How Microbiology Laboratory Plans to help Marketing

in 2003

Or “How Marketing Department can help

promote these new concepts developed by Microbiology

Laboratory in 2003”

CLIENTS HERE!!

IN GEORGIA ALONE

• In the year 2001• In the public colleges and

universities alone• There were 125,481 female

students enrolled • Most of them were

between ages 18-25• Adding private colleges

and universities may boost this number to approximately 200,000

IN FLORIDA ALONE

• In the year 2000• In the public colleges and

universities alone• There were 131,456 female

students enrolled • Most of them were

between ages 18-25• Adding private colleges

and universities may boost this number to approximately 225,000

IN ALABAMA ALONE

• In the year 2000• In the public colleges and

universities alone• There were 64,037 female

students enrolled • Most of them were

between ages 18-25• Adding private colleges

and universities may boost this number to approximately 100,000

Here is where they are in GA

Here is where they are in FLA

And here

• Independent Colleges and Universities• Barry University, Miami Shores, Florida• Bethune-Cookman College, Daytona Beach, Florida• Clearwater Christian College, Clearwater, Florida• Eckerd College, St. Petersburg, Florida• Edward Waters College, Jacksonville, Florida• Embry Riddle Aeronautical University, Daytona Beach, Florida• Flagler College, St. Augustine, Florida• Florida College, Temple Terrace, Florida• Florida Hospital College of Health Sciences, Orlando, Florida• Florida Institute of Technology, Melbourne, Florida• Florida Memorial College, Miami, Florida• Florida Southern College, Lakeland, Florida• International College, Naples, Florida• Jacksonville University, Jacksonville, Florida• Lynn University, Boca Raton, Florida• Nova Southeastern University, Ft. Lauderdale, Florida• Palm Beach Atlantic College, West Palm Beach, Florida• Ringling School of Art and Design, Sarasota, Florida• Rollins College, Winter Park, Florida• Saint Leo University, Saint Leo, Florida• Southeastern College, Lakeland, Florida• St. Thomas University, Miami, Florida• Stetson University, Deland, Florida• University of Miami, Coral Gables, Florida• University of Tampa, Tampa, Florida• Warner Southern College, Lake Wales, Florida• Webber International University, Babson Park, Florida

So DLI has potentially over

half a million clients EACH YEAR to be

tapped!

What do we sell them?

Remember this?

And remember this?

Urine specimen testing by ProbeTec technique is pending clinical and technical validation at Doctors Laboratory and is expected to be available in 2-3 months.

It’s Almost here!!

• Validation in progress with one university

• Potential of unique, less restrictive specimen requirements possible

Here is what it looks so far

Comparison of ProbeTec (Swab) vs. ProbeTec (Urine)

at DLI Sept.-Oct., 2002

From ProbeTec

Swab

From sub-optimal urine

Total specimens tested

79 79

Positive for CT or GC

6 8

Negative for CT and GC

73 71

Likely Targets

• Infirmaries and Nursing Centers at:

Universities

Colleges

Technical Schools

Youth Employment Ctrs.

AND• DIRECT - to potential

carriers of the diseases

Likely Approach

•MyLab

•Health Fairs

• Infirmaries

•Nursing Centers

Supportive Services

• Referral for Medical consultation

• Annual Reminders

• Discount to indigent

POTENTIAL REWARDS?

• If only 20% of the target population tested,

• If only $ 15.00 per screen charged, then,

•$ 1,500,000 in the first year!!!

HOT Areas of ID• HIV Treatment &

Vaccines

• Multi-Drug Resistant

Microorganisms

• Bio-terrorism Agents

MDR Microorganisms

• Grave Problem

• CDC, APUA, ASM

• Role of DLI’s Micro. Lab.

• TRUST Studies

• Added concepts of

PK/PD in treatment

• Need for refined data

for refined treatment

BENEFITS• To Physicians – most targeted treatment information

• To Patients – most effective, less toxic treatment regimen

What can WE do?• Provide a QUANTITATIVE

(MIC) microbial susceptibility result, rather than qualitative, for most problematic MDR isolates by E-Test Method

• Make targeted clients aware of this enhancement to our services

Role of Marketing• Disperse information

effectively

• Explain cost vs. benefits

• Explain reimbursement schedule

Better Result = Better Reimbursement

= $ 9.53 per plate of 12 drugs

= $ 6.56 per drug or

$ 39.36 for 6 drugs

What does that mean?

• Enhanced testing standards

• Better informed physician

• Better treated patient

• Approximately $ 31,000 in additional reimbursement per year

Conclusion

• Both improvements, the first being one of a kind ever undertaken, and the second a desirable improvement of the process will :

• Result in better client satisfaction

• Superior patient care, and • Bring Dave and his Team

closer to becoming truly –

SIX MILLION DOLLAR MEN

•