CODONICS 2008 Presentation

CODONICS 2008 Presentation
PPT shrinker v 11b - FJ PPT shrinker v 11b - FJ PPT shrinker v 11b - FJ PPT shrinker v 11b - FJ CODONICS Presentation

CODONICS International Sales & Marketing and Operational Training
September 9th, 10th, 11th 2008 Istanbul, Turkey

Introduction of the CODONICS EMEA Team
Eric Tual General Manager, Europe & Middle East & Africa Eduardo Fernandes Regional Sales Director, Europe Eric Neubauer Regional Sales Manager, UK & Ireland Senior Field Application Engineer

Introduction of the CODONICS EMEA Team
Brahim Legroun Regional Sales Manager, France & Africa Antonio Patronilho European Support & Service Coordinator

Introduction of the CODONICS EMEA Team (not present)
Tim Jablonski VP Int’l Sales & Marketing Gary Enos VP Regulatory & New Business Development Cristiano Villa Regional Sales Manager, Italy Nick Galioto Trade Show Coordinator

Introduction of the CODONICS EMEA Team (not present)
Sherry Scott Senior Int’l Sales Coordinator Scott Guye Int’l Sales Coordinator Jorge Botelho European Support & Service Coordinator Sergio Brito European Support & Service Coordinator

Introduction (attendees)
Your Name Your Company Name Your Country How many years you have worked with Codonics And either Your favorite place for vacation or The sport you like to practice

Agenda

Agenda Day 1 – Codonics corporate Split in 2 groups
Who is CODONICS ? Corporate Presentation Split in 2 groups 1- Horizon Sales & Marketing Training - Introduction of new Horizon models - Horizon – The Perfect Demo 2- Horizon Operational, Set-Up, Troubleshooting and Repair Training - How to work with our Tech Support team - etc …

Agenda Day 2 – Virtua family What is Virtua ? (Product & Software)
What is Virtua’s competition ? Who uses a CD-Burner and for what ? Market segmentation How to introduce the CD-Burner concept in a country ? How to insert Virtua in a Horizon TCO ? How to improve workflow in a department ? Review of Marketing Material assortment

Agenda Day 3 Integrity – Medical Imager Importer
Product Presentation Hands-on Demo Applications Infinity – Medical Imager Archive Concept presentation Tentative Roadmap

Survival Kit for CODONICS Road Warriors
Prints & CD samples Brochures, Spec Sheets Case Studies Patient Folders What must be carried with you at any customer visit ? Handouts

Cleveland Headquarters
Who is CODONICS ? World’s leading manufacturer of hardware & software solutions for documenting medical imaging exams & reports Headquarters in Cleveland, OH 15,000 square meter facility 10,000 square meters, factory 5,000 square meters, business offices 26 years in business 25,000 imagers installed worldwide

CODONICS Headquarters
Storage Office Factory

CODONICS Headquarters
.

CODONICS direct locations around the world

CODONICS timeline 1982 : inception 199x : NP-1600M 199x : NP-1660M
199x : DV Paper 2002 : Horizon 2006 : Horizon XL 2006 : Virtua 2007 : Virtua XR 2008 : Integrity 2008 : Virtua E 2009 : Infinity

26 years and growing

EMEA media sales growth

CODONICS Service Center
Lisbon Service Center CODONICS Service Center EMEA Service & Support Center Lisbon, Portugal Phone: Skype: eu-codonics

CODONICS Service Center

The fastest growing Imager company in the World !

BREAK – split rooms

Marketing Communication
How Codonics communicates What are our MarCom rules Example of Codonics’ MarCom Best Practice from Codonics distributors Suggestions for replication & adaptation

Marketing Communication
Trade Shows Corporate Website Full range Brochure Magazine Advertising Web Advertising Case Studies & Articles Video Clip Testimonials Brochures in different languages etc …

CODONICS at Trade Shows
RSNA 525m2 (21x25m) 2 floors Live presentation 60 placements at OEM booths Goals : - build relationships with more OEMs - meet end-users with our distributors

ECR 72m2 (8x9m) Live presentation 20 placements at OEM booths Goals : - work with more European OEMs - meet end-users with our distributors

Arab Health 24m2 (4x6m) Goal : grow the strong position of CODONICS in MEA

MEDICA 12m2 (3x4m) Goal : identify distributors in emerging markets

EANM 22m2 (4x5.5m) Goal : strengthen our dominant position in the Nuc.Med market

Marketing - website www.codonics.com Visit frequently
PPT shrinker v 11b - FJ Marketing - website Visit frequently Put a link on your own website Tech Support section

Marketing – Brochure New Brochure released this month

Marketing – Sale Sheets
Spec Sheet for each PRODUCT Sale Sheet for each MEDIA type Sale Sheet for each MODALITY Sale Sheet for SERVICE Handouts

Marketing – Spec Sheets
CODONICS has Spec Sheets in English, Japanese, Spanish, Portuguese, French Some distributors did their own translation Translated Spec Sheet in RUSSIAN by MTL

Marketing – Feature Sheets
HORIZON’s Feature Sheets for tenders, telling more than the Spec Sheets Soon a VIRTUA series !

Marketing - Video CODONICS ; HORIZON ; VIRTUA Customer TESTIMONIALS
Available in .AVI , .MPG , .WMV , .MP4 Put a link on your website Download to play them on your computer/PDA

Marketing – Case Studies
New Case Study Articles Handouts

Marketing – Testimonials

Marketing – Slide Show

Marketing - Advertizing
Diagnostic Imaging IHE Middle East Health Imaging Management etc …

Marketing – Reference Sites
CODONICS’ testimonial CODONICS’ listing of key customers Your own list on your website

Marketing – OEM websites
Codonics products are features in OEM websites Brings credibility when you talk to their local distributor “our products are approved by your Headquarters” Examples: Siemens Philips GE

Web Sites Spain M3M

Web Sites Serbia Tim Co

Web Sites Denmark Dumed

Web Sites Finland Serlos

Web Sites Switzerland Meditron

Web Sites Poland Ado-Med

Web Sites Iran Delshid

Web Sites Medical Technologies Russia

Translated Flyer in ARABIC for Arab Health 2005, by Al-Oshoub

Posters Tradeshows Posters FPS France

Clinical Graphics Department
Kurtis Furukawa Designer

Clinical Graphics Department Custom Captions

Clinical Graphics Department OEM Captions
Samples

Clinical Graphics Department Print-from-Zip-Disk
CGD can send you print sample files on Zip Disks to print locally with the Print-from-Zip feature. CGD can send you CD’s with images to put on Zip Disks and then print locally with the Print-from-Zip feature. Demonstrate

Coffee Break 10 minutes

Horizon Multi-media Imager
PRINT. Film, color paper and grayscale paper in one compact design obsoletes film-only imagers All-in-one design provides maximum versatility and cost savings Color paper shows off advanced applications and help attract business Convenient grayscale paper is room-light viewable and perfect for patient and referral copies

Horizon Product Introduction
Video Presentation

Today’s Market Needs There are many customers with many unique needs.
There is an on-going and increasing demand in hardcopy for referring physicians. Referring physicians have more imaging options and, therefore, are expecting more to win their business. Continued pressure to reduce costs Administrators are acutely aware of these needs Until Horizon, there has been no product available to deal with these conflicting goals: REDUCE COSTS CATER TO THEIR CUSTOMER BASE

Multi-media Imager Horizon’s exclusive multi-media feature provides a solution for administrators to satisfy the needs of their diverse customer base Some referring physicians prefer DV Paper, some want color, and many still want film Multi-media printing is the only way to ease the transition from film to paper Radiology departments are not forced to shut down all filming in order to move to our money-saving paper They can pace the process and minimize the risk

Thermal Technology Thermal printhead Thermal heat element Image
scanning line Thermal sensitive media Pressure roller

Multi-media samples

DirectVista® Paper DV Paper answers today’s market need for referring physician hardcopy DV Paper answers today’s market demand to SAVE MONEY!

Horizon GS-RAD, Ci-RAD 3 film sizes online
Same features as any Horizon GS or Ci plus 11x14” Blue Film (28x36cm) Existing Horizon GS and Ci on the installed base can not be upgraded GS-RAD and Ci-RAD are priced including H-DPT-2-3 (total of 3-year warranty) Not intended for End User Presentation

It’s a Safe Decision Administrators would love to switch from film to paper as soon as possible to save money Most referring physicians prefer and welcome the change to paper But, not everyone is the same. Some prefer traditional film, at least for now So the Administrator is cautious about any approach that requires cutting off film completely A multi-media printer is ideal because it allows the transition to be paced at the rate the radiology department’s customer base will accept It’s a very safe decision

Horizon - Low Overhead Horizon has a very low total cost of ownership
Service, connectivity and cost per copy are lower than the customer’s existing imager Many centers continue to work with a print network designed for pre-soft copy review. When film volumes decreases, cost-per-copy skyrockets !

Most Flexible Imager Horizon addresses an entire range of needs found in the broader hospital sale Each modality has unique requirements High volume filming for primary read DV Paper for referring physicians Color for modality-specific applications and marketing Whether one (1) Horizon is used as a centralized resource or many are used decentralized, Horizon’s flexibility allows the hospital to standardize on ONE imager.

Horizon - Key Points Size – Smallest & lightest in the world, truly desktop DICOM – up to 24 connections PostScript - Print directly from PC SmartCard technology - Maximum up-time Up to 5-year warranty contracts 300 sheet media capacity 3 output trays Versatility - 3 imagers in1 unit Fast TTFP - 14x17 film in 70 seconds Output - 78 Film per hour Quality Control – Built in densitometer

Horizon – key points DirectVista Film for un-compromised diagnostic quality DirectVista Paper to save money Multi-media capabilities to satisfy everyone Low overhead to reduce the ‘real’ cost per print Most flexible ensuring one printer meets all the needs Best-in-class service program Why would anyone want to buy an obsolete “FILM-ONLY” imager today?

Buyer of Film-Only Imager …

HALT & HASS Testing Highly Accelerated Life Testing
Highly Accelerated Stress Screening Codonics uses the most advanced methods to test the reliability of the products All the products go through a long series of tests to detect any possible malfunction on any component Hot Room Cold Room

Horizon Longevity Printer has been Endurance tested for greater than 500,000 prints cycles with out significant wear (single pass)

Lunch Break Buffet at the Hotel’s Restaurant

Horizon - The Perfect DEMO

Overview Preparing for your demonstration The demonstration
The sales pitch Post demonstration

Preparing for Demo Prepare a Checklist
Laptop with appropriate images and tools 9 meter straight cable (quantity 2) 9 meter crossover cable Have the correct ‘mains’ cable Transport cart A film marker (sharpie or other) Unique specification sheets per model Packing tape Manuals: User’s & Technical

Preparing for Demo Prepare a Checklist cont. Blank Zip disk
Software and Drivers Alcohol pads Cleaning Cassette Media all types DICOM Conformance Statement Optical loupe for viewing films Appropriate sample prints film / paper / color Validation reports (CD or hardcopy)

New Validations

Preparing for Demo Determine Strategy and Objectives
Plan out what the strategy of the demo will be What must be connected to? What images and prints must be made? What does the customer expect to see? Strategy must fit the time constraints Determine Objectives Make prints Get “Cost of Ownership” data Meet with key people Determine org chart in account Set up next appointment Get referrals

Preparing for Demo Understand Your Audience
You should adjust your presentation to meet the objectives of the demo attendees Technical or non-technical audience Clinical or non-clinical Financial or non-financial

Preparing for Demo Understand The Account Identify your ‘champion’
Map out buying process Identify decision makers Identify buying cycle/process Tender (“surround strategy”) Private Understand your competition

Preparing for Demo Understand the Customer Environment
Is the customer hardcopy reading or softcopy PACS? To what equipment will you connect? Will there be a bio-engineer or IT personnel available to help you? Have you contacted and/or arranged for the HOST SYSTEM engineer to be available during demo? Do you have Codonics Tech Support numbers on hand?

Preparing for Demo Understand the Customer Environment
Do you have the proper passwords and addresses to make the connections? Determine the quantity & media types you will need. Will the customer be replacing the current imager? Will this be a new installation purchase?

Preparing for Demo Captions Color Paper : Yes DV Paper : Yes
DV Film : not recommended

Preparing for Demo Be Prepared to Battle the Competition
Do you know who you will be competing with? Coach the user to make a fair comparison Compare all variables “TCO” Media + Imager + Service + Maintenance Read their signals Choose your battles

Preparing for Demo Allow enough time … to do the demo
to leave the product with the customer for key people missing and referral doctors to see the product to gather all the information to do image quality adjustments to do time studies against the competition to work undiscovered opportunities and meet new people to create a custom caption for “stuff” to happen

The Demo Packaging Media Considerations are sending it back to you
Will you leave the unit overnight? Plan for packaging and storage Make sure the customer knows how to repack if they are sending it back to you (have pre-made shipping labels) Refer to the Horizon Quick Start Guide Media Considerations Do I re-use media trays from demo to demo? How do I repack them? Remember, they are perishable

The Demo Cleaning Clean: Print all medias dust free prior to demo.
Platen the print head the pick tires Print all medias dust free prior to demo. You may want to use a Cleaning Cassette too. Make test prints calibration prints for film media

The Demo Manage Your Crowd
Give yourself time for setup and working with the tech prior. Tech will tell you the way the radiologists like their films. Tech will know the most common type of exams, making for familiar images for the radiologist. Prepare Bracketing print and samples of target images on all media types BEFORE the radiologist is called in.

The Demo Once the Tech likes the images, call the radiologists in
Always prove your Image quality on FILM first Then, introduce DVP/White Film (referral copy) Then, see if there is color interest (eye candy) The key is to listen to the customer and be specific in answering their questions; it’s easy to stray given all of Horizon’s features.

The Demo Image Quality/Adjustments
Always START with film to establish credibility. Use bracketing. Select ‘Visual LUT’ 99% of the time. ONLY use ‘Linear’ if the validation report specifies. NEVER turn off ‘Auto Film Calibration’. Mark films with Sharpie marker when incremental changes are made. Note DVP looks RED in incandescent light. Medical Color Matching (MCM) table can be found in the Technical Manual.

The Sales Pitch Image Quality Film quality Savings on paper/white film
Color is the “cherry on the cake”

The Sales Pitch Service
Reliability and savings on warranty and service

Post Demonstration Understand the Deal Don’t forget:
Will it be an outright capital purchase? Will the site buy on a ‘per sheet’ contract for a fixed period? Will the site lease? Will the imager be bundled with an alternate system through an OEM? Is the customer interested in a trade in? Don’t forget: Review the Competition’s Offer

Post Demonstration Work the buying cycle to completion.
ASK FOR THE ORDER. If the deal gets very competitive, gather all the information possible (Total Cost of Ownership details) and contact your Codonics Rep. We want the business as much as you do . . .

What Can Go Wrong ? But … You did your presentation.
You did your demo. Everything went great. But … The customer says they are on a buying group contract. A competitor offers a film contract. A competitor offers a free imager.

What To Do When … A competitor offers a film contract, free imager
or other a very special offer. Determine if Horizon’s unique features are of value or are we purely in a price war. If Horizon’s features have value, then attempt to determine how much incremental value they are worth over the competitive offer. Contact your Codonics representative. They will help you put together a competitive response!

Imager Economics – TCO “Total Cost of Ownership”
What is it? Acquisition Cost Cost Per Film / Print Total Cost of Ownership (TCO) Different customers will place different priorities for which drives their decision. Our job, as sales people: Listen to our customer Understand and identify their “hot button” Our goal: Teach you how to put together a winning TCO model for the Codonics Horizon.

Acquisition Cost Key points: Definition:
The amount of money the end user must spend to acquire the Horizon. Key points: Horizon’s price includes: 1 year swap warranty In some countries, it is customary to sell products with a 2-year warranty, in that case, add the H-DPT-2. Horizon’s DICOM is a flat fee, with no incremental cost per connection (24).

Cost Per Film / Print Definition: Key points:
The amount of money the end user must spend to acquire each piece of media printed. Key points: Film prices vary by country in some we are high other low. Learn where you need to be to make the TCO provide your customer value. Horizon’s paper pricing is significantly lower than that of comparable size film, allowing a reduction of media cost of 20 to 60% of that of film. Horizon’s color media costs for medical images are comparable to ink jet and laser prints made on high quality media and using manufacturer’s recommended supplies.

Calculating The TCO Define the following key variables:
period to be analyzed volume of media to be printed individual item costs Add up the following: Cost of acquisition Cost of media usage during period Cost of service during the period To Calculate TCO per print, divide the sum (above) by the number of prints Other potential analysis may be TCO by year, month or print or even square meters of film .

TCO Comparisons Try to create a situation where you are comparing similar scenario For competitors be sure to include: First year warranty (if applicable) DICOM costs (if applicable) Preventive maintenance Limited life components * * Ex: Filters, rollers, optic modules, etc.

TCO – Total cost of Ownership
Definition: The total amount of money the end user must spend to own and operate the Horizon imager over a specific period of time. Total Cost includes: Imager and Connection Costs Media Costs Service and Support Costs One of the key elements of Horizon’s Value Proposition is “Lower Total Cost of Ownership”

TCO – Total cost of Ownership
Look at competition hidden costs ! Remember the Golden rule

TCO – example 1 Case study 1 – Public Hospital
Radiology department with 1 CT and 1 MR Codonics dealer offers 23,000 € for a Horizon GS 1.90 €/film (14”x17”) 1 Year warranty 20,000 films/year Competition offers 20,000 € for a 14”x17” only imager Who wins?

TCO – example 1 Case study 1 Winner = Look at the hidden costs!
How much for the service in the next 5 years ? Codonics = 2,300 €/year for the years 2-5 (list price years 2-5 is 1,841 €/year) Average of 1,840 €/year in 5 years Competition = 4,500 €/year for the years 2-5 Average of 3,600 €/year in 5 years Let’s do the math: Codonics TCO = (1.90 x 20,000 Films + 1,473) x ,000 = 222,200 € Competition TCO = (1.90 x 20,000 Films + 3,200) x ,000 = 228,000 € Winner =

Logistics Consolidation of shipment through good
planning of end user consumption of media Use Ocean Freight to save significantly over Air Shipment When shipping by Air, remember to ship media along with imagers to save (from Cleveland only)

Logistics Logistics = Freight + Duty + Import Tax
Through due diligence, our distributors in Turkey and Ukraine identified that the competition was paying less import duty than them. They managed to work out a way with the local Customs to benefit from the same rate and therefore increase their competitiveness on street film price.

Sales Tools – The Pipeline
What is it? Organizational tool It lists the sites with a capital equipment acquisition intension or already in progress. “HOT LIST” It lists the stand-alone / after-market opportunities and the status of the deal (always including DEMO information) Provides up-to-date market status at a glance Why does it matter? Help Codonics forecasting Identifies deals requiring COOPERATION between distributor and Codonics Proven to help you sell more.

Sales Tools - Upstream Specs
Get with the tender committee before the tender is issued Identify their needs Emphasize the adequate features of Horizon When you can, lock the specs to Horizon ONLY Defuse the tender – what is the price threshold at which a tender is not required

Bundling with CR/DR Bundling with low-end CR
Several Codonics distributors represent independent CR manufacturers Work with their local dealers Bundling with High-end Philips Philips is the only company selling multi-loaders CR without Imager+Film contract. Codonics distributors are the perfect partners for them. Bundling with DR Several Codonics distributors represent independent DR manufacturers

Flexibility & Communication
Finland, Serlos : Mobile MR, Terveystalo (Mobile expertise) Israel, Cintec : dental CT & pano oppotunities (SF+media) Latvia, NMS Grupa : Dziednieciba Clinic (TCO) Poland, Ado-Med : Zabja Cardio Center, Silesia (ref.site) Portugal, Multipore : CREAR (TCO + Case Study) Spain, M3M : Creu Blanca, Barcelona (TCO) Switzerland, MediTron : Cimed, Fribourg (trade-in) Turkey, MDS : Konya University Hospital (12 imagers package) UK, HSL : Nuffield Diagnostics (DICOM_Lite) Serbia, Tim Co, MOH Tender (14 imager package, upstream specs)

Sales Tool - Market Study
Trade Organizations, Associations & Societies Social Security & Insurance companies (list of approved sites) Companies in the same field (injectors, contrast media, …) Government statistics National Atomic Energy Institute

Sales Tool - Free Press New Product announcements: Articles
Connect Luminary to the editor. News letters Codonics has its own Insight newsletter Some distributors have their own and Codonics can provide you with artwork Websites Codonics can provide you with artwork

Horizon – NP-1660M Trade-In
Sales Tool Horizon – NP-1660M Trade-In Contact us for a special offer !

Horizon - Competition KODAK DryView 5800 508 dpi
100 sheets/hour (14x17”) 2 sizes on line DryView 6800 DryView 8900 Obsolete

Horizon - Competition FUJI DryPix 5000 508 dpi
180 sheets/hour (14x17”) 3 sizes on line DryPix 4000 110 sheets/hour (14x17”) 2 sizes on line

Horizon - Competition FUJI DryPix 2000 508 dpi
100 sheets/hour (14x17”) 1 sizes on line DryPix (Obsolete) DryPix 1000 (Obsolete)

Horizon Competition AGFA DryStar 4500 508 Dpi 80 sheets/hour (8x10”)
2 sizes on line (8x10” & 10x12”) DryStar 4500M same as 4500 but with 3.5 OD DryStar 5300 320 dpi 100 sheets/hour (14x17”) 1 sizes on line (8x10” OR 10x12”) DryStar 5302 75 sheets/hour (14x17”)

Horizon Competition AGFA DryStar 5500 508 dpi 100 sheets/hour (14x17”)
2 sizes on line DryStar 5503 3 sizes on line

Horizon Competition AGFA DryStar AXYS 508 dpi 75 sheets/hour
2 sizes on line

Horizon Competition KONICA DryPro 832 320 dpi 90 sheets/hour (14x17”)
2 sizes on line DryPro 793 591 dpi 120 sheets/hour (14x17”) 3 sizes on line

Horizon Competition SONY FilmStation UPDF550 – Dual tray 320 dpi
70 sheets/hour (14x17”) 2 sizes on line UPDF500 – single tray 1 size on line

Sales Tool – Market Segmentation
Besides classic Radiology Department with the usual CT, MR, CR, DR, Cath Lab … Horizon is very successful in other market segments Nuclear Medicine & Molecular Imaging Mobile coaches Military Dental Veterinary Good for both Horizon and Virtua business !

Sales Tool – Market Segmentation
But first, let’s address the question of PACS Is it really filmless ? Is it document-less ? PACS within a hospital or across an entire country ?

The PACS opportunity

Market Segment : NM & MI Molecular Imaging =
Gamma Camera, Spect, PET, Spect-CT, PET-CT Codonics is the dominant player in that market, because they need Film, Paper and Color prints Contact you local NM Association Meet with the NM/MI Sales Specialist/Manager of the local OEM branch office or dealer. Meet with the Luminaries Communicate with them before SNM & EANM Good for Horizon and Virtua business !

Market Segment : NM & MI

Multi-media Dry Imager
PPT shrinker v 11b - FJ Horizon Multi-media Dry Imager Mobile Coach application

Mobile Coach Tested & Validated Mounting Tray Cabinet
Many reference sites

Market Segment - Military
Horizon in Military Container

Horizon on Military 3 HZ GS in military mobile x-ray truck sold to the Morocco Army Army Hospital in Lisbon Including 1 HZ in a container Hospital Navy Hospital in Lisbon Military Academy in Belgrade Military Hospital in Prague US military bases US military mobile hospitals (field operations)

Virtua on Military

Military Hospitals Normal hospital under supervision of the military ministry, usually dedicated to troops, and veterans from armed forces Field Hospitals Used in war, or peace keeping operations Containers Mobile units

Adapt to your market

Market Segment - Dental
Ortho (Panoramic) Dental CT (Reconstruction) Intra Oral X-Ray

Private Imaging Centers Radiology Clinics Ortho or CT reconstructions using a normal CT Dental Imaging Centers Dedicated dental CT Ortho & Intra Oral X-Ray Dentists Ortho & Intra Oral X-ray Implantologists Surgeons that needs the images to perform the reconstruction Hospitals

OEM systems Soredex Instrumentarium Planmeca Gendex QR (NewTom) – AFP Imaging E-Woo Imtec Imaging Sciences Etc…

Market Segment - Dental CT

Market Segment – Dental Virtua
Specialized Clinics Dental CT for reconstruction Virtua or Virtua E Small volume Affordable “No film” mentality

Market Segment – Veterinary
Summary : Introduction Segment Market Products / Needs Applications Competition Conclusion

Introduction The Veterinary Market in Europe is moving
very fast the last 2 years all vets start to think Digital Radiography. The reasons: Films price Chemical Environment Increase Revenues Image Quality

Market Segment The Veterinary market in Europe is divided
by 2 major segments: Companion Animal (Dog, Cat, Bird, Snake, etc) Equine (Horse) These 2 segments are not equal in term of number of clinics. It depend on the country but most of the time you will find 70% of Companion Animal practices

Market Segment 25 % of Equine practices and 5% for mixed practices.
25% Equine is not huge but don’t ignore this market, in reality it is the most important market. As of today in Europe 15% of all clinics are Digital.

Products/Needs In Europe 80% of Vets are interesting with CR 30% with DR (20% Equine 10% CA) Vets who are interest with CR are small clinics due to the low investment of CR. Vets who are interested with DR are big clinics, referrals clinics, Imaging centers, Zoo and Vet Schools.

Products/Needs Large clinic typically involve at least 3 Vets and at minimum US, X-ray & Endoscopy. Imaging Center usually have at least 5 Vets and +4 modalities (CT and/or MR, US, X-ray & Endoscopy). Vet School is like a hospital, with all departments and modalities. Zoo have Vets with hi-end equipment.

Products/Needs Some countries have hospital dedicated to some species:
Equine Hospital Dubai

Products/Needs Dubai Falcon Hospital

Products/Needs 20% of Equine Vets are going DR. Reason:
Portable (not heavy, small DR 810, suitcase) Easy to use (fast image available in 4-5 sec) Pre purchase Exams Increase Revenues (x4-5) Return On Investment (less than 1 year)

Products/Needs A dedicated Vet PACS is sometimes offered
with CR and DR solutions. PACS is a needed for the same reasons in the Vet market as it is for Human applications. Vet PACS differences with Human PACS patient name and … “owner”

Products/Needs Major Companies on Vet Market in Europe:
Eklin (DR Canon, PACS) Agfa (CR 30X without PACS) Kodak (CR 140, 120) FUJI (CR Capsula without PACS) Konica (CR Regius) via SCIL (DR Canon, PACS available)

Products/Needs Major Companies on Vet Market in Europe:
IDEXX (CR, DR, PACS) VetRay (CR, DR) iCRco (CR) Esaote (MR)

Products/Needs IDEXX PACS

Products/Needs IDEXX : CR, DR and PACS

Applications Dysplasia : Abnormal formation of dog’s the hip joint

Applications

Application Regulation may differ in some countries, but in Europe, Dysplasia exam must be printed on 14x17” film. Each exam is send to a reader by the vet. This reader is mandated by the regulatory body. Most of the time vets makes this exam but most of them are referrals, imaging centers, Vet School.

Applications Horse : Pre Purchase Exams

Applications Samples of Pre Purchase Exam

Applications Each horse need around 20 shots that mean 20 films/visit.
Vets without Digital Radiography need 3h to make this exam but with Digital he need less than 30min. More visit in a day and more money that is the reason why the investment is pay back in less than 1 year. With Digital radiography Vets are making around 10 visits/day.

Applications MR at Vet School of Lyon in France

Applications Printing is an issue. Why?
Equine Vets need to print to make all the films on a file and give it to the buyers. Horizon is the best product to fit the need of this kind of customer because Equine Vets print only on 8x10’ films (lower consumable cost). We can put also Horizon on a car to print onsite.

Applications CR Proscan Could be Horizon…. Fuji Van - CR XG1

Applications Virtua can be added to Horizon.
Vet gives a CD/DVD to the owners and films to referrals clinics or for some exams (Dysplasia). Film consumption will decrease sharply as demand for CD/DVD grows.

Competition Lot of companies looking at this market start also to sell Printers. They will sell new printers and also refurbish. Multimedia make sense with competition ,you can show to the vet the Horizon Ci with different sample (Film, Grayscale paper, color paper).

Conclusion Opportunity:
The Digital Veterinary Market is expected to grow very rapidly in the next 3 years. Veterinary Market is easy to handle Usually no tender. Vets have no experience on Digital and will look to turn-key solutions.

Country CA EQUINE VET SCHOOL Denmark 300 2 France 6000 600 4 Finland 700 1 Germany 8000 500 5 Hungary 400 500/1000 Italy ? 10 Portugal 2500 6 Romania Slovakia Spain 1000 11 Uk 9000 2000 List of School List of Tradeshows

There is not another product like Horizon Ci/GS/SF in the World !

Horizon XL Horizon XL Imager

Horizon XL Imager The Horizon XL imager is a Horizon Ci
that also prints 14x36” and 14x51” size film for orthopedic applications. Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager Qualifying the prospect:
Customer has CR (Computed Radiology) DR (Digital Radiology) There is no way to print continuous long film conventionally once digital until they use a Horizon XL. Print 3 films 14x17” and precisely tape them. They could print a scaled-down image on a 14x17”. Transfer electronically the stitched image in TrueSize to an orthopedic PACS Keep the darkroom and do WET Long Films Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2 Film Jacket handouts

Horizon XL Imager Sell Horizon XL by presenting the following applications: Limb extension, knee replacement, long bone and scoliosis applications. Big sell is with the administrator as they are motivated to go digital to save money. Ortho departments push back as they do not want to loose the continuous long film. They push back because they use the long film for surgical planning. They template and do many of their measurements on this film. “It is their BLUE PRINT” Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager Orthopedic Applications
Scoliosis Kyphosis

Horizon XL Imager Orthopedic Applications
Hip Knee

Horizon XL Imager

Horizon XL Imager Alan Gilbert
We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager Validated with: AGFA CR & DR PMS CR & DR
Cedera (stitching) Medecom (stitching) Swissray DR GE DR Siemens DR Fuji CR Canon Konica CR Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager Media pricing is
1436-DVB approx Euro 1451-DVB approx Euro Don’t compare wet film to dry film because You would have forgotten these costs: EPA Compliant (Environmental Protection Agency) No chemistry mixer required No wet film processor required No ventilation No plumbing and drain required No Developer No Fixer No Silver Recovery No water or sewer required No Chemicals to dispose No Darkroom No Processor servicing required Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager Media available in 14x36 DVB and 14x51 DVB
NOTE: Blue base only for now in DVP (estimated for summer 2009) Sold in 4 cassettes of 25 sheets per case, for a total of 100 sheets per case Existing Horizon GS/Ci Imagers can not be upgraded in the field Future Horizon GS/Ci will not be upgradeable to XL Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager Reference Sites in EMEA
Lithuania: Kaunas Red Cross Center Konica CR Libya Jordan Iran iCRco CR Finland: Orton Hospital in Helsinki Kodak CR LLi Ireland: Craigoven Hospital Fuji CR Spain: Lanzarote Hospitals 4 units . Alan Gilbert We are very very committed to continuous improvements (you will notice that this is a common theme) You will hear more about these improvements in the training courses, especially track 2

Horizon XL Imager For which Orthopaedic Applications ?
PPT shrinker v 11b - FJ Horizon XL Imager For which Orthopaedic Applications ?

Horizon XL Imager The Ilizarov Surgery
One limb shorter than the other: Birth defect Fracture during youth that didn’t healed properly Genetic disease

Horizon XL Imager Rings are attached above and below the bone segment that needs to be lengthen. Surgeon does microfractures. Surgeon tighten the metallic rig to pull apart the fractured bone (at the right strength and angle) As the fracture heals, the bone gets gradually longer. The muscles around it grows.

Horizon XL Imager Surgeon needs Long Leg films during
the planning phase Patients usually comes for a weekly adjustment, and depending on the case, may need a weekly Long Leg films.

Horizon XL Imager .

Horizon XL Imager An osteotomy is a surgical operation whereby a bone
is cut to shorten, lengthen, or change its alignment. It could be performed on foot deformity or to straighten a bone that has healed crookedly following a fracture.

There is no other product like
Horizon XL in the World !

Virtua Medical Disc Publisher
RECORD. Automatically record patient studies without tying up your workstation or employee resources Record up to 60 CDs or 30 DVDs an hour On-demand disc creation and labeling directly from modality workstations Compact design eliminates disorganized cables, separate monitor, keyboard and mouse Models available to suit every need and budget

What is Virtua & Virtua XR ?
Medical Disc Publisher Network accessible DICOM-based Records to CD, DVD or Both Automatically labels the disc with patient information and glossy marketing image Virtua integrates a computer, robotic disc handler, two (2) CD/DVD drives, disc label printer and world class touch screen interface in less than 2 feet of space!

What is Virtua & Virtua XR ?
… more than just a CD-burner !

Virtua & Virtua XR Feature Overview

Key Features Size Flexibility Ease of Use Features Value Quality
Comprehensive Service PRESENTER:

Compact Design Dimensions: 27“ (68 cm) H 19“ (49 cm) W 27“ (68 cm) L
Weight: 60 lbs. (28 kg.) Compact design eliminates disorganized cables, separate monitor, keyboard and mouse 68 cm 49 cm PRESENTER: 68 cm

Virtua Record/Print Engine

Dual CD/DVD Drives These provide faster recording
times and built-in redundancy for increased uptime. Typical disc recording times are approximately 4-5 minutes per disc.

Integrated High-Speed Printer
This automatically labels discs with patient information, study information, and the address and logo of the imaging facility. New waterproof disc media provides long term label stability.

Supports Studies from Multiple DICOM Workstations
The integrated, high capacity hard drive and 24 concurrent DICOM connections allow multiple users to share Virtua. The large spool capacity allows up to 500 typical studies to be stored.

IHE PDI Disc Compliance DICOM Part 10
This provides maximum compatibility for data interchange and review of DICOM studies. DICOM Part 10 describes how DICOM images are organized in the DICOM Directory. IHE PDI (Portable Data Interchange) describes how images and other data are organized on CD/DVD media.

Easy-to-use Graphical User Interface

Graphical User Interface
Most of the time, it’s a “Status Display” Simple and intuitive Nothing can go wrong (as easy as an ATM !) No need to sit down and use a keyboard and mouse Allows the Biomedical / IT Mgr to control the settings, status, history, tech support access

Built-in Web Server The built-in web server allows users to remotely access and control all functions provided on the touch screen by using standard web browsers.

Internationalization
Graphical User Interface (GUI) is available in: Spanish, Portuguese, German, French Italian, Japanese, Chinese, Turkish soon in Russian and other languages … This slide was created primarily for OEM use Consider your audience

10/100/1000 MB Ethernet The 10/100/1000 Mb Ethernet provides industry standard connectivity and support for DICOM 3.0 data transfers.

USB-2/Flash Card Reader
Codonics is considering Importing exams into Virtua via USB flash drives or flash memory cards. Exporting data from Virtua to USB flash drive or external hard drive These features do not exist, so do not promote them. Codonics is currently looking for your input.

Automatic Recording Mode
This mode provides one-step disc creation by recording one study on one disc for each DICOM study received. No operator action is required except to transfer the DICOM study to Virtua from the host workstation. Send study from eFilm in AUTO

User-Controlled Recording Mode
This mode provides flexible disc creation by allowing the user to select one or more studies for recording using the touch screen display or web browser. Users can also control the label, disc content and number of copies. Send study from eFilm in MANUAL . Show eFilm DICOM config screen

Support for Multiple Profiles
Support for multiple users is provided by configuration profiles that allow each user to tailor disc output with media type, labeling, and operating mode (automatic or user-controlled). Ink Saver vs. Full Color labels Viewers Priority CD or DVD or Auto

Windows Compatible DICOM Viewer
A Standard DICOM Viewer is included with Virtua and can be recorded on each disc. Optional viewers can also be installed. (see Viewer presentation)

Configurable Disc Content and Label
This feature allows the user to create discs that meet the needs of different referring physicians and patients. Examples include using “ink-saver” black-and-white labels for internal use and full-color labels as promotional tools for patients or referring physicians.

Patient/Disc Creation Logs Assist with HIPAA Compliance
The logs provide reporting functions that track discs issued. Logs can be dumped to disc for permanent record of discs created. Logs are stored on the SmartDrive and stay with the user even when Virtua is swapped. (Health Information Portability and Accountability Act)

100 Disc Capacity Virtua provides two input bins with 50 discs capacity. 50 CD’s and 50 DVD’s or 100 CD or 100 DVD setup using SmartDrive.

Easy Disc Loading and Retrieval
Disc loading and retrieval is provided by a front-loading design that allows discs to be refilled in seconds. Recorded discs are retrieved from the front output bin.

Easy Cartridge Loading
Easy loading of the Black&White and Color Ink Cartridges. Loading ink cartridges on a Rimage 2000i is also easy, BUT loading dye-sublimation ribbons on other Rimage robots is very time consuming and complicated. (play video on Prism & Everest printers)

Easy to Service This comes with the Codonics exclusive Sunrise Express warranty program providing 24-hour response. Virtua allows for support to be called from the device for on-line assistance Virtua can save or transfer log files with a key touch Extended warranties available (5 years)

Service Simplicity! A removable SmartDrive module transfers all user settings to the replacement unit to get sites up and running in minutes. Instantly swap configuration and feature information PRESENTER:

Reliability Life tested beyond 30,000 discs
Highly Accelerated Life Testing (HALT) process used to harden the unit Passes a tough 26-point three-foot drop test used by the industries top OEMs Road tested safe for Mobile applications EMC / Safety Testing PRESENTER:

Primera Testing / Reliability
Life Testing: Robot = 250,000 picks = 80,000 cycles Printer = > 80,000 cycles (rated by Lexmark) MTBF: Drives = 60,000 operating hours Drive Trays = 50,000 loading / unloading cycles Robot = Still being determined

Custom Codonics Recorder Designs
At Codonics request, Primera has made improvements to: Software Firmware Hardware Codonics Uses a Custom Power Supply Redesigned Packaging

Medical Grade Power Supply
The medical grade power supply supports all international power standards and complies with EN Medical Device Directive. This allows use of Virtua in patient care environments.

FDA 510(k) Medical Device Marketing Clearance
Virtua is an FDA cleared medical device that complies with medical device requirements for safety and efficacy. Many competitive products are only listed with the FDA (or are not even listed), but do not have a 510(k) submission. This is a marketing advantage.

Medical Disc Publisher
PPT shrinker v 11b - FJ PPT shrinker v 11b - FJ Virtua XR Virtua Medical Disc Publisher Primary difference is SPEED ! >60 CD’s per hour! >30 DVD’s per hour!

Game Changing Fast! Based on 512 x 512 x 16 bit images PRESENTER:

Selling Virtua & Virtua XR
Saves Money Makes money Pays for itself

Virtua Sales Tools Use Sales Tools Video Patient Folder CD portfolio
On-Site DEMO

Virtua - Video

Virtua - Web Page

Virtua - Spec Sheets

Virtua Media Sale Sheet
About 300 labels per color cartridge and 900 in B&W Virtua Premium CD/DVD provides: Water Resistant Image and Text Photo-quality super high gloss finish Longer Archive Life

Virtua - Testimonial Articles

Virtua - Testimonial Video
New York City Edison Imaging Dr. Tanenbaum

TCO – example 2 Case study 2 – Private Imaging Center
(2 CT and 1 MR, 2 CR, 2 Workstations) Codonics dealer offers 22,000 € for a Horizon SF and a Virtua 1.30 € per A4 white Paper + 1 CD 1 Year warranty 30,000 films + CD/year Competition offers 0 € for a 14”x17” only imager ! 1.50 € per film (14”x17”) 120,000 films/year Who wins?

TCO – example 2 Look at the hidden costs! Winner =
How much for the service in the next 5 Years ? Codonics = 2,300 €/year for the years 2-5 (list price years 2-5 is 1,971 €/year for 1 HZ SF and 1 Virtua) Average of 1,576 €/year in 5 years Competition = 4,500 €/year for the years 2-5 Average of 3,600 €/year in 5 years Let’s do the math!! Codonics TCO = (1.30 x 30,000 Films + 1,576) x ,000 = = 224,880 € Competition TCO = (1.50 x 120,000 Films + 3,600) x = = 918,000 € Winner =

Patient Folder

PPT shrinker v 11b - FJ

Virtua - Competition The robot manufacturers Rimage Primera LSK

Virtua Competition A Medical Solution ? The robot

Virtua Competition A Medical Solution ? The CPU

Virtua Competition A Medical Solution ? The Monitor
The Keyboard The Mouse

Virtua Competition A Medical Solution ? … and it’s accessories …

Virtua Competition From PHILIPS

Virtua – Size Matters ! PRESENTER: Not This This!

Custom Labels Supports different label and site profiles so one Virtua can be shared by several sites, modalities, doctors… Standard set of label designs included Includes program to design your own labels “SureThing” PRESENTER:

Think about your image ! … and your images
Let Codonics help you make more sales, our Clinical Graphics department designs professional labels for your customers PRESENTER:

Inkjet Competitive Advantages
In inkjet printing, the ink solution is sprayed onto a disc surface that is specially designed to receive, hold and absorb the ink droplets. The technology produces photographic quality results for sophisticated, multi-color, high-resolution graphics, and images on your DVDs and CDs. Taiyo Yuden (Codonics) Media DOES NOT SMEAR Cost effective Direct Thermal Thermal printing employs a heat transfer ribbon that bonds the images to be printed directly onto the thermal printable DVD or CD. Costs more Not scalable – use an entire ribbon for any print Not great at high quality images More difficult to use –loading ribbon/risk of ribbon breaking Jam on one pass wastes all three passes of ribbon

Virtua - Options Schedule Archive Query / Retrieve (Q/R)
Direct-To-Disc (D2D) Report (DSR & HL7)

Option - Query/Retrieve
A Query/Retrieve tab allows the user to retrieve DICOM studies from the PACS. The user can Query a specific patient, retrieve the study and record a CD/DVD This is a chargeable option.

Scheduling Scheduled Archive Disc Recording
Scheduling system to allow customers to utilize Virtua for automatic archival of studies at a configurable time. Both the Virtua and the “Archive” discs produced will have an index that contain a record of all studies archived by that unit to date. The archive is incremental. Virtua will archive only studies that have not been archived.

Scheduling Economical backup
Easily find and retrieve previously burned studies

Patient Reports A general understanding of the different interfaces and how the Virtua uses them

Input / Output Design DSR, HL7, and MITRA Response in.
All converted to Patient Report object XML out by default. Adding new inputs is relatively simple. Only Physician Discs receive reports.

Health Level 7 HL7 is a Standards Organization
Virtua has a limited HL7 Listener Server. Hospitals have a very flexible interface engine. Hospital must configure the interface engine to send report messages to Virtua. This configuration is either time consuming or costly.

DICOM Structured Reports
DSR Typically Stored on PACS Stored on Broker Accessed through RIS DICOM interface. Basic Text SR

PACS Broker MITRA Report Management Information Model
Modality Worklist C-Find returns all report attributes Convert return attributes to DSR attributes Some Brokers store actual DSR and use C-Find and C-Move.

Choosing the right interface
Has this site ever recorded reports to disc? How? Workstation or competitive product? We can probably use the same interface. Does the site have a Broker? Does the site store DSR on PACS? Does the site rely on the vendor to configure their RIS / Interface Engine?

Integrates with RIS HL7 reporting Virtua Report Benefits:
No PACS Broker: $10K-$20K requirement Report Available as Web Page and/or Image within the Study Clarity LaunchPad Handles Individual or Multiple Patients on a Disc PRESENTER:

Integration Direct-To-Disc (Hot Folder)
Folder on the desktop that you drag and drop files to and they automatically burn Eliminates software investment Not uncommon for Robot Manufacturers to change their SDK’s “Robot only” solutions are slow -When workstation is busy it slows the Robot -When the Robot is busy it slows the WS “Robot only” solutions are limited in proximity to the workstation, fixed to USB distances

Codonics Clarity Viewer
Viewers Codonics Clarity Viewer VIEW. See your vital medical images more clearly with Codonics Clarity Viewer Simple image navigation and selection, an intuitive user interface, quick viewer launch and rapid image loading General DICOM image viewing includes full screen or mosaic mode with up to 16x16 images displayed Window leveling, color LUTs, magnification, and measurement tools Toggle to loaded Clarity

Codonics Clarity 3D/Fusion Viewer
VIEW. Provide your referring physicians a full-featured fusion viewer A comprehensive PET/CT viewer that is simple to use for single or comparison study review Orthogonal reconstruction from transverse CT or MR data slices 3D functional MIP with anatomical CT/MR fusion

Virtua optional viewers
Codonics Clarity Viewer E-Film Lite Philips DICOM Viewer OsiriX (for MAC) Siemens Syngo Imaging XS Siemens Syngo Fast View Siemens Acom.PC Lite (Cath Lab) 3rd Party Viewers IMS-Giotto Raffaello (FFDM)

Virtua optional viewers
Siemens Syngo Media Viewer (Molecular Imaging) MimVista MimViewer (Molecular Imaging) Keosys VISIO+ (Molecular Imaging) Codonics Clarity 3D/Fusion Viewer Ongoing validations Sectra Image Viewer Philips iSite Three Palm MammoViewer Merge Mammo GE Centricity

Cardiac viewer A cardiac viewer shows images of the heart in motion usually accompanied with the synchronized ECG ECG – Electrocardiogram which measures the electrical activity of the heart

Demonstrating viewers
Get familiar with the viewer before the demo Know how the prospect wants to use the viewer Get pre burned viewer sample CDs Know viewer limitations on certain Windows versions Viewer hardware limitations (3D & Fusion) For a 600MB study have at least 1.2 GB of contiguous memory available This will mean 2GB of RAM on the PC (Note: This is the limit for 32 bit Windows OSs) A 1200 slice CT is the maximum the Clarity Viewer can currently support

Robotic vs. Manual CD-burning
Some sites are currently burning CDs manually (on the drive in the workstation) Pros: no investment (drive already exists) Cons: labor intensive (CD handling & marking) Cons: time consuming (who does it ?) Cons: prone to mislabeling Cons: poor presentation Slows down the WS

Robotic vs. Manual CD-burning
KEY WORDS Virtua offers: Workflow improvement First-Class presentation Patient’s data integrity and 0-error Choice of Viewer

Virtua E

NEW Virtua E Disc Publishers
RECORD. The perfect, economical, easy to use, image distribution accessory for any modality! Record up to 25 CDs or 10 DVDs an hour On-demand disc creation and labeling directly from modality workstations Ultra compact design allows for easy placement in small work environment Narrated messages provide complete system status at the touch of a button

What is Virtua E ? Compared to Virtua & Virtua XR:
Single bin/single color cartridge Quieter fan Smaller: Less than 2 ft. space Shorter: 10.5” tall (Primera Bravo SE printer)

Why Virtua E ? Entry-level, FDA listed CD/DVD recorder incorporates quality and flexibility in a value package Compliant with medical standards FDA listed, MDD, CE Marked Standalone DICOM appliance accepts studies from any workstation on the network Extension of Virtua Product Line Virtua E fills out the product line with entry level offering Compete with lower cost products offered by competitors

Key Features Designed for medical use Compliant with medical standards
FDA Listed; MDD CE Marked IHE PDI Compliant DICOM Part 10 Compliant HIPAA compliant HIPAA logging of all studies recorded All HIPAA logs on SmartDrive Easy creation of CD with all log files

Key Features Auto/Manual modes of operation
20 disc input / 25 disc output capacity Support for CD and DVD w/Auto-detect capability Color only inkjet cartridge for labeling Front panel CD/DVD and general health LEDs Audible feedback via voice and tone Windows XP Embedded used in the controller Dimensions 10.5” x 18.2” x 21.7”

Intra-Line Comparison

Virtua E: Yes Virtua C: No .
Virtua Line Comparison Virtua E Virtua Virtua XR Discs / Hour CD 10 DVD 30 CD 15 DVD 60 CD 30 DVD Touch Screen Virtua E: Yes Virtua C: No . Yes Audible Feedback Voice & Tone Tone Bin Capacity 1 x 25 2 x 50 Drives 1 2 Hard Drives 3 Memory 2 GB 4 GB Connectivity 10 / / Ethernet

Advantages Lowest-cost, enterprise-wide solution, compatible with many tested 3rd party modalities and viewers Targeting customers that would burn about 15,000 discs over 5 years CD and DVD compatibility Better value than other alternatives.

Validations Virtua E uses similar hardware to Virtua and Virtua XR with a different recorder (single drive and different robot) Virtua E, Virtua and Virtua XR all share the same code base for the DICOM software running on a Windows XP platform Validations performed on Virtua and/or Virtua XR are valid for Virtua E as well

Key Opportunities Mobile coach Digital Mammography Department
Dedicated for CT/PET/MRI Molecular Imaging with Codonics and Siemens specialty viewers Cardiac for video and digital imaging PACS & CR Others …

Virtua ECO - conclusion
Is Your Weapon Against Competition !

Virtua - Market Segmentation

Virtua Market Applications CT & MR studies PET/CT studies
Cardiac & Angio/Vasc. studies Ultrasound/Echocardiography exams Oncology (CT control exam) “Whole day back-up” ; “Mini-Archive”

Virtua Market Accounts Private Imaging Centers Public Hospitals
Mobile Coaches Military Hospitals Government Institutions (i.e. Social Security) OEMs branch offices and dealers PACS companies

Virtua Market Approach The only time Virtua should be presented alone
When customer already owns a Horizon When tender only calls out a CD/DVD burning device.

Virtua Market Cath Lab Cardiac catheterization Angiography Vascular

Virtua Market Shared Modality
In some countries, several doctors time share a CT Virtua is a great accessory here as it caters to the workflow

Virtua Market Functional Imaging
Codonics is the Leader in the Nuclear Medicine & PET/CT market worldwide.

Virtua Market Functional Imaging
End Users know Codonics & local distributors Dedicated viewers to put on CD/DVD with MI studies Virtua is not likely to cannibalize any existing Horizon’s media volume

Virtua Market Ultrasound Obstetric Who wants to see a movie ?

Virtua Market Ultrasound
Echocardiography What cardiologist need to see …

Virtua Market FFDM Full Field Digital Mammography.
Typically : 4 images of 25MB each. Need to compare current images with previous exams.

Virtua Market PACS environment
Hospitals within a region are connected with each others. Private Imaging Centers have to be connected too. This is “external” PACS environment. We heard many stories of network (WAN) issues between sites. In that case, CD is the perfect backup to insure patient data transfer to the main archive.

Virtua Market PACS environment
Multi study of one given patient can be saved on 1 CD or 1 DVD Example: Cardiac CT NM Cardiac study Echocardiography Cath Lab procedure

Virtua Market Target Focus on high film volume sites that you could NOT capture from the competition with a Horizon-only solution. … if you can’t steal the media business … then break it ! …

Virtua Market Concepts Offer COMBO packages: Virtua + Horizon SF
Virtua + Horizon Ci Virtua + Horizon XL

Virtua Market Patient Folder Concepts
Introduce the Patient Folder concept. easier (than a film envelop) for the Referring Physician more complete (than a few films) for the Specialist cost-saving for the Private Imaging Center “hi-tech” perception of their image

Virtua Market Workflow
Just like with Horizon, think about “decentralized” CD-burners in large facilities redundancy, uptime comfort custom profiles etc …

Virtua Market Patient’s Request
Imaging facilities simply need to be able to burn CDs as patients are now more educated, and are now requesting full copy of the exam, in case they want a second opinion.

Virtua Market Replacement Magneto-Optical Disk VCR tapes
First generation CD Robots

Virtua Consignment Deal ? How about this ? 0 € + =

Virtua Consignment Deal ? Against a quantity commitment of + +

Virtua Consignment Deal ? Example: 30.000 exams per year, each with
1 Patient Folder = 1 € 1 CD = 0.5 € 1 A4-DVP = 1 € 1 A4-CVP = 2 € + 1 € of hardware contribution 5.50 € of complete cost per exam

Virtua - The Perfect DEMO
PPT shrinker v 11b - FJ Perfect Demo Virtua - The Perfect DEMO

Virtua Onsite Demo You show it… You sell it !
2 days is the perfect demo length Plan the label to impress !

Before the demo Tools Laptop - with IE eFilm with studies Hub/switch
Cleaning pad Trolley X-over cable and Straight USB mouse and Keyboard (optional) USB hub (optional) Packing Tape and knife

Before the demo Smart drive
Keep it with you so you can prepare the files in advance Do they have a WEB site? Grab their logo and prepare an impressive label Use Codonics Design Service

Before the demo 1 Virtua Several labels 1 per department

Before the demo

Before the demo Site.txt [ SiteProfile ] siteProfileName = default
address0 = Codonics address1 = Englewood Drive address2 = Middleburg Heights, OH 44130 address3 = customLabelFileLocation = defaultImagerProfile = defaultJobProfile = demoSiteBurnDirectory = c:\data\cc\spd inactivityTimeout = 60 isDemoSite = false logoFileLocation = siteDisclaimer = This disc contains confidential medical information. If you are not the intended recipient or an authorized user, please contact the site shown on this label. siteName = Codonics phoneNumber = url =

Before the demo Network.txt [ NetworkProfile ] gateway_ = 10.1.1.1
ipAcquisitionType_ = dynamic ipAddress_ = isBehindFirewall_ = false port_ = 104 netmask_ = networkProfileName_ = default

Take the Patient folder with you !

Label Design Think about your image…. This can become….

Label Design your image….

Label Design Think about your image…. This can become….

Label Design your image….

Label Design Think about your image…. As simple as….

Where Do I get the Labels?
Labels can be created by the Codonics Clinical Graphics Department for you and your customers, you know of the CGD by the various print samples many of you use when advertising our Horizon Imagers to potential customers. Key contact for labels: Kurtis Furukawa

Virtua - Roadmap Features you wish to have …

Virtua - What’s New? 2.3.0 Software - Just Released
Software - Q4-08 Software - Q1-09 Mission -> Meaning -> Actions

Virtua - 2.3.0 Software DICOM Structured Reports JPEG Compression
Multiple Viewer Support Improved Internationalization Mission -> Meaning -> Actions

Virtua - 3.1.0 Software DICOM Storage Commit Print to Hub
Improved Compatibility with Numerous Systems Mission -> Meaning -> Actions

Virtua - 3.2.0 Software Non-DICOM Objects Burn by Series Encryption
International Virtua E/C Voice Narration Additional Viewers Other Features Under Discussion Mission -> Meaning -> Actions

There is not another product like Virtua , Virtua XR , Virtua E/C in the World !

Integrity Medical Image Importer Finally !
Simple and secure disc import Anytime, anywhere, by anybody !

Integrity An innovative disc import system with a compact, easy to use design to Read Reconcile Store DICOM Medical Studies

Integrity - Advantages
Web based functionality provides multi-user access Separating disc input from reconciliation has a significant workflow advantage At the reception desk. Later that day and down the hall. Flexible reconciliation rules to automate the process.

Integrity - Reading Importing DICOM medical studies from CD or DVD

Integrity - Reconciling
Matching the patient information from the facility's Modality Worklist (MWL) or PACS

Integrity - Storing Storing studies (reconciled or not) to PACS
local DICOM archive Virtua

Storing Studies Post Reconciliation
DICOM Store Forward To one or more destinations User configurable DICOM STORAGE COMMIT* allows the PACS to acknowledge that the study stored was successfully received 10/100/1 GB Base-T network Integrity uses DICOM STORE to send reconciled studies to one or more destinations (up to 10). allows the PACS to acknowledge that the study stored was successfully received.

Integrity – Scheduled Import
Integrity searches the Modality Worklist for entries that match the imported study Integrity retrieves patient information and demographics Integrity uses Modality Worklist information to update the imported study 1. From the DICOM Modality Worklist (MWL). 2. A import request is entered into the MWL usually from the RIS.

Integrity - Unscheduled Import
No patient information is available from the DICOM Modality Worklist Operator manually types information using the web browser and Integrity

Integrity – Other Features
Multi-lingual User Interface: Portuguese, Spanish, Italian, German & French Configurable automatic search rules Selectable destination profiles HIPAA Logs/Audit Trails (Health Information Portability and Accountability Act)

Integrity – Other Features
Automatically scans input discs for viruses. Fully compliant with the IHE PDI (Portable Data for Interchange) and IRWF (Import Reconciliation Work Flow) integration. Input any DICOM disc. SmartDrive provides the same simple swap as a Virtua or Horizon.

Integrity – The Pitch Finally! Simple and secure disc import
Anytime, anywhere by anybody! Integrity brings the work to the user vs. the user to the work !

Integrity – What’s in the box ?
Unpacked Components Integrity Speaker & speaker USB cable DVI-to-VGA monitor adapter Power supply Power cord Ethernet cable SmartDrive Installation disc User Manual disc

Radiology Enterprise B Radiology Enterprise A
Integrity - Reconciliation Workflow Use Case – External Acquisition/Read Radiology Enterprise B Portable Data Creator Patient Data Radiology Site B PDI Disk 2. Radiology Site B creates portable media with patient images and/or Reports 1. Provider A orders External Radiology Procedure Radiology Enterprise A PACS A 3. Portable Media is sent to Reading Site A via CD. Patient Data is imported and read. 4. Study Results sent to Provider Provider A Radiologist

Radiology Enterprise A Radiology Enterprise B
Integrity - Reconciliation Workflow Use Case – Patient Referral/Transfer Radiology Enterprise A Portable Data Creator Patient Data 2.Relevant Data (including film) is collected and Enterprise A creates portable media with patient’s radiology information. 1. Request for Patient’s case data to be transferred from Enterprise A to B. Radiology Enterprise B PACS B 3.Data is transported to Site B via CD. Patient Demographics are reconciled and data is imported into archive. 4. Patient Data is now associated with B’s electronic health record system.

Integrity System/Reading Configuration

Integrity Network Configuration

Integrity Reconciliation Configuration

Integrity Store Configuration

Integrity – Anti Virus

Integrity – New Features
Support for network device transfer of DICOM studies to Integrity Support for importing and storing compressed DICOM studies

Integrity – New Features
Support for previewing imported images

Infinity Infinity Medical Image Server

Infinity - Product Overview
DICOM Storage Server Supports standard DICOM connectivity Supports large data sets such as CT thin slices High Performance 30+ Mbytes/Second sustained throughput Dual Gigabit Ethernet DICOM Store SCP (includes Storage Commit) DICOM Query-Retrieve SCP Optional On-The-Fly Image Compression Scalable storage Hot swappable RAID-5 hard drives

Infinity - Reliability
Proven software Server class hardware Extensive product testing ISO compliant FDA 510(k) compliant Global medical certifications

Infinity - Performance
Intel Core-2 Duo Processor Improves system throughput Gigabit Ethernet Dual Ethernet Channels High Speed SATA-II RAID Controller 3Gbit/Second SATA-II backplane E-SATA connection for expansion chassis Oracle Database for Performance & Reliability Highly Optimized DICOM Server

Infinity - Innovation Small form factor
Appliance design for non-technical users Easy to place in clinical environments Automated Operation Handles most tasks without operator assistance Ideal for non-technical radiology personnel Automatic fault alert notification

Infinity - Support Codonics Support includes:
24-Hour International call center 365 days/year Sunrise Express – Next Day Swap Regional support Optional Spares Kit for user serviceable components (hard drives, power supply) Remote access using secured Internet connection (256-bit encryption)

Infinity - Hardware Options
Entry-level solutions for small clinics and direct modality connections High-end server class solutions for demanding applications requiring greater redundancy and higher throughputs

Infinity - Entry Level 30+ Mbytes/Second

Infinity - Compact Design
3TB = (4x) 1TB Drives , RAID-5

Infinity - Expandability
Up to 12TB

Infinity - Web Interface

Infinity - Product Options
External UPS with integrated software for automatic shutdown during power loss Optional Data Synchronization for redundant storage between multiple Infinity units Spares Kit with spare hot-swap hard drive and power supply that are user installable to reduce down-time.

Infinity Infinity – A case study Hospital has PACS
Hospital sends images to LTA (Long term archive) Hospital keeps images for 3-4 weeks on a STA (Short term archive) for Review Staff vacations Report corrections Re-print 2nd opinion They need Infinity!!!

Infinity - High-End

Training Certificates & Training Evaluation
Distribution of Sales & Service Training Certificates Upon request, Codonics can deliver a statement on letterhead certifying that staff of a particular distributor has been trained and that the distributor is qualified to install & service our equipment in a given country. Distribution of Evaluation sheet: We value your feedback about this training a will do our best to take into consideration your comments for future events.

A big Thank You ! Great Audience Great Team Spirit
Very Constructive Comments Focused on SALES It is a pleasure working with you !!!

CODONICS 2008 Presentation

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CODONICS 2008 Presentation

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Presentation on theme: "CODONICS 2008 Presentation"— Presentation transcript:

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About project

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