Michael Nagel,
President and CEO
CONFIDENTIAL
How Is New Technology Viewed?
“Gee Whiz” has become “So What?”
The OLD Sales Model &
Conversation
Gatekeeper
Patien
t
Physician
Sales
Rep
The Story:
Technology Features,
Benefits, Advantages
Hospital
A New Sales Model &
Conversation
Gatekeepers
Long Term Care Facility
GP
O
Patien
t
IDN
Physician
Hospital
The Story:
Cost-benefit, Economic
Feasibility, Risk Sharing,
‘Added Value’
GOVT
Sales
Rep
Corp
Accts
Outpatient Facility
Procellera Technology is the first of its kind
microcurrent generating antimicrobial wound dressing
Elemental Silver
Imbedded in the dressing are
wireless microcell batteries
Elemental Zinc
In the presence of a conductive fluid
(i.e. saline, hydrogel, wound exudate)
batteries are activated and generate
microcurrents at the dressing surface
Today’s Environment …
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•
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More capital investment required
More time – less room for errors
More evidence required
More decision makers
Less investment capital available
… calls for a different approach
What Builds Value For Stakeholders?
• Potential market size
• Clinical value
• Patents
• Margins
• Share of market AND economic
viability of technology
Today’s Strategic Outlook
Partnerships may be KEY to future technologies
Studies must aim at demonstrating BOTH
clinical and economic value
Key hires and abilities needed at this stage
Top / Bottom Line
Growth
Strategic Plans
Tactical Execution
Technology
Evidence
Infrastructure
Funding
Inspired by the body.
Powered by electricity.
Energized by results.
Scientific & Clinical Evidence
10
Research Collaborators
11
Broad Scientific and Clinical Interest
GROWING BODY OF EVIDENCE
7 Publications & 49 Peer Reviewed Abstracts
Reduced Healing Time
RETROSPECTIVE CLINICAL STUDY
NOTE: Multicenter retrospective
study; N=38 (SOC n=20, Procellera n=18)
• Acute & chronic, partial & fullthickness wounds
Day 0
Week 3
Whitcomb E, Monroe N, Hope-Higman J, Campbell P. Demonstration of a Microcurrent-Generating Wound Care Device for Wound Healing within a
Rehabilitation Center Patient Population. Journal of the American College of Clinical Wound Specialists 2013; 4(2):32-39.
13
Clinical & Cost Efficacy Studies with Procellera
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St. Luke’s Medical Center
Total Knee Arthroplasty, Retrospective;
N=100
Findings: Reduced LOS,
readmission and infection rates vs.
published literature
Reduced Infection &
Readmission Rates
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Tribal Healthcare Facility
Acute /chronic wounds, retrospective; N=18
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Findings: Reduced cost/cm2 to heal vs.
skin substitutes, NPWT; 47% reduced
time to heal
Reduced LOS
3.5
Days
Chow et al, Orthopedics 2014. Manuscript in submission.
2.4
Days
Yamada et al, SAWC 2014
Clinical & Cost Efficacy of Procellera + NPWT
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Acute surgical wounds, prospective, N=30
Interim Findings: 22% cost savings in NPWT costs and 33% cost
savings in narcotic analgesic costs, vs. NPWT alone
Reduced healing times and reduced dressing changes
Reduced Cost
Improved Closure Rates
vs. NPWT alone
# of Participants
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Barki, Das, Schlanger et al. Bioelectric Dressing Reduces Cost of Care for Ipatients with Acute Surgical Wounds Treated with NPWT. In: 7th Annual Translational to
Clinical Regenerative Medicine Wound Care Conference, Columbus, OH. March 2014.
GPO Contract Status
August 1, 2014
New Model For Winning Teams
• Diverse strengths and backgrounds – no
duplicity
• Wide use of consultants – best in class
• Engaged employees that connect to the
mission
• Flexibility and speed to market
New Model for Device Companies
• Companies must operate leaner
• Substance over “fluff”
• Studies must be well designed and strategy
carefully thought out
• Clear line of sight to core competencies
• Rethink traditional sales models
• Service (‘value-add’) takes on new importance
• Partnership considerations