How Microbiology Laboratory Plans to help Marketing in 2003 Or “How Marketing Department can help promote these new concepts developed by Microbiology Laboratory in 2003”

CLIENTS HERE!!

IN GEORGIA ALONE In the year 2001 In the public colleges and universities alone There were 125,481 female students enrolled Most of them were between ages Adding private colleges and universities may boost this number to approximately 200,000

IN FLORIDA ALONE In the year 2000 In the public colleges and universities alone There were 131,456 female students enrolled Most of them were between ages Adding private colleges and universities may boost this number to approximately 225,000

IN ALABAMA ALONE In the year 2000 In the public colleges and universities alone There were 64,037 female students enrolled Most of them were between ages Adding private colleges and universities may boost this number to approximately 100,000

Here is where they are in GA

Here is where they are in FLA

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

So DLI has potentially over half a million clients EACH YEAR to be tapped! What do we sell them?

Remember this?

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

It’s Almost here!! Validation in progress with one university Potential of unique, less restrictive specimen requirements possible

Here is what it looks so far Comparison of ProbeTec (Swab) vs. ProbeTec (Urine) at DLI Sept.-Oct., 2002 From ProbeTec Swab From sub- optimal urine Total specimens tested 79 Positive for CT or GC 68 Negative for CT and GC 7371

Likely Targets Infirmaries and Nursing Centers at: Universities Colleges Technical Schools Youth Employment Ctrs. AND DIRECT - to potential carriers of the diseases

Likely Approach MyLab Health Fairs Infirmaries Nursing Centers

Supportive Services Referral for Medical consultation Annual Reminders Discount to indigent

POTENTIAL REWARDS? If only 20% of the target population tested, If only $ per screen charged, then, $ 1,500,000 in the first year!!!

HOT Areas of ID HIV Treatment & Vaccines Multi-Drug Resistant Microorganisms Bio-terrorism Agents

MDR Microorganisms Grave Problem CDC, APUA, ASM Role of DLI’s Micro. Lab. TRUST Studies Added concepts of PK/PD in treatment Need for refined data for refined treatment

BENEFITS To Physicians – most targeted treatment information To Patients – most effective, less toxic treatment regimen

What can WE do? Provide a QUANTITATIVE (MIC) microbial susceptibility result, rather than qualitative, for most problematic MDR isolates by E-Test Method Make targeted clients aware of this enhancement to our services

Role of Marketing Disperse information effectively Explain cost vs. benefits Explain reimbursement schedule

Better Result = Better Reimbursement = $ 9.53 per plate of 12 drugs = $ 6.56 per drug or $ for 6 drugs

What does that mean? Enhanced testing standards Better informed physician Better treated patient Approximately $ 31,000 in additional reimbursement per year

Conclusion Both improvements, the first being one of a kind ever undertaken, and the second a desirable improvement of the process will : Result in better client satisfaction Superior patient care, and Bring Dave and his Team closer to becoming truly – SIX MILLION DOLLAR MEN