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A user-friendly, stand alone system for sensitive and reliable breath-hold monitoring.

Date post: 23-Dec-2015
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A user-friendly, stand alone system for sensitive and reliable breath-hold monitoring
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A user-friendly, stand alone system for sensitive and reliable breath-hold monitoring

Sales Process

Who is the Target Customer?

Customer: Hospitals performing Interventional Procedures such as biopsies of the lung, liver, kidney, adrenal glands.

Current Application: CT fluoroscopy guided biopsies of lung or upper abdomen.

Problem: Respiratory motion introduces variation.

Solution: Breath Hold™ device with instant visual feedback gives control requiredfor improved results.

Who to call: Interventional Radiologists, Director of Radiology Manager,Radiology Technologist, Radiology Nurse, Interventional Radiology Nurse.

Instant Respiratory Motion Feedback

Current Uses• Lung biopsy• Liver biopsy• Kidney biopsy• Adrenal gland biopsy

Biopsy Challenges

Respiratory MotionStructures in the lung or upper abdomen can vary 1 to 6

centimeters during normal breathing.Inconsistent Breath-Holds

Reproducing consistent levels of inspiration or expiration can be

challenging for many patients Number of Needle Puncture Attempts

Inconsistent breath-holds can result in inaccurate needle placements, therefore more needle punctures can result in

higher complication rates and radiation exposure.Time

The longer the biopsy needle remains in the chest, the greater chance of damage to pleura and tissue if the patient moves during the procedure.

Breath Hold Benefits: • Ability to biopsy smaller lung nodules• Consistent breath-hold positions• Attain different levels of respiration if access is limited from overlying rib• Distraction for nervous patient• Instant bio-feedback of respiratory motion to Radiologist, Patient and Technologist• Avoid the need for more invasive and costly surgical procedures• Improve patient care while reducing cost• Reduced radiation exposure time for both patient and hospital staff• Decreased number of needle puncture attempts• Faster biopsy needle placement• Reduction in complications (pneumothorax)• Increased accuracy

Respiratory Motion During Lung Biopsy

1. Patient asked to hold breath and reference point is set. Large nodule visible. 2. Lights indicate patient had inhaled past his/her reference point. Nodule no longer visible.

3. Patient returns to reference point, nodule is visible and needle insertion continues.

1 2 3

Two independent case studies concluded very similar results of it’s clinical trial. One case study was preformed at Mayo Clinic in Rochester, MN and the other by a large University Hospital, Aachen, in Germany.

Key Selling Points for Radiologists

• Ability to do more Biopsies due to confidence in locating smaller nodule (down to 3mm).

• Patient Safety - According to Clinical Data, there is a 30% decrease in Radiation Exposure.

• According to clinical data there is a potential 31% reduction in Pneumothorax cases - Thus a decrease in post-procedure costs.

Key Selling Points for Administrators

• Decreased Procedure Time - Clinically proven to reduce the time Radiologists spend in the CT process. Time is Money.

• A potential 31% Pneumothorax Decrease - Significant reduction in post-procedure costs that are not always reimbursed.

• More Biopsies = More reimbursable CT procedures.

Decision Making Process

Interventional Radiologist has to believe that Respiratory Motion is an issue

Get the Doctor to Quantify Value:

• What is the benefit both from a revenue and quality point of view when you eliminate a significant portion of your pneumothorax cases? • Is there benefit in telling patients that your facility has a

device to cut back significantly on patient radiation exposure during the biopsy?

• What is the benefit of biopsying at 5mm versus 2cm?

Decision Making Process Continued

Get the Director to Quantify Value:

• What is the cost savings in reducing post-procedural complications?

• Would a 30% reduction in radiation to the staff and patient be important?

Close Them!

• Radiologists want to make their lives easier, and improve patient care.

• Directors want to save costs, increase revenue, and improve patient care.

• Technologists want a repeatable process.

• Nurses want better patient care.

Breath Hold™ Does All of the Above!Get the decision makers to quantify the features laid out on earlier slides, prove the points above, and you will be successful.

Competitive Positioning

• Nothing real similar in the marketplace

• Varian’s Real-Time Position Management System (Oncology use only)

• Much More Expensive

• Study by Sloan-Kettering concluding the following: - The Breath Hold™ is much more sensitive and

effective for patients who have compromised lung capacity versus the Varian RPM.

- The Breath Hold™ was much more time effective while the

Varian RPM needed extensive preparation time.


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