1. www.afflovest.com www.ibcbio.com International Biophysics Corp.
E. St. Elmo Rd., Suite 275
Austin, TX 78744
Main ∙ Fax

2. Physician Talk Track
When talking to physicians we need to make sure we are getting the following points across.
The first thing we need to ask is how many of their patients are having multiple lung infections annually or going to the hospital more than once per year with lung infections?
The response is usually positive and physicians usually state that many of their patients have repeated lung infections or go to the hospital frequently with lung infections.
We then need to discuss how they are treating those patients currently? They are probably just using a pharmacological approach and either prescribing a different antibiotic or a stronger antibiotic. However, if these patients keep coming back, that regiment is probably not working as well as it could be.
We can then point out that the Afflovest, a High Frequency Chest Wall Oscillation vest, an airway clearance device, offers them a tool that they may not have known was available to them.

3. Physician Talk Track, cont’d
The Afflovest offers the physician and patient a medical device as opposed to just using drug therapy to keep patients healthy. Airway clearance helps eliminate the mucous and secretions that lead to the lung infections.
State that our product gives them another option to help keep their patients out of the hospital and healthier. Use the analogy that this is another arrow in their quiver. Why wouldn’t a doctor want an additional tool for them to keep their patients healthy and out of the hospital?
Also, If the patients medical history/records document Bronchiectasis, the AffloVest is normally paid for by the patients insurance whether Medicare, Medicaid or private insurance.

4. Physician Talk Track-Managing the Patient
Show them a way to better manage their patients Bronchiectasis!
We can then remind them that chronic obstructive pulmonary disease has a 30 day readmission rate (COPD, 22.6%). And ask them how they plan on keeping their Pts out of the hospital?
I was told that for every COPD or lung infection admission/readmission, the cost is approximately $35,000 including hospital costs, physician costs, medications, in hospital treatments etc. One less readmission per year is a huge cost savings and much better for the patient!
Point out that one of the reasons COPD has such a high readmission rate is due to poor patient compliance

5. Physician Talk Track – Managing the Patient, cont’d
When speaking to physicians ask if they see their bronchiectasis patients using any current airway clearance therapy routinely or just when their lungs feel congested?
Ask if that is too late in the process? In other words, hasn't the infection process began already since the mucus and the bacteria/virus load has already started to build up?
Point out that most patients don't use their current airway clearance equipment because of the inconvenience, how uncomfortable it is and how it takes away from their everyday life. In fact, this is why airway clearance vests are not prescribed more for Bronchiectasis, especially for older patients.
Older patients don’t comply well with being connected to a loud, heavy, intrusive machine everyday.

6. Physician Talk Track-Managing the Patient
We can then point out how patients can use our product on a more preventative type of therapy which could help to prevent mucus buildup and subsequent lung infections. In other words if patients use this therapy 1 to 2 times per day we may help prevent some of the recurring mucus buildup and lung infections which lead to hospitalization and even re- admission to hospitals.