1. CSM Healthcare Market Sales Training

2. The Process Our Circle of Service makes us unique

3. Circle of Service: Clinical Site Survey  New construction may require evaluation of prints and drawings rather than walk-throughs.  Existing construction - requires multiple walk- throughs to identify requirements for every location where a device will be deployed.

4. Circle of Service: Clinical Site Survey  Clinical Site Surveys – Must include all disciplines who may be touched by the deployment, including: Facilities Facilities Biomed Biomed Informaticist Informaticist Ergonomist Ergonomist Infection Control Infection Control IT IT Nurse Manager(s) Nurse Manager(s)

5. Circle of Service: Clinical Product Trials  Having determined the best product solutions for the deployment, IRG and the Rep will schedule a trial period for the recommended solutions.  The best scenario is to install/integrate the product solutions in a clinical or test environment so the client can get a real life experience before making a purchase commitment.

6.  If installation/integration of products is not possible, then utilize the ICW demo board and attempt to organize demonstration events to present solutions.  The objective of the Clinical Product Trial phase is to gain consensus for the best solutions to be deployed. Circle of Service: Clinical Product Trials

7.  Having successfully working with client in selection of the best solutions, IRG will provide a quotation for Factory Certified installation/integration.  The client, the Rep and IRG will work closely to develop and execute a deployment plan. Circle of Service: Certified Installation

8.  The IRG maintenance program provides the client with semi annual, on-site inspection of all products under the plan.  The IRG Maintenance program provides the client with On Site warranty repair.  The IRG Maintenance program provides the Rep with two reasons a year to be back in a client facility. Circle of Service: Warranty & Maintenance

9. Market Trends: Group Discussion  Infection Control: Continued push to address. What are we doing?  Ergonomics: What are we doing?  Growth in hospital affiliated clinics: What do we do about it?  Meds administration: Decentralized vs. centralized

10. Sales Case Studies Scott & White CHOC

11. Hands-On Product Workshop