1. Case Medical Opportunities
Let your customers know to visit us at the IAHCSMM Conference in Albuquerque on April 29-May 2
Case Medical is at Booth 329.
Loaner Opportunities
STERRAD and V-Pro Opportunities
Feedback on wipes
Two new CEU programs now available online
Territory Activity Reports due April 15th
Feedback from AORN leads

2. Using SteriTite® Containers & MediTray® Inserts
Cost Benefit Analysis
Using SteriTite® Containers
&
MediTray® Inserts
Copyright 2003, Revised 2012

3. Why has the Cost-Benefit Analysis been updated?
To demonstrate cost savings over the competition
To quantify savings when the acquisition cost is higher
To address the needs of the global market
To address opportunities with loaners

4. Value
We have a universal container system cleared by the FDA for all current sterilization modalities, for multi-level trays, and for all surgical devices.
Orthopedic trays are the greatest challenge to process.
Our SteriTite container was originally designed to package orthopedic sets.
Updated info: AAMI is in the process of approving Annex A providing a template for integrating “loaners” into sealed containers.

5. Sterilization Trends Higher value instrumentation
More complex devices, including endoscopes, power equipment and robotics
Inventory control & materials planning
Reduction in labor
Reduction of costs in Central Processing
Rapid turns and volume

6. Industry Trends Muslin Wrap to Disposable Wrap to Sealed Containers
EO Gas to STERRAD Sterilization
V-Pro and V-Pro maXX
Single Use Devices to Re-usable Devices
Plastic Custom Trays to Aluminum Trays and Sealed Containers
Temperature and moisture sensitive devices, new sterilization modalities and packaging compatibility.
Low temperature sterilization

7. Benefits Case Medical Universal Containers
Using one case for all saves inventory costs
Can protect valuable instrumentation
Contributes to surgeon satisfaction
Compatible with all devices and sterilization modalities
Container organizer systems will reduce instrument loss and damage and be seen as a value by the customer.
Reusable components are cost effective.
Instrument protection reduces costs for repair and replacement.

8. SteriTite®, the Universal Container
Compatible with every major sterilization method including STERRAD® , V-Pro, and recently validated for Optreoz
Filter-less option for “Immediate Use”
High durability with corrosion resistant seal
Flexible design reduces affiliate costs and protects devices
Ideal for containerizing loaners
4/21/2017

9. Utilization Instrument Safety Personalized Organized Inventory Savings
Reduced Costs per Use
Productivity Increase
Reduced Labor
Reduced Disposables
Quicker Turns
Reduced Reprocessing
Operating Room
Immediate use: pre-vac & gravity
Central Processing
Steam: pre-vac & gravity, EO, STERRAD
4/21/2017

10. Customer Gains Value In steam sterilization
Instrument protection
Event related storage
Cost savings in labor and processing
In EO/STERRAD® and V-Pro® Sterilization
Reduced instrument loss, damage
Reduced handling costs
Universal container that can go to third-party processors and/or STERRAD® Processing
Ability to sterilize flexible endoscopes

11. Savings Over the Other Brand
With 1/3 more interior volume, the number of containers needed is reduced.
Lower profile container reduces weight and addresses ergonomic issues.
Ability to stack inner trays within container keeps the set together for surgery and reduces inventory/shelf space.
Ability to stack containers in the autoclave.
Saves energy and processing costs.

12. Savings Over the Other Brand
Sealed immediate use (flash) container reduces infection rates from cross contamination and staff injuries due to burns.
Durable construction increases useful life of product and avoids added expense of repair or replacement.
Corrosion-resistant, anodized seal provides 10x more useful life and reduces surgical site infections from galvanic reaction.
Unconditional warranty for manufacturer’s defects avoids service charges.

13. Savings Over the Other Brand
SteriTite for multiple methods of sterilization avoids unnecessary inventory duplication.
Avoid multiple wrapped trays or different containers for each process or set.
SteriTite cleared for 35 lbs. total weight.
22 lbs. of instruments and all types of devices reduces stock.
Dry loads avoid reprocessing costs.

14. Savings Over the Other Brand
Utilizing a lower profile container addresses ergonomic issues and reduces total weight.
Interchangeable components reduces stock.
Off-set filter retention plate:
Reduces time needed to inspect filter integrity in the OR.
Eliminates need for a secondary lid, which adds cost and weight to container.

15. The SteriTite® Container System on a Per Cycle Basis
Customer pays a similar price on a per use basis as cost for wrap
Customer saves on wrap, tape, absorbent liners, and other accessories.
Avoids damage and reprocessing costs.
Lease or pay as you go option.
Expense avoids a capital purchase.
Utilize and reduce budget for wrap.

16. Disposable Wrap System Costs Per Use:
Item
Cost
Quantity
Total
Disposable Wrap
1.50 2
3.00
Autoclave Tape
0.10 1
Labor (per minute)
0.24 3
0.72
Disposal Cost
0.09
0.18
Reprocessing
0.50
Instrument
damage reserve
0.30
Total wrap
per use
4.80
Additional Costs to Consider:
Cost of tray liners and tray belts
Cost of peel pouches
Cost of corner protectors and tip protectors
Cost of dust covers
Re-sterilization due to tears

17. New Wrapped Tray Accessories and Added Costs

18. Linen Wrap Cost Per Use Additional Costs Include:
Labor for inspecting wrap
Re-sterilization due to tears
Poor barrier for sterility maintenance
Contributes to surgical site infections

19. SteriTite® Sealed Container Costs Per Use:
Item
Cost
Quantity
Total
Disposable Filters*
0.10 3
0.30
Disposable Seals
0.16 2
0.32
Labor (Per Minute)
0.24
1.0
Container cost per
use **
1.30 1
Total Container
per use
2.16
* Average number of filters used in perforated bottom universal container.
** The cost per use for the container amortized over a 3 year term.
Savings Include:
Eliminates Rips and Tears
80% Disposable Cost Savings
28% Lower Labor Costs (1/3 of time to wrap)
Greatly Reduced Reprocessing

20. Pricing and Value Strategy
Value per cycle to customer =
cost of inventory for duplicate containers +
cost of inventory for multiple wrapped trays +
cost of wrap or cost of washing linen +
cost of inspection/repair/or multiple wrap in linen due to damage of linen + cost of disposal of single use wraps +
reprocessing costs due to short shelf life +
hidden cost of instrument damage +
hidden cost of instrument loss +
personal pride in instrument

22. Demonstration
See excel sheet and questionnaire

23. Additional Savings
Save a minimum of 20% over competitive brands by eliminating the cost of additional containers for low temperature sterilization modalities or sealed immediate- use sterilization.
Reduce container inventory by 1/3 with SteriTite® containers which provide added internal space and stacking capability.
Save 25% on energy and reprocessing costs with stackable, low profile containers in the autoclave.

24. Additional Savings
Save an additional 25% in repair and sharpening costs using MediTray® inserts.
Save $3,600 a year adapting an event-related sterility policy using SteriTite® containers.
Save up to $ per container in refurbishing costs.

25. Reduce the Cost of Instrument Repair with MediTray® Protective Inserts
Instrument Repair & Sharpening Expense
Note: Above data based on information provided by hospitals in PA, TX and FL
Reduce other hidden costs:
Labor costs searching for replacement instruments
Excess inventory and duplication
Cost of delay and lost billings
Cost of OR suite and staff time and labor
Re-sterilization and reprocessing

26. Reduce The Cost Of Instrument Repair With MediTray® Endo Trays and Inserts
Scope Repair and Sharpening Expense
*(25% savings by reducing repair and sharpening costs based on using MediTray product in FL, PA)
Reduce other hidden costs:
Increase in laparoscopic procedures along with rising expense for repair as well as replacement costs of scopes and endoscopic instruments.

27. The Value of SteriTite® Containers and MediTray® Inserts
SteriTite® sealed containers and MediTray® protective inserts provide a simple, cost-effective system for the sterilization, transport and storage of operating room instruments.
Based on labor and repair cost savings, SteriTite® containers can fully justify initial investment within one to two years.

28. Using Cost Benefit Analysis Tools
Selling Case Solutions and SuperNova
Using Cost Benefit Analysis Tools

29. Customer Gains Value In utilizing super concentrated product
Pennies on the dollar at cost per use dilution
Cost savings in labor and processing
Frees up storage space
Standardized cleaners and process
No unnecessary components
Environmentally preferred products
Saves instrument inventory

30. Customer Gains Value Non-hazardous cleaners
Protect staff, patients and the environment
Protect valuable instrument from corrosion
Contribute to a long useful life
Save on instrument replacement
Save on hazardous waste disposal
Prevent accidents and their associated costs for medical care and punitive damages

31. Green Cleaning: Hazards By the Numbers
17,000: the number of petrochemicals available for home use, only 30 percent of which have been tested for exposure to human health and the environment.  
63: the number of synthetic chemical products found in the average American home, equals ~10 gallons of harmful chemicals.  
100: the number of times higher that indoor air pollution levels can be above outdoor air pollution levels, according to US EPA estimates.
275: the number of active ingredients in antimicrobials that the EPA classifies as pesticides because they are designed to kill microbes.
5 billion: the number of pounds of chemicals that the institutional cleaning industry uses each year.
23: the average gallons of chemicals (that's 87 liters) that a janitor uses each year, 25 percent of which are hazardous.

32. SuperNova: The Products
SuperNova Multi-Enzymatic Cleaner
SuperNova .1 multi-enzymatic
SuperNova .25 multi-enzymatic
SuperNova NPHD Detergent
SuperNova .1 NPHD
SuperNova .25 NPHD
SuperNova InstruCreme Lubricant
CaseDry Drying Agent

33. Case Solutions: The Products
PentaPrep
PentaZyme
SchmutzOff
Ink and Tape Remover
InstruCreme Ready-To-Use
New Product Release
EndoWipes
Alcohol Wipes

34. Benefits of Case Solutions and SuperNova
Super concentrated cleaners save space, address ergonomic issues and provide more product for the $$.
May be disposed in standard recycling.
Small packaging frees up inventory space.
Multi-enzymatic cleaners facilitate the cleaning process
1 million times faster than non-enzymatic cleaners
May be used for both manual and automated cleaning
Effective even at lower temperatures to further cut energy costs.

35. Additional Value
Hypoallergenic with sealed dispensing to avoid allergic reactions
Automatic dosing with flow control to avoid over or under use of product
Color coded to avoid confusion
MSDS readily available: online and on the bottle to avoid injuries and fully comply with guidelines
Most effective at lowest cost
Proprietary hardware provided at no additional cost

36. The meat and potatoes The real cost savings lies in the cost per use.
While the acquisition cost may be equal or slightly greater than other concentrated cleaners, the real savings is at the actual use dilution.
Users will get anywhere from 4-10x more product for their money.
Utilizing the correct amount of product reduces costs.
Warning: Purchasing only looks at acquisition cost. Education is critical.
Use the cost benefit analysis tool, which demonstrates the real cost savings at use dilution.

37. Use the SuperNova Cost Benefit Analysis Questionnaire
Find out what products the customer is currently using.
Determine the number shipping units per month for each product.
Ask the user for actual dilution rate set at the machines.
Record information about pH and whether an acid neutralizer is used.

39. Cost Benefit Analysis Spreadsheet
Demonstration

40. Understanding the Cost Reduction
The acquisition cost is higher.
The fee per use cost is significantly lower.
Over 1,000 uses per case.

41. SuperNova – Cost Per Use Calculation
SUPERNOVA Part #
Description
Concentr. [oz/galr]
Retail Price [$]
33% off
Price [$]
40% off Price [$]
Tier1 Price [$/gal.]
Tier 2
Price [$/gal.]
Dilution Rate
Lowest Dilution Price per Gal. [$/gal.]
Highest Dilution Price per Gal. [$/gal.]
CSNB25G
SUPERNOVA .25 Detergent (4Gal./Case)
1/4 $ $ $ $ $
1:512 $ $
CSNB25
SUPERNOVA .25 Detergent (5Gal./Case) $ $ $ $ $
CSNC01G
SUPERNOVA .1 MultiEnzymatic (4Gal./Case)
1/10 $ $ $ $ $
1:1280 $ $
CSNC01
SUPERNOVA .1 MultiEnzymatic (5Gal./Case) $ $ $ $
CSNC25G
SUPERNOVA .25 MultiEnzymatic (4Gal./Case) $ $ $ $ $ $ $
CSNC25
SUPERNOVA .25 MultiEnzymatic (5Gal./Case) $ $ $ $ $
CSNL01
SUPERNOVA .1 InstruCreme Lubricant (5Gal./Case) $ $ $ $ $ $ $
CSNL01G
SUPERNOVA .1 InstruCreme Lubricant (4Gal./Case) $ $ $
$ 29.04
CSNCD1
SUPERNOVA .1 Case Dry Concentrate (5Gal./Case)
2/100 $ $ $
$ 45.67 $
1:6400 $ $

42. Cost Per Use Calculation
Gallons of water
Automated Washer has approximately 9 gal.
Sonic has approximately 4 gal.
Sink has approximately 4 gal.
Basin for Soaking has approximately 1 gal.
Question
What is the approximate cost per use of Case Medical product in the Automated Washer?
Cost per use in the Sonic?
Cost per use in the Sink?
And cost per use in the Basin?

43. SuperNova – Cost Per Use Analysis
How can we use our Cost Analysis to compete against the Competition?
Prolystica is offered as a similar product, but at a higher cost. Compare by price.
All others use cost per use template.
Cost/Gal.
SuperNova .25 Cost/Gal.
Steris
Prolystica Enzymatic
$154 to [$/gal]
41.64 [$/gal]
Prolystica Lubricant
[$/gal]
33.00 [$/gal]

44. SuperNova – Cost Per Use Analysis - Scenario
Customers says Brand X “EZenzyme” costs only $75/bottle.
Case Medical equivalent solution costs $400/case.

45. SuperNova – Cost Per Use Analysis - Scenario
Questions to ask:
Bottle units (gallons, liters)?
Concentrated product?
Diluted gallons out of 1 gallon of concentrate (1:1280, 1:512 or maybe 1:100)?
Compare price per concentrated gallon.
Compare price per diluted gallon.
Compare price per use.

46. Dilution Rate Calculation
SuperNova.25 concentration = ¼ [oz./gal.]
¼ oz. of Case Medical product per gal. of water
1 gal = 128 oz.
¼ : 128 [oz./oz.] = 1:512
SuperNova.1 concentration = 1/10 ounce per gallon
1/10:128[oz./oz.] = 1:1280

47. Remember
SuperNova was validated at the dilution rate identified by the product name on the label, but it can go lower depending on water quality and degree of soil and in automated washers.

48. Super Concentrated Products
Contribute to major cost savings.
The SuperNova .1 can be further diluted to 1/40 oz/gal depending on water quality.
Validated, safe, cost effective products results in better patient outcome and frees staff for needed patient care.
SuperNova results in significant cost and labor savings, reduced storage/inventory expense, freeing funds for needed patient care. 48

49. Copyright 2009 © Case Medical Inc.
Cost Savings
Case Medical’s instrument cleaners are super concentrated which provides the user with a significant cost savings over the competition.
Each bottle of SuperNova provides up to 1,000 uses and costs pennies on the dollar.
Multiple enzymes in higher concentrations provide rapid soil breakdown at use dilutions.
Up to a million times quicker than soap and water.
Copyright 2009 © Case Medical Inc.

50. Savings Over the Other Brand
Avoid numerous unnecessary cleaners and steps
Totally pH neutral means no corrosion
Water-soluble liquid detergents means no residue
Lowest cost when compared at use dilution means more bang for the buck
Highest level of synergistic enzymes to speed up the cleaning process
Super concentrated saves on shipping costs, inventory space and large drum disposal.
Sealed system prevents cross contamination and spoilage.

51. Final Notes and Q&A
If any questions regarding this come up later on feel free to call or us.
Also, please let your customers know to visit us at the IAHCSMM Conference in Albuquerque on April 29-May 2
Case Medical is at Booth 329.