1. You are in the communications business,
not the information delivery business.

2. The most engaging sales presentations are:
- Emotional
--- They touch your heart.
- Novel
--- They teach you something.
- Memorable
--- They present content in ways you never forget.

3. 5 Steps to a GREAT Sales Presentation
1. What is the consumer situation?
2.What is the problem? need? Desire?
3. Who is affected by it? Who is the customer? Who is the target audience?
4. What are alternative solutions to the problem? Who are the competitors?
5. How does your proposed solution differ from competitive offerings?

4. 1. What is the consumer situation?

6. 2. What is the problem, need, or desire?

8. 3. Who is affected by it?

10. 4. What are the current solutions?

11. Traditional Newborn Jaundice Treatment

12. 5. How is your solution different?

13. Wallaby Home Phototherapy System

14. The Wallaby Phototherapy System
Here’s why Pediatricians are putting
their babies in a Wallaby
Safely treats newborn jaundice in the home.
Lowers bili-levels faster than traditional methods.
Delivers consistent & continuous phototherapy.
Reduces the cost of care from $1000 to $100 /day.
DME and Visiting Nurse supported system.
Covered by all major med insurance programs.
Meets all UL and ANSI electrical standards.
Wrapped in Phototherapy,
Swaddled in Mother’s Arms.

15. Take the voice of the customer Goal
PGA
Problem
Take the voice of the customer
Goal
Turn it into a benefit for the customer
Action
Create a product feature that addresses the goal

16. Wallaby Phototherapy System
Problem: “Infants with rapidly rising bilirubin levels need to be treated more aggressively.” Pediatrician
Goal: Provide clinicians with the ability to increase the irradiance levels to provide more power.
Action: - Two Irradiance Levels:
- mW/cm2/hm

17. Wallaby Phototherapy System
Problem: “It’s very expensive to drive out to a patient’s home just to change a lamp”
Home Care Provider
Goal: Provide a cost effective solution that limits home care provider service calls.
Action: - Two Lamp Carousel:
- automatically replaces lamp

18. Wallaby Phototherapy System
Problem: “I need to treat infants as small as 600 grams to full term babies.” Neonatal Nurse
Goal: Provide clinicians with various sizes of fiberoptic panels.
Action: - Two Fiberoptic Panels:
4” x 5” fiberoptic panel
4” x 14” fiberoptic panel

19. Wallaby Phototherapy System
Problem: “I only want to deliver the therapeutic light during treatment.” Neonatologist :
Goal: Provide a filter that blocks all the unwanted light waves including ultra violet and infra red.
Action: Light Filtration System:
- 400 – 550 Nanometer Range
- No unwanted wavelengths :

20. Wallaby Phototherapy System
Problem: “I need to protect my baby from the blinding light.” Parents
Goal: Provide a system that blocks all light when the fiberoptic cable is disengaged.
Action: - Light Emission Shutter:
Blocks all light when cable
Is removed.

21. Wallaby Phototherapy System
Problem: “I need the treatment to be continuous.”
Pediatrician
Goal: Provide an alert should the lamp burn out or the system lose power.
Action: - Light Sensor Alarm:
Alerts caregiver when lamp burns out

22. Wallaby Phototherapy System
Problem: “Only documented care is reimbursed.”
Insurance Company
Goal: Provide a system that records use.
Action: Hour Meter:
- Record treatment time to document compliance

23. Wallaby Phototherapy System
Problem: “Medical devices in the home need to be safe and childproof.” Home Care Provider
Goal: Design a device that meets all U.L. and ANSI standards
Action: Line Interrupt Safety Switch:
- Automatically turns off power if the light source is opened.

24. Wallaby Phototherapy System
Problem: “Medical devices need to meet all regulatory standards.”
Hospital Bio-Medical Engineer
Goal: Design a medical grade device that can be safely used in the hospital and the home.
Action: Thermal Cut-Off Switch:
- Primary & Secondary Fuse