Case Medical Opportunities

Let your customers know to visit us at the IAHCSMM Conference in Albuquerque on April 29-May 2Case Medical is at Booth 329.

Loaner OpportunitiesSTERRAD and V-Pro OpportunitiesFeedback on wipesTwo new CEU programs now available

onlinewww.casemed.com/caseacademy

Territory Activity Reports due April 15th

Feedback from AORN leads

Using SteriTite® Containers&

MediTray® Inserts

Cost Benefit Analysis

Copyright 2003, Revised 2012

Why has the Cost-Benefit Analysis been updated?

To demonstrate cost savings over the competition

To quantify savings when the acquisition cost is higher

To address the needs of the global marketTo address opportunities with loaners

ValueWe have a universal container system

cleared by the FDA for all current sterilization modalities, for multi-level trays, and for all surgical devices.

Orthopedic trays are the greatest challenge to process.

Our SteriTite container was originally designed to package orthopedic sets.

Updated info: AAMI is in the process of approving Annex A providing a template for integrating “loaners” into sealed containers.

Sterilization Trends

Higher value instrumentation More complex devices, including endoscopes,

power equipment and robotics Inventory control & materials planning Reduction in labor Reduction of costs in Central Processing Rapid turns and volume

Industry TrendsMuslin Wrap to Disposable Wrap to Sealed

ContainersEO Gas to STERRAD SterilizationV-Pro and V-Pro maXXSingle Use Devices to Re-usable DevicesPlastic Custom Trays to Aluminum Trays

and Sealed ContainersTemperature and moisture sensitive

devices, new sterilization modalities and packaging compatibility.Low temperature sterilization

BenefitsCase Medical Universal Containers

Using one case for all saves inventory costs Can protect valuable instrumentationContributes to surgeon satisfactionCompatible with all devices and sterilization

modalitiesContainer organizer systems will reduce

instrument loss and damage and be seen as a value by the customer.Reusable components are cost effective.Instrument protection reduces costs for repair

and replacement.

SteriTite®, the Universal Container

Compatible with every major sterilization method including STERRAD® , V-Pro, and recently validated for Optreoz

Filter-less option for “Immediate Use”

High durability with corrosion resistant seal

Flexible design reduces affiliate costs and protects devices

Ideal for containerizing loaners04/21/23

Utilization

04/21/23

Operating RoomImmediate use:

pre-vac & gravity

Central Processing

Steam: pre-vac & gravity, EO,

STERRAD

Instrument SafetyPersonalized

Organized

Inventory SavingsReduced Costs per Use

Productivity IncreaseReduced Labor

Reduced DisposablesQuicker Turns

Reduced Reprocessing

Customer Gains Value In steam sterilization

Instrument protection Event related storage Cost savings in labor and processing

In EO/STERRAD® and V-Pro® Sterilization Reduced instrument loss, damage Reduced handling costs Universal container that can go to third-

party processors and/or STERRAD® Processing

Ability to sterilize flexible endoscopes

Savings Over the Other Brand

With 1/3 more interior volume, the number of containers needed is reduced.

Lower profile container reduces weight and addresses ergonomic issues.

Ability to stack inner trays within container keeps the set together for surgery and reduces inventory/shelf space.

Ability to stack containers in the autoclave.Saves energy and processing costs.

Savings Over the Other Brand

Sealed immediate use (flash) container reduces infection rates from cross contamination and staff injuries due to burns.

Durable construction increases useful life of product and avoids added expense of repair or replacement.

Corrosion-resistant, anodized seal provides 10x more useful life and reduces surgical site infections from galvanic reaction.

Unconditional warranty for manufacturer’s defects avoids service charges.

Savings Over the Other Brand

SteriTite for multiple methods of sterilization avoids unnecessary inventory duplication.Avoid multiple wrapped trays or different

containers for each process or set.SteriTite cleared for 35 lbs. total weight.

22 lbs. of instruments and all types of devices reduces stock.

Dry loads avoid reprocessing costs.

Savings Over the Other BrandUtilizing a lower profile container addresses

ergonomic issues and reduces total weight.Interchangeable components reduces stock.Off-set filter retention plate:

Reduces time needed to inspect filter integrity in the OR.

Eliminates need for a secondary lid, which adds cost and weight to container.

The SteriTite® Container System on a Per Cycle Basis

Customer pays a similar price on a per use basis as cost for wrapCustomer saves on wrap, tape, absorbent

liners, and other accessories. Avoids damage and reprocessing costs.

Lease or pay as you go option.Expense avoids a capital purchase.Utilize and reduce budget for wrap.

Item Cost Quantity Total

Disposable Wrap 1.50 2 3.00

Autoclave Tape 0.10 1 0.10

Labor (per minute) 0.24 3 0.72

Disposal Cost 0.09 2 0.18

Reprocessing 0.50 0.50

Instrumentdamage reserve

0.30 0.30

Total wrap per use 4.80

Additional Costs to Consider:Cost of tray liners and tray beltsCost of peel pouchesCost of corner protectors and tip

protectorsCost of dust coversRe-sterilization due to tears

Disposable Wrap System Costs Per Use:

New Wrapped Tray Accessories and Added Costs

Linen Wrap Cost Per Use

Item Cost Quantity Total

Amortized cost of linen wrap 0.58 2 1.16

Autoclave Tape 0.10 1 0.10

Washing, patching, delintingand preparation of wrap

1.20 1.20

Reprocessing due to shelf life 0.50 0.50

Instrument damage reserve(2% / 200 cycles per year)

0.30 0.30

Total cost for linen wrap 3.26

Additional Costs Include:Labor for inspecting wrapRe-sterilization due to tearsPoor barrier for sterility maintenanceContributes to surgical site infections

Savings Include:Eliminates Rips and Tears80% Disposable Cost Savings28% Lower Labor Costs (1/3 of time to wrap)Greatly Reduced Reprocessing

Item Cost Quantity Total

Disposable Filters* 0.10 3 0.30

Disposable Seals 0.16 2 0.32

Labor (Per Minute) 0.24 1.0 0.24

Container cost peruse **

1.30 1 1.30

Total Container per use 2.16

SteriTite® Sealed Container Costs Per Use:

* Average number of filters used in perforated bottom universal container.

** The cost per use for the container amortized over a 3 year term.

Pricing and Value StrategyValue per cycle to customer =cost of inventory for duplicate containers + cost of inventory for multiple wrapped trays

+ cost of wrap or cost of washing linen +

cost of inspection/repair/or multiple wrap in linen due to damage of linen +

cost of disposal of single use wraps +reprocessing costs due to short shelf life +

hidden cost of instrument damage +hidden cost of instrument loss +

personal pride in instrument

DemonstrationSee excel sheet and questionnaire

Additional SavingsSave a minimum of 20% over competitive

brands by eliminating the cost of additional containers for low temperature sterilization modalities or sealed immediate-use sterilization.

Reduce container inventory by 1/3 with SteriTite® containers which provide added internal space and stacking capability.

Save 25% on energy and reprocessing costs with stackable, low profile containers in the autoclave.

Additional SavingsSave an additional 25% in repair and

sharpening costs using MediTray® inserts.Save $3,600 a year adapting an event-

related sterility policy using SteriTite® containers.

Save up to $200.00 per container in refurbishing costs.

HOSPITALEXPENSE

Sharpen Repair Savings*

Hospital A$151,494

$13,1008%

$138,39492%

$37,874

Hospital B$210,470

$38,30018%

$172,17082%

$52,618

Hospital C$251,134

$100,69140%

$154,44360%

$62,684

Reduce the Cost of Instrument Repair with MediTray® Protective InsertsInstrument Repair & Sharpening Expense

Reduce other hidden costs:Labor costs searching for replacement instrumentsExcess inventory and duplicationCost of delay and lost billingsCost of OR suite and staff time and laborRe-sterilization and reprocessing

Note: Above data based on information provided by hospitals in PA, TX and FL

Reduce The Cost Of Instrument Repair With MediTray® Endo Trays and Inserts

Scope Repair and Sharpening Expense

Reduce other hidden costs:

Increase in laparoscopic procedures along with rising expense for repair as well as replacement costs of

scopes and endoscopic instruments.

Expense Sharpen Repair Savings*

Hospital X$192,000

$17,0008%

$175,00092%

$48,000

Hospital Y$130,000

$20,00015%

$110,00085%

$32,500

*(25% savings by reducing repair and sharpening costs based on using MediTray product in FL, PA)

Based on labor and repair cost savings, SteriTite® containers can fully justify initial investment within one to two years.

The Value of SteriTite® Containers and MediTray® Inserts

SteriTite® sealed containers and MediTray® protective inserts provide a simple, cost-effective system for the sterilization, transport and storage of operating room instruments.

Using Cost Benefit Analysis Tools

SELLING CASE SOLUTIONS AND SUPERNOVA

Customer Gains Value

In utilizing super concentrated product Pennies on the dollar at cost per use

dilution Cost savings in labor and processing Frees up storage space

Standardized cleaners and process No unnecessary components Environmentally preferred products Saves instrument inventory

Customer Gains Value

Non-hazardous cleaners Protect staff, patients and the

environment Protect valuable instrument from

corrosion Contribute to a long useful life Save on instrument replacement Save on hazardous waste disposal Prevent accidents and their associated

costs for medical care and punitive damages

Green Cleaning: Hazards By the Numbers 17,000: the number of petrochemicals available for home use, only

30 percent of which have been tested for exposure to human health and the environment.  

63: the number of synthetic chemical products found in the average American home, equals ~10 gallons of harmful chemicals.  

100: the number of times higher that indoor air pollution levels can be above outdoor air pollution levels, according to US EPA estimates.

275: the number of active ingredients in antimicrobials that the EPA classifies as pesticides because they are designed to kill microbes.

5 billion: the number of pounds of chemicals that the institutional cleaning industry uses each year.

23: the average gallons of chemicals (that's 87 liters) that a janitor uses each year, 25 percent of which are hazardous.

SuperNova: The Products

SuperNova Multi-Enzymatic CleanerSuperNova .1 multi-enzymaticSuperNova .25 multi-enzymatic

SuperNova NPHD DetergentSuperNova .1 NPHDSuperNova .25 NPHD

SuperNova InstruCreme LubricantCaseDry Drying Agent

Case Solutions: The Products

PentaPrepPentaZymeSchmutzOffInk and Tape RemoverInstruCreme Ready-To-UseNew Product Release

EndoWipesAlcohol Wipes

Benefits of Case Solutions and SuperNova

Super concentrated cleaners save space, address ergonomic issues and provide more product for the $$.May be disposed in standard recycling. Small packaging frees up inventory space.

Multi-enzymatic cleaners facilitate the cleaning process 1 million times faster than non-enzymatic

cleanersMay be used for both manual and

automated cleaningEffective even at lower temperatures to

further cut energy costs.

Additional Value

Hypoallergenic with sealed dispensing to avoid allergic reactions

Automatic dosing with flow control to avoid over or under use of product

Color coded to avoid confusion MSDS readily available: online and on the

bottle to avoid injuries and fully comply with guidelines

Most effective at lowest costProprietary hardware provided at no

additional cost

The meat and potatoes The real cost savings lies in the cost per use.While the acquisition cost may be equal or

slightly greater than other concentrated cleaners, the real savings is at the actual use dilution.

Users will get anywhere from 4-10x more product for their money.

Utilizing the correct amount of product reduces costs.

Warning: Purchasing only looks at acquisition cost. Education is critical.

Use the cost benefit analysis tool, which demonstrates the real cost savings at use dilution.

Find out what products the customer is currently using.

Determine the number shipping units per month for each product.

Ask the user for actual dilution rate set at the machines.

Record information about pH and whether an acid neutralizer is used.

Use the SuperNova Cost Benefit Analysis Questionnaire

SuperNova Cost Benefit Analysis Questionnaire Please answer the following questions about the current products used: For Manual cleaning in Sink Enzymatic cleaner_____________________ PN#_______Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Detergent___________________________ PN#_________Cost/Shipping Unit_______ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ For Ultrasonic: Machine______________________________ Model#_________ Enzymatic cleaner___________________ PN#__________ Cost/Shipping Unit_______ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Detergent______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ For Automatic washer/decontaminator: Machine______________________________ Model#_________ Enzymatic cleaner____________________ PN#____________ Cost/Shipping Unit____ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Detergent______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Lubricant______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ For Cart washer: Machine______________________________ Model#_________ Detergent______________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Drying Agent____________________ PN#_____________ Cost/Shipping Unit_______ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ IF AN ACID NEUTRALIZER IS USED COMPLETE INFORMATION BELOW: Neutralizer_____________________ PN#_____________ Cost/Shipping Unit________ Qty used (gal/month)_______ Cost per gallon_______ Dilution rate (oz./gal.)_________ Contact ___________ Facility____________________Department_______________ Address ________________________________________State_______Zip________ GPO________ Tier Level__________________ Rep ________________ Date _________

Cost Benefit Analysis Spreadsheet

•Demonstration

Understanding the Cost Reduction

The acquisition cost is higher.The fee per use cost is significantly lower.Over 1,000 uses per case.

SUPERNOVA Part # Description

Concentr. [oz/galr]

Retail Price [$]

33% offPrice [$]

40% off Price [$]

Tier1 Price

[$/gal.]

Tier 2Price

[$/gal.]Dilution

Rate

Lowest Dilution

Price per Gal. [$/gal.]

Highest Dilution

Price per Gal.

[$/gal.]

CSNB25GSUPERNOVA .25 Detergent (4Gal./Case)

1/4 $ 206.80 $ 136.49 $ 124.08 $ 34.12 $ 31.02 1:512 $ 0.067 $ 0.061

CSNB25SUPERNOVA .25 Detergent (5Gal./Case)

1/4 $ 235.00 $ 155.10 $ 141.00 $ 31.02 $ 28.20 1:512 $ 0.061 $ 0.055

CSNC01GSUPERNOVA .1 MultiEnzymatic (4Gal./Case)

1/10 $ 514.80 $ 339.77 $ 308.88 $ 84.94 $ 77.22 1:1280 $ 0.066 $ 0.060

CSNC01SUPERNOVA .1 MultiEnzymatic (5Gal./Case)

1/10 $ 585.00 $ 386.10 $ 351.00 $ 77.22 $ 70.20 1:1280 $ 0.060 $ 0.055

CSNC25GSUPERNOVA .25 MultiEnzymatic (4Gal./Case)

1/4 $ 305.36 $ 201.54 $ 183.22 $ 50.38 $ 45.80 1:512 $ 0.098 $ 0.089

CSNC25SUPERNOVA .25 MultiEnzymatic (5Gal./Case)

1/4 $ 347.00 $ 229.02 $ 208.20 $ 45.80 $ 41.64 1:512 $ 0.089 $ 0.081

CSNL01

SUPERNOVA .1 InstruCreme Lubricant (5Gal./Case)

1/10 $ 220.00 $ 145.20 $ 132.00 $ 29.04 $ 26.40 1:1280 $ 0.023 $ 0.021

CSNL01G

SUPERNOVA .1 InstruCreme Lubricant (4Gal./Case)

1/10 $ 176.00 $ 116.16 $ 105.60 $ 29.04 $ 26.40 1:1280 $ 0.023 $ 0.021

CSNCD1

SUPERNOVA .1 Case Dry Concentrate (5Gal./Case)

2/100 $ 346.00 $ 228.36 $ 207.60 $ 45.67 $ 41.52 1:6400 $ 0.007 $ 0.006

SuperNova – Cost Per Use Calculation

Cost Per Use Calculation Gallons of water1. Automated Washer has approximately 9 gal.2. Sonic has approximately 4 gal.3. Sink has approximately 4 gal.4. Basin for Soaking has approximately 1 gal.

Question1. What is the approximate cost per use of Case

Medical product in the Automated Washer?2. Cost per use in the Sonic?3. Cost per use in the Sink?4. And cost per use in the Basin?

SuperNova – Cost Per Use Analysis How can we use our Cost Analysis to compete against the Competition? Prolystica is offered as a similar product, but at a higher cost. Compare by

price. All others use cost per use template.

Cost/Gal. SuperNova .25 Cost/Gal.

Steris Prolystica Enzymatic

$154 to 63.36 [$/gal]

41.64 [$/gal]

Steris Prolystica Lubricant

105.60 [$/gal] 33.00 [$/gal]

SuperNova – Cost Per Use Analysis - Scenario

Customers says Brand X “EZenzyme” costs only $75/bottle.

Case Medical equivalent solution costs $400/case.

SuperNova – Cost Per Use Analysis - Scenario

Questions to ask:Bottle units (gallons, liters)?Concentrated product? Diluted gallons out of 1 gallon of

concentrate (1:1280, 1:512 or maybe 1:100)?

Compare price per concentrated gallon.Compare price per diluted gallon.Compare price per use.

Dilution Rate Calculation

SuperNova.25 concentration = ¼ [oz./gal.]

¼ oz. of Case Medical product per gal. of water

1 gal = 128 oz.¼ : 128 [oz./oz.] = 1:512

SuperNova.1 concentration = 1/10 ounce per gallon

1/10:128[oz./oz.] = 1:1280

Remember SuperNova was validated at the dilution

rate identified by the product name on the label, but it can go lower depending on water quality and degree of soil and in automated washers.

Super Concentrated Products

Contribute to major cost savings.The SuperNova .1 can be further diluted to

1/40 oz/gal depending on water quality.Validated, safe, cost effective products

results in better patient outcome and frees staff for needed patient care.

SuperNova results in significant cost and labor savings, reduced storage/inventory expense, freeing funds for needed patient care.

Cost Savings

Case Medical’s instrument cleaners are super concentrated which provides the user with a significant cost savings over the competition.

Each bottle of SuperNova provides up to 1,000 uses and costs pennies on the dollar.

Multiple enzymes in higher concentrations provide rapid soil breakdown at use dilutions.Up to a million times quicker than soap and

water.

Copyright 2009 © Case

Medical

Inc.

Savings Over the Other Brand

Avoid numerous unnecessary cleaners and steps Totally pH neutral means no corrosionWater-soluble liquid detergents means no residueLowest cost when compared at use dilution

means more bang for the buckHighest level of synergistic enzymes to speed up

the cleaning processSuper concentrated saves on shipping costs,

inventory space and large drum disposal.Sealed system prevents cross contamination and

spoilage.

Final Notes and Q&A

If any questions regarding this come up later on feel free to call or email us.

Also, please let your customers know to visit us at the IAHCSMM Conference in Albuquerque on April 29-May 2Case Medical is at Booth 329.