1. 3R106 Pro Global Launch Plan For Ottobock internal use only !
(R&D Project: “3R106 Redesign“)

2. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

3. 1 Executive Summary 1.1 Key Message
3R106 Pro comes with a clear & gait-lab proven USP: Its Servo-Pneumatic Swing Control.
1.1 Key Message
Redesign of the existing 3R106 with improved quality and function, better gait speed adaption and modern design. Discover the new 3R106 Pro!
With the 3R106 Pro knee joint we offer end users a new pneumatic knee joint with a high-performance servo-pneumatic with a near hydraulic function.
Markets are given the opportunity to either have a great alternative to the price sensitive pneumatic knee joint 3R78 beside the current 3R106 as “premium” pneumatics or phase out the current 3R106 for having two clearly differentiated pneumatics in the portfolio: 3R78 & 3R106 Pro.
3R106
3R106 Pro
3R106 Pro contains competition by a variety of features which were tailored to the market needs: high durability, easy and precise adjustments, better approximation to natural gait patterns as well as modern and differentiating design.
3R106 Pro | Global Launch Plan | Lower Extremities

4. 1 Executive Summary 1.2 30 Second Elevator Goals Tactics
What do we want to achieve?
Tactics
How do we get there?
Main Sales Arguments
What makes the product unique?
3R106 Life cycle extension & repositioning against 3R78 and latest competition
Quality & Functional improvements
Expand market share in highly competitive Group C
In line with WT2 goals, increase OB's volume share in target knee sub-segment by 5-10% and contribute to volume growth.
Differentiation of 3R106 Pro towards main competitors via USPs
Potential copy protection – patent pending
High sales volume potential due to broad applicable user group (MG 2-3, high weight limit, various connection options)
High-performance servo-pneumatic swing phase control with auto-adaptive adjustment of flexion resistance allows speed adaptation for higher walking speeds than conventional pneumatics
Increased flexion angle of 175° - best in class - for an enlarged freedom of movement
Easy & reproducible adjustments
High durability due to smooth-running needle roller bearing technology
Fitting options: 3 proximal connector versions and distal tube clamp, pylon included in del.
Main Indication
Amputees with medium mobility (MG 2-3) and max. body weight of 125kg/275lb, servo-pneumatic addresses the needs of MG3 users in terms of gait speed adaptation much better than current 3R106; all amputation heights - knee disarticulation up to hip disarticulation; bilaterals
Pricing
Sales Strategy
Intercompany price: OBA individual
Recommended sales price: EM: € | DM: € 1.750
Global Launch
Market Availability
May 2015
3R106 Pro | Global Launch Plan | Lower Extremities

5. 1 Executive Summary 1.3 Time Plan Time Planning
2014
2015
May …
Oct
Nov
Dec
Jan
Feb
Mar
Apr
June
July
Global Launch Plan
13/03/2015
Availability from stock ex Duderstadt:
05/2015
Internat. Introduction at OT World Fair in Leipzig:
May 2014
International & national Product Introductions in Sweden, Swiss, Australia: Oct/Nov 2014
Launch
Preparation
Local Launch Phase
Time Planning
Market availability at the beginning of May 2015 latest for international markets. Inventory in Duderstadt will be built up during April.
3R106 Pro | Global Launch Plan | Lower Extremities

6. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

7. 2 Sales and Marketing Goals 2.1 Qualitative Goals
To crowd out competition by the upcoming best-in-class product 3R106 Pro
With the 3R106 Pro knee joint, we clearly address quality and functional improvements of the current 3R106. Especially the new servo-pneumatic will be very beneficial for markets which preferably sell pneumatic knee joints as the function is very close to hydraulics although it is “just” a high-performance pneumatic. Function wise 3R106 Pro is ahead of current 3R106 and other conventional pneumatics.
To limit the risk of cannibalization by 3R78
A clearer differentiation from the price sensitive pneumatic knee joint 3R78 is possible, not only function wise but also design wise with a very appealing and fashionable look.
Extension of the 3R106 Product Life Cycle
The sales performance of 3R106 indicates that the product’ life cycle has reached the maturity phase which required a timely response to extend the life cycle and keep up respectively increase sales. With the introduction of 3R106 Pro the life cycle extension of this important product can be realized. Moreover, the product introduction supports the WT2 goals as an extension of the knee joint product group C “polycentric & pneumatic” is possible and increases the unit sales in this highly competitive segment.
3R106 Pro | Global Launch Plan | Lower Extremities

8. 4.000 units & disproportionate revenue growth
GOALS:
2 Sales and Marketing Goals
2.2 Quantitative Goals
4.000 units & disproportionate revenue growth
3R106 Product Family Unit sales per Region
Launch 3R78
Launch 3R106 Pro
-3,6%
with 3R106 Pro
3.193
3.052
3.003
3.041
3.031
2.763
Trend
2.702
2.737
without 3R106 Pro
Western Europe
1.969
Unit Sales [pcs.]
Eastern Europe
778
327
206
161
Asia/Pacific
181
177
158
145
154
North Americas
102
South Americas 79 36 49
2005
2006
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016
2017
Introduction
Growth
Maturity
Decline
Peak Sales 3R106 Pro
3R106 Pro | Global Launch Plan | Lower Extremities

9. 2 Sales and Marketing Goals 2.3 Sales Strategy/ Market Launch Strategy
Some OBAs indicated within the Market Implementation Plan survey (MIP) that it is important to keep both, the 3R106 and the 3R106 Pro in the mechanical knee joints‘ portfolio.
Due to this result and owing to the fact that the current 3R106 knee joint‘s dimensions and weight allow it, especially in Asia, to use the knee for fittings of slim/small adults as well as adolescents, both knee joints - 3R106 and 3R106 Pro - will remain part of the portfolio and be available ex Duderstadt for the time being.
Nevertheless, please consider the possibility of the supersession of the current 3R106, which should be feasible in many markets.
That would allow for an easier differentiation between 3R106 Pro as advanced pneumatic knee joint with clear advantages above the 3R78 as the price sensitive solution (see section 4).
Furthermore, with the 3R106 Pro an increase in value, meaning also a higher sales price, is achievable as the 3R106 Pro offers clear advantages compared to conventional pneumatics, coming very close to the performance of hydraulics. Especially markets which preferably sell pneumatics will benefit from this.
3R106 Pro | Global Launch Plan | Lower Extremities

10. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

11. 3.1 Indication / Field of Application
3 Product Analysis
3.1 Indication / Field of Application
User Profile:
Mobility Grade 2 – 3
Due to the performant swing phase control, especially the needs of MG 3 patients are met.
Max. patient weight: 125 kg / 275 lbs
Transfemoral amputation, long stump amputation, knee disarticulation as well as hip disarticulation, bilateral
Screw-Top version for long stump fittings (=ST) and a version for users with knee disarticulation (=KD) with lamination anchor.
No separate version for fitting of hip disarticulated patients – need to be fitted with the angled adapters 4R56*/4R156*
Patients who have the ability or the potential to use a freely moving knee joint during swing phase.
3R106 Pro | Global Launch Plan | Lower Extremities

12. 3 Product Analysis 3.2 Product Introduction
Three proximal connection versions
Pyramid adapter, threaded connector and
lamination anchor. 1
ICR 1
Servo-pneumatic control unit
Powerful servo-pneumatic swing phase control with auto-adaptive adjustment of flexion resistance for high walking speeds. 2
Needle roller bearing technology
Durable, robust and smooth running needle roller bearings on all four bearing points. 3 2 3
High body weight limit
Approved for up to 125 kg/275 lbs. 4 4
Tube clamp ⌀ 30 mm
Pylon included in scope of delivery. 5
4-bar polycentric
The back shifted location of the ICR* contributes to a high stance phase stability. 6 5 6
*) ICR – Instantaneous Center of Rotation
3R106 Pro | Global Launch Plan | Lower Extremities

13. Pneumatics of current 3R106
3 Product Analysis
3.3 Product Features
Servo-pneumatic control unit
The key element of the new 3R106 Pro is the servo-pneumatic control unit. Its powerful dual- chamber pneumatic unit with progressive damping properties features a flexion valve that to be set by the prosthetist for the user‘s normal walking speed. At faster walking speeds, the flexion resistance increases auto-adaptively, which prevents too much flexion of the knee joint. The pendulum movements in the swing phase are thus harmoniously controlled even at higher walking speeds. The integrated, automatic quick venting of the flexion chamber ensures that harmonious extension movement is possible even when reaching a flexion angle of 65° at higher walking speeds, allowing for a greater range of walking speeds.
Pneumatics of current 3R106
Pneumatics of new 3R106 Pro
Close up of feature
3R106 Pro | Global Launch Plan | Lower Extremities

14. 3 Product Analysis 3.3 Product Features Easy adjustments
The time needed for adjusting the swing phase is equal for both the current 3R106 and the new 3R106 Pro. Nevertheless, with the new 3R106 Pro the range of the valve adjustment options has become more manageable. Moreover, the valves of the current 3R106 have a soft, spongy stop when closing the valve completely while the stops of the 3R106 Pro valve pins for F ( ) and E ( ) are hard in both directions and clearly defined. 1 2
Due to the servo-pneumatics of the 3R106 Pro it is easier to find the right setting for different walking speeds and the safety when setting the extension has been increased: Even if the extension valve is closed completely, the extension of the knee joint is still possible which is not possible with other conventional pneumatic knee joints available on the market.
Making adjustments 1 2
3R106 Pro | Global Launch Plan | Lower Extremities

15. 3 Product Analysis 3.3 Product Features
Needle roller bearings technology
Improving the durability: With the replacement of prone to wear plastic bushings by extremely durable, robust and wear resistant needle roller bearings with low friction and smooth-running, elimination of main point of complaint regarding the 3R106 knee joint.
To prevent dust from getting into the needle roller bearings, the knee joint features a cap on the posterior linkage.
Blue cap as protection against dust
Needle roller bearings
3R106 Pro | Global Launch Plan | Lower Extremities

16. 3 Product Analysis 3.3 Product Features
Replacing the Compression Spring
The integrated extension spring is part of the swing phase control mechanism and ensures extension of the prosthetic knee joint. If required, the installed compression spring can be replaced by the included softer spring or omitted entirely. To prevent injuries due to falling, this is only permitted if the patient is able to bring the prosthetic knee joint to full extension prior to heel strike in all situations.
Optional: Replacing the Compression Spring
In general, the compression spring is exchanged to find a good compromise between the user’s need to easily initiate the swing phase and the need for security when making small steps e.g. moving around in a kitchen or when walking down the stairs, if the swing is missing.
3R106 Pro | Global Launch Plan | Lower Extremities

17. 3.4 Product Benefits – User
3 Product Analysis
3.4 Product Benefits – User
Mobility
The auto-adaptive valve (servo-pneumatic) prevents the prosthesis from swinging through too wide even at higher walking speeds. This results in a more natural max. flexion angle during faster walking speeds which leads to a better approximation to a physiological gait pattern.
The knee can react in very predictable and controlled way with a good swing behavior.
“Even at higher walking speeds the new 3R106 Pro isn’t running out of air.” ☺
High flexion angle of 175° increases freedom of movement; especially kneeling can be performed in a very comfortable way due to the high max. flexion angle.
Lifestyle Picture
Suitability
The cosmetic appearance is very good due to the low system height at 90°, which is beneficial especially for users with long stumps or knee disarticulations; this leads to a inconspicuous appearance when sitting
Robust and wear-resistant bearings for higher durability, beneficial especially for hip disarticulated users as they are bringing higher torsional moments on the knee
3R106 Pro | Global Launch Plan | Lower Extremities

18. 3.5 Product Benefits – Practitioner / CPO
3 Product Analysis
3.5 Product Benefits – Practitioner / CPO
Increased potential user group
Increased body weight limit from 100 to 125 kg compared to current 3R106
Availability of three proximal connector versions.
Improved quality and durability
New bearing and pneumatic technologies of the 3R106 Pro are leading to a very smooth motion with low resistance. Durable, robust and smooth running.
Pneumatic unit improvements: modifications of the pneumatics’ main component for making it more durable and minimize the premature wear of the pneumatics
Ease of use
Easy, precise and independent adjustments of flexion and extension damping
The full extension of the knee joint is guaranteed even at closed extension valve which leads to ensured security of the patient during the fitting in stance phase.
Pylon included in scope of delivery.
3R106 Pro | Global Launch Plan | Lower Extremities

19. Threaded Connector (M26x1.5)
3 Product Analysis
3.6 Product Variations – Technical Data
Technical Data
3R106-PRO
3R106-PRO=KD
3R106-PRO=ST
Weight [g]
870
895
910
System height [mm]
163
187
181
Proximal system height up to the alignment reference point [mm] -7 16 11
Distal system height up to the alignment reference point [mm]
170
Knee flexion angle
175°
Proximal connection
Pyramid Adapter
Lamination Anchor
Threaded Connector (M26x1.5)
3R106 Pro | Global Launch Plan | Lower Extremities

20. 3.6 Product Variations – Scope of delivery
3 Product Analysis
3.6 Product Variations – Scope of delivery 9 10 1 5 6 7 8 2 3 4
The following parts are only for: Prosthetic Knee Joint 3R106-PRO=KD
The following parts are for reorder only (not included in the scope of delivery!) 1 2 3 4 5 6 7 8 9 10
3R106 Pro | Global Launch Plan | Lower Extremities

21. 3.7 Recommended Combination / System Benefits
3 Product Analysis
3.7 Recommended Combination / System Benefits
3R106 Pro
Socket
Liner
Hip
Foot
Structure/ Adapters
Cosmesis
KISS Lanyard System 4R160
Skeo 3D 6Y87
7E9
1C30 Trias
4R156* (for hip disarticulation)
3S107 (for 3R106-PRO and 3R106-PRO=ST, if needed also 3R106-PRO=KD)
1C10 Terion
4R57* Rotation Adapter resp. foot component with torsion element
3R27* (for hip disarticulation)
1D35 Dynamic Motion
6R6 (for 3R106-PRO=KD)
2R49 incl. in del.
3R106 Pro | Global Launch Plan | Lower Extremities

22. 3.7 Recommended Combination / System Benefits
3 Product Analysis
3.7 Recommended Combination / System Benefits
Skeo 3D
6Y87
Soft texturized inner surface
- Minimizes friction between liner and skin.
Anatomy-specific 3D shape Cylindrical shape in proximal area:
- Provides improved and close-fitting connection
in the upper thigh area.
Conical shape in distal area:
- Anatomically embeds soft tissues, no upward
movement of soft tissues.
- Reduces stress on femur bone.
Drop shaped textile inlay
- Facilitates attachment of KISS Lanyard System
- Improves connection in proximal area.
3R106 Pro 1
Foot 1C30 Trias 2 3
Please see the Skeo family brochure for details: 646D794=EN.
3R106 Pro | Global Launch Plan | Lower Extremities

23. 3.7 Recommended Combination / System Benefits
3 Product Analysis
3.7 Recommended Combination / System Benefits
Based on the Activities of Daily Living (ADLs; known from the Knee Select App), the recommended combination offers the following benefits for the user:
Standing
Standing with an extended knee is safe, due to the safe position of the vertical rotation point. The user can stand relatively relaxed with his stump.
The Trias is allowing small but controllable motion and due of its multi- axial behavior, the user will easily have full contact with the foot on the floor.
Carrying objects
Thanks to the 4 bar architecture the stability and the swing initiation is not affected, the more durable design will also leading to a better support.
Taking small steps
The Trias foot is very flexible and the knee construction makes it easy to take small steps.
3R106 Pro | Global Launch Plan | Lower Extremities

24. 3.7 Recommended Combination / System Benefits
3 Product Analysis
3.7 Recommended Combination / System Benefits
Based on the Activities of Daily Living (ADLs; known from the Knee Select App), the recommended combination offers the following benefits for the user:
Walking: stance movement
Smooth transition from the heel to toe, comfortable damping of the heel compensates the fact that the knee is in full extension during the whole stance phase.
The heel strike is soft but controllable for the user, the specially designed forefoot makes swing initiation very easy, yet largely safe.
Walking: swing control
Due of the double spring construction from the Trias the energy return is nicely balanced in between different gait speeds. The knee can react in a very predictable and controlled way with a good swing behavior. Varying gait speed is easy - changing from slow to fast walking.
Special matrix construction from liner leads to less negative pistoning effect, the anatomic form will create less negative pressure in the inguinal region.
New bearing and pneumatic technologies of the 3R106 Pro create a very smooth motion with low resistance.
3R106 Pro | Global Launch Plan | Lower Extremities

25. 3.7 Recommended Combination / System Benefits
3 Product Analysis
3.7 Recommended Combination / System Benefits
Based on the Activities of Daily Living (ADLs; known from the Knee Select App), the recommended combination offers the following benefits for the user:
Walking down ramp
Good to control the knee in extension, walking downhill is supported by a nice plantar flexion from the foot.
Walking uphill: due to the soft spring construction from the forefoot it is easy to walk uphill.
Riding a bike
The liner offers a high level of comfort. The knee resistance during this motion is very low and the maximum flexion is high enough to not limit the user.
Additional activities:
Kneeling: due to the high maximum flexion angle of 175° kneeling can be performed easily.
3R106 Pro | Global Launch Plan | Lower Extremities

26. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

27. 4.1 Internal Portfolio Positioning (1/2)
4 Portfolio Context
4.1 Internal Portfolio Positioning (1/2)
Mob 1
Mob 1-2
Mob 2-3
Mob 3-4
3R60 vacuum
3R41
3R93
3R90
3R62 Pheon
3R92
3R106
3R106 Pro
3R60
3R60 pro
3R80
3R95
3R46
3R32/23
3R30/21
3R33/17
3R49/15
3R55
3R40
3R36/20
3R78
Mob 1
Mob 1-2
Mob 2-3
Mob 3-4

28. 4.1 Internal Portfolio Positioning (2/2)
4 Portfolio Context
4.1 Internal Portfolio Positioning (2/2)
Knee
= Upcoming Knee Joints
Knee
= Knee Joint in Advanced Segment
ADVANCED
Knee
= Knee Joint in Basic Segment
The 3R106 Pro offers more features for differentiation against the 3R78 than the current 3R106. Both the current 3R106 and the new 3R106 Pro will stay in the portfolio for the time being.
(see section 5 for comparison)
3R80
3/4
3R60 vacuum
2/3
3R60/3R60 pro
2/3
3R106 Pro
2-3
3R106
2/3
Function / Benefit
3R95
3/4
3R62 Pheon
1/2
3R92
2/3
BASIC
3R93
1/2
3R90
1/2
3R46/55
3/4
3R78
2/3
3R36/20
1/2
3R32/23 1
3R30/21
1/2
3R49/15
1/2
3R33/17 1
3R40/3R41 1
MOBIS 1
MOBIS 2
MOBIS 3
MOBIS 4
3R106 Pro | Global Launch Plan | Lower Extremities

29. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 Intercompany Price
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

30. 5 Competitor Analysis “Battle Sheet 3R106 Pro”
Main sales arguments 3R106 Pro
High-performance servo-pneumatic swing control allows for a better gait speed adaptation esp. at higher walking speeds than any other conventional pneumatic joint on the market
High stance phase stability provided by its 4-axis-polycentric structure
Biggest max. flexion angle of 175° compared to any other prosthetic knee
Very durable due to smoothly-running, robust needle roller bearings
High body weight limit of 125kg/275lbs
Increased joint weight and dimensions* were not criticized by the majority of field test patients who were using 3R106 current version before
Proximal adapter options to fit all amputations heights
Pylon and softer spring extension assist included in scope of delivery
Ease of adjustments safes labor time of the technician
*) Difference 3R106 Pro to current 3R106:
Weight: +110g/15% a/p-dimension: +6mm/10% | m/l-dimension: +7mm/15%
Total length: +4mm/2%
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 30

31. Score explanation – 3R106 Pro:
5 Competitor Analysis
5.1 Functional Differentiation to OB Products - based on Activities (Knee Select App)
3R106 Pro
3R106
3R78
Score explanation – 3R106 Pro:
3 - Prosthesis can be partially loaded to allow for sitting down, during sitting down the knee can’t be loaded and this has to be controlled actively by the user.
0 – No inherent prosthesis safety for standing, prosthesis must always be actively controlled by the amputee.
1 - Extended knee at heel strike, no stance flexion for shock absorption, but patient can initiate knee flexion at terminal stance / pre-swing.
4 - Prosthetic knee allows for swing initiation at terminal stance, supports a wide range of walking speeds, and provides sufficient swing extension damping to prevent a hard swing extension stop.
0 - Loading of prosthesis is not possible during swing phase, prosthesis will definitely collapse.
4 - No impact on gait phase activation, but negative impact on stance flexion control that may result in feeling of insecurity when carrying heavier objects.
6 - Walking with very small steps in confined spaces/crowds is supported by the prosthetic knee, swing release will occur in ≥95% of steps resulting in almost normal foot clearance.
2 - Reciprocal slope descent is not supported by the prosthetic knee, but knee may be “run over” by the amputee.
2 - Walking down stairs is possible, but reciprocal pattern (knee flexion in the weight bearing condition) is not supported by the prosthetic knee, prosthetic knee allows for “jackknife technique” (amputee can initiate a “controlled fall” down to the next step on the prosthetic side)
MOBIS
*) 3R106 Pro will be integrated in the Knee Select App, Release 2.0.
3R106 Pro | Global Launch Plan | Lower Extremities 31

32. 5.1 Functional Differentiation to OB Products
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
Key advantages 3R106 Pro:
Better gait speed adaptation esp. at higher walking speeds
Higher durability
Higher weight limit
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 32

33. 5.1 Functional Differentiation to OB Products
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 33

34. 5.2 External Competition - Technical Comparison
5 Competitor Analysis
5.2 External Competition - Technical Comparison
Teh Lin Pneumatics
OHP3
JT20/22
KK500
KINEGEN.air-active 3A1800
6N 24
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 34

35. Graph-Lite Standard 4 Bar Pneumatic Knee
5 Competitor Analysis
5.2 External Competition - Technical Comparison
Ottobock
Medi
Streifeneder
Ken Dall
TehLin
Uniprox
Technical Data
3R106
3R78
OHP3
KINEGEN.air-active 3A1800
KK500
Graph-Lite Standard 4 Bar Pneumatic Knee
JT20 / 22
Mobility Grade
2-3 3
Max. Patient Weight
100 kg / 220 lbs
125 kg / 275 lbs
90 kg / 199 lbs
150 kg / 330 lbs
System Height
162 mm (6⅓")
156 mm (6¼")
210 mm (8⅓")
228 mm (9“)
193 mm (7½")
260 mm (10¼") -
Weight
760 g (26.8 oz)
750 g (26.5 oz)
875 g (30.9 oz
960 g (33.9 oz)
600 g (21.2 oz)
920 g (32.5oz)
820 g (29.0 oz)
Flexion angle
170°
150°
130°
135°
Material
Aluminum
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 35

36. Score explanation – 3R106 Pro:
5 Competitor Analysis
5.3 External competition - Differentiation based on Activities (Knee Select App)
3R106 Pro
medi OHP3
KenDall
KK500
Uniprox JT20/22
Score explanation – 3R106 Pro:
3 - Prosthesis can be partially loaded to allow for sitting down, during sitting down the knee can’t be loaded and this has to be controlled actively by the user.
0 – No inherent prosthesis safety for standing, prosthesis must always be actively controlled by the amputee.
1 - Extended knee at heel strike, no stance flexion for shock absorption, but patient can initiate knee flexion at terminal stance / pre-swing.
4 - Prosthetic knee allows for swing initiation at terminal stance, supports a wide range of walking speeds, and provides sufficient swing extension damping to prevent a hard swing extension stop.
0 - Loading of prosthesis is not possible during swing phase, prosthesis will definitely collapse.
4 - No impact on gait phase activation, but negative impact on stance flexion control that may result in feeling of insecurity when carrying heavier objects.
6 - Walking with very small steps in confined spaces/crowds is supported by the prosthetic knee, swing release will occur in ≥95% of steps resulting in almost normal foot clearance.
2 - Reciprocal slope descent is not supported by the prosthetic knee, but knee may be “run over” by the amputee.
2 - Walking down stairs is possible, but reciprocal pattern (knee flexion in the weight bearing condition) is not supported by the prosthetic knee, prosthetic knee allows for “jackknife technique” (amputee can initiate a “controlled fall” down to the next step on the prosthetic side)
MOBIS
3R106 Pro | Global Launch Plan | Lower Extremities 36

37. 5.3 External Competition – Critical Sales Arguments
5 Competitor Analysis
5.3 External Competition – Critical Sales Arguments
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 37

38. 5.3 External Competition – Critical Sales Arguments
5 Competitor Analysis
5.3 External Competition – Critical Sales Arguments
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 38

39. 5.3 External Competition – Critical Sales Arguments
5 Competitor Analysis
5.3 External Competition – Critical Sales Arguments
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 39

40. 5.3 External Competition – Critical Sales Arguments
5 Competitor Analysis
5.3 External Competition – Critical Sales Arguments
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 40

41. 5.3 External Competition – Critical Sales Arguments
5 Competitor Analysis
5.3 External Competition – Critical Sales Arguments
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 41

42. 5.3 External Competition – Critical Sales Arguments
5 Competitor Analysis
5.3 External Competition – Critical Sales Arguments
Local competitor (Russia)
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 42

43. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

44. 6.1 Recommended Market Price
6 Pricing
6.1 Recommended Market Price
Pricing Strategy
Advanced functionality compared to current 3R106 and other conventional pneumatic knees in the market as well as durability improvements lead to a significantly higher value this product will offer to our customers in its segment. In terms of swing control 3R106 Pro comes very close to an hydraulic knee. These arguments should be mirrored by a higher sales price, of course under consideration of individual market environments and reimbursement situations. However, an increase of 20-30% compared to current 3R106 sales price seems to be reasonable from a value perspective.
Recommended market prices:
Emerging Markets € 1.550
Developed Markets € 1.750
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 44

45. 6 Pricing 6.2 IC-Pricing – Product Article Number Description IC-Price
3R106-PRO*
3R106 Pro knee joint
Intercompany Prices will be OBA-individual according to the indicated 3rd party sales prices in the Market Implementation Plan survey.
 3R106-PRO=*-OB
 Demo/test unit 3R106 Pro
 € 670
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 45

46. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

47. 7 Marketing Communication 7.1 Launch Campaign – Key Message
The main idea of the 3R106 Pro was to build on the success of the current 3R106 and to prolong its product lifecycle. Furthermore, the 3R106 Pro also comes with a clear added value regarding the functionally optimized swing phase control as well as a durability improvement and application enlargement.
The new 3R106 Pro with its advanced pneumatics offers clear differentiation aspects from the basic pneumatic knee joint 3R78 and is suited for users with medium activity levels Mobis It addresses the needs of Mobis 3 users in terms of gait speed adaptation much better than 3R78 and current 3R106.
Communication Focus
Improvement of quality and durability compared to current 3R106
Functional improvements, product will be best in class due to servo-pneumatic control. Swing behavior comes close to an hydraulic control.
Application enlargement: higher body weight limit, suitable for all amputation heights, more suitable for Mobis 3 users than current version
Easier adjustments of swing phase control
Clear functional differentiation to 3R78
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 47

48. 7 Marketing Communication 7.1 Marketing Materials
Picture of Marketing Material
647F485=*
Product Brief
646D841=*
Information Brochure for Practitioners
OK3846_1/2/3
Poster
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 48

49. 7 Marketing Communication 7.1 Marketing Materials
OK 4102
Advertisements CPO
Lifestyle Pictures
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 49

50. 7 Marketing Communication 7.2 Marketing Materials
Type of material
Article number
Languages
Available from
Product Brief
647F485=*
DE, EN
Available via link
Information Brochure for Practitioners
646D841=*
Available at launch
Advertisement CPO Content
OK 4102
Website B2B
 n/a
Website B2C
IFU
647G208=1
DE, EN, FR, IT, ES, PT, NL, SV, DA, NO, FI, PL, HU, CS, HR, TR, RU, JA, ZH
Scope of delivery, via link
360° Video
n/a
360° Video “Winning Combination”
Product and Lifestyle Pictures
Via link and data base
Lifestyle Poster
OK 3846_1/2/3
Via link
Lifestyle Video
DE, EN, ES, NL
Via link and YouTube Channel
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 50

51. 7 Marketing Communication 7.2 Download of Marketing Materials
All marketing materials will be available for download via the following link as soon as they are finalized. We will of course inform you pro-actively about the availabilities.
3R106 Pro | Global Launch Plan | Lower Extremities
| © Otto Bock HealthCare 51

52. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

53. Requirements & Training Material
The 3R106 Pro is a standard knee component which features easy application by the CPO. There is no need for special training or in-person certification courses.
3R106 Pro | Global Launch Plan | Lower Extremities

54. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

55. Manufacturing and Delivery
9 Logistics
Main components are produced in Duderstadt
Assembly and packaging of 3R106 Pro knee joints are done in Duderstadt
Delivery via Duderstadt
OB Duderstadt
Worldwide delivery ex Logistics Center
Manufacturing of main components and final assembly
Manufacturing and Delivery
3R106 Pro | Global Launch Plan | Lower Extremities

56. Agenda 1 Executive Summary 1.1 Key Message 1.2 30 Second Elevator
1.3 Time plan
2 Marketing and Sales Strategy
2.1 Qualitative Goals
2.2 Quantitative Goals
2.3 Sales Strategy/ Market Launch Strategy
3 Product Analysis
3.1 Indication/Field of Application
3.2 Product Introduction
3.3 Product Features
3.4 Product Benefits – User
3.5 Product Benefits – CPO
3.6 Product Variations
Recom. Combination / System Benefits
Portfolio Context
4.1 Internal Portfolio Positioning
4.2 Knee Segmentation
5 Competitor Analysis
5.1 Functional Differentiation to OB Products
5.2 External Competition – Technical Comparison
5.3 External Competition – Critical Sales Arguments
6 Pricing
6.1 Recommended Market Price
6.2 IC-Pricing – Product
7 Marketing Communication
7.1 Marketing Materials
7.2 Download of Marketing Materials
8 Training
9 Logistics
10 Service
10.1 Test / Sample Units
10.2 Rental Pool
10.3 Repair
10.4 Warranty / Guarantee

57. 10 Service 10.1 Test / Sample Units
For the launch, we offer test/sample knees (3R106-PRO=*-OB, for purchase for authorized Service Centers) at a reduced IC-price. This gives branches the opportunity to build up individual test kits – at the branch or even at the customers. We planned the units according to your quantity indications in the Market Implementation Plan. Please place your orders accordingly in SAP.
The test/sample knees are from a functional perspective identical to the regular sales knee joints.
The test/sample knees will be marked with “3R106-PRO=*-S” (for loaning to customers), as OBAs/local rental pools will usually turn them into capital assets upon receipt as service units. Test/demo knees won’t include a tube adapter, which is part of the standard sales package.
3R106 Pro Sample Unit (-OB unit)
Article numbers for the TEST/sample units:
3R106-PRO=OB (pyramid top)
3R106-PRO=KD-OB (knee disartic. top)
3R106-PRO=ST-OB (screw top)
3R106 Pro | Global Launch Plan | Lower Extremities

58. 10 Service
10.2 Rental Pool
The MASC in Duderstadt will offer the new 3R106 Pro for rental as 3R106-PRO=*-S (service). These units can be loaned by the OBAs for a weekly charge. According to its function they are classified as cost type SMR-PK=20 (€ 25,10 per week). Current prices may be requested from the responsible MASC.
If you work with SAP you may order the 3R106-PRO=*-S like all other loaners from the rental pool in Duderstadt.
If you are not working with SAP you may order all articles via RA# form for loaners. If you need the form please contact the mailbox:
3R106 Pro | Global Launch Plan | Lower Extremities

59. 10 Service
10.3 Repair
During the first 12 months after market launch the MASC Duderstadt will gain experience handling the functional parts (particularly bearings) of this brand new product and will create tools and manuals for these repairs. We are really convinced and took corresponding measures in product development in order to guarantee high quality performance and a excellent durability.
During this 12 months period all 3R106 Pro units with defective functional parts will be exchanged in case of justified complaints. These defective units must be sent to the MASC Duderstadt for evaluation. Repaired units may be transferred to the loaner pool. All other repairs can be conducted by local service center as long as they have received technical service certification for 3R106 Pro.
The Full Repair Service by local service center will be available one year after start of sales.
During the warranty period, repair costs are included except for repairs of damages resulting from improper use, i.e. any use that contravenes the provisions contained in the instructions for use. Such repairs and any repairs carried out after the warranty has expired will be charged at cost according to quotation.
3R106 Pro | Global Launch Plan | Lower Extremities

60. 10 Service 10.4 Warranty / Guarantee
According the global directive “Global Service Policy” every Ottobock 3R106 Pro is purchased directly from Ottobock and is covered by Ottobock Warranty for 24 months + 3 months for the Otto Bock branches (OBAs).
Warranty is the legal obligation of the seller (OB Manufacturer) to provide / deliver the product free from defects in material and title to the buyer (OB Branch). The internal warranty period (Otto Bock production site to OBAs) begins on the shipping date when the ordered product leaves the central warehouse on its way to the OBA. As the warranty period is 2 years and additional 3 month, which will cover the shipping time as well as additional logistic and administration time encountered by the branches.
Additional warranties and guarantees may be offered within the local market but not from the manufacturer directly. Any such additional coverage is the responsibility of the branch within the local market.
Within warranty handling, the serial number (SRN) is of certain interest. On the 3R106 Pro the serial number can be found be found on the aluminum made upper joint section.
SRN
3R106 Pro | Global Launch Plan | Lower Extremities

61. Contact us!
In case of questions about the new 3R106 Pro and the according market launch please do not hesitate to contact us.
Name: Maike Schäffer
Profession: Marketing Assistant
Department: PM Lower Limb – Mechanical Knee & Hip Joints
Phone:
3R106 Pro | Global Launch Plan | Lower Extremities

62. Thank you for your attention! www.ottobock.com
(R&D Project: “3R106 Redesign“)