Monthly International RS call

March 2013

Chattanooga GBU team

2

EMPI/CMF team

Rick Rioles – SVP US Sales & Marketing - CMF/EMPi

Bryti Ketchum – Global Product Marketing Director – CMF/EMPI

Antony Strike Global Product Director

Scott Nelson Global Product Director

OPEN

Vista Shoreview Shoreview?

Electrotherapy Global Saunders Home traction Empi Advance ROM Bracing Spine bracing

CMF Iontoforesis

3

International Team – RS – Johnny Caberg

4

MARKET Local MARKET MANAGER/TEAM MEMBER

France Xavier Martinez / Bertrand Coin/ Pascal Adams

Canada Brent Smith / Jimmy Gazetis

UK Ben Austin

Spain Sonia Osuna

Italy Andrea Bini / Freddie Romano (?)

Benelux Danny Cleynens

Nordic Jonas Gullberg

Australia Darren Walters

China Dan Li

Export – Asia Pacific Dinesh Verma

Export – EMEA Hans Ploemen

Export – Lamerica Adriana Bermudez

Germany Alexander Herr (Chattanooga / Compex) Tilman Blachut

Chattanooga Update March 2013

Intelect/Vectra Nēo

• Ultrasound problem is now solved

• TUV testing & conformity in process

• Launch English version planned for first week of July.

• Other languages (see next slide)

• Mini-Magec Int’l – 29th April

• Workshop local Launch plans – 30th April

• Marcomm materials – to be ready by June/July

Launch date NEO

• Launch date

– Beginning of July 2013 (English only) (Australia/Canada/SA/UK/Bulgaria/Cyprus/Hongkong/India/Israel/Jeman/Jordan/Kuwait/Qatar/Norway )

– Every 6 weeks a language – an alternative approach will be investigated to try and speed up the launches • Spanish (Spain/LA)

• French

• Turkish

• German

• Italian

• Dutch

• Russian

• Arabic (TBC)

• Portugese/Czech/Greek/Japanese/Korea/Thai/Polish/

Norvegian(TBC), Chinese

7

Alliance Patient lifts

• Global Product manager = Brad Freeman

• Manufacturer = Austin Medical (1986)

• Patient Lift Product Line Extension

• PL 400 – Patient lift

• SA 400/500/600 – stand assistant

• Accessories

• STA 400/450 - Standing Transfer aid

• Launch – first week of June

• Pricing to follow

• Further discussed at F2F meeting – Guildford – Collect market data if possible & available

Vitalstim update - Dinesh

• Conducted a seminar in Singapore on Vitalstim - March 2 & 3.

• Rehab Tech Asia Exhibition - Launched and displayed Vitalstim Therapy

• CHINA FIELD VISIT Zhengzhou & Beijing rehabilitation Centre

– Developing a model Train the trainer

– Conduct about 30 – 40 workshops in a year within China.

• The British Journal of Neuroscience Nursing (BJNN) has teamed up with the Stroke Association

– Publish a one-off educational supplement on preventing, managing and treating stroke.

– Advert Page by DJO UK.

– NICE showing interest.

• European Society of Swallowing Disorders – Annual Meeting Sept 12 – 14 Malmo, Sweden.

• Work in Progress :

– compiling a List of Users – Internationally - Key hospitals from Key countries practicing Vitalstim therapy .

• FORTHCOMING WORKSHOPS :

• April 27 – 28 – South Korea ; May 11 & 12 – Hong Kong

9

Wireless Pro Update

10

Early sales & Availability of product

Early Sales

• 67 sets have been shipped out and 30 sets are ready to be shipped out. So almost 100 sets sold!

Availability

• No issues with the availability – all according to forecast

• In case of big quantities to be expected – please contact Isabelle Coin (direct line - 0033 559 528 093)

11

Update France

12

Update Wireless Pro – France

• Sales – Wireless Pro tour in process – still 2 weeks to go to see all existing customers

• First feedback very positive

– Price acceptance

– Product design

– Easy navigation – easy to use = time savings

– Ergonomy of docking station (natural pod placement, drawer to put electrodes…) = time savings and practice cleanliness

– Wireless to avoid constraints = no need to take off wires to recharge, no wire broken

– Remote control = check the session at distance, trigger for manual contraction

– Compex programs inside

– Ability to use other pods for other programs (+ TENS function)

• Slight concern

– the weight of the pod on the electrode & sticking power when used in “sporty” exercises

– They are wondering what happens if the pods fall – do they break?

13

14

Workshops

Wireless Professional FR Sales Meeting - March, 13th-14th

Training

Official launch REEDUCA Lyon – March, 15th-16th

15

Very nice welcome to the product by the team, PT’s and distributors !

First demonstrations & sales Swiss Technology

Update Germany

16

Wireless pro launch - Germany

• German internal launch at Sales meeting – April 8-9th

• Launch in-market

17

Banner campaign at Entrance – high visibility

18

The Booth

19

20

The team

21

Concept - Results

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Other countries

23

Benelux – general update

• Wireless launch planned for May 17th in Belgium

• Focus on the FULL version (basic will not be promoted)

• Educational day for PTs in the Netherlands in May – 7000 invited (hope to have 50-100 people)

• Communication developed to explain the Chattanooga branding in a market that is used to Compex branding

24

General update – China

Date Location Activities Sponsorship

03.22-03.24 Beijing United Healthcare Family Hospital

Advanced seminar on CARF

Main Sponsor

03.28-03.29 Beijing Rehabilitation Research centre

Professional Education in Vitalstim

Organizer

03.31 The Affiliated Hospital of Medical College Qingdao University

Professional Education in Vitalstim

Organizer

• Wireless pro needs registration (18 mnths) – important market opportunity – get RA involved now

• Other Marketing activities (below)

• Dinesh to education Core team & others – May 11-12

• 2013 VitalStim series of trainings (N=40)

•

slide • 25

General Update – Canada

• Wireless Pro Launch date = May 16th – Canadian Distributors meeting •Key R/S opportunities/events (upcoming)

•April 24-26, Canadian Academy for Sport and Exercise Medicine (CASEM) Congress, Whistler BC •May 12-15 ISAKOS, Toronto

•May 15-16 DJO Canada RS Dealer meeting, Toronto (DJO Canada office) •Heiko Van Vliet / Johnny Caberg / LVB present

•May 23-25 Canadian Physiotherapy Association (CPA) Congress, Montreal •May 23-25 Canadian Athletic Therapy Association (CATA) Congress, Toronto

•Market Update

•GYMNA distributor for Canada - very active in establishing dealer network

•US pricing structure continues to influence Canadian purchasing •Evaluating ‘direct’ channel for R/S consumer products to B+S dealers (clinics) •Development of DJO Canada-based website (similar to betterbraces.com) for retail transactions on selected items from R/S and B+S

26

Other country launches • Export

– Distributor Meeting

– Already selling in EMEA

• Spain

– Next week internal launch

– Distributors - May 6th (JC to attend)

• Italy

– Internal l& distributors launch on April 17th (Johnny attending) – Verona

• Nordic

– Mid-April

• UK

– Arsenal Sports and Exercise Conference

– the International Football Medicine Strategies Conference

– Would like to do more than possible at the moment (resource and stock limitations)

• Australia

– Roadshow April 9-12

27

Wireless pro – Marcomm materials

28

Banner & Advert

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Conclusions – Johnny

• Great start !

• Encouraging first reactions

• This product is UNIQUE – good price – good functionality – good performance – AVAILABLE

30

Research & Clinical projects Update

31

Intelect Advanced Clinical Data

• Renewal of CE-mark according to new regulations (MEDDEV. 2.7.1 Rev.3)

• All indications we are claiming for the IA need to be supported by « Clinical data »

– Pre- and post market studies by the manufacturer

– Review of the literature > published studies proving effectiveness of IA protocols for specified indications and illustrating any adverse events • Source: iDJO.net (was accepted for Laser technical file)

– Requirement: any literature search that is performed must be documented in such a way that it can be repeated by a second person.

Intelect Neo Clinical Data

• 60 body part specific indications

• 10 general treatment objectives

• 160 unique protocols

• 265 clinical studies supporting the treatments

• Currently uploading all clinical studies onto iDJO

– Knowledge centre for the users and distributors

– Clinical data source for regulatory purposes (CE mark)

New Publication with Compex

Device: ’Compex Rehab’ using same strength and endurance protocols as Phoenix. Conclusion: A non-supervised home program including ROM exercises and NMES (Compex) may be a cost-effective alternative for conventional physical therapy program without compromising Qceps strength or patient satisfaction.

Orthopedics |March 2013 | Volume 36 | Number 3

New book project in pipeline

• DJO Publications – 5 books done – 3 books in process – 1 plan for book

• Part of the Series of “Current Concepts in Orthopaedics”

• Release at ISAKOS 2015

• Title: “Ultimate Pain Control in Orthopaedics”

• Editor: Prof. Mats Brittberg

– Swedish KOL in cartilage repair

– Engaged Orthopaedic Surgeon: ’’my treatment is only 100% successful if finally patient is free of pain’’

- Tried the Empi Active Knee with success.

• LVB and FVS working with Brittberg on identifying KOL to write a chapter

• Chapter on TENS

Training and Education

• US webinar program for PTs with different edu modules

– Will be discussed at the F2F meeting

• Vitalstim program Dinesh

– Please contact Dinesh for support

• General and advanced training

– Week April 22-25th – Guildford office

36

Update Meetings

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Global Distributor Summit - Las Vegas

• June 2-7, 2013

• Las Vegas, NV

• Export Bracing and Supports, Vascular, Recovery Sciences

• US Chattanooga

• Direct Markets RS dealers (?)

• Attendees: ~ 275

• Approx 65-70% Chatt dlrs

Product Launches - Distributor Summit

• Intelect/Vectra Neo

• Chattanooga Wireless Pro (Intl)

• Alliance Patient Lifts

• Lymphodema pumps

• Vitalstim portable w/ emg (US)

• Montane tables (US)

• Air Select (Intl)

Update on F2F Meeting – GUILDFORD – April 29-30 and May 1st

• 3 day meeting – please confirm your attendance to KAREN BEAUMONT

• Detailed agenda sent out

• GBU attendance confirmed:

– Terry Ahsing, Glenn Meidl, Farley Brown, Valere Vriz (day 3), Bernard Krohne, David Truffer

• Country attendance confirmed:

– Hans Ploemen (export), Tilman Blachut (GAS), Brent Smith (CA), Jimmy Gazetis (CA), Ben Austin (UK), Cliff Eaton (UK), Bertrand Coin (FRA), Andrea Bini (Italy – TBC),

• International & shared services confirmed

– Francine VSK, Johnny C, Lieve VB, Steve H

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ISAKOS Toronto May 12-16

• PT Course: ISAKOS Sports Rehabilitation concurrent course Sunday 12 - Tuesday 14 May:

”Global Perspectives for the Physical Therapist and Athletic Trainer”

• ±200 participants expected (100 registrations so far) – List of registrations per country will be provided

• Two lunch workshops: – Monday May 13: “A New and More Effective Way to

do Functional Rehab – The Role of Wireless Active Muscle Stim” (Heiko van Vliet)

– Tuesday May 14: “Role of Radial Shockwave Therapy in the PT Practice – Practical Use in Evidence-based Indications” (Freddy Romano)

• PT congress bags sponsored

• Wireless Pro Ad in CPA (Canadian Physiotherapy Association)

• DJO booth number 515 (TBC)