Supports infant patient (Body weight >3 kg) SV 300 E 5 E3 Acute/ Sub-Acute use ICU ventilation modes come optional Comprehensive patient parameters Excellent patient ventilator synchronization Extremely stable and low maintenance cost Intuitive and ease-of-use user interface Supports infant patient (Body weight >4 kg) ICU/ All–in-One use Comprehensive ventilation modes Highly efficient built-in turbine Small foot print, excellent for intra- hospital transport Hardware complies to the latest CE standard Transforms and adapts to different clinical uses: invasive, non-invasive and transport
- 31. © 2015 MindrayConfidential 38 SV300 Ventilator Huge success in 2015, more than150 units sold in AP last year Reddot award winner in 2015 True giant killer successful launch in India, Philippines and Thailand Expect more to come in year 2016… SV300 SV300
- 32. © 2015 MindrayConfidential 39 SV300 Ventilator – Compact yet powerful All rounded ventilator Straight forward User interface ICU graded ventilation modes Powerful O2 Therapy function Fully autoclave components There are so many selling points for SV300…. SV300
- 33. © 2015 MindrayConfidential 40 SV300 Ventilator – Compact yet powerful All rounded ventilator Straight forward User interface ICU graded ventilation modes Powerful O2 Therapy function Fully autoclave components There are so many selling points for SV300…. SV300
- 34. © 2015 MindrayConfidential 41 SV300 Ventilator – Compact yet powerful All rounded ventilator Straight forward User interface ICU grade ventilation modes Powerful O2 Therapy function Fully autoclave components There are so many selling points for SV300…. V-A/C P-A/V V-SIMV P-SIMV PS CPAP APRV DuoLevel NIV PRVC PRVC-SIMV ATRC PV Tool SV300
- 35. © 2015 MindrayConfidential 42 SV300 Ventilator – Compact yet powerful All rounded ventilator Straight forward User interface ICU graded ventilation modes Powerful O2 Therapy function Fully autoclave components There are so many selling points for SV300…. SV300
- 36. © 2015 MindrayConfidential 43 SV300 Ventilator – Compact yet powerful All rounded ventilator Straight forward User interface ICU graded ventilation modes Powerful O2 Therapy function Fully autoclave components There are so many selling points for SV300…. SV300
- 37. © 2015 MindrayConfidential 44 E series Ventilators Exciting features upgrade Modes ICU grade ventilation modes Therapy tools O2 Therapy Modules Mainstream EtCO2 Neonatal Neonatal option
- 38. © 2015 MindrayConfidential 45 E series Ventilators Exciting features upgrade Modes PRVC-SIMV Therapy Modules Neonatal tidal volume down to 2ml !
- 39. © 2015 MindrayConfidential 46 Solution Selling Concept
- 40. © 2015 MindrayConfidential 47 Solution Selling lets look at the challenges that come across daily OT routine …
- 41. © 2015 MindrayConfidential 48 Solution Selling Challenges 1. I am keen on using low-flow anesthesia but my staff do not have sufficient knowledge.. 2. What is the optimal flow setting? 3. Is the patient receive adequate sedation or not? 4. The data from the monitor, anesthesia machine seems useful but they are not well organized and not conclusive enough… Solution Workstation with advance clinical discussion support tools!!!
- 42. © 2015 MindrayConfidential 49 Solution Selling Challenges 1. I need to change the monitor every time the patient coming out from the operating theatre to the recovery room… 2. How can I keep the patient data continuity? 3. There are a lot of connecting cables come out from the machines to the patient… Solution A system that enhance clinical workflow and with seamless data transfer capability
- 43. © 2015 MindrayConfidential 50 Mindray solution Clinical decision support Decision Support integrated modular concept optimum flow setting anesthesia prediction adequate of anesthesia - AG/BIS/NMT - modular - plug-n-play - interchangeable - upgradable optimum fresh gas flow setting real time update low flow trainer Optimizer Modules prediction of AA concentration preview before adjustment made pilot for the general anesthesia Balance of anesthesia triple low indicator enhance patient safety AA Predication BOA
- 44. © 2015 MindrayConfidential 52 Mindray solution workflow support Operating Theatre The T1/TDS solution together with T9 patient monitor provides powerful and adaptive monitoring solution Recovery room The T1/TDS solution with Slave display keep data continuity no need of transport monitor Just one cable from the monitor! Bidirectional control
- 45. © 2015 MindrayConfidential 53 Mindray package solution offers Premium Performance Value Anesthesia Machine OR Patient Monitor Anesthetic specific Module A7 T9 OR T1+TDS AG/O2/BIS NMT Anesthesia Machine OR Patient Monitor Anesthetic specific Module new EX65 T5 OR AG/O2/BIS Anesthesia Machine OR Patient Monitor Anesthetic specific Module new EX35 iPM12/10 AG/O2 EtCO2 or or or EtCO2 AG/O2 N22/N19 or ＋ or A5 T1 T9 OR or ＋ Benelink ＋ ＋
- 46. © 2015 MindrayConfidential 54 Solution Selling Customers need to be educated! Let’s built up the solution for our customers! Ordering the demonstration machine! Check the budget of the customers! Prepare the lock up specification for your customers! Close the orders !!! What you need to do..
- 47. © 2015 MindrayConfidential 55 Solution Selling Sales tools Demonstration protocols lock out tender specifications Clinical backup, demonstration support Special package offers What Mindray can offer..
- 48. © 2015 MindrayConfidential 56 Thank you! Q&A
Editor's Notes
- #1 I am the Asia pacific region product manager for anesthesia & ventilators products
- #4 monitors defibrillator ecg machine table light pendant ventilator and of course anesthesia machine
- #5 this is a typical OR setting that we can provide a total solution to our customers including anesthesia machine, monitors light, pendant table and defrillators
- #7 we launch the first ex65 in the international market in 2008 but actually we started early in 2006 and this year is our tenth anniversary for anesthesia product
- #17 Mode ICU grade ventilation modes Modules leading edge modules Decision Tools we get tools Optimize flow & drug setting lung protection comprehensive Lung recruitment tool work flow enhancement Visual guideline that cenhance work flow
- #18 AA Prediction Because sometime when the doctor change the setting for the vaporizer, it may not truly reflect on the setting on the vapoizer For example if the the doctor change the iosoflurane setting from 5 to 10%, that doesn't means the patient will receive 10% instantly It will actually depends on the uptake of patient, the circuit volume of the breathing system which we have already done a very good job (2.8L) and the most important the fresh gas flow with this tools it can allow the doctor to see what will happened in the future 10, 20 min. if he do some changes on the vaporizer which is a very good pilot tools to guide the course of surgery especially during the start and end of the case
- #19 Atelectasis collapse of alveolar appears within minutes after the induction of anaesthesia in 85%-90% of all patient In the average patient, 10% of total lung tissue collapse following induction, up to 50% in severe cases with this tool the doctor can initial a lung recruitment by simply hit a button on the screen and then will apply a incremental peep and pressure in a control way to open up the collapsed alveolar or the doctor can pre-set several protocols and tell the machine to perform recruitment that is appropriated to that particular patient also this is a very good tools for patient that after Cardiac bypass Surgery now let’s look at the workflow enhancement and actually we have imply visual guideline that allow clinician easy to follow during the machine self test we have visual step by step guide during alarm situation we have visual guide and the possible cause for the alarm so that will gave a hint to the doctor what has went wrong last by not least we have a real time agent consumption so that it will give the doctor a indication for how much drug the patient is using
- #20 to sum up you will see that A7 can provide ICU grade ventilation modes comes with modular design that you can upgrade it in the future A7 also get excellent decision support s and lung protective tools and of course the user interface for A7 is extremely easy to use
- #22 now I just want to talk about the Mindray anesthesia workstation concept because most of the time when you customer ask for an anesthesia machine they might request for a workstation together with monitor solution for Mindray we have an excellent solution for our customers. Here I give you a example for our A7 together with our top of the line N sereis and T series OR version monitor they both come with OR dedicated software, which also allow bidirectional communication of the monitor and the anesthesia machine through the benelink and the most important function is the BOA
- #23 The balance of anesthesia is a common goal for the doctor to always look an the 3 major pillar during General anesthesia Analgesia that means the pain level of the patient Paralysis that means if the doctor will apply muscle relaxant to patient in order to prevent movement of the patient during the surgery Sedation that means to put the patient to sleep For the triple low indicator the machine will connect data from the monitor and anesthesia machine for example the change in HR, sys pressure, NMT , MAC value or BIS and will give a visual indication on the screen just like this one if the value from for example from the BIS, NMT and pressure constant give a low value that mean the patient is in deep trouble and there have already studies that prove the more prolong time the patient encounter triple low situation, the patient will need a longer time to wake up. and it also related to high mortality rate after the surgery So I will say that this is a very good tools that will further enhance patient safety cause it allow the doctor to prevent the patient to have triple low event during the start of the surgery and this feature is only provided by Mindray right now
- #25 I love the compact design of EX65 The fully integrated breathing system ideally for low-flow anaesthesia l love the extensive monitoring capability of EX65 I love the user interface of A series I love the central brake design for ease of locking I love the integrated workstation concept of A7. e.g suction & ACGO
- #27 Enhanced ventilation modes ICU grade ventilation modes Enhanced UI fully electronic display Integrated workstation adopted to clinical workflow Breathing system integrated and compact A series UI 3 waveforms and loop display Total/Individual fresh gas flow Fresh gas FiO2 Agent consumption support 3 cylinders integrated work table integrated suction modular design central brake 3 large drawers heated circuit swivel design CO2 bypass function support loss fill or pre-pak soda lime driven gas switching function
- #29 While our competitors still in the stone age.. non touch screen interface single waveform non modular design non integrated breathing system non heated breathing system not support loops … no AG or EtCO2 data… no trends and events data…
- #31 10.4 full touch screen UI support up to 3 waveforms and 1 loop display simultaneously 24 hrs trend and 500 event log. visual system check guide and smart alarm advisory
- #32 Modular design, CO2 and AG/O2 upgradable in the future Driven gas switch function integrated work table with 3 large drawers support 3 backup cylinders
- #34 Development in cooperation between USA, Sweden and China R&D teams, Mindray is proud to present:
- #36 We launched E3 / E5 in January 2013 for overseas markets. We launched SV300 in December 2014 for overseas markets. We have already sold more than 5,000+ units of ventilators globally in 3 years. We have installed and covered 80+ countries around the world. We are proud of Mindray ventilator family which is validated for Cost, Quality and Accessibility. SV300, E5 and E3 are widely proven as the healthcare within reach
- #37 E5 Acute Critical Care use for mainly ICU use E3 Acute/ Sub-Acute use SV300 ICU/ All–in-One use
- #38 Huge success in 2015, around 140 units sold Reddot award winner in 2015 True giant killer successful launch in India, Philippines and Thailand Thanks the distributor in India Thanks the distributor from Philippines Respicare Thanks the distributor from Thailland Saint Expect more to come in year 2016
- #39 There are so many selling points for SV300…. Are your ready for another next 1 hrs ppt for the features of SV300? Alice do we have the time…just kidding. Instead I will just give you 5 points for more easy to remember All rounded ventilator you can use it as bedside ICU ventilator, NIV monitor and also do transport monitor
- #40 Straight forward User interface
- #41 ICU graded ventilation modes
- #42 Powerful O2 Therapy function
- #43 Fully autoclave components
- #44 ICU grade ventilation modes O2 Therapy Mainstream EtCO2 Neonatal option
- #45 apply high flow O2 therapy without the need of changing other machines for module we previous have an option for mainstream Etco2 and now we also have the neonatal module, mainstream EtCO2 and combined neonatal/mainstream ETco2 module for our customers to choose for neonatal option, it support up to 2ml during volume control mode
- #48 I am keen on using low-flow anesthesia but my staff do not have sufficient knowledge.. What is the optimal flow setting? Is the patient receive adequate sedation or not? The data from the monitor, anesthesia machine seems useful but they are not well organized and not conclusive enough… Workstation with advance clinical discussion support tools!!!
- #49 I need to change the monitor every time the patient coming out from the operating theatre to the recovery room… How can I keep the patient data continuity? There are a lot of connecting cables come out from the machines to the patient… A system that enhance clinical workflow and with seamless data transfer capability
- #50 now let’s see how Mindray solution can better have the doctor we are talking about decision support tools AG/BIS/NMT modular plug-n-play interchangeable upgradable optimum fresh gas flow setting real time update low flow trainer Balance of anesthesia triple low indicator enhance patient safety prediction of AA concentration preview before adjustment made pilot for the general anesthesia
- #51 now let look at the workflow support
- #52 now let look at the workflow support let see our total solution for transport monitor and data continuity which is especially good in OT environment The T1/TDS solution together with T9 patient monitor provides powerful and adaptive monitoring solution Just one cable from the monitor! Bidirectional control Recovery room The T1/TDS solution with Slave display keep data continuity no need of transport monitor
- #53 and now I am giving some of the package offer that you can promote to your customers A7 with AA prediction, lung recruitment together with N or T series monitor TDS and T1 that comes with BOA function value segement AG with paramagnetic O2 cell event in the level of machine offer that you won’t find from our competitors
- #54 Customers need to be educated! Let’s built up the solution for our customers! Ordering the demonstration machine! Check the budget of the customers! Prepare the lock up specification for your customers! Close the orders !!!
- #55 Sales tools Demonstration protocols lock out tender specifications Clinical backup, demonstration support Special package offers