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SaleS SucceSS Kit
This FYI kit includes information that will
aid in your selling success with our Patient
Transportation and Positioning Systems.
HauSteD Patient HanDling SyStemS, llc
HauSteD Patient HanDling SyStemS, llc
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The Science Behind The Solution
Glossary
tHe Science beHinD tHe Solution
HauSteD Patient HanDling SyStemS, llc 3
out of todays needs come tomorrows DemandsPatient transportation and positioning systems may be the
first piece of medical equipment that a patient comes in con-
tact with in many clinical settings. Whether a patient walks
through the front door or is received through the Emergency
Department, odds are, at some point in his or her hospital
visit they will be placed on some type of patient transportation
or positioning system. It may be the platform that transports
the patient safely to the appropriate care giving department
or it may be the actual platform where care and treatment are
administered. Patient transportation and positioning systems
may take the form of a stretcher, chair, or mobile procedural
unit, but at some point, they will influence patient outcomes.
Patient transportation and Positioning in the beginningA few years ago, healthcare had one requirement for patient
transportation and positioning systems: transport the patient
safely from one healthcare setting to another. That was it.
These early devices were solely patient transportation plat-
forms, commonly referred to as gurneys. Other equipment
was needed for positioning and treatment. As healthcare
evolved, so too did the function of the gurney.
What Happened to yesterdays Healthcare?!tecHnology aDvancementS
Medical Miracles C-arms, endoscopes, and fiber optics are
all relatively new technology. They are just a few examples
of recent medical advancements. Ten years ago, cardiac pro-
cedures required aggressive, invasive surgery. Today, bypass
procedures and angioplastic procedures are completed in
relatively short time frames. Thus, procedure locations have
shifted from the OR to the Cardiac Cath Lab, Emergency
Department or equivalent. Recovery locations have shifted
from a lengthy inpatient hospital room admission to a few
hours recovery and monitoring time at the facility, and a
then a few days at the patients home.
To support the advancement of medical technologies
we offer:
Radiolucent tops Allow imaging without transferring
the patient to a separate piece of equipment.
Translating tops Enhance imaging access.
Powered units Reduce physical and time demands
on caregivers.
Procedure specific systems (VIC and MBC Chairs).
cHanging DemograPHicS
Live Long and Prosper Advancements in medicine have helped
prolong the life expectancy of individuals, but this has also
placed a huge burden on the healthcare community. As people
age, they tend to require more medical intervention and care.
The healthcare industry has been forced to find ways to effec-
tively and economically provide care to these individuals. Do
you recall the TV commercial about Banana Bob, the 90-year
old man who barefoot water-skis and competes in Iron Man
triathlons? Every day the morning TV show Good Morning
America highlights birthdays of people who are 100 years
old or more. Patient transportation and positioning has an
ever-increasing role in the effort to provide care to the aging
population. Key areas of focus are:
Pressure management Minimize pressure related
injuries resulting from extended stays.
Zone of Care Allows care givers to maintain
uninterrupted interaction with patients (Reference
Glossary).
Efficient patient transfers Facilitate the needed
transfers with products like the Slick Patient Transfer
System and features like zero transfer gaps.
Reduce patient transfers Diversity of our product
line can eliminate unneeded transfers. The patient can
remain on one unit from admission to discharge.
Big Problems The average weight of Americans has risen
sharply over the last decade. A few years ago, a 320-pound
football player rose to national fame simply because of his
size. His name was William The Refrigerator Perry, The
Fridge for short. Look at famous sports stars today; The
Fridge would only be average sized in comparison to many
of todays athletes. A 400-pound person used to be an
oddity; today 400-pound patients are commonplace. Heavy
individuals, like older ones, typically require more healthcare
efforts than the general population. Healthcare has been
challenged to find ways to deal with the increasing number
of morbidly obese individuals.
Key focus areas are:
Adequate patient surface widths Larger patients
require wider patient support surfaces to accommodate
their larger frames.
HauSteD Patient HanDling SyStemS, llc
tHe Science beHinD tHe Solution
4
Elevated weight capacities Systems must be stable and
functional with heavy patients.
Powered functions Large patients are difficult to
position manually, staff may need mechanical assistance
to eliminate potential for injury to patient and staff.
Versatility Bariatric stretchers provide an ideal
platform for performing procedures on obese patients.
implications for our customersTo continue providing care, healthcare facilities have
begun to run themselves more like conventional businesses.
Healthcare facilities have been challenged to become more
efficient, not only to handle increasing caseloads and changing
demographics, but to control costs.
Facilities need systems that not only fit their current
practices, but that allow them to constantly improve
upon those practices.
Processes for patient flow and equipment flow are
constantly monitored and revised for efficiency.
Capital equipment purchases are reviewed
more critically.
General patient transportation is still the most significant need
for healthcare providers. More surgeries are being performed
today than ever before, therefore, there is an increased need
to safely and effectively transport a patient from one area of
a hospital to another. Patient flow and equipment flow are
focus areas for constant process improvement.
To support these focus areas we offer:
Zone of Care Eliminates the need to interrupt patient
care to operate stretcher or chair functions.
Multiple width options Narrow widths allow
unobstructed patient interface and mobility in narrow
hallways and rooms. Wide widths accommodate
larger patients.
Superior caster systems Increase mobility.
Multiple steering options Center track for tight
corners and narrow hallways, four corner steering
for long hallways.
Zero transfer gap Minimizes the risk of patient or
staff injury.
Emergency Departments, long time proponents of patient
transportation and positioning systems as care platforms, are
performing more procedures directly in their department in
lieu of admitting patients. This has increased their need for
procedural as well as general transportation units. Todays
Emergency Departments are required to be a full-service
facility within a facility.
They often complete their own x-rays Need
radiolucent surfaces.
They observe patients for lengthy periods of time
Powered systems that are comfortable and safe for the
patient to remain on for many hours are required.
Increased caseloads and increased procedures mean
increased risk of nosocomial infections Transportation
systems need thorough decontamination.
Large triage units are more prevalent Require
versatile units that offer a non-threatening environment,
like an APC chair or comfortable stretcher.
Outpatient Surgery has become the fastest growing segment in
the healthcare market. Procedures that once required lengthy
hospital admissions are now performed in outpatient settings.
Today it is common to see minor surgery (orthopedic,
ophthalmic, and minimally invasive procedures) take place
on patient transportation and positioning systems. Even
microsurgery, where positioning and stability are paramount
to ensure positive patient outcomes, are now performed on
Patient Transportation and Positioning Systems.
These facilities need:
Zone of Care.
Mobility Superior caster systems to move and
position patients quickly and easily.
Stability Sturdy platforms that accommodate
delicate procedures.
Versatility One system must support the patient
through pre-op, treatment, post-op, and recovery.
HauSteD Patient HanDling SyStemS, llc 5
gloSSary
airgliDe SiDe rail With a 76-inch length tubular stainless steel design, this option provides superior patient
coverage and durability. Folding away from the stretcher,
and under the frame (versus folding into the frame like our
Retracto rails), our AirGlide siderails provide a large patient
support surface. In the lowered position, this side rail system
will allow for clearance of an oxygen tank which may be
stored in the base of the unit. In the elevated position, the
built-in push handles of the side rails will complement the
caregivers body mechanics when transporting a patient.
bariatric Morbidly obese patients with excessively large frames. To care for these patients, our Horizon
Bariatric Stretcher has a higher weight capacity of 625 lbs.,
as well as a wider support surface to accommodate the size
of these patients. To maximize the patient support surface,
this stretcher is designed with AirGlide rails which fold away
from the stretcher and under the frame.
bumPer SyStem Non-marking, heavy-duty, protective materials which are strategically placed on the frame of our
units. This protective material is designed to prevent marring
of the walls resulting from stretcher-wall collisions. (Custom
colored bumper options allow our customers to better iden-
tify the department for which the stretcher is dedicated.)
caSter Wheel. Wheels are designed for patient transpor-tation and positioning systems to provide stability and ease
of transport. The selection of the wheel will greatly affect
the handling capabilities of the stretcher or chair. Features to
consider when selecting a caster:
Diameter
The diameter of the caster will determine how high a
unit is elevated off of the floor. We have designed our
chairs with 5" diameter casters to place the unit close to
the floor. The low height of our chairs ensures patients
can easily place themselves on our chairs, as well as get
themselves off of them.
Because casters with larger diameters travel further per
revolution than smaller diameter casters, larger diameter
casters are preferred for transporting patients over
longer distances. For this reason, our general transpor-
tation stretchers are designed with 8" diameter casters.
WiDtH
Narrow casters have less area of contact with the floor
than wider casters. The less contact area between the
caster and the floor, the less friction will be generated
between the two surfaces. The lower the friction, the
easier it will be for the caregiver to push the patient
transportation and positioning system.
center tracK Steering Many customers may refer to this steering system by a term originated by Stryker:
5th Wheel. This steering system utilizes a spring-supported
wheel located in the center of the units base. The spring
support allows the wheel to lower and raise depending on
the surface of the floor.
This is standard on our multi-purpose units.
This center wheel will allow the stretcher to rotate upon
its centerpoint when maneuvering around tight corners.
corner Steer This steering system utilizes the left, foot-end, caster as a guide wheel. The direction of this wheel
will guide the direction of the other wheels.
This steering system does not rely on a spring-supported
center wheel for turning. With this in mind, this system
will offer some unique durability benefits over the center
mount steering system when used on uneven floors.
electric PoWereD
Units which utilize electric power to allow caregivers
or patients to adjust such features as height, backrest
position, leg section, Trendelenburg, and knee flex.
Electric-powered units may assist in patient care
by allowing the patient to control his/her position
on the unit.
Electric-powered units may assist in patient care by
allowing the caregiver to easily position the patient
on the unit.
Battery back-up is a unique benefit of our units. Battery
back-up is provided in case of a power outage or if an
electrical source is not readily available. Manual control
capabilities have the ability to override the power con-
trols in emergency situations.
Battery: 6 to 8 hours of continuous use; can be completely
recharged in 3 hours.
FoWler Also referred to as a backrest. Pneumatic-assisted or powered. Caregivers can easily position the upper half of
their patients body at an angle ranging from 0 degrees to 90
degrees. Our cable-free fowler design enhances the reliability
of our unit by reducing the number of moving parts.
HauSteD Patient HanDling SyStemS, llc 6
gloSSary
Knee Flex The bending of the knee. Also refers to an optional feature on stretchers that can angle the knee
of a patient.
Knee flex is desired after specific procedures such as
an arthroscopy. The knee flex option can position the
knee at an angle ranging from 0 degrees to 60 degrees.
The bend of the knee after surgery allows for an unob-
structed flow of blood to the surgical site and helps to
prevent the possible stiffening of the joint.
If the patient is in the supine position, the bent knee
position assists with the flow of blood to the upper body.
A patient may be secured from sliding down the patient
surface toward the foot end of the stretcher during
transportation by elevating the backrest and utilizing the
knee flex.
Knee gatcH Also referred to as a knee crank or knee flex. This option will adjust the leg section of a patient
transportation and positioning system to provide a surface
by which to flex the knee.
obServation room A designated area or room within an Emergency Department where a patient is placed so
as to closely monitor his/her condition and determine if hos-
pital admission is necessary. Patients may remain in this room
for an extended period of time based on their condition and
diagnosis. For this reason, pressure management and patient
comfort are important considerations for your customers.
With more procedures being conducted in the Emergency
Department, these areas have become very important.
Pacu/recovery Post Anesthesia Care Unit. This area of the Operating Room is the location patients are transferred
to immediately after surgery. They are monitored closely
to ensure no post-surgery complications develop. Once
stabilized, the patient is transferred to the appropriate
Nursing Department.
Patient interFace The ability to monitor, observe, interact, and provide care for a patient.
Patient SuPPort SurFace The top section (backrest and leg section) of a patient transportation and
positioning system on which a patient is placed during
transportation, diagnosis, or a procedure.
Percent oF Patient coverage The amount of protection a siderail may provide a patient as compared
to the total patient area possibly at risk. Length of side
railLength of stretcher.
PlatForm The surface on which a patient is placed during transportation, diagnosis, or a procedure.
Polymer coateD Durable, plasticized coating. This coating helps to prevent chipping and rusting which
is typically seen on painted surfaces.
retracto SiDe rail With a three-position, tubular stainless steel design, this siderail option provides excellent
patient coverage, while providing staff safety.
In the elevated position, utilizing the built-in push han-
dles, the staff can safely transport and secure a patient.
In the middle position, the nursing staff can administer
care to the patient without having to strain to reach
over a completely elevated siderail. The middle posi-
tion, while providing security to the patient, will also
provide needed safety to the caregiver in situations
when a patient is combative.
To help ensure patient safety, this side rail system
folds into the frame of the unit. This feature, unlike the
AirGlide system which folds away from the stretcher
and under the frame, allows the unit to be moved side
by side with a procedural platform in the elevated
position. After properly positioning the unit next to
the procedural platform, the side rail may be lowered
(no need to lower the rail prior to moving the unit side
by side with the procedural platform as with the
AirGlide rail).
SlicK Patient tranSFer mattreSS SyStem Two-part transfer system:
1) Base mattress Secures to the transport stretcher.
2) Transfer mattress Patented technology which allows
for zero friction coefficient, enables one caregiver to
easily and safely perform a patient transfer.
HauSteD Patient HanDling SyStemS, llc 7
gloSSary
tente German manufacturer of casters. Tente is known for quality and precision manufacturing. 8" stainless steel
Tente casters are found on our Horizon Series stretchers.
Enclosed, self-lubricating, ball bearing design. No
need to oil the ball bearings or take extra precautions
to ensure dirt or debris does not get lodged within
the caster.
Easy-to-clean design. Solid, stainless steel design allows
for easy and thorough cleaning.
tHermoForm baSe Molded, one-piece base allows for easy cleaning and disinfection. The base is fabricated with
a storage area for personal items and an area to accommodate
medical equipment such as an oxygen tank.
trenDelenburg The angulation of a patient in the supine position. The position in which the patients head is
low and the body and legs are on an elevated and inclined
plane. In this position, the abdominal organs are pushed
up toward the chest by gravity. This position assists in
moving the organs away from the surgical site. Examples
of surgical procedures requiring the patient to be placed
in the Trendelenburg position include a hysterectomy and
exploratory pelvioscopy.
Zone oF care This is a proprietary benefit that only we can provide our customers!! The placement of our con-
trols allow caregivers to adjust the position of the stretcher
and position the patient without having to move away from
them. Controls can easily be manipulated while maintain-
ing eye contact with the patient. This is critical in effectively
monitoring their condition. Changes in the patients appear-
ance (color, sweating, etc.) and behavior may be visually
observed and acted upon quickly.
Zero tranSFer gaP Limited or no space between the patient transportation and positioning system and another
platform. Not allowing a gap between the two platforms is
critical to ensuring patient safety. Space, or gaps, between
platforms may create a situation resulting in the pinching of
the patients skin or the lodging of a finger in the space dur-
ing the transfer.
Our Retracto side rails are equipped with a plastic rail
cap. This rail cap, attached to the top of the siderail,
prevents a gap between the stretcher and another plat-
form. By creating a level surface between the mattress
of the stretcher and/or chair and the other platform,
the patients safety during the transfer is enhanced.
AirGlide rails tuck completely under the frame and
allow the patient support surface to mate directly with
the platform to which the patient will be transferred,
thus enhancing the patients safety.
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Product Profile
Product Overview
HauSteD Patient HanDling SyStemS, llc 9
Quick reference guide for Hausted patient transportation and positioning systems.
ProDuct PortFolio
reHab iSolationPain managementambulatory Surgery PeDiatricSobStreticSgi DePartmentlabor anD DeliverycarDiac catH lab
Patient tranSPort emergency room raDiology oPerating room
ProDuct PortFolio
This is intended to be a recommendation guide only. All applications are not represented.
NoTe: Unicare models, produced in 1983; Unicare II models, produced in
1987; Unicare III and Gemini models
produced circa 1991 were updated
and replaced by the Hausted Horizon
Series in 1996. The primary enhance-
ments provided by the Hausted
Horizon Series are:
Improved minimum height
capabilities
Hands-free controls for height
and Trendelenburg, reverse
Trendelenburg adjustment
Self-contained hydraulics
Enhanced maneuverability
(lighter weight)
min. Height max. Height
Horizon 22" 35.5"
Unicare 23.5" 37"
Unicare II 23.5" 33"
Unicare III 23.5" 32"
10HauSteD Patient HanDling SyStemS, llc 11HauSteD Patient HanDling SyStemS, llc
General Trauma Patient Treatment exam Minor Bay observation Speech Mammography Surgical PACU/ C-Section Transportation Triage Bay Room Procedure Room Room X-Ray Pathology and Biopsy Pre-op Suite Recovery Room
Basic Transport transport Stretcher
Horizon Hydraulic
Multiple Transport Horizon Hydraulic
Horizon Hydra w/ Knee Flex
Horizon Hydra w/ Wide Width
Powered Horizon
Procedural Powered Horizon
x-ray trauma
Fluoro-track
Surgi-Stretcher
Chairs Surgi-chair
aPc chair
Speciality converge
Pediatric
youth Stretcher
mamma/biopsy chair
vic chair
out Patient Surgery/ Cardiac C-Section Recovery GI obstetrics Pain Pain Rehab exam/ Same Day Cath Room Suite Room Department Department Pediatrics Procedure Recovery Treatment Surgery
Basic Transport transport Stretcher
Horizon Hydraulic
Multiple Transport Horizon Hydraulic
Horizon Hydra w/ Knee Flex
Horizon Hydra w/ Wide Width
Powered Horizon
Procedural Powered Horizon
x-ray trauma
Fluoro-track
Surgi-Stretcher
Chairs Surgi-chair
aPc chair
Speciality converge
Pediatric
youth Stretcher
mamma/biopsy chair
vic chair
12HauSteD Patient HanDling SyStemS, llc
multiple Purpose Hausted Horizon SeriesThe Hausted Horizon Series of stretchers is a full line of multiple purpose stretchers. The Horizon Series provides the
customer a full complement of features and options to best meet their needs.
The Horizons Series offers the following features:
Thermoformed or stainless steel bases
Retracto or AirGlide siderails
Hydraulic or electric powered height adjustments
Pneumatic or electric powered backrests
8" Tente brand casters
Stainless steel patient surface & polymer-coated frame
Full perimeter bumper systems
IV pole and accessory wells at four corners
Four corner braking and steering
Dual side controls
Center-track steering
Permanently mounted IV poles
Some options offered on the Horizon Series:
Extra-wide widths
Knee flex
economy modelsretracto rail
base model 461emcSt
base model with extra-wide width option 461FmcSt
base model with knee flex option 461gmcSt
base model with extra-wide width option and knee flex option 461HmcSt
base modelsretracto rail
base model 462emcSt
base model with extra-wide width option 462FmcSt
base model with knee flex option 462gmcSt
base model with extra-wide width option and knee flex option 462HmcSt
airgliDe rail
base model 462aPaSt
base model with knee flex option 462cPaSt
bariatric modelsairgliDe rail
Hydraulic xx-wide and knee flex option 462DPaSt
electric/battery Powered xx-wide and knee flex option 4e2DPaSt (110 vac); 4D2DPaSt (230 vac)*
ProDuct overvieW
*International
HauSteD Patient HanDling SyStemS, llc 13
ProDuct overvieW
ProceduralHauSteD Fluoro-tracK 493rPcSt
Mobile stretcher designed for use with fluoroscopy machines (C-arms). Full length, radiolucent tops translate to either end
providing excellent patient access. The hourglass shaped, trimmed base accommodates a wide range of C-arms. Offers the
security of a treatment table with the mobility of a stretcher.
HauSteD x-ray trauma StretcHer SerieS 468xrySt
The Hausted Horizon X-Ray Trauma Stretcher Series are intended for transport, treatment, and recovery of patients intra- and
interdepartmentally in healthcare facilities. The Hausted Horizon Series X-Ray Trauma Stretcher offers unparalleled full length
X-ray capabilities, the security of a treatment table, and mobility of a stretcher. The radiolucent patient surface allows clear
imaging. To ensure patient comfort, the patient surface can be adjusted through a variable range of positions, including stretcher
height adjustment and backrest adjustment. Easy-rolling casters provide full mobility and maneuverability. The integrated X-Ray
cassette tray is readily accessible; automatically centers the cassette into the tray; tracks full length and width; and can be conve-
niently loaded and aligned on either side of the stretcher.
HauSteD converge
Hydraulic 472aPrSt
Powered 4e7aPrSt (110 vac); 4D7aPrSt (230 vac)*
Mobile exam stretcher with built-in, self-storing stirrups to facilitate pelvic and gynecologic procedures. It offers a perineal
cut-out, and leg section that folds down 105 degrees. Capable of full-range stretcher or chair positioning.
HauSteD Surgi-StretcHer
Hydraulic 578eyeSt; 578xeyeSt (x-wide)
Hydraulic/Powered 5e7eyeSt (110 vac)*; 5D7eyeSt (230 vac)*
Powered 5e8eyeSt (110 vac); 5D8eyeSt (230 vac)*
Mobile surgical platform for EYE/ENT and plastic surgery procedures. Pre-induction, transport, treatment, and recovery all
on one unit. Infinite adjustability of the articulating headpiece assures proper positioning; low-profile headpiece design offers
unparalleled site access for the surgeon.
PediatricHauSteD PeDiatric StretcHer SerieS 4160D0St
The Hausted Pediatric Stretcher Series is intended for transport, examination, and care of pediatric-age patients in healthcare
facilities. The Hausted Pediatric Care Stretcher provides the safety and security of 360 patient protection, as well as 360
patient access when needed. The three position vertical side rails are easy to use, and provide maximum patient security. The
dual pedestal design provides maximum stability for patient transport, treatment and recovery. To ensure patient comfort,
the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment, and manual
backrest adjustment. Additionally, the stretcher is provided with extra high 451 mm (17.75") side and end rails for the
enhanced safety of pediatric patients. Easy-rolling casters provide full mobility and maneuverability.
HauSteD youtH StretcHer SerieS 462emPSt
The Hausted Youth Stretcher Series is intended for transport, examination, and care of juvenile patients in healthcare facilities.
The Hausted Youth Care Stretcher is a full size stretcher for young children and adolescents with the security of vertical rails.
This unit provides the safety and security of 360 patient protection as well as 360 patient access when needed. The three
position vertical side rails are easy to use, and provide maximum patient security and end rails are removable to allow patient
access. The dual pedestal design provides maximum stability for patient transport, treatment, and recovery. To ensure patient
*International
HAUSTED PATiEnT HAnDling SySTEmS, llC 14
comfort, the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment, and
backrest adjustment. Additionally, the stretcher is provided with extra high 406 mm (16") side and end rails for the enhanced
safety of juvenile patients. Easy-rolling casters provide full mobility and maneuverability.
ChairsHAUSTED SUrgi-CHAir
Powered ESCEyEST (110 VAC); ESDEyEST (230 VAC)*
Mobile surgical platform for Arthroscopy, EYE/ENT, Plastic Surgery, and Same Day Services procedures in a chair
configuration. Chair configuration provides a comforting setting for the patient; easily converts to the supine position.
Infinite adjustability of the articulating headpiece assures proper positioning; low profile headpiece design offers unparalleled
site access for the surgeon.
HAUSTED APC CHAir
Hydraulic APC250ST; APC150ST
Powered EPC250ST (110 VAC); EPD250ST (230 VAC)*
Versatile, easy to use, and time efficient. Treat, transfer, and transport patients on a comfortable chair configuration.
Provides infinite positioning capabilities for a variety of procedures and all phases of treatment.
Ideal for Emergency/Triage and Same Day Services.
Specialty ChairsHAUSTED (mBC) mAmmogrAPHy/BioPSy CHAir mBC000ST
The Mammography/Biopsy Chair is ideal for use as a procedural chair or treatment table during mammography/
biopsy procedures.
The shortened base is easy to maneuver in small rooms with large imaging equipment. The backrest adjusts to a full upright
position of 90 to facilitate mammography procedures. This unit adjusts easily from sitting to supine and provides a stable
work surface during patient treatment. Preinduction, transport, treatment, and recovery can be performed on the same unit
to improve case turn around and streamline patient handling in surgical care.
HAUSTED ViDEoFlUoroSCoPiC imAging ProCEDUrE AnD PATiEnT TrAnSPorT ViC429ST
The VideoFluoroscopic Imaging Chair has been designed specifically for modified barrium swallow studies for AP and Lateral
imaging as a procedural chair for diagnosis and treatment.
The shortened base is easy to maneuver in small rooms with large imaging equipment. The radiolucent backrest adjusts to a
full upright position of 90 to clear, unobstructed view for imaging. Inserts are available for pediatric procedures. This unit
adjusts easily from sitting to supine and provides a rotating seat section with a stable work surface during patient treatment.
Transport, treatment, procedure and recovery can be performed on the same unit to improve case turn around and stream-
line patient handling.
ProDUCT oVErViEw
*International
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Competitive Profiles and
Cross References
HauSteD Patient HanDling SyStemS, llc 16
comPetitive ProFileS
Hill-rom StryKer StryKer
StrykerStrategieS
Stryker is the market leader. The market leader provides the
largest opportunity for replacing existing units.
STRONGLY position 5th wheel, or Big Wheel, feature
to emphasize tight maneuvering capabilities around corners.
Utilize their strength in the OR and GI to facilitate bundling
opportunities.
Aggressively bundle stretchers with their critical care beds,
birthing beds, rescue/ambulance cots, and wheelchairs.
Aerodynamic design to help them convey to their customers
an easy-to-push, easy-to-control design.
Offer their customers a choice between their fold-down or
glide away siderails.
HoW We can attacK StryKer
Versatility. Strykers Big Wheel feature does not allow
for corner brake and steering. The Big Wheel restricts
the caregivers use of such devices as Mayo stands because
the wheel prevents them from sliding underneath the base
of the stretcher.
Aggressively focus on our Zone of Care!! Foot pedals located
at the foot and head of Strykers units restrict the nursing
staff from operating important features while maintaining eye
contact with their patients.
Actions speak louder than wordsdemo comparable units
side by side!
Note how much easier our unit is to turn and maneuver.
Infection Prevention. Our stainless steel, Tente casters are not
constructed with hubcaps which may trap lint, dust, and
other bacteria-carrying items.
basic transportHorizon Transport Stretcher 1300 ASP $1,000 - $1,500 720: Fixed Height ASP $1,180 - $1,480
Horizon Hydraulic Transtar P8030: ASP $1,800 - $2,100
multiple Purpose Stretchers(all equipped with pneumatic fowler, permanent IV pole, and 4" mattress) Transtar P8000 Series Prime Series M Series
Horizon Airglide Not Offered Glideaway Not Offered
Horizon Retracto
Std. Width, no knee gatch Transtar P8000 Series: ASP $2,967 Prime Series 1105/1115: ASP $3,215 - $3,600 M 1005/1015: ASP $2,497 - $2,725
Std. Width, knee gatch Transtar P8000 Series: ASP $3,218 Prime Series 1105/1115: ASP $3,515 - $4,000 M 1005/1015: ASP $2,797 - $3,125
X-wide, no knee gatch Transtar P8000 Series: ASP $3,118 Prime Series 1105/1115: ASP $3,597 - $3,950 M 1005/1015: ASP $2,697 - $2,837
X-wide, knee gatch Transtar P8000 Series: ASP $3,386 Prime Series 1105/1115: ASP $3,897 - $4,050 M 1005/1015: ASP $2,997 - $3,237
Procedural (comparable units)
Horizon X-ray Trauma P8040: ASP $4,073 Prime 1020: ASP $3,853 - $4,480 1002: ASP $3,197 - $3,695
Fluoro-Track Not offered 1080: ASP $5,082
Surgi-Stretcher 8010: Surgical Stretcher ASP $4,695 1069: ASP $3,600 - $4,190
Converge P8050: Transtar OB/GYN: ASP $4,500 - $5,000 1061 Glynnie: ASP $3,973 - $4,524
chairs (comparable units)
APC P1320A Procedural Recliner: ASP $3,500 - $4,200 5051 Hydraulic Chair: ASP $3,900
Surgi-Chair P1320A Procedural Recliner w/ Accessory 5051
HauSteD Patient HanDling SyStemS, llc 17
Versatility. Stryker cannot meet our customers complex
needs. Position our specialty units to address the challenges
many of our customers experience (Bariatric, Converge,
Pediatric, VIC, MBC, etc).
Our Retracto rail includes a middle position that provides
continued patient protection while enhancing staff safety.
Strykers powered units do not have a battery back up.
Durability. Our enclosed ball bearing Tente casters are con-
structed of durable stainless steel vs. Strykers plastic casters.
Leverage our comprehensive product offering to illustrate
our ability to better partner with our customers and help
them to improve their processes.
Leverage systems project opportunities.
Leverage our superior relationships in core departments such
as OR and GI.
In the lowered position, our AirGlide siderails allow for
clearance of oxygen tanks which may be stored in the base of
the unit.
Our siderails are designed with built-in ergonomic push
handles. Although we do offer push handle accessories, our
customers do not need to purchase push handles separately.
Reliability. We have a five-year parts (except casters, pneu-
matic springs, and pads) and one (1) year labor warranty on
our units. Stryker has a one-, two-, or three-year warranty.
One year is typically extended for their M series, and two- or
three-year warranties for their Prime series. In competitive
situations, Stryker has recently begun to match our five-year
warranty.
Hill-romStrategieS
Administrative selling. Hill-Rom is attempting to gain market
share rapidly by bundling stretchers with opportunities in
their core competency areas such as critical care therapeutic
beds and backwalls.
Administrative selling. Additional market share is being targeted
by bundling stretchers with new focus items such as surgical
lights and booms in new focus areas such as the OR.
Strong administrative relationships with CFOs and VPs of
Nursing! Corporate trips via the corporate jet to the Hill-Rom
headquarters, and lodging provided at the Hill-Rom Farm
are very powerful in developing these relationships.
Extensive sales training on how to sell to administration.
Strong relationships with critical care organizations.
Very strong relationships with Maintenance and Bio-
Engineering. Hill-Rom technicians repair patient beds and
furniture in addition to stretchers (therapeutic beds are
maintained by a separate group).
Dedicated specialists to support the Account Managers.
Effectively use cosmetic features to make product designs
appear detailed and substantial.
No transfer gap.
HoW We can attacK Hill-rom
Versatility. We offer 4 stretcher-width options to our custom-
ers vs. Hill-Roms two width options of 26" and 30".
Our controls promote Zone of Care! Hill-Roms brake and
steer pedals, located at the head and foot of the unit, are not
easy to access by the caregiver.
Actions speak louder than wordsdemo comparable units
side by side!
Note how much easier our unit is to start moving. Note how
much easier our unit is to turn and maneuver.
Versatility. Hill-Rom cannot meet our customers complex
needs. Position our specialty units to address the challenges
many of our customers experience (Bariatric, Converge,
Pediatric, VIC, MBC, etc). Hill-Roms powered units do
not have a battery back up.
Leverage our comprehensive product offering to illustrate
our ability to better partner with our customers and help
them to improve their processes.
Leverage systems project opportunities.
Leverage our superior relationships in core departments such
as OR and GI.
Our durable bumper system does not show scarring or scuff
marks after colliding with objects such as a door frame.
Although Hill-Roms bumpers are also available in a variety
of colors, they scar very quickly after a collision.
Reliability. We have a five-year parts (except casters, pneu-
matic springs, and pads) and one (1) year labor warranty on
our units. Hill-Rom has a one-year warranty.
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Selling StrategieS
Selling Strategies Guide
Key Customer Issues
HauSteD Patient HanDling SyStemS, llc 19
Selling StrategieS
this guide will help you improve your patient transportation and positioning systems selling techniques.
HauSteD Patient HanDling SyStemS, llc 20
System Solution Selling 17
getting into an account 19
Decision makers & their Hot buttons 20
earning the right 26
identifying needs and opportunities 27
Presenting Solutions 28
tips & techniques: Dos and Donts 32
Handling obstacles 33
Positioning against the competition 34
closing the Sale 35
Whats in it For you? 35
commitment to action 36
Patient transportation and Positioning Fyi Sales education Quiz 38
contentS
HauSteD Patient HanDling SyStemS, llc 21
overviewPatient transportation and positioning systems play a critical role in the treatment and recovery of patients.
This Selling Strategies guide is designed to help you correctly position Hausted patient transportation and positioning
systems to your customers.
Stretchers give you a way to establish strategic relationships throughout the entire hospital. Stretchers are a critical method
of transportation. They tie all areas of the hospital together. They are moved from department to department and they are
needed in most departments. Stretchers provide an entre into other areas of the hospital. Stretchers are the key to systems
solution selling.
This guide will walk you through the solution selling process for successfully selling patient transportation and
positioning systems:
Getting into an account
Understanding the key decision makers and their hot buttons
Earning the right to proceed
Identifying needs and opportunities
Presenting solutions
Handling obstacles
Positioning against the competition
Closing the sale
objectivesThe patient transportation market can be highly competitive. Many customers do not understand the importance of patient
transportation and positioning systems until they consider what those transportation systems carry.
After completing this Selling Strategies guide, you will be able to:
Understand the patient transportation and positioning market.
Successfully position our stretchers as asset management tools.
Add value to your customers patient transportation process.
SyStem Solution Selling
HauSteD Patient HanDling SyStemS, llc 22
market trendsAs you learned, as a result of the changes in society and in healthcare, the patient transportation and positioning market has
evolved significantly. These changes have resulted in the following trends:
There is a focus on providing care as efficiently as possible.
Hospitals want to provide as much patient care as possible without admitting people.
Advances in surgical technology have resulted in non-invasive procedures that dont require a traditional Operating
Room environment or hospital stay.
Infectious diseases are a growing concern in healthcare.
Our population is aging and people are getting bigger, which places unique demands on procedures and equipment.
As a result of these market trends, stretchers need to be able to:
Serve as a platform for surgical procedures and patient care, as well providing the safe transport of patients.
Allow proper positioning and caregiver access for a variety of specialized procedures and patient care.
Accommodate the required technologies.
Facilitate the Zone of Care.
Be easy to clean and decontaminate.
We need to change the mentality that a stretcher is a stretcher.
We offer unique benefits with our systems which may greatly improve our customers processes.
our job is to educate our customers about Hausteds benefits, Hausteds quality, and Hausteds value.
SyStem Solution Selling
HauSteD Patient HanDling SyStemS, llc 23
leverage existing opportunities Identify existing corporate strengths
Learn where Hausted is strong (e.g. OR, CS, GI)
Let your existing selling relationships open doors with key decision makers in patient transportation
Identify accounts with project opportunities where stretchers have not been addressed
Drop the names of other hospitals and accounts, and of other departments within the hospital who have had success
partnering with us
They know each other, they talk to each other, and they value each others thoughts
Identify opportunities where customers are unhappy with their current transportation systems
analyzing and understanding Hospital FlowSelling Hausted patient transportation and positioning systems may involve getting into departments where you do not have
existing relationships. The key is to understand the hospital flow, and then develop call patterns that support that flow.
Once you understand how the hospital is organized, youll learn how to quickly identify the types of procedures performed,
their processes, and their patient transportation needs.
getting into an account
Here are important things to understand about hospital flow:
How is each department involved with the patient flow of the hospital?
How are the departments positioned within the hospital?
What are the procedural responsibilities of each department?
What are the relationships between the departments?
HauSteD Patient HanDling SyStemS, llc 24
How Hospitals Purchase Patient transportation and Positioning SystemsWhen selling patient transportation and positioning systems, its important to know who holds the purse strings.
Departments within a hospital may have separate budgets for their transport needs. Some hospitals may have a
Transportation Department designed to specifically handle the hospitals transportation needs.
Some hospitals coordinate purchases through Materials Management for multi-department discounts.
Many hospitals base their stretcher purchases depending on Group Purchasing Organization (GPO) contracts.
The challenge is to understand your customers purchasing process, and then leverage the benefits of our systems with
the opportunities to help ensure our success.
Key Decision makersThe number of departments that utilize patient transportation and positioning systems is extensive. To help focus your selling
efforts, the following are the three main areas of the hospital that utilize patient transportation and positioning systems:
The Emergency Department
The Operating Room (including PACU / Recovery)
The Radiology Department (including the Transportation Department)
Materials Management may also be involved in the decision from a cost and contract perspective.
In this guide, we will focus on the areas of the hospital that will help you develop long-term, strategic relationships and will
help enhance your system solution selling success.
note: As you know, we also have a variety of specialty products for various departments and applications. Because these products are so specialized, and because in many instances were the only company that manufacturers them, these specialty
products will not be the focus of this guide.
DeciSion maKerS & tHeir Hot buttonS
HauSteD Patient HanDling SyStemS, llc 25
Patient accessibility What are your requirements for patient accessibility
when patients are on stretchers?
The benefits of retracto rails (inter-
mediate rail setting)
Multiple width options
Is it important to maintain eye contact with the
patient while providing care and operating the
stretcher?
The Zone of Care
Productivity case load
and case turnaround
Could you describe your typical case load?
How many patients are seen in a typical day?
Could you describe how patients move through your
department?
How long do they typically stay?
Do you have any concerns with the flow of patients
through your department?
The versatility of our case load and
stretchers can allow for multiple
uses
For patients requiring a longer stay, do you have an
observation room?
Electric powered stretchers for
extended stay
Pressure management mattress
(4", 5")
Maneuverability /
Mobility
How many caregivers does it take to transport a
patient from the ED to another department?
Lighter, easy rolling coasters, two
steering options
The ability to turn on a dime
Are there any challenges you experience with your
current transportation process?
The versatility of our stretchers
How could the process be improved? The versatility of our stretchers
If you could design the ideal transportation process,
what would that be?
The versatility of our stretchers
DeciSion maKerS & tHeir Hot buttonS
Hot buttonS oPening tHe Dialog PoSitioning
In order to push the hot buttons, you need to really understand a customers needs. You need to know the purpose of
the department, what their hot buttons will likely be, how to begin the dialog, and how to position our strengths to meet
their needs. The charts on the following pages will give you a starting point for understanding the key decision makers and
their hot buttons.
emergency Department
The ED Director is the key decision maker when it comes to purchasing stretchers for the Emergency Department.
The purpose of the Emergency Department is patient interface and intervention. They assess the patient, intervene as needed,
and admit/release them.
HauSteD Patient HanDling SyStemS, llc 26
Do you have any challenges with treating very obese
patients in the ED?
Bariatric stretcher
Safety for patients
What are your challenges with treating very obese
patients in the ED?
Bariatric stretcher
What are your biggest concerns with patient safety? Retracto rails with the middle setting
AirGlide rails with full length
patient coverage
Zero transfer gap
Do you have a designated transportation system for
extremely large patients?
Bariatric stretcher
Safety for staff
What are your biggest concerns for the safety of
your staff?
Do you have any concerns surrounding staff safety
during patient transfer?
Slick patient transfer mattress
system
Zero transfer gap
What are the biggest safety concerns for your staff
while administering care to patients on a stretcher?
Retracto rails with the middle setting
Do you have any special features to enhance staff
safety that you consider when evaluating patient
transportation and positioning systems?
Slick patient transfer mattress system
Retracto rails with the middle setting
Infection Control Where do you decontaminate your stretchers?
What is your current process for cleaning and decon-
taminating your stretchers between cases?
The ability to completely clean and
decontaminate.
Versatility What procedures do you perform on stretchers? The versatility of our stretchers can
allow for multiple uses
What is your process for obtaining x-rays for your
patients?
Portable C-arm?
Radiology Department?
X-ray, radiolucent top stretchers
DeciSion maKerS & tHeir Hot buttonS
Hot buttonS oPening tHe Dialog PoSitioning
HauSteD Patient HanDling SyStemS, llc 27
Do you have a designated transportation system for
extremely large patients?
Bariatric stretcher
Patient comfort and
recovery
What types of procedures do you typically perform in
the OR?
What are your current platforms for conducting these
procedures?
What functions of a stretcher are important to you? Powered stretchers
Knee flex to assist in recovery and
patient comfort
Bariatric stretchers to provide
stability for wide-framed patients
Zero transfer gap
Is pressure management important in your day-to-day
activities?
Pressure management mattress
(4", 5")
Could you describe your recovery process?
What stretcher requirements do you have
for recovery?
Knee flex to assist in recovery and
patient comfort
Bariatric stretchers to provide sta-
bility for wide-framed patients
Powered stretchers
Zone of Care
Safety for patients What are your biggest concerns with patient safety?
Rail coverage
Bariatric stretcher
Zero transfer gap
Zone of Care
What are your challenges with treating very obese
patients in the OR/PACU?
Bariatric stretcher
DeciSion maKerS & tHeir Hot buttonS
or / PacuThe OR Director is the key decision maker when it comes to purchasing stretchers for the OR. Purchase decisions for PACU
may be delegated to, or influenced by, the PACU supervisor. Also, same day services may or may not be done in the OR.
In order to understand your customers needs and properly position stretchers for the OR/PACU, you need to understand
the surgical process of pre-op, the procedure, post-op, and recovery. Patients may spend a lot of time in the OR/PACU on
patient transportation and positioning systems. With this in mind, make sure to focus on patient safety and comfort.
Hot buttonS oPening tHe Dialog PoSitioning
HauSteD Patient HanDling SyStemS, llc 28
Where do you decontaminate your stretchers?
DeciSion maKerS & tHeir Hot buttonS
Hot buttonS oPening tHe Dialog PoSitioning
Safety for staff What are your biggest concerns for the safety of
your staff?
Slick patient transfer mattress
system
Zero transfer gap
Zone of Care
What are the biggest safety concerns for your staff
while administering care to patients on a stretcher?
Infection control What is your current process for cleaning and decon-
taminating your stretchers between cases?
The ability to completely clean and
decontaminate
HauSteD Patient HanDling SyStemS, llc 29
X-ray patients with the
least amount of handling
What type of equipment do you use?
What are the biggest safety concerns for your staff
while administering care to patients on a stretcher?
Zone of Care
Retracto rail with the middle setting
Staff safety What are your staff safety concerns with transporting
and transferring patients?
Slick patient transfer mattress system
Light design with easy rolling
coasters
Functional StretcHerS:
Patient safety What are your biggest concerns with patient safety
during transport and transfer?
Zero transfer gap
Slick patient transfer mattress system
ProceDure-Driven StretcHerS:
What are the parameters / height clearance
requirements?
Ability to elevate or lower stretcher
for C-arm clearance
Do you have any concerns or issues with x-ray cover-
age when imaging patients?
Full-length radiolucent x-ray top
Translating top capabilities
Versatility to move
equipment around
stretcher
What are your stretcher requirements for interfacing
with your equipment?
Stretcher dimensions and
compatibility to interface with
their equipment
DeciSion maKerS & tHeir Hot buttonS
radiology DepartmentThe head of Radiology and/or the Transportation Manager are the key decision makers for purchasing stretchers for the
Radiology Department. Radiology Departments may have two very different needs for stretchers:
Functional stretchers for transport and transfers to and from Radiology. The purpose is to get patients in and out as safely and
efficiently as possible.
Specialized stretchers for procedural applications (i.e. Fluoro-Track, X-Ray). These stretchers may or may not belong to the
Radiology Department, but they are utilized in Radiology.
Hot buttonS oPening tHe Dialog PoSitioning
HauSteD Patient HanDling SyStemS, llc 30
understand your customers ProcessEarning the right to proceed in the Solution Selling process is about gaining credibility and adding value. The best way to do
that is by understanding your customers process for patient flow and equipment flow.
You can then tailor your discussions to show how you can help your customers improve patient and equipment flow. Turning
over patients more quickly generates tangible revenue. And improved safety reduces liability costs.
understand How you can improve your customers Process Patient and staff safety
Fewer patient transfers
Full stretcher decontamination
Dependability / durability
Versatility
Ease of use
as leaders in infection prevention, we design patient transportation and positioning systems which can be thoroughly cleaned and disinfected.
earning tHe rigHt
HauSteD Patient HanDling SyStemS, llc 31
Identifying needs and opportunities is one of the best ways to involve the customer. Ask open-ended questions and concen-
trate on listening. People believe more readily what they themselves say than what others say. Account Managers who give
customers the opportunity to become involved in the buying process are more persuasive than salespeople who do not.
identifying needs through observation Remember to use your eyes and ears to learn as much as you can. Here are some things to look for to help you identify
specific needs:
Narrow hallways / restrictions Physical limitations of a facility may help direct your width selection efforts.
Tight corners Center track steering provides excellent turning capabilities which may be desired for maneuvering
around tight corners.
Carpeting A tall, narrow, caster selection will limit the area of contact between the caster and the carpet. Reducing
the contact area will reduce the amount of friction between the caster and carpet, thus allowing the unit to be moved
more easily.
Door dimensions Physical limitations of a facility may help direct your width selection efforts.
Room locations (located closely together, or spread out) Center track steering may provide maneuverability benefits
for making frequent sharp turns.
identifying Procedural needs Remember to analyze patient and equipment flow.
Does the facility already use patient transportation and positioning systems for certain procedures (i.e. pelvic exams)?
Identify where they are not using patient transportation and positioning systems and could benefit from incorporating
them into their process.
Do they have needs for specialty stretchers?
identifying replacement opportunities Check the condition of existing stretchers.
Are the stretchers outdated?
Are there chairs or stretchers in triage?
identifying Standardization opportunities Look for a variety of different stretcher brands.
When you identify needs, pursue the opportunity to combine and standardize on our offering.
Point out the value of dealing with one person and one company.
Show the value you bring.
iDentiFying neeDS anD oPPortunitieS
HauSteD Patient HanDling SyStemS, llc 32
Its important that you combine your expertise with the customers needs in order to determine the best possible solution.
Ask open-ended questions to uncover needs and determine whats really important to them.
ask the right Questions to Determine SolutionsOn the following page is a sample quick reference decision tool. As this visual represents, each need and each decision
narrows the options and helps to determine the best possible solution.
We provide versatility to meet customer needs: Central braking and steering
Electric powered units with battery back up
Maximum strength and durability
Side rail options
Width options
X-ray capability
Slick patient transfer mattress system
PreSenting SolutionS
HauSteD Patient HanDling SyStemS, llc 33
PreSenting SolutionS
identifying customer needs
comPreHenSive ProDuct oFFering
Type of rail?
AirGlide vs. Retracto
Width? (Patient Surface)
Regular or Wide
(25" Retracto) (30" Retracto)
(28" AirGlide) (32" AirGlide)
Knee Flex?
*the decision of a powered unit over a hydraulic unit is primarily determined by application (i.e. patient comfort for extended stay)
HauSteD Patient HanDling SyStemS, llc 34
Airglide
Patient protected by 15" high x 76" long full length rails
In the lowered position, the side rails will allow for clearance of an oxygen tank and other
accessories stored in the units base
Built-in ergonomic handles help to prevent muscle fatigue and possible wrist injury
Pneumatic lowering capabilities prevent equipment damage and minimize staff and patient injury
Retracto
Three height options:
Up: Patient protected by 15.5" high x 60" long rail
Middle: Staff can easily access patients without having to over-extend their
body over a side rail in the up position
Lowered: A side rail may be lowered after the stretcher ispositioned next to the
desired platform (i.e.surgical table or another stretcher). Lowering
therail after the two surfaces are side-by-sideincreases patient safety
Built-in ergonomic handles help prevent muscle fatigue and possible wrist injury
Determining Features and Presenting benefitsIn addition to determining the most appropriate model, there are four basic features that the customer has to make with
guidance from you. Be sure to point out the benefits of these features:
PreSenting SolutionS
note: When a powered stretcher is selected, point out the benefits of added comfort for the patient by allowing them to control the positioning of the stretcher, and the ease for staff in positioning heavy patients.
FeatureS beneFitS
tyPe oF SiDe rail
WiDtH
Regular
Easy control around tight corners
Width is compatible with average door frames
Extra Wide Support and protection of large-framed patients
Knee Flex Post-surgery knee stability (i.e. knee arthroscopy)
0- 50 angulation of the leg section to assist in keeping the knee bent.
Knee flex helps to prevent the knee from locking up in a straight position
Increases blood circulation to the upper body
Supports the body from sliding down the stretcher towards the foot when transporting a
patient with an elevated back rest
Stainless Steel Durable
Easy to clean and disinfect
SuPPort SurFace
Polymer Coated Durable plasticized coating (polymer coating helps prevent chipping which commonly occurs
on painted surfaces)
HauSteD Patient HanDling SyStemS, llc 35
common applicationsHere is a high-level guideline for some of the most common applications. Remember, its up to you to determine the proper
solution with the appropriate options to meet your customers needs.
PreSenting SolutionS
DePartment aPPlicationS Primary moDelS
OR / PACU
Transport / General use
Surgery
Labor and Delivery: Recovery
Pediatric
Horizon Series
578EYE
Horizon Powered
4160
Emergency Department
Triage
Trauma unit
Treatment unit
Exam unit
APC
Horizon X-Ray Trauma
Horizon Hydraulic
Converge
Radiology
Transport / General use
Fluoroscopy
Horizon Hydraulic
Fluoro-Track
HauSteD Patient HanDling SyStemS, llc 36
DO remind customers about the Zone of care and the importance of patient comfort and safety.
DO ensure that your customers know about the steering mode on the stretchers. Show them how to use this mode, and point out the benefits.
DO understand situations in which a surgical stretcher needs to be positioned, vs. when a surgical table is needed.
DONT demo a product without the brakes engaged. if the brakes are not engaged, the stretcher may move when you are demonstrating how to position different parts of the unit such as the side rails.
DONT demonstrate how a customer can transport a patient with the stretcher in neutral. always have it in steering mode.
DONT say, electric chair. Do say, electric-powered with battery back-up.
tiPS & tecHniQueS: DoS anD DontS
HauSteD Patient HanDling SyStemS, llc 37
gPo contracts Group Purchasing Organizations (GPOs) have become very powerful in todays era of cost containment.
Given the challenge of todays GPO contract situation, its important to know how to maximize opportunities and how to
position Hausted patient transportation and positioning systems in situations in which we are not on contract.
Is the Materials Manager driving compliance to a contract which we are not on? If so,
Do they have more than one contract? Find out if we are on another contract of which the hospital belongs (i.e. if a
NOVATION account is also a member of Amerinet utilize our Amerinet agreement).
Do you have an opportunity to clinically position our product over a GPO-contracted product (i.e. complete
decontamination is more important than being on contract)?
Are they part of an Integrated Delivery Network (IDN)?
Does the desire for the IDN to streamline and consolidate their equipment purchases supersede the desire to be
compliant with GPO agreements?
Are there any system project opportunities that will enable us to position our stretchers along with our other proposed
equipment.
Be sure to distinguish cost from price. Remember, because of our versatility and durability, our products will likely cost
the hospital less over the long term.
Emphasize that most of Hausteds models come equipped with a number of accessories that are optional with
other suppliers.
customization is our Strength Remember, you can overcome almost any obstacle with the breadth of our product line and with our ability to design
and customize stretchers to meet our customers needs.
Largest product offering including unique models only available from Hausted
Largest selection of width options
Center track steering on most models
Radiolucent capabilities
Side rail selection
Specialty stretchers
Value-added accessories included
HanDling obStacleS
HauSteD Patient HanDling SyStemS, llc 38
PoSitioning againSt tHe comPetition
Hill-Rom
Variety of width options (we have 4 width options vs. their 2 width options)
Battery back-up on powered stretchers
Quality and durability superior five (5) year part warranty and one (1) year caster, pneumatic
springs and pads warranty
comPetitor HauSteDS aDvantageS
Stryker
Superior Tente caster system
AirGlide rails in the down position allow clearance for oxygen tanks (Stryker cannot complete-
ly lower their rail when oxygen tank is under stretcher)
Battery back-up on powered stretchers
Quality and durability superior hydraulic warranty vs. one (1) year warranty for their M series
and two (2) or three (3) year warranty for their Prime series
Superior support and service
Pedigo:
Replacement
Opportunities
Versatility in product line and options
Specialty products
Height adjustment (Horizon low height 22" vs. Pedigo low height 24")
Hydraulic controls at either side
Stability (Pedigo single pedestal has stability concerns at high height
Quality and durability superior warranty
remember our key differentiators: Versatility and flexibility in models and options
The Zone of Care
Four widths
Four-caster brake and steer
No transfer gap
Three-position rail
Slick patient transfer mattress system
Higher quality, self-lubricating casters
Specialty options (bariatric, pediatric, etc.)
Superior support and service
Longest warranty in the business
HauSteD Patient HanDling SyStemS, llc 39
using a trial to close the SaleA trial is the most effective way to get the decision makers to become advocates for Hausted. And the key to a successful trial
is doing it right. Be sure to review the Trial Guidelines in your kit.
closing a Sale with Stock unitsIn order to meet the needs of the customer, there may be times when timeliness is the best way to meet their needs. Most of
our competitors have a lead time of 45 days to deliver their products.
Ready-to-use stretcher systems
Accessories such as pads included
Pricing that is not bound by corporate contracts
Setting expectationsThe best way to close the sale is to gain commitment for the sale prior to the trial.
As a Hausted Account Manager, you have some unique strengths that your competition does not have. You can provide
complete system solutions and comprehensive service and support to meet all of the needs of your customers.
So whats in it for you?
Repeat orders
Relationships throughout the facility
Opportunities for full system selling
cloSing tHe Sale
WHatS in it For you?
HauSteD Patient HanDling SyStemS, llc 40
The best place to begin is to determine whos who and get to know your customers. As you spend time at your accounts, be
sure to complete these charts.
emergency Department
Director:
Supervisor:
Head Technician:
or / Pacu
Director:
Supervisor:
Head Technician:
labor & Delivery
Director:
Supervisor:
Head Technician:
gi
Director:
Supervisor:
Head Technician:
transportation
Director:
Supervisor:
Head Technician:
iDn opportunitiesSelect two influential Integrated Distribution Networks (IDN)s in your territory:
1.
2.
commitment to action
HauSteD Patient HanDling SyStemS, llc 41
action Planning to accelerate SalesSelect one facility and brainstorm strategies to accelerate patient transportation and positioning sales. Think about the
information in this guide, project opportunities, clinical opportunities, opportunities for standardization, etc.
commitment to action
HauSteD Patient HanDling SyStemS, llc 42
1. Which of the following is a trend in the market?
A Patients are getting smaller
B Stretchers need to serve as a platform for surgical procedures
C Workloads are decreasing
D Hospitals need fewer stretchers
2. The goal of hospitals is to admit patients as quickly as possible.
A True
B False
3. What is the Zone of Care?
A The radiolucent section of the mattress
B The base of the stretcher
C The foot of the stretcher
D The ability to never lose eye contact with the patient
4. Which department would most likely need a knee flex?
A OR / PACU
B Admitting
C Emergency Department
D Radiology
5. When would you position a powered stretcher in the ED?
A Never
B Always
C Where there is a need for extended patient observation
D To improve asset management
Patient tranSPortation anD PoSitioning Fyi SaleS eDucation QuiZ
HauSteD Patient HanDling SyStemS, llc 43
6. If a hospital has a GPO, you should not attempt to sell patient transportation and positioning systems.
A True
B False
7. How can you position stretchers as an asset management tool?
A By making the patient as comfortable as possible
B By offering a knee flex
C By improving patient flow and efficiency
D By focusing on specialty stretchers
8. Infection control is a hot button in the Emergency Department?
A True
B False
9. Which of the following would be the best way to position Hausted against Hill-Rom?
A Name recognition
B Service
C Distribution
D Superior quality and durability
Patient tranSPortation anD PoSitioning Fyi SaleS eDucation QuiZ
HauSteD Patient HanDling SyStemS, llc 44
you are not on contract!reSPonSe
Would the customer consider buying off contract because of our clinical benefits (i.e., infection prevention benefits,
bariatric care needs...)?
Is there a secondary GPO to which they belong? Many facilities participate in more than one GPO. We may have a
contract with the secondary GPO to which they belong.
Is the customer part of an IDN?
To gain access into the hospital, position our unique specialty units which will typically not be on National Agreements
(Bariatric Care Stretcher, Converge, Pediatric, VIC, MBC).
Do you have a fifth wheel?reSPonSe
Yes. Center track steering is an available on most Hausted units.
Qualify your customers needs: Is center track steering needed? Does the customer need to maneuver around short
hallways and tight turns? You may discover your customers needs may best be met by corner steering.
a stretcher is a stretcher!reSPonSe
Zone of Care (Proprietary to Hausted)
Superior patient safety design features
Superior staff safety design features
Durability Five year parts (except casters, pneumatic springs, and pads) and one (1) year labor warranty on Hausted units
Price!reSPonSe
Features and benefits with our units vs. competitors
Emphasize our value vs. our competitors ASP
Five year warranty on Hausted units
i prefer brakes located at the head and foot of the unit!reSPonSe
Zone of Care (Proprietary to Hausted) can only be achieved through our central brake and steering system.
We incorporate four wheel braking and steering so the unit can be tipped on end and totally cleaned and disinfected.
i prefer the appearance of your competitors equipment!reSPonSe
Superior material selection is incorporated into our designs (i.e., stainless steel vs. aluminum)
Functionality not sacrificed for appearance (i.e., no cosmetic hubcaps that may trap dirt and contaminants)
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Hospital Flow Chart
Trial Guides
General Information
HauSteD Patient HanDling SyStemS, llc 46
HoSPital FloW cHart
this reference tool gives you quick access to key facts and background information on key departments and patient flow.Understanding the path that a patient follows within a hospital is paramount to understanding the equipment needs of that
hospital. The path a patient follows during treatment is called the patient flow. Fortunately, most facilities follow a similar
general patient flow process. By understanding that process, you can understand how to position Hausted products.
This reference tool is a basic patient flow chart that indicates the purpose of focus departments within a hospital. It will walk
you through the path that a patient might follow and the patient transportation and positioning systems that the patient might
encounter during their hospital stay.
GI Suite Intensive Care Unit
Pain Management
Cath Lab
OperatingRoom
RadiologyDepartment
Emergency Department
HauSteD Patient HanDling SyStemS, llc 47 HauSteD Patient HanDling SyStemS, llc 48
Pacu/recoveryPurpose: ensure patient stability post operative.
Procedure: transition from assisted-ventilation to self-ventilation
monitor vital signs until stable
Hausted equipment: Horizon w/knee flex
Horizon bariatric
Surgical SuitePurpose: Safely induce the patient and perform the desired surgical
procedure.
Procedure: opthalmic
arthroscopy (knee, elbow, hip, ankle)
Plastic (e.g., Septoplasty)
ent (tonsillectomy, pollip removal)
Hausted equipment: Surgi-Stretcher
Surgi-chair
Horizon bariatric
Horizon (transfers)
nuclear meDicinePurpose: Diagnosis, therapeutic, investigative study using radionu-
clides. administer radioisotopes to help determine blood flow, cell mass (spread of cancer), and bone density.
Procedure: cardiac flow studies
bone scan
thalium heart scan
Hausted equipment: Fluoro-track
Horizon radiolucent top
x-rayPurpose: utilize x-ray to generate a visual image of the internal anatomy
(skeletal and soft tissue).
Procedure: Skeletal fractures
cardiac flow studies
upper & lower barium studies
identification of cranial hemorrhage
Hausted equipment: x-ray trauma
Fluoro-track
HoSPital FloW cHart
Emergency
Radiology Department
Operating RoomtriagePurpose: assess condition of the patient and determine the
appropriate treatment intervention and level of acuity.
initiate patient records.
Procedure: measure vital signs: Pulse, respiratory rate, temperature, blood pressure
Hausted equipment: aPc
Horizon Hydraulic
obServation roomPurpose: monitor the patient for a period of time (up to 23 hours) to
ensure stability.
Determine whether to admit the patient to the hospital or to discharge them.
Procedure: continuous monitoring of vital signs iv pain managemen
blood test
Hausted equipment: Horizon powered
Purpose: initial point of evaluation and treatment.
Primary point of care for patients with limb or life-threatening injury.
Primary point of care for non-emergent condi-tions in which patients cannot see their primary physician (i.e., no available appointments, after primary physicians office hours, patient doesnt have the proper insurance).
trauma bayPurpose: rapid evaluation, resuscitation, and stabilization of a patient.
the care is provided simultaneously by the entire trauma team.
level 1 - capable of handling life-threatening situations. trauma team, comprised of a general Surgeon, neurologist, radiologist, emergency Physician, and a support staff, is located in-house.
level 2 - capable of handling life-threatening situations. members of the trauma team may not be located in-house (may be on call).
level 3 - basic resuscitation and general procedures.
Procedure: thoracotomy to stop internal bleeding
x-rays (internal damage, obstructions)
Diagnostic peritoneal lavage for internal bleeding
cardiac arrest
emergency c-Sections
advanced cardiac life support
multi-system failure resulting from motor vehicle accident, gun shot, etc.
Hausted equipment: x-ray trauma
Fluoro-track
treatment bayPurpose: evaluation, diagnosis, and treatment which is performed in an
easy-to-access area which is subdivided by a curtain.
Procedure: bone splinting
Start ivs
Spinal taps
Holding area until in-house room is available
eKg
Hausted equipment: Horizon Hydraulic
aPc
exam roomPurpose: enclosed room where privacy is desired for evaluation, diagnosis,
and treatment.
Procedure: gynecological exams
care of psychiatric patients
care of combative patients
evaluation of patients with a known infectious disease
Hausted equipment: converge
Horizon Hydraulic
aPc
Purpose: utilizing advanced technologies, such as x-rays, cat Scans, and mri, generate visual images of the internal anatomy (skeletal and soft tissue).
SPeecH PatHologyPurpose: generate visual imagery of the esophagus for physician analysis.
Procedure: barium swallow
modified barium swallow studies
Hausted equipment: vic
mammograPHyPurpose: use of radiography to diagnose breast cancer.
Procedure: mammography
mammography with needle localization
Hausted equipment: mbc
Purpose: Safely induce, perform elective and non-elective surgical procedures, and recover patients.
Pre-oPPurpose: Prepare the patient for the surgical procedure.
Procedure: Perform pre-surgical evaluation
Pre-op training
anesthesiologist consult
Start iv
Hausted equipment: Horizon
HauSteD Patient HanDling SyStemS, llc 49
GI Suite
Purpose: educate, exam, and diagnose digestive conditions utilizing non-invasive technologies.
HolDing roomPurpose: Provide education to the patient and their family.
establish pre-op expectations.
Procedure: education
Start iv
Hausted equipment: aPc
ProceDurePurpose: Provide patients with safe, comprehensive, digestive diagnostic
examinations utilizing non-invasive technologies.
Procedure: gastroscopy
colonoscopy
esophageal studies
ercP
Hausted equipment: Horizon
aPc
Fluoro-track
Stage i recoveryPurpose: Stabilize the patient after the procedure.
Procedure: monitor the patients vital signs
Post-procedure teaching
Discontinue iv (if possible)
Hausted equipment: Horizon
aPc
Stage ii recoveryPurpose: continue to monitor the vital signs of patients needing an extended
recovery time to ensure no complications develop.
Procedure: Post-procedure teaching
Discontinue iv
Hausted equipment: aPc
other Focus Departments
Pain Management
Purpose: emerging discipline emphasizing an interdisciplinary approach with a goal of reducing pain and suffering.
Hausted equipment: Fluoro-track
Cath Lab
Purpose: insert catheters into the cardiovascular system for the purpose of inspecting vasculature, inflating balloons, placing stents, and rotodrilling arterial plaque.
Hausted equipment: Horizon with radiolucent top
Horizon Series
Fluoro-track
ICU
Purpose: address the needs of critically ill patients who require constant monitoring and potentially require immediate intervention.
Hausted equipment: aPc
aPc with scale
Patient Transportation
Purpose: to ensure patients are moved safely between departments within a hospital. Patient transportation will provide individuals (transports) to perform basic transport responsibilities. capital equipment (e.g., stretchers) may also be provided by this department to facilitate the movement of patients.
Hausted equipment: Horizon Series
HoSPital FloW cHart
HauSteD Patient HanDling SyStemS, llc 50
What: establishing a Successful trialChange can often be a difficult proposition. By agreeing to a trial, our customers are agreeing to a possible change in their
current process. To ensure this change results in an improvement to their process, it is important to verify what they consider
to be a successful trial.
To ensure success you should:
Determine what your customers needs are as they pertain to performance.
Determine what outcomes they desire after using our equipment.
Determine the acceptance rate:
As you know, not all people readily accept change. Establish with your customer what is an acceptable percent of
positive responses If x% of the responses are favorable, the trial will be considered a success.
Where: identify trial Departments** all-PurPoSe (aPc) cHairS
Ideal Departments: Emergency Departments
GI
Surgery Centers/Ambulatory Surgery
Surgical (eSceyeSt) cHairS
Ideal Departments: Emergency Departments
Surgery Centers/Ambulatory Surgery
Oncology
When: length of trialThe ideal trial period is two weeks. This trial period will provide you with an adequate time frame to closely monitor the
trial while elevating the enthusiasm of the staff.
Why: enhance the efficiency of the emergency Department As stated in the Big Picture section of this kit, a growing number of procedures are being performed in the Emergency
Department. As the number of procedures grows, so too do the number of procedural applications for our APC and ASC chairs.
Why: enhance Patient care in the emergency DepartmentThe ED staff can place a patient on an APC or EPC chair, perform the initial assessment, and administer additional care for
the patient while keeping him or her on the same unit. No transferring of the patient is required. Care can be administered
on a platform that is comfortable for the patient. Creating a comfortable, non-threatening environment, will help to ease
stress and can help improve patient outcomes.
** Note: This Trial Guide is based on an APC chair trial. This format may be adapted to specifically address other chair applications such as
the ESCEYEST chair.
How: Speak value to the customer!In-services should be scheduled for each shift immediately after the chair is received at the account. Review Tips and
Techniques: Dos and Donts of the Selling Strategies section of this kit. The in-service should last about 10 to 15 minutes.
cHair trial guiDe
HauSteD Patient HanDling SyStemS, llc 51
It should be done in the Eme