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Zebra Technologies Healthcare Solutions Focused On Patient Safety (PPID)
Corporate template 1
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Close-Up: HC100 Patient ID Solution Competitive Landscape
Agenda Close-Up: HC100 Patient ID Solution Competitive Landscape Selling Environment Recap I will give you an overview if the benefits and features of the HC100 Patient ID solution. Give you a brief overview of the printer and wristband competitors We will spend a majority of our time on the selling environment – including decision makers, keys pains hospitals experience today and how to overcome objections.
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Why zebra z-band id wristbands?
Durable band = scan reliability Direct thermal printing creates crisp text and 2D barcodes that will not smudge - 300 dpi resolution Lasts up to 14 days Material formulated to resist fluids including hand sanitizers, blood, ethyl rubbing alcohol, betadine iodine, hand lotion and foam soaps Broad options for use = flexibility Tamper-evident adhesive or Quick Clip band options Adult, adolescent, infant and obese size options Adult adhesive band available in eight (8) colors Quick Clip band clips available in six (6) colors Available in a cartridge for easy loading and automatic calibration Corporate template
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The zebra Z-Band difference
Difference makers = unmatched patient safety Anti-microbial coating prevents MRSA 2, MRSA 3 and MRSA 4 Certified MRI Safe (*contains no mica iron oxide) Latex free Lower TCO = more cost efficient and produces less waste Print on-demand (no full sheets or labels required) No toner needed Recognition Z-Band Direct earned the 2004 Frost & Sullivan Product Leadership Award for healthcare informatics [Case Report: Musculoskeletal Imaging, Volume 254: Number 3 rights ] Corporate template
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Zebra’s positive patient id solution
HC100 Patient ID Wristband Solution Direct Thermal Print Cartridge-Load Wristbands Automatic Calibration 300 dpi Resolution Ethernet, USB, Wireless Simplicity and Ease of Use Corporate template
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Zebra’s First Integrated Vertical Solution
HC100 Patient ID Solution HC100 Developed specifically for the healthcare market with clinicians in mind to print wristbands only The HC100 Patient ID Solution is comprised of HC100 wristband printer and the accompanying Z-Band wristband cartridges in a variety of sizes and colors. Z-Band Wristbands
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HC100 Patient ID Solution Features
Integrated cartridge 300 dpi Easy user interface 2 ips Now, let’s talk about the specifications and features of the HC100 printer. Direct thermal 300 dpi 2 ips It’s made of impact resistant plastic designed to withstand falling off the table without breaking. The HC100 features automatic calibration - the wristband cartridge communicates with the printer via a programmed =smart card, indicating the size of the wristband. Hospitals can change from an adult size to a child size in seconds, without wasting a single wristband. A simple user interface – Eject, Feed & Pause It notifies the user when they are running low on wristbands and when the cartridge is empty. Break-away plastic design Easy wristband tear off
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HC100 Patient ID Solution-Features
Firmware: ZPL II, XML, ZBI 2.0 Serial Ethernet USB The basic printer comes standard with serial and USB You can optionally get wired or wireless Ethernet, both of which are only factory installed. I always recommend that the printer be ordered with Ethernet so it is ready for any software upgrades. Wireless option 8
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HC100 Patient ID Solution Features
Adult, pediatric, & infant lengths Cartridge label to ID size, color, closure Smart card Media window Now, let’s talk about the features of the wristband cartridge. The Z-Band wristbands come in 3 widths – ¾”, 1” and 1-3/16” and three lengths adult, pediatric and infant. Available with a clip closure or tamper-evident adhesive in 7 colors. The perforation between wristbands has been redesigned to tear easily and cleanly. The label on the top of each cartridge, which is visible while in the printer, allows the user to know what wristband is in the printer. The media window on the side of the cartridge allows the operator to see how many wristbands are left when the cartridge is outside of the printer. The cartridge contains a smart card that contains the size and type of wristband, darkness setting and keeps track of the wristbands remaining – when low and out, the printer user interface will alert the user. Adhesive or clip closure Easy wristband tear off Different widths Resistant to hospital environments Variety of colors Lasts 14 days 9
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Commands- HC100 Media Cartridge ID
HC100 Media Cartridge Identification Command Functionality/Purpose: The “Set Get Do” media cartridge command gives the user visibility to the cartridge type loaded in the HC100 printer. The user is now able to check which cartridge is in the printer prior to the print command being sent. When the SGD command is sent, the printer will respond with the type of band cartridge loaded. The cartridge number can then be cross-referenced with the print format to confirm it is correct. This eliminates unnecessary prints and is an automated way of informing the user if the cartridge in the printer is correct. ZPL Command- Detail media.cartridge.part_number Description This printer command retrieves the part number of the media cartridge used in the printer. Supported Devices • HC100 Type getvar Commands Details getvar This command instructs the printer to respond with the media cartridge part number currently being used by the printer. Format: ! U1 getvar "media.cartridge.part_number" Example • In this example, the getvar returns the part number of the media cartridge. ! U1 getvar "media.cartridge.part_number" " " At a high-level an ISV should embed code that mimics the following concepts: • Embed a table of HC100 cartridge types and part numbers in your application. Since these numbers change, make it easy to update the table. These part numbers are located in the chart below. Associate all wristband formats with a part number. • Send the ZPL command to the HC100 prior to sending the wristband format. The printer will respond with the cartridge part number. The actual mechanics of sending the command will depend on what interface you are using and how you move data through your interface. • Compare the returned cartridge part number with the number associated to the wristband about to be printed. • If the numbers match or are similar send the wristband data to the printer. If they do not match do not send the command and alert the user to change the cartridge. The alert should be driven through your application.
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Callouts
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Callouts
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Control Panel lights
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Media cartridge
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Competitive Landscape: Printers
HC100 Advantage Zebra LP2824-Z GX420d Sato CT400/ 410MD Datamax E4203 Intermec PC4 Cognitive LD Dedicated Wristband Solution No 0.75” Wristband Width Yes Internal Wired Ethernet Option Internal Wireless Option Auto Calibration Small footprint 64 MB Memory Expansion 300 dpi resolution Moving on to the thermal printer competitive landscape, no one offers a dedicated wristband solution. Today, Zebra desktop printers are the only ones that accommodate a ¾” wide band. Only the G-series printer and Sato printer have an internal wireless option. There is no solution on the market that auto-calibrates. No one offers 64mb memory expansion and only Sato and Intermec offer 300 dpi.
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Competitive Landscape: Wristbands
Zebra Z-Band Direct & QuickClip PDC ScanBand/ CompuBand GDC Clip/ Adhesive Sato Dura Mark Original LaserBand Adult, Pediatric, Infant Sizes Yes Adhesive & Clip Options Both Clip Adhesive Color-coding Limited Durability 14 days 2-4 days Wristband Assembly No 1 step 4 steps Antimicrobial Coating The first thing I want to point out on this slide is that the Original LaserBand can’t compete with thermal. The Original LaserBand comes in a sheet form with laser labels. It is limited to adhesive closure, has limited color-coding options, has 2-4 day durability and a cumbersome 4-step assembly process. As you can see, the thermal wristbands in the market are similar.
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Patient ID Solution-Selling Environment
Sales cycle: 6+ months Decision makers: Patient Safety Committee IT Director Nursing Materials Management Admissions- Access Management Patient Safety Pharmacy Director External Influencers ISVs Cart Manufacturers Scanner Companies Now we will spend a little time on the selling environment. The sales cycle is usually over 6 months. The decision is made by a Patient Safety Committee, including the IT director, nursing, materials management, admissions, patient safety and pharmacy director. We have certified the printer with ISV’s, it is on GPO agreements, and we have been working with Cart Manufacturers to attach a holder for the printer so the cart can be used as a registration cart with the HC100 printing out the bands. 17
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Patient ID Solution-Selling Environment
Key Pains Key Pains: Addressed by HC100 Laser Solutions: Durability of bands Printer jams, ooze factor Assembly of wristbands Limited barcodes on band Font size is too small Long Patient Names are Truncated Bands last up to 14 days No adhesive ooze No assembly required Can print 2D and Linear across the entire band Can adjust font size easily Can send command to reduce font to include the entire patient name Existing Thermal Solutions: Wasted wristbands due to calibration Default darkness setting Loading of wristbands No downtime capability Automatic calibration Pre-programmed darkness Pop in the cartridge Even in downtime, can print bands from word pad It is important to understand the key pains hospitals experience with existing laser and thermal solutions on the market and how the HC100 addresses these issues. Starting with laser, many laser wristbands only last 2-4 days, while Z-Band wristbands last up to 14 days. Users experience laser printer jams due to the adhesive, with the HC100, there are no adhesive ooze concerns and our bands are not affected by humidity. Laser wristbands require a 4-step assembly process – with the HC100 solution, just print the band and secure to the patient. Hospitals do not like wasting wristbands due to calibration in existing thermal printers. The HC100 eliminates this. The darkness setting of the printer has a major impact on the image durability. If a hospital uses a darkness setting that is too low, they can experience serious image fading issues. HC100 optimal darkness setting to provide the best image durability is programmed in the smart card. The loading of wristbands can be cumbersome today, with the HC100 patient ID solution, you just insert the cartridge and are ready to print. Unless a facility buys a special downtime package, if the software is down, the wristbands must be printed by hand. The HC100 is a smart printer, and even in downtime, you can print a wristband from wordpad or wordtext.
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Patient ID Solution-Selling Environment
Probing questions How are you identifying your patients today? Are you experiencing any problems with your current patient ID solution? Nurse workarounds; glare that prevents scanning? Only 1 or 2 barcodes on band so patients are disrupted so the band can be scanned. Do you have any 2012 bar coding initiatives to improve patient safety? What are the goals of your bar coding initiative? Are you rolling out BMV? Are you rolling out Specimen Collection? Both of these applications require that the wristband be scanned, which requires bands that inhibit workarounds. Some important questions include: How are patients being identified today? Are they using laser, thermal or blue card printers? What manufacturer, brand or type of wristbands are they utilizing? Are they experiencing any problems with their current solution? Issues with wristband durability? High amount of printer service calls? What are their 2010 bar coding initiatives to improve patient safety and what are their goals? Lower cost, scanning of wristbands for medication administration or specimen collection, lower printer service calls? 19
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The Armband Armband Best Practices: Use 2D Barcodes
Repeat them around the entire surface area of the armband Nurses shouldn’t have to manipulate the armband just to get a scan! Direct Thermal Transfer Material -7-day water immersion test -Ok to 120F Use a large FONT for your key identifiers, (i.e. age, name and date of birth) Audit printing trail User name of “who printed” on armband
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The Armband More important than you might think
Linear barcodes generally require manual manipulation before they can be scanned
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The Armband “efforts should center on increasing conspicuity of critical information, and decreasing diversions of attention and secondary tasks when carrying out complex tasks.” - ISMP
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The Armband 2D Barcodes Who Printed and When
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Patient ID Solution-Selling Environment
Objection Response The HC100 only prints wristbands Zebra takes patient safety seriously Suggest G-series printer for labels Use of Zebra wristbands Wristbands important part of solution End of wristband is bent No affect on comfort Environmental Concerns Recycling program 2ips < 6 seconds to print adult wristband Dual band Ethernet Most use Ethernet or USB. There is also Wireless. The cost of adding network drops is around $600/drop. That makes the Wireless an important configuration option Printer only prints wristbands -If already using thermal printers – do they change out wristbands and labels often? If they are printing a lot of wristbands, they probably don’t want to constantly take cartridges in and out. -If using a laser printer – If don’t print a lot of labels recommend the G-Series. If print a lot of labels, they may want to continue to use their laser printer. Locked into wristbands -Media developed to insure max image durability and scannability -Chip in cartridge tells printer correct darkness setting and size of band -Wristbands will not increase in price. End of Wristband Bent -The band is secured in the cartridge with a brake that insure media does not move until cartridge is in printer. -Brake area is not flat and presses down on wristband – wristband takes shape of brake area within 24 hours -Does not affect comfort and body heat flattens it out over time Recycling concerns -Can’t be refilled or reused. -Zebra will pay to have the cartridge recycled. We have partnered with a recycler to recycle this cartridge. End-user is responsible for the cost to return the cartridges to Zebra. More information is available at Dual band Ethernet 2ips -To insure image durability of days -Survey showed print speed was least important to end-users -Minimal difference in print time -Time to print a 11” long Adult Band -2ips – 5.5 secs -3ips – 3.7 secs -4 ips- 2.8 secs 24
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Why Sell HC100 Patient ID Solution?
Innovative solution…saves time, increases productivity, reduces nurse workarounds, self calibrating, reduced help desk service calls Wristband revenue for Partners Differentiates Zebra from competitors in the healthcare market Priced competitively…don’t have to compete on price It is an innovative solution that provides an inovative solution for the caregiver and positions Zebra as a market leader. This solution allows you to capture the wristband revenue long-term. Zebra is the only company that offers a solution specifically designed for patient wristbanding. Therefore, differentiating Zebra from the competition. When determining list, we not only looked at our desktop line, but our competitors. We are priced competitively, so you don’t have to compete on price.
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HC100 Patient ID Solution Recap
Developed specifically to address patient safety Easy to use Low TCO High quality and durability Provides a total solution to address known deficiencies To recap, the HC100 Patient ID Solution was developed specifically to address patient safety, which sets us apart from our competition. When we talked with hospitals, they asked for a solution that is easy to use. We have delivered – all they have to do is insert the cartridge and it’s ready to print. The total cost of ownership is lower than laser. The HC100 printer is comparable in price to a laser printer tray and fractions of the cost of a new laser printer. No toner is needed. No waste due to laser wristband and label combination forms. Print darkness is optimized through smart card for image durability up to 14 days We have a solution to address known deficiencies with the current laser and thermal solutions being used today. Thank you for your time.
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Zebra ppid user sites patient id wristband customers (partial listing)
PPID Customers Johns Hopkins Mayo Clinic Hospital of the U of Pennsylvania University of Michigan Health System Albert Einstein Healthcare Network Aurora Health System Duke Raleigh Hospital Indiana University Health Southwestern Vermont Health Care Corporate template
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We can help you see more and do more!
Why Choose Zebra? We can help you see more and do more! Put this in color or something!
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