Transcript Market Message and Positioning

West’s Vial2Bag® Delivery System
Needle-Free Transfer to IV bags
Progressive Medical Sales Training
December 2010
Glen Zimmermann
Judi Hanauer
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Training Contents
• Introduction to West
• Market Message & Positioning
• Vial2Bag Delivery System
• Commercial Targets & Selling Focus
• Features and Benefits
• Pain Statements & Value Drives
• Case Study
• Competitive IV Products
• Regulatory Aspects
• Sales, Service & Support / Tips & Tricks
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Each and every day
over 80 million
West products are used
to enhance the quality of
healthcare around the world
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Corporate Profile
Injectable Container
Solutions
• Premier partner to the
pharmaceutical and biotech
industry
• Founded in 1923
• HQ in Lionville, PA
• Public company NYSE: WST
Prefillable Syringe
Systems
 Solid capital structure
Safety and Administration
Systems
• 2009 sales $1.06 billion
• Customer satisfaction, quality and
service are the foundation of our
business
Advanced
Injection Systems
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A Diverse, Stable Customer Base
Medical Device
Pharmaceutical/Biotech
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Generic
Vial2Bag Delivery System
•
•
•
•
Needle-free transfer
Easy-to-use
Clinician and patients safety
Promote compliance to
needle safety issues
• Universal IV bag access
alternative allowing
purchasing flexibility
Vial2Bag & Male Vial Adapter
• Accommodates 13 & 20mm
drug vials
• Rapid reconstitution
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Vial2Bag is ideal for hospitals when…
• 13mm drug vials need to be transferred into Baxter
•
•
•
•
MiniBag Plus, Hospira ADD-Vantage or B Braun
addEASE systems
Using standard large volume IV bags
The cost of Pharmacy preparation it too high
Floor nurse preparation is needed
Elimination of sharps and needles are required
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Vial2Bag Benefit Statement
The Vial2Bag system provides hospitals and
pharmacies the flexibility to prepare IV solutions at the
point of care, not be locked into purchasing proprietary
bags, introduce 13mm drug vials to proprietary bag
systems, and eliminate needles from the preparation
process.
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Drug Reconstitution, Mixing &
Transfer
Male Vial Adapters
Vial2Bag
20mm
Click photo to play video
13mm
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How to Focus Selling Efforts to
Hospitals / Closed Door Pharmacies
•
Not an across the board “replacement sell” for all existing bags
 Component economics don’t justify direct replacement to Vial2Bag
 Not cost competitive at high volume facilities
•
•
Critical / Acute care nurses prefer speed and control over IV
preparation and administration process
Capitalize on shortcomings of existing bags
 Existing bags don’t accommodate 13mm vial IV drugs (only 20mm)
 Pharmacy preparation is very expensive and often not needed
 Cost to prepare IV in hospital pharmacy vs. floor nurse
 Limited availability of pharmacist for IV preparation
 Eliminates medication waste with short stability drugs
 IV bags > 100mL without vial adapters & prepared in Pharmacy
•
Focus selling effort to the Pharmacy Director
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Commercial Targets
1.) Baxter Minibag Plus
2.) Hospira ADD-Vantage
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•
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Only for 20mm vials; not 13mm vials
Very large bore spike; hard to insert
Only for lyo product not liquid drugs
Large bags (>100mL) still using needles
Limited to drugs packaged in vials using
ADD-Vantage system
• Doesn’t work with standard vials
3.) B Braun addEASE connector
4.) On Floor Preparation
•
Coring issues from large addEASE
transfer needle
• Potential for vial stopper push through
• Vial Adapter spike does not core stopper
• Product recall
•
5.) Large Gauge Needles
6.) Dispensing Pins
•
•
Needle reconstitution with large needles
can core and push stopper into drug vial
Less costly than preparation in hospital
pharmacy
• Preparation and administration by nurses
• Can be returned to inventory if unused
Large bore double ended dispensing pins
can core and push stopper into drug vial
Minibag Plus, ADD-Vantage and addEASE not for weight-based dosing
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Typical 13mm IV Drugs
Phenylerphine
Propranolol
Sodium Niroprusside
Methocarbamol
Midazolam
Amiodarone
Vancomycin (20mm uses large
IV bag which can use Vial2Bag)
Nexium
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Features & Benefits
Features
Benefits
13mm & 20mm size Vial
Adapters
•Covers all standard drug vial sizes for reconstitution
Vial2Bag Spike
• Access to common IV set port (ISO standard)
Vial2Bag Swabable Luer Access
port
• Access to IV bag from vial or luer prefilled syringe
• Enables multiple accesses while maintaining sterility
and transfer to IV bag
of the IV bag
Male Vial Adapter Spike
• Side slits remove chance of coring
Single shipment of all doses
• Reduced shipping costs
Integrated Vial2Bag and Male
Vial Adapter
• Enables liquid transfer and lyo / powder
Drug vial remains closed until
point of use (bed side)
• Drug not wasted if treatment decision changes or
reconstitution to IV bag
• Allows pooling of drug into sterile, empty IV bags
patient is moved. Can be returned to inventory
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Pain and Value Drivers
Pain
Value Driver
Risk of OSHA noncompliances
Using devices to minimize worker exposure and
increases OSHA compliance
Time to reconstitute with
traditional needle process
Vial Adapter reconstitution and transfers via
Vial2Bag saves time
Cost to prep an IV
treatment in a hospital
pharmacy
When bed side preparation is permitted, it is more
cost effective to use a nurse for this procedure then
a hospital pharmacist
Certain drugs can not work Vial2Bag system can accept all drug vials resulting
with proprietary bag
in increased administration flexibility
systems
Buying Groups restricting
fluid selection
Ability to standardized on economical fluid sources
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Case Study:
A large southwest urban hospital
•
Drivers:
 Head of central pharmacy interested in moving activities to nursing floor
 Looking for system for 13mm drug vials & wanted bag sourcing flexibility
•
Initially targeted 13mm drug preparation on the nursing floor
 In service training performed and very well received
• Initiative expanded to include 20mm drug vials
• Current Situation:
 All reconstitution and transfers to IV bags are performed outside of the
central pharmacy by floor nurses using the Vial2Bag system
 Able to reduce overall cost of preparation and administration
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Competitive IV Products:
Baxter Minibag Plus
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•
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IV Bag market share ~50%
Not compatible with 13mm
Proprietary bag systems
Large spike difficult to
penetrate stopper
Price $1.60 - $2.00
 Premium $0.60 - $1 over
standard bag
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Competitive IV Products:
Hospira ADD-Vantage
ADD-Vantage System
• IV bag market share ~ 35%
• Proprietary vial / bag
connection
• Only for 20mm drug vials with
ADD-Vantage closure
• Limited number of drugs (22)
using ADD-Vantage
• Price $1.60 - $1.90
 Excludes custom vial closure
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Competitive IV Products:
B Braun addEASE
Binary Connector
• IV Bag market share ~ 15%
• Large exposed spike
• Potential for stopper coring
and transfer into IV solution
 Current recall for particulate
• Coring not possible with Male
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•
Vial Adapter
Current product recall
Price $1.60 – $2.20
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Standard IV Bags
B Braun
Hartmann
Hospira
• IV bag without vial attachment features
• Ideal for Vial2Bag system
• Price $0.90 - $1.10
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Regulatory Status
•
Regulatory Status: Vial2Bag
 510(k) clearance received from with FDA
 CE approval in Europe
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Regulatory Status: Male Vial Adapter
 510(k) clearance received from with FDA
 CE approval in Europe
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Sales, Service &
Support
• In Service Required
 Multiple shifts
 Focus on acute care
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ICU
CCU
Trauma
Burn Unit
NICU
Tips & Tricks
• Champions
 Nurse Managers in acute
care units
 Stress flexibility & speed
of preparation and admin.
 Dir. Of Pharmacy
 Reduced pharmacist work
load (lower cost)
 Procurement Manager
 Reduced dependence on
proprietary systems
 Greater sourcing flexibility
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Vial2Bag is ideal for hospitals when…
• 13mm drug vials need to be transferred into
•
•
•
•
Baxter MiniBag Plus, Hospira ADD-Vantage
or B Braun addEASE systems
Using a standard large volume IV bags
The cost of Pharmacy preparation it too
high
Floor nurse preparation is needed
Elimination of sharps and needles are
required
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