PN ©2009 CaridianBCT DonorMAX A comprehensive program to MAXimize collections from each donor

PN ©2009 CaridianBCT Contents The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace Center of Excellence Program Learn from the Experts Center of Excellence Program Learn from the Experts Summary Your Next Step to Program Implementation Summary Your Next Step to Program Implementation DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections

PN ©2009 CaridianBCT US Population Trends Source - US Census

PN ©2009 CaridianBCT Source - US Census US Population Trends – By Age

PN ©2009 CaridianBCT Age Influences on Red Blood Cell Use Exponential blood use, age 65 and over 50% of the RBC transfusions go to patients 65+** Twice as likely to be transfused AND transfusions at twice the rate of the rest of the population* *“Blood Utilization Patterns By Age”, Sara & Friedman **“A Survey of Demographics of Blood Use”, Cobain, Vamvakas, Wells & Titlestad

PN ©2009 CaridianBCT Collections and Transfusion Projections Source National Blood Collection & Utilization Survey & US Census Data

PN ©2009 CaridianBCT Cost of Whole Blood Collections Source – Zeman & Company, 2007

PN ©2009 CaridianBCT General Whole Blood Trima Accel System Whole Blood Trima Accel System Conversions per day11 Donations 260 Days per week55 Cost of Collections $57,720$91,000 Weeks per year52 SDP / procedure Platelets RBC / procedure11.33 RBC Plasma / procedure10.91 Plasma Cost Per Procedure$222$350 Total Revenue $96,720$274,300 SDP revenue / unit$360$550 Total Margin $39,000$183,300 RBC revenue / unit$225 Plasma revenue / unit$75 Blood Center Benefit $144,300 The Potential Value of Donor MAXimization* *Source – Zeman & Company, Actual results will likely vary

PN ©2009 CaridianBCT The Potential Value of Donor MAXimization* General Whole Blood Trima Accel System Whole Blood Trima Accel System Conversions per day11 Donations 260 Days per week55 Cost of Collections $57,720$91,000 Weeks per year52 SDP / procedure Platelets RBC / procedure10.92 RBC Plasma / procedure11.52 Plasma Cost Per Procedure$222$350 Total Revenue $96,720$240,760 SDP revenue / unit$360$550 Total Margin $39,000$149,760 RBC revenue / unit$225 Plasma revenue / unit$75 Blood Center Benefit $110,760 *Source – Zeman & Company, Actual results will likely vary

PN ©2009 CaridianBCT The Potential Value of Donor MAXimization* General Whole Blood Trima Accel System Whole Blood Trima Accel System Conversions per day11 Donations 260 Days per week55 Cost of Collections $57,720$82,420 Weeks per year52 SDP / procedure Platelets RBC / procedure RBC Plasma / procedure Plasma Cost Per Procedure$222 $317 Total Revenue $96,720$176,735 SDP revenue / unit$360$550 Total Margin $39,000$94,315 RBC revenue / unit$225 Plasma revenue / unit$75 Blood Center Benefit $55,315 *Source – Zeman & Company, Actual results will likely vary

PN ©2009 CaridianBCT Conclusions We need to prepare for the future Between an aging population, leading to an increasing need for transfusion products, and a reduction in eligible donors, centers must gain more components from each donation event Aging Population Increased Demands Financial Pressures Fewer Eligible Donors

PN ©2009 CaridianBCT Contents The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace Center of Excellence Program Learn from the Experts Center of Excellence Program Learn from the Experts Summary Your Next Step to Program Implementation Summary Your Next Step to Program Implementation DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections

PN ©2009 CaridianBCT Comprehensive Donor MAXimization Tools Donor Base Analysis Outcome Review Outcome Prediction Throughput Model MAX Customized Marketing Materials Analysis Tools Marketing Tools Monitoring Tools Outcome Review & Cadence The Vista Information System Center of Excellence Training - LifeLines 1.Customer Service Training 2.Blood Basics 3.MAXimize the Gift Educational Tools

PN ©2009 CaridianBCT Donor Base Analysis Tool (DBA) The “Donor Base Analysis Tool” provides donor conversion goals based on: Collection goals Customer donor base data Blood type and gender selections The “DBA” will allow us to develop a solid picture of your center to increase utilization and illustrate potential opportunities Daily conversion goals for each procedure type

PN ©2009 CaridianBCT Trima Accel Outcome Prediction Simulates Trima Accel ® Collection System Performance Desired Configuration Product sizes Procedure times Product combination priority Donor Base Statistical donor base Sample donor base Default donor base Geographic area blood type distribution Outputs Procedure time Productivity (product distribution) Donor base qualification Optimal Trima Accel Configuration to best meet your needs

PN ©2009 CaridianBCT Throughput Model The “Throughput Model” is designed to compare the value (productivity & financial) of various collection strategies. We can work with your center to: Compare the value of shorter procedures Compare alternate collection strategies Compare whole blood to automation The “Throughput Model” will allow us to develop a solid picture of your center to increase utilization and illustrate potential opportunities Evaluate the impact of implementing different options

PN ©2009 CaridianBCT Educational Tools LifeLines 1.Educate staff on Customer Service Establish Donor Loyalty Increase Donor Retention Donor Conversion 2.Blood 101 (All Blood Center Employees) & Blood 200 (Collection Staff) Blood Basics – Blood 101 Advanced Blood Knowledge – Blood MAXimize the Gift (w/Automation) The donation process for all Donors Trima Accel Automation Training

PN ©2009 CaridianBCT MAX Fully interactive kiosk to educate and motivate whole blood donors to convert to an automated donation MAX features include: Donor focused screens Multiple language selection options Configuration that mirrors Trima Accel Multiple implementation options Donor Mode (kiosk or existing computer) Recruiter Application Web Based Installation

PN ©2009 CaridianBCT MAX Delivers Results Customer Conversions per day per Max “A”3.3 “B”1.5 “C”3.0 Average Conversion Per Day2.6

PN ©2009 CaridianBCT Customized Donor Marketing Materials High-impact marketing materials designed to excite and motivate consumers to donate blood via automation Each campaign consists of the following support materials: Posters Brochures Flyers Thank You Postcard Thank You Template Materials are designed to be customized with your Collection Center’s logo and contact information

PN ©2009 CaridianBCT Example Campaign Materials

PN ©2009 CaridianBCT Monitoring – Outcome Review and Cadence Outcome Review is a set of reports that can help enhance operational efficiency and improve productivity Value of Outcome Review Identify opportunities for improvement that increase productivity Track machine utilization Monitor procedure selection Benchmark against sites or national averages Cadence is a system that automatically collects run information from each Trima Accel ® Automated Blood Collection System and transfers the data to CaridianBCT via the Internet. This facilitates timely: Outcome Review reports Ability to analyze procedural information quickly Analysis of run issues

PN ©2009 CaridianBCT Monitoring with the Vista ® Information System Easy donor conversion through “First Time Donor” configuration Monitor equipment availability from anywhere in the center Manage optimal procedure selection with Vista system reports Trima Selected Procedure Exceptions report Procedure Run Record Dynamically adjust procedure priorities to collect the right product from the donor at the right time to meet your changing inventory needs

PN ©2009 CaridianBCT Contents The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace Center of Excellence Program Learn from the Experts Center of Excellence Program Learn from the Experts Summary Your Next Step to Program Implementation Summary Your Next Step to Program Implementation DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections

PN ©2009 CaridianBCT The “DonorMAX Center of Excellence Program” is designed to give you access to donor conversion best practices Designed for Directors, Manager of Collection, Manager of Recruitment, this 2 day on-site visit will cover several important tools: Best Practices Customer Sharing LifeLines Staff Training Program Analysis of participating Center: Donor base Throughput capability Marketing and recruitment utilization Using MAX effectively in your center You will receive the following: Electronic version of LifeLines Staff Training Tools for implementation into your center Center of Excellence Program

PN ©2009 CaridianBCT Contents The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace The Need for a Donor MAXimization Program US Population Trends and the Effects in the Marketplace Center of Excellence Program Learn from the Experts Center of Excellence Program Learn from the Experts Summary Your Next Step to Program Implementation Summary Your Next Step to Program Implementation DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections DonorMAX Program Comprehensive Tools To Succeed in MAXimizing Collections

PN ©2009 CaridianBCT DonorMAX Program Summary Center Assessment & Analysis Outcome Review Donor Based Analysis Goal Setting & Planning Throughput Model and Outcome Prediction Tools Center of Excellence Site Visit Execution Education Lifelines Staff Training Program 1. Customer Service 2. Blood MAXimize the Gift MAX Donor Marketing Literature Monitoring Outcome Review & Cadence Center Metrics (i.e. % automated collections)

PN ©2009 CaridianBCT Next Steps/Questions

PN ©2009 CaridianBCT Donor Base Analysis

PN ©2009 CaridianBCT Donor Base Analysis Tool (DBA) The “Donor Base Analysis Tool” provides donor conversion goals based on: Collection goals Customer donor base data Blood and gender type selections The “DBA” will allow us to develop a solid picture of your center to increase utilization and illustrate potential opportunities Daily conversion goals for each procedure type

PN ©2009 CaridianBCT Donor Base Analysis Tool Uses center specific data Number of whole blood and platelet donors % Blood type Frequency of donation Annual red cell & plasma loss limit Work days per week Holidays per year Current collections and projected goals Calculates Potential RBCs and platelets from converted whole blood donors by blood type and gender Potential concurrent RBCs from platelet donors by blood type and gender Potential concurrent Plasma from platelet donors by blood type and gender Number and type of donor conversions per day Additional annual component revenue

PN ©2009 CaridianBCT Donor Base Analysis Limits DOES: Adjusts WB donor base for: Red cell focus (whole blood donors to DRBC) or Platelet focus (whole blood donors to platelets) Center determines primary focus Consider Whole Blood Donors that convert to platelets without a concurrent RBC Adds uncollected RBC to RBC variance DOES NOT take into account: Frequency/retention of Converted Donors Can underestimate split rate productivity and revenue Reduction of plasma from whole blood donors that converts to any automated collection

PN ©2009 CaridianBCT Donor Base Data* Whole Blood Donation Frequency WB / Year Male Donors in Category Female Donors in Category 148,86754, ,19316,586 38,4937,436 45,1173,315 53,0811,489 61, Whole Blood Donor Base Blood Type Distribution Blood Type Group National Average Male Donors in Category Female Donors in Category O Positive 38% 21%19% O Negative 7% 4.3%4.2% A Positive 34% 17.0%13.8% A Negative 6% 3.1%2.8% B Positive 9% 5.0%4.4% B Negative 2% 0.9%0.8% AB Positive 3% 1.7%1.5% AB Negative 1% 0.4%0.3% Platelet Donor Base Blood Type Distribution Blood TypeUS AverageMale DonorsFemale Donors O Positive 38% 26%12% O Negative 7% 4.8%1.8% A Positive 34% 23.5%11.1% A Negative 6% 3.4%2.1% B Positive 9% 5.0%2.3% B Negative 2% 1.1%0.6% AB Positive 3% 3.8%1.8% AB Negative 1% 0.8%0.3% Platelet Donation Frequency Donations/ Year Male Donors in Category Female Donors in Category 11, *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Configuration and Component Goals* Whole Blood Donor Base Focus (If a conflict exists, which gets priority?) Adjust whole blood donor base for platelet focus? Enter Y Y Adjust whole blood donor base for dRBC focus? Enter Y N Annual Collection and Distribution Goals Blood ComponentCurrent Year Projected Collections Next Year's Collection Goals RBCs 33,29536,588 Platelets 47,56552,269 Plasma 3,5673,920 Annual Blood Loss Limit Information What is your annual RBC blood loss volume limit? 1,502 What is your average Automated Collection RBC product dose? (100% Crit) 200 Do you count sample volumes towards your annual loss? Y or N Y If yes, what is your RBC sample volume? (Default is 15 mL) 21 Do you count residual volumes towards your annual loss? Y or N Y If yes, what is your RBC residual volume? (Default is 30 mL) 30 Current Concurrent RBC Rate 10% *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Maximize Existing Platelet Donor Base* Data dispels the myth of donor frequency Platelet Donation Frequency Male Donors by Frequency Female Donors by Frequency Pot. Annual Add'l RBC per donor 11, Total3,4812,302 Platelet Donor Frequency % 6 or less donations per year76% % donations per year17% % 17 donations per year or greater7% Concurrent RBC’s from infrequent platelet donors No negative impact on current platelet collections *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Configuring Desired Components* Platelet Donors from WBDRBC Donors from WBcRBC from Plt DonorscPlasma from Plt Donors Blood Type MalesFemales Estimated Male Platelet Donors Estimated Female Platelet Donors MalesFemales Estimated Male dRBC Donors Estimated Female dRBC Donors MalesFemales Estimated Male cRBC Donors Estimated Female cRBC Donors MalesFemales Estimated Male cPlasma Donors Estimated Female cPlasma Donors O Positive 00yy1,1761,038yy O Negative 00yy235214yy A Positive yy1,7081,392yy A Negative yy297270yy y 640 B Positive yy539457yy291247yy6757y 1170 B Negative yy8374yy4540yy109y 180 AB Positive yy y 400 AB Negative yy yy88 Total 5,2315, *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Configuring Desired Components* Platelet Donors from WBDRBC Donors from WBcRBC from Plt DonorscPlasma from Plt Donors Conversion Rate Default Estimate Center Estimate Default Estimate Center Estimate Default EstimateCenter EstimateDefault Estimate Center Estimate 10%2.3%10%2.5%30%12.0%30%31.5% Blood Type MalesFemales Estimated Male Platelet Donors Estimated Female Platelet Donors MalesFemales Estimated Male dRBC Donors Estimated Female dRBC Donors MalesFemales Estimated Male cRBC Donors Estimated Female cRBC Donors MalesFemales Estimated Male cPlasma Donors Estimated Female cPlasma Donors O Positive 00yy868775yy O Negative 00yy179173yy A Positiveyy1, A Negativeyy B Positiveyy327287yy B Negativeyy5750yy AB Positiveyy yy AB Negativeyy yy3227 Total3,3602, *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Estimating Conversion* Platelet Donors from WBDRBC Donors from WBcRBC from Plt DonorscPlasma from Plt Donors Conversion Rate Default Estimate Center Estimate Default Estimate Center Estimate Default EstimateCenter EstimateDefault Estimate Center Estimate 10% 30% Blood Type MalesFemales Estimated Male Platelet Donors Estimated Female Platelet Donors MalesFemales Estimated Male dRBC Donors Estimated Female dRBC Donors MalesFemales Estimated Male cRBC Donors Estimated Female cRBC Donors MalesFemales Estimated Male cPlasma Donors Estimated Female cPlasma Donors O Positive 00yy1,1761,038yy O Negative 00yy235214yy A Positive yy1,7081,392yy A Negative yy297270yy y 640 B Positive yy539457yy291247yy6757y 1170 B Negative yy8374yy4540yy109y 180 AB Positive yy y 400 AB Negative yy yy88 Total 5,2315, *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Configuring Desired Components* Platelet Donors from WBDRBC Donors from WBcRBC from Plt DonorscPlasma from Plt Donors Conversion Rate Default Estimate Center Estimate Default Estimate Center Estimate Default EstimateCenter EstimateDefault Estimate Center Estimate 10% 30% Blood Type MalesFemales Estimated Male Platelet Donors Estimated Female Platelet Donors MalesFemales Estimated Male dRBC Donors Estimated Female dRBC Donors MalesFemales Estimated Male cRBC Donors Estimated Female cRBC Donors MalesFemales Estimated Male cPlasma Donors Estimated Female cPlasma Donors Total 5,2315, *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Donor Base Analysis – Output* Step 2: Annual Goals/Collections Summary PlateletsRBCsPlasma Current Year Projected Collections47,56533,2953,567 Next Year Collection Goals52,26936,5883,920 Annual Collection Variance(4,704)(3,293)(353) Weekly Collection Variance(90)(63)(7) Daily Collection Variance(13)(9)(1) Step 4: Donor Conversions Needed per Day Work Days per Week7.0 WB Donor Conversions to SDPs9.3 Annual Holidays6 WB Donor Conversions to dRBCs3.2 Annual Work Days358 Additional RBCs from Plt Donors4.6 Default Annual WDs280 Additional Plasma from Plt Donors1.0 Step 5: Additional Component Revenue Platelets$ $ $1,680,075 Total Revenue $2,432,741 dRBCs$ $ $357,329 cRBCs$ $ $367,114 cPlasma$80.00 $28,224 *Sample Data, Not Actual Customer Data. Actual results will likely vary.

PN ©2009 CaridianBCT Questions? Donor Base Analysis

PN ©2009 CaridianBCT Throughput Analysis & Outcome Prediction

PN ©2009 CaridianBCT Throughput Model The “Throughput Model” is designed to compare the value (productivity & financial) of various collection strategies. We can work with your center to: Compare the value of shorter procedures Compare alternate collection strategies Compare whole blood to automation The “Throughput Model” will allow us to develop a solid picture of your center to increase utilization and illustrate potential opportunities Evaluate the impact of implementing different collection strategies or configuration options

PN ©2009 CaridianBCT Throughput Model – Basic Inputs* Basic Inputs* Background Hours of Operations – days per week, hours per day, weeks per year Number of Machines % DRBC Procedures Current Performance Procedure time Donor fill rate Productivity per procedure Financials Procedure Costs Product Revenues Labor Costs ?? *Sample Data, Not Actual Customer Data. Actual results will likely vary.

PN ©2009 CaridianBCT Throughput Model – Basic Outputs* Basic Outputs* Capacity Equipment Utilization Components collected per machine, per week & per year Financials Revenue Cost Margin Side-by-Side comparison of multiple scenarios *Sample Data, Not Actual Customer Data. Actual results will likely vary.

PN ©2009 CaridianBCT Throughput Variables* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Trima Accel Outcome Prediction Simulates Trima Accel ® Collection System Performance Desired Configuration Product sizes Procedure times Product combination priority Trima configuration Donor Base Statistical donor base Sample donor base World area blood type distribution Outputs Procedure time Productivity (product distribution) Donor Base Qualification Optimal Trima Accel Configuration to best meet your needs

PN ©2009 CaridianBCT Outcome Prediction Drives Throughput Variables* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Throughput – Comparing Scenarios* *Sample Data, Not Actual Customer Data. Actual results will likely vary.

PN ©2009 CaridianBCT Throughput & Optimization Prediction Current Scenario is established for comparison and Outcome Prediction validation Collection strategies are modeled using Outcome Prediction The “Throughput Model” is used to compare the value of various collection strategies Optimal Trima Accel Configuration is created to best meet desired needs

PN ©2009 CaridianBCT Questions? Throughput Example

PN ©2009 CaridianBCT Monitoring Progress: Outcome Review Vista ® Information System Center Specific Metrics

PN ©2009 CaridianBCT Monitoring - Outcome Review and Cadence Outcome Review is a set of reports that can help enhance operational efficiency and improve productivity Identify opportunities for improvement that increase productivity Insight into machine utilization Procedure selection monitoring Benchmarking Cadence is a system that automatically collects run information from each Trima Accel ® Automated Blood Collection System and transfers the data to CaridianBCT via the Internet. Cadence facilitates: Timely Outcome Review information in reports Ability to analyze procedural information quickly Timely analysis of run issues

PN ©2009 CaridianBCT Outcome Review – Machine Producitivity* Is there enough Equipment?? Is Equipment in the right place?? *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Outcome Review – Staff Behavior* Missed Opportunity for RBC’s? (1398 offered, 292 selected) Missed Opportunity for RBC’s? (1398 offered, 292 selected) 829 Single Product Procedures? (21% of all procedures) 829 Single Product Procedures? (21% of all procedures) 1080 O & Rh neg. RBC’s not collected *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Outcome Review – Process Improvement* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Outcome Review – Key Performance Indicator Report

PN ©2009 CaridianBCT Monitoring with the Vista ® Information System Easy donor conversion through “First Time Donor” configuration Monitor equipment availability from anywhere in the center Manage optimal procedure selection with Vista system reports Trima Selected Procedure Exceptions report Procedure Run Record Dynamically adjust procedure priorities to collect the right product from the donor at the right time to meet your changing inventory needs

PN ©2009 CaridianBCT Vista System Operator Selection Report* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Vista System Run Record – Selection Detail* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Vista System – Procedure Monitoring* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Vista System – Procedure Monitoring* *Sample Data, Not Actual Customer Data

PN ©2009 CaridianBCT Questions? Outcome Review Vista ® Information System