2. Objective
The goal of our presentation is to equip your sales team
with the three most important concepts possible:
1. Masimo’s new products are compelling and easy to introduce to
target customers.
2. It will be easy to prove and demonstrate – to move the sales
process forward.
3. The sales team can achieve their numbers by selling the new
Masimo offering.
3. Guidelines for anesthesia monitoring for Dogs and
Cats
from the American College of Veterinary
Oxygenation Anesthesiologists
• Objective: to ensure adequate oxygenation of the patient’s arterial blood.
• Methods:
• (1) Pulse oximetry (non-invasive estimation of hemoglobin saturation)
• (2) Arterial blood gas analysis for oxygen partial pressure (PaO2).
Recommendations: Assessment of oxygenation should be done whenever possible by pulse oximetry,
with blood gas analysis being employed when necessary for more critically ill patients.
Ventilation
Objective: to ensure that the patient’s ventilation is adequately maintained.
Methods: (1) Observation of thoracic wall movement or observation of breathing bag movement
when thoracic wall movement cannot be assessed.
(2) Auscultation of breath sounds with an external stethoscope, an esophageal
stethoscope, or an audible respiratory monitor. (Acoustic Respiration )
(3) Capnography (end-expired CO2 measurement)
(4) Arterial blood gas analysis for carbon dioxide partial pressure (PaCO2)
(5) Respirometry (tidal volume measurement)
Recommendations:
Qualitative assessment of ventilation is essential as outlined in either 1 or 2 above, and capnography
is recommended, with blood gas analysis as necessary
4. Masimo Mission:
Improving Patient Outcomes and Reducing the Cost of Care . . .
. . . by Taking Noninvasive Monitoring to New Sites and New Applications
AAHA Guidelines for anesthesia for dogs and cats includes Pulse Oximeter on
the list of monitoring tools that should be used when administering anesthesia.
5. Masimo SET
• Masimo’s breakthrough technology is capable of obtaining accurate and
reliable oxygenation and heart rate in the presence of patient movement and
low perfusion caused by drugs like Alpha 2 agonists.
• 140+ clinical publications over 15+ years have confirmed Masimo SET is the
Gold Standard.
• First to receive FDA clearance for accuracy during motion & low perfusion
• Utilized in 20 out of the 28 accredited Veterinarian University Programs
6. More about SET
• In addition to motion, SET technology provides
a 10 fold increase in reading low perfusion.
• Using Alph2’s (DexDormator, Xylazine etc) and
Propoflo cause peripheral perfusion reduction.
• Use Masimo with all drugs, especially “alpha 2
drugs” unsurpassed clinical superiority
7. Challenges with Non-Masimo SET®
Pulse Oximetry Technologies
• In well-perfused patients who are not moving…
– Most pulse oximeters work similarly
• But unreliable when needed most
– Patient movement
– Low perfusion (many critical care patients)
• Clinical impact
– False alarms
– Increased workload
– Alarm fatigue
– Delayed response may lead to compromised care and poor outcomes
– Limited ability to provide accurate measurements to aid clinicians in diagnosis
/ prognosis
– Patient disturbance
8. Masimo SET: the Proven Gold Standard in Pulse Oximetry
Why is Masimo SET the best SpO2 technology
delivering on the need for accurate monitoring
during motion and low perfusion?
9. Sensitivity vs. Specificity
Sensitivity – The ability to detect true positives/alarms
Specificity – The ability to reject false positives/alarms
• Masimo has the highest sensitivity & specificity
• Other technologies have attempted to decrease false alarms at the
expense of missing more true events
• Missed true events compromises patient safety
• Evaluations of performance must place much emphasis on sensitivity
& specificity
10. Sensitivity & Specificity
Masimo SET: Accurate Monitoring, Reduce False Alarms
Independent study comparing Masimo SET vs
Nellcor 600 and GE’s “TruSat” technology : 1
Missed Event Sensitivity False Alarm Specificity
Masimo SET 1/40 97.5% 6/120 95.0%
Nellcor N600 17/40 57.5% 34/120 71.5%
GE-D/O TruSat 33/40 17.5 21/120 82.5%
1 NitinShah, M.D., Laverne Estanol, M.S. Anesthesiology, 2006 Long Beach VA Medical Center, UC Irvine Medical Center, Long Beach,
California Comparison of Three New Generation Pulse Oximeters During Motion and Low Perfusion in Volunteers
• All Pulse oximeters miss desaturations
• All Pulse oximeters have False Alarms
• Masimo with SET technology is more accurate with fewer false alarms.
11. Approaches to Reduce False Alarms with
Conventional and “Next Generation” Pulse Oximetry
• “Dynamic” / automatically increased averaging times*
– Falsely low SpO2 values are mixed with normal SpO2 values
• Value holding or freezing
– Displaying numbers when the signal is corrupted by motion
• Extended alarm delays
– “Sat Seconds” can delay alarm notification by up to 100
seconds*
• Implications
– False alarm and true alarm notifications can be delayed
– If SpO2 or pulse rate are changing
• Can result in missed patient events
* Nellcor N-600x operator’s manual
14. What are veterinarians saying about Masimo?
“Recent development of the Radical-7 pulse
oximeter (masimo.com) employs new algorithm
software that allows more reliable readings of SpO2
in case of motion, pigmentation, hypotensive, and
vasoconstrictive stage in animals.”
Jeff Ko , D.V.M., M.S.
Diplomate A.C.V.A.
Professor, Anesthesia
Department of Veterinary Clinical Sciences
Purdue University, School of Veterinary Medicine
15. What are veterinarians saying about Masimo?
“PVI tells you when you need fluid, it tells
whether your fluid administration is effective or
therapeutic and if it’s not, it actually is indirectly
indicating that you need to adjust anesthetic
protocol.
“The traditional methods for monitoring fluid
responsiveness during surgery are
inadequate. The PVI is a better method and
can be obtained from the Masimo pulse
oximeter. “
William W. Muir III DVM, MS, PhD,
DACVA, DACVECC
17. Unique Post-Op Oxygenation monitoring application
using TFI on Ventral Tail
“ Masimo’s equipment works consistently and gives the entire staff
a lot more peace of mind with consistent, accurate readings and
minimal drop-off alarms.”
— Bob Klostermann, DVM
18. Perfusion Index (PI)
Perfusion Index, or PI-
is a relative assessment of the
pulse strength at the monitoring
site.
How to use PI?
Use PI during sensor
placement to evaluate the
quality of the application site.
A high PI reading means great
signal strength.
Perfusion Index= PI is a numerical value
that indicates the strength of the signal.
PI is a relative number which will vary
How does PI work? by monitoring sites.
The ratio of the pulsatile vs.
non-pulsatile amounts of blood Low = <0.5
at any particular site
corresponds to PI at that site.
Good = >0.5
During sensor placement, how I can tell if the sensor site is a good one?.
How do clinicians trouble shoot over the phone? They can now.
19. Signal IQ (SIQ): A visual indicator of
Signal IQ the oximeters confidence level in the
displayed arterial oxygen saturation
and pulse rate measurements.
Why SIQ?
Masimo SET will continue to report
accurate oxygen saturation and pulse
rate during motion and low perfusion,
even when plethysmographic
waveform becomes corrupt and other
bedside oximeters read erroneously or
freeze.
How do I use Signal IQ?
•Use SIQ to be sure that valid O2
saturation and pulse rate readings are
Signal IQ: displayed during motion and low
perfusion.
•Use SIQ in the presence of
Low environmental interference like
sunlight, florescent lights or ceiling
Good fans.
How can we tell the oximeter picking up a good signal on this patient?
How do clinicians trouble shoot over the phone?
20. The Power of Masimo SET in the palm of your hand.
Features:
Lightweight, convenient handheld
Ideal for spot check monitoring or continuous monitoring
Audible and visual alarm for High/Low saturation, pulse rate, sensor-off and
low battery
Perfusion Index, FastSat, Signal IQ displays plus APOD
Up to 72 hours of trending memory
Long battery life: up to 48 hours on four AA batteries
Optional protective boot cover with built in tabletop stand
Competitors
Nellcor N-65VSAT Nonin - 2500A Vet
Handheld Pulse Oximeter Handheld Pulse Oximeter
SurgiVet® V1030
Hand Held Pulse Oximeter
21. Features:
Masimo SET® pulse oximetry: proven accurate during motion and low perfusion in
Over 100 independent clinical studies.1,2
The accuracy of Masimo SET oximetry has been linked to improved care and reduced medical errors.3
Compact, lightweight design with extended battery life for transport applications.
Large LED color display is easy to read at a distance.
Up to 8 hours of continuous battery life (RECHARGABLE)
Competitors
Smiths Medical SurgiVet
OxiMax™ N-560™ Pulse Oximeter
V3304 Tabletop Pulse Oximeter
22. The best patient safety choice today and tomorrow
Features:
Masimo SET is clinically proven to be the highest sensitivity and specificity pulse oximeter
in the world
Perfusion Index (PI) with trending capability indicates arterial pulse signal strength and
may be used as a diagnostic tool during low perfusion
Pleth Variability Index (PVI): captures vital thoracic pressure changes that may
compromise normal cardiac function affecting systemic circulation
Signal IQ® waveform for signal identification and quality indication during excessive
motion and low signal to noise situations
Detachable portable hand-held for patient transport
23. Select OEM Partners
Masimo is the leading Read-Through Motion and Low
Perfusion pulse oximetry solution in physiological
monitors
24. Before We Move On….
Program my number in your phone : National Account Manager - Ian Quinn 949-689-
8082 and iquinn@masimo.com
Director Animal Health - Kevin Allen – 714-376-6805 and kallen@masimo.com
NEW CONTACT - Distribution Resource Manager – Jeff Goeggel - (949) 633-8014
JGoeggel@masimo.com
Before going into facility memorize 2 or 3 Masimo Bullet Points
Practice introduction question(s)
Progress with a smooth transition using sales tools and clinical supporting materials
A few points to remember before asking for the sale:
1. Masimo provides accurate technology when measuring pulse O2 with improved
contact/lead points to avoid missed/frozen readings
2. Masimo provides a money back guarantee on their units
27. Target Accounts
Anyone using Alpha 2 agonist drugs like DexDormator, Xylazine and Propoflo as they cause
peripheral perfusion reduction. Masimo Pulse oximetry can read to 1/10th the perfusion
compared with conventional offering for unsurpassed clinical superiority
Anyone performing Dental Procedures!!! Every Masimo monitor comes with a new
transflectance sensor that works great under the base of the tail, allowing for more room in the
mouth when performing dental procedures.
Anyone performing Emergency and Critical Care Services!!! This is when motion and low
perfusion can cause conventional pulse to fail or read falsely low. Masimo’s measure through
motion and low perfusion is reliable when it matters most.
Companion
Animals
Equine Zoo
