DONORMAX PROGRAM V2.0

PN 306640190

DonorMAX ProgramDonorMAX Program

C lt ti S iConsultation Services DonorMAX Hardware and Software DonorMAX Recruiter ApplicationRevenue Opportunities

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Terumo BCT, the world leader in bloodTerumo BCT, the world leader in blood,component technologies.

We believe in the potential of blood

,component technologies.

We believe in the potential of bloodWe believe in the potential of bloodto do even more for patients than it does today.

This belief unites our organization,inspires our innovation and strengthens

We believe in the potential of bloodto do even more for patients than it does today.

This belief unites our organization,inspires our innovation and strengthensinspires our innovation and strengthens

our collaboration with customers.

T BCT

inspires our innovation and strengthensour collaboration with customers.

T BCTTerumo BCTUnlocking the Potential of Blood

Terumo BCTUnlocking the Potential of Blood

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Company Profile

Established: 1964 as COBE Laboratories

President and CEO: David Perez

Number of Associates: 2,800

Global Headquarters: Lakewood, Colorado

Regional Headquarters: Brussels, Buenos Aires, Hong Kong, Tokyo

Manufacturing Facilities:

United States, Belgium, Japan, Northern Ireland, India, China

M i B i

A global leader in blood component, therapeutic apheresis and cellular technologies, Terumo BCT is the only company with the unique combination of apheresis

ll ti l d t t d h l bl dMain Business: collections, manual and automated whole blood processing, and pathogen reduction coupled with leading technologies in therapeutic apheresis and cell processing.

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Parent Company: Terumo Corporation; Tokyo Stock Exchange (4543)

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CONSULTATION SERVICES

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CONSULTATION SERVICES

Industry and Blood Center TrendsIndustry and Blood Center Trends

Aging population1Aging populationBaby boomers (ages 46 to 64) continue to grow as a demographic twice as likely to need red blood cell transfusion.

Fewer eligible donors1

Only 38 percent of the U.S. population is now eligible to donate blood, down from 60 percent in the 1990s, but only 10 percent actually donate.o 60 pe ce e 990s, bu o y 0 pe ce ac ua y do a e

Ethnic shift2

Minorities, now roughly one-third of the U.S. population, are expected toMinorities, now roughly one third of the U.S. population, are expected to become the majority by 2042.

1AABB “Blood FAQs ” http://www aabb org/resources/bct/Pages/bloodfaq aspx accessed on 13 March 2013

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1AABB, “Blood FAQs.” http://www.aabb.org/resources/bct/Pages/bloodfaq.aspx, accessed on 13 March, 2013.2Freeman S, “Census Bureau Predicts Minorities Will Be In Majority In U.S. By 2042.” http://www.masslive.com/news/index.ssf/2008/08/census_bureau_predicts_minorit.html, accessed 15 March, 2011.

Industry and Blood Center TrendsIndustry and Blood Center Trends

Recessionary impact3,4

The rise in unemployment has decreased blood donations in some states as much as 15 to 20 percent, and along with loss of health insurance, has led to a decline in elective surgeries.

Cost containment pressure5

In the last decade, about $1 billion annually has been added to the costs of blood to improve patient safetyimprove patient safety.

Health care reform speculation

Universal health care following the 2014 enactment could presume a higher demand for blood.

3Lush T, “Layoffs Lead to Few Blood Donations.” http://www.adrp.org/publications-and-media/news/layoffs-lead-to-few-blood-donations/, accessed 15 March, 2011.

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y p p g p y4 Page L, “7 Trends Likely to Impact the Future of ASCs.” http://www.beckersasc.com/asc-transactions-and-valuation-issues/7-trends-likely-to-impact-the-future-of-ascs.html,

accessed 19 March, 2011.5 ABC, “Blood Counts.” ABC 2009; 5(1): private communication.

Key Recruitment, Conversion and Collection GoalsKey Recruitment, Conversion and Collection Goals

1. Place holder

2. Place holder

3 Pl h ld3. Place holder

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Why the DonorMAX Program?Why the DonorMAX Program?

Strategic ObjectiveStrategic ObjectiveThrough a combination of training, software and interactive touch-screen devices, the DonorMAX Program helps blood centers identify goals and provides a tailored solution to help attract, educate, convert and engage the right p p g g gdonors to meet those needs. By improving donor engagement and education with interactive tools, blood centers have a greater ability to convert and retain more donors. This strategy can help increase the effectiveness of blood center teamsteams.

Value PropositionTo drive revenue through the increased efficiency of donor recruitment and donation management. The DonorMAX Program is a cost-effective way to help qualify and recruit donors based on actual demand that maximizes each donation by collecting only what you and your customers need

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donation by collecting only what you and your customers need.

DonorMAX ProgramDonorMAX Program

This program involves several key components:

Donor Awareness & Recruitment

E h t iDonation Management

Staff Training

Consultation Services

Each component is a key aspect of the overall solution in

DonorMAXDevices & Software

helping to meet your unique needs.

Recruiter Software

Whole Blood and

Automated Collections &

Solutions

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Collections & Processing

DonorMAX Audiences and Targeted UseDonorMAX Audiences and Targeted Use

The DonorMAX Program enables you to optimize your donor base and ll ti t b tt li ith l l t d dcollections to better align with local component demand.

Current whole blood donors: I d d d iImprove donor engagement and educationReinforce importance of blood donation Encourage donors to explore their donation optionsC t d t i dConvert and retain more donors Telerecruitment conversion to apheresis donations for current donors

Current automated donors:Current automated donors:Proper procedure selection for walk-in donorsTargeted recruitment and procedure selection for appointment scheduling

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How Can the DonorMAX Program Help?How Can the DonorMAX Program Help?

Initiate conversion conversations with whole blood and first-time donors

Provide a fun and interactive educational experience for donors to understand the importance of blood components and their shelf life

Change the “conversion question” and make conversion more engaging

Optimize existing donor pools, schedule donors for the products you need, when youd th b d bi l i l i f ti ABO t l t l t t h t it l lneed them–based on biological information, ABO type, platelet count, hematocrit level,

gender, height and weight

Assist the center in meeting daily, weekly, monthly or annual product goalsg y y y p g

Increase staff understanding and accountability for blood center goals, efficiency and productivity

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Awareness ■ Education ■ Conversion

What is the DonorMAX Program?

Interactive tablet and tabletop touch screen to educate and motivate new or whole blood donors to convert to apheresisconvert to apheresiscollections

Online recruiter application to assist donor recruitmentto assist donor recruitment in targeting repeat donors for automation and driving collections based on specific needs

Tablet, tabletop touch screen and recruiter software are based on Trima Accel®

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, pAutomated Blood Collection System prediction algorithms and configuration options.

DONORMAX PROGRAM

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HARDWARE AND SOFTWARE

DonorMAXDonorMAX

DonorMAX Demonstration

Tabletop Touch Screen and Tablet

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DonorMAX HardwareHardware

DonorMAX Tabletop: DonorMAX Tablet:

Sony® 20” VAIO® Tap Touch ScreenUp to 2.5 hour battery lifeOptional stand available

Microsoft® 10” Surface™ Pro TabletUp to 4.5 hour battery life

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DonorMAX SoftwareSoftware

Educational:Component information Transfusion needs Apheresis versus whole blood education

Interactive:Easy, user-friendly, high-definition, touch-screen applicationEducational quizzesEducational quizzes

Fun: Educational games explain the importance of recruitment, collection and distribution

Motivational:Customizable donor and patient stories for each product type

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Customizable donor and patient stories for each product type

DonorMAX Tablet and Tabletop Screen Hardware and SoftwareHardware and Software

Configurable to your component needs and center specifications

C t i bl t t ’ b d iCustomizable to your center’s brand image:

Center logo and color scheme

Background photosBackground photos

Donor and/or recipient stories

Terminology for double red blood cells

Choose from three pre-populated themes or create your own

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DONOR AWARENESS CAMPAIGN

Use the new Association of Donor Recruitment P f i l (ADRP) “T k It F th ” i iProfessionals (ADRP) “Take It Further” campaign in conjunction with the DonorMAX Program to engage new and existing 18 to 35 year old donors.

Maximize current blood center recruitment efforts by widening your donor base to engage younger, tech-savvy donors

Attract donors and provide education on ways they can take their blood donation further:

Schedule a donation appointment todaySchedule a donation appointment today

Ask the blood center what type of donation is needed most

Tell family and friends about the importance of blood donation

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Bring a friend when you donate

DONORMAX PROGRAMRECRUITER APP ICATION

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RECRUITER APPLICATION

DonorMAXDonorMAX

DonorMAX Demonstration

mymaxkiosk.com

Recruiter Applicationy

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DonorMAX Recruiter Application

Online Recruiter ApplicationWeb-based telerecruitment-focused screensConfigurable to your component needs and center specificationsneeds and center specificationsPre-qualify and schedule donors for needed components*

Donor-focused screens on your center’s website

Web Embed

Fully interactive and educationalEasy to implement and use

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*NOTE: The DonorMAX Program does not make medical decisions about potential donors. DonorMAX uses the same algorithm as the Trima Accel system to demonstrate the products a donor could potentially donate through automated collections. Donor eligibility must be confirmed per standard operating procedures.

DonorMAX Audiences and Desired OutcomesDonorMAX Audiences and Desired Outcomes

DonorMAX Tablet and Tabletop Touch Screen

First-time and/or whole blood donors – Increase the number of walk-in donors converting to automated donationsI f t h l bl d d Ed t th b fit f h i ll tiInfrequent whole blood donors – Educate on the benefits of apheresis collections and better align daily component collections with daily needsAll donors - Reinforce the importance of blood donation and aid in donor retention

DonorMAX Recruiter Application

Current apheresis donors – Improve procedure selection during the scheduling process, get more of the needed components

Current and/or frequent whole blood donors – Identify and convert existing whole blood donors into multi-component apheresis procedures

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DonorMAX Recruiter Application Minimum SpecificationsMinimum Specifications

D MAX W b E b d S t R i tDonorMAX Web Embed System RequirementsIntel® Pentium® III 450 MHz or faster processor (or equivalent)Preferred installed RAM: 512 MB or greatergPreferred Web browsers: Internet Explorer® 7 and 8Screen area: 1,024 x 768 pixels or sizeable screenHard disk space required: 200 MB (approximately)Supported operating system: Windows® 7; Windows Vista®;Windows XP® Service Pack 2 for best results Open port requirement: Out Port 9383 TCP

Additional Information:Recruiter application runs on Microsoft® Silverlight® 3. A download box will appear when customer first signs on offering easy installation of the application.

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REVENUE OPPORTUNITIES

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REVENUE OPPORTUNITIES

DonorMAX Program Case Study

“I il ti th D MAX P t t ’ d d thIn piloting the DonorMAX Program, we met our center’s needs and the needs of our hospital customers by maximizing donors at the point of donation.

The kiosk facilitated an interactive, educational approach to donor recruitment, and really helped donors understand all of their options. People find it more interesting to learn from technology because it’s more dynamic. That’s priceless.dynamic. That s priceless.

With cost-cutting at the forefront for most blood centers, the DonorMAX Program helps maximize each donation to match inventory needs at a reduced cost – it allows you to bring in fewer donors to meet the overall product need by managing donors more effectively.”

– Amanda Landers, Director of Donor Recruitment

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Amanda Landers, Director of Donor Recruitment

Source: Customer Case Study, UBS Louisiana, August to December 2010

DonorMAX Program Case Study Key Outcomes

19 percent increase in automated collections donor base

25 percent conversion of whole blood donors to automation

24 percent increase in apheresis platelet collections24 percent increase in apheresis platelet collections

Interactive donor education (priceless)

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Source: Customer Case Study, UBS Louisiana, August to December 2010

Next Steps

Management St ff T i i Monitor

Key Stakeholder 

Needs Analysis

Follow ThroughGap Analysis/ROI

Outcome Review

Issues/Concerns

Management Support and Alignment

Agree upon and fully support 

goals priorities

Staff Trainingand

Implementation

Staff understanding of roles

Donor awareness d i

Monitor Results

% Change in conversions

Outcome ReviewNeeds Analysis

Goal‐settingHow DonorMAX can help meet conversion and component goals

goals, priorities, tracking, training 

and implementation 

strategy

Establish baselines

and conversion

Intro to DonorMAXProgram

Role‐play

Motivate/reward

Review

Staff excitement

Course‐correct as needed

Donor retention

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Presentation title, Month #, Year. Confidential30

THANK YOU

NOTE: The DonorMAX Program does not make medical decisions about potential donors. DonorMAX uses the same algorithm as the Trima Accel system to demonstrate the products a donor could potentially donate through automated collections. Donor eligibility must be confirmed per standard operating procedures.

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PRODUCTIVITY TOOLS

Consultative Analysis

Gap AnalysisReturn on Investment (ROI)

Outcome ReviewOutcome ReviewDonor Base Analysis

Throughput Model

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Donor Base Analysis (DBA)

DBA provides donor conversion goals based on: Collection goalsCustomer donor base data Blood type and gender selections

DBA ill ll t d l lid i t f t tDBA will allow us to develop a solid picture of your center to increase utilization and illustrate potential opportunities:

Daily conversion goals for each procedure type

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Throughput Model

Th Th h t M d l i d i d t th lThe Throughput Model is designed to compare the value (productivity and financial) of various collection strategies; we can work with your center to:

C th l f h t d t t dCompare the value of shorter procedures to current proceduresCompare alternate collection strategies Compare whole blood to automation

The Throughput Model will allow us to develop a solid picture of your center to increase utilization and illustrate potential opportunities:

Evaluate the impact of implementing different options

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Trima Accel System Outcome Prediction

Simulates Trima Accel System Performance

Desired Configuration:Product sizeProcedure timeProduct combination priority

Donor Base:Statistical donor baseSample donor baseSample donor baseDefault donor baseGeographic area blood type distribution

Outputs:Procedure timeProductivity (product distribution)Donor base qualificationOptimize Trima Accel system configuration to best meet your needs

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Optimize Trima Accel system configuration to best meet your needs