Click Here to

Report
Welcome and Meeting Objectives
Mark Beran
Chief Commercial Officer
Meeting Objectives
• Shared Understanding of eyewear sales
approach and standard work on process
• Introduction and education on EyeSplash
Zero™ program
• Understanding tools and resources TIDI has to
facilitate your success
• Development of key account plans with
emphasis on coordination of sales efforts
• Getting to know your TIDI team and our
commitment to your success
October 2015- TIDI Acute Care Sales Meeting
TIDI is a Leading Infection Prevention Platform…
• Market leader in infection
prevention products
–
–
–
–
#1 market share in core offering for both alternate site and dental
Used during nearly every physician and dental office visit in the U.S.
Established position in growing, specialized segments for acute care
High barriers to entry
• 1,600+ individual SKUs
–
–
–
Disposable products
High replacement frequency  significant recurring revenue
Branded and private label
• Low-cost, non-union
manufacturing
–
–
–
524,000 sq. ft. Neenah, Wisconsin manufacturing facility
Utilizes lean manufacturing principles and focused on continuous
improvement
Low direct labor content: less than 3% of revenue
Company History
 1969: Founded as Ling Products
 1997: Rebranded as Banta Healthcare Group
 1973: Acquired by Banta Corporation
 1997: Acquired major competitor, TIDI Products
Recent Events and Accomplishments
Divested from
Banta Corp.
2005
2006
Entered acute
care PPE market
with acquisition
of P2 line from
Sage
Timely Medical
Innovations
added
disposable
eyewear and face
shields
Acquired by J.H.
Whitney
Acquired
securement
division of Zefon
International
2007
2009
2011
2013
Implemented lean
manufacturing
processes
2008
Acquired Global
One - removed a
competitor
2010
Launched
enterprise-wide
continuous
improvement
initiative
2012
Added resources
supporting new
product
development
efforts
2014
Extensive Product Offering
•
1,600+ individual SKUs
–
Well diversified: no single SKU > 1.6% of revenue
•
High velocity, disposable products = frequent replacement and recurring purchases
•
Protects both patients and providers from infection caused by the transfer of pathogens
–
Allows access to specific areas of the body for exam / procedures
–
Aids in patient comfort, modesty, and peace of mind
Provider Protection
Patient Protection
Alternate Site (64%(1))
Other
23%
Towels
4%
CSR Wrap
9%
Table Barriers
41%
Pillowcases
8%
Capes and
Gowns
11%
Dental (24%(1))
Drape Sheets
13%
(1) Percent
Head Rest
Covers
9%
Other
13%
Acute Care (12%(1))
Gloves
26%
Bibs
28%
Custom
Barriers
19%
Tray Covers
15%
Gauze /
Nonwoven
7%
Isolations
Gowns
25%
Paper
1%
of revenue YTD June actuals (excludes pro forma for securement). Includes only medical related product sales.
Eye / Face
Shields
43%
Cabinets
5%
Extensive Product Offering – Alternate Site
Barrier Products: Exam table, towels, pillow case covers
Patient Apparel and Draping: Gowns, capes, shorts, vests, drape sheets
Equipment Covers and Sheaths
 Custom barriers for equipment frequently used in the healthcare setting
Extensive Product Offering – Dental
Bibs and Towels
Tray Covers and Headrest Covers
Custom Barrier Products
 Proprietary intra-oral camera sheaths and x-ray sheaths made for specific OEM devices
Extensive Product Offering – Acute Care
Cabinets
 House PPE products at the point of use
 Allows for rapid access to essential protection products
 Visual reminder to alert employees of an isolation area
Isolation Gloves and Facemasks
 P2® facemasks protect from infectious diseases and hazardous chemicals
 P2® specialty gloves for chemotherapy or sterile processing
Eyewear and Face Shields
 TIDI Tower® point of use Disposable Eye Shields
 FlipEase® pre-assembled, fully disposable eye wear
A Strong Culture of Continuous
Improvement
•
Relentless focus on driving
value for customers
•
Proactive approach to
understanding and addressing
customer and end market
users’ needs
•
Agile management team
continually refining strategy to
remain on the forefront of a
dynamic industry
•
Continuous improvement
culture with highly engaged,
non-union workforce
Lean Principles Drive Continuous Improvement Culture
Company-Wide Focus on Creating Culture of Continuous Improvement
•
2006 – 2010: Focus on improving productivity in manufacturing operations
•
Effort culminated in a radical reconfiguration of the flow of the manufacturing facility
–
Improved material flow resulting in reduction of 14,000 miles of material “travel distance” within the
facility
2011: Focus on continuous improvement enterprise-wide as a business strategy to drive revenue growth and
enhance margins
•

–
–
Enterprise-wide Value Stream Map
–
Regularly scheduled week-long Rapid Improvement Events throughout the year
2012 – 2014: Discipline & Structured process
–
Lean governance and prioritization by Lean Steering Committee and Lean Coordinator
–
Use of Strategy Deployment in ensuring performance to plan and accountability
2014 and Beyond

True North “Create Value for the Customer”

Proliferation of visual/daily management methods and A3 problem solving

Cultural transformation using the Shingo Model of Operational Excellence
 Extensively documented processes contributing to a highly scalable platform
Longstanding Relationships with Blue-Chip Customers
20 Year Average Tenure with Top Ten Customers
• Value-added partner to premier national healthcare distributors
–
Works in collaboration with customers to develop new products
–
Category leadership helps influence and advise on SKU assortment and consolidation plans
–
Intense focus on improving and driving efficiencies in customers’ supply chain and logistics
–
Significant and important supplier
• Validated by numerous customer awards
–
Category Captain at McKesson
–
McKesson 2014 Private Label Supplier of the Year Primary Care
–
Henry Schein Top 25 Priority Supplier
–
Henry Schein 2013 Medical Surgical Partner of the Year
• Differentiated commitment to customer service
–
High levels of product quality
–
Consistent, reliable service
Select
Customers
TIDI Strategic Initiatives
• Drive the opportunity in Eye/Face protection
– Focus on Assembled Eyewear Dispensers
• TIDIShield Grab ‘n Go in the TIDI Tower
• TIDIShield Flip ‘n Go
– Develop and introduce new one-piece face shield product
– Test an aggressive program in the dental channel
• Strengthen Hand-Held Barrier business
– Rebranded line under the TIDIShield name
– Recently launched Dental Curing Light Sleeves
– Continue supplying P&G Europe (Braun)
• Optimize the core
– Recently completed a deal to expand the core physician office paper
business with McKesson
• Integrate and grow the new securement business
– Grip-Lok brand acquired 2Q14
Strategic Rationale for Securement
Operation
1
On Trend with Infection Prevention and Patient Safety
2
Expands High Margin Product Offering
3
Diversifies Product Mix, Geographic Mix, and Channel Access
4
Expands TIDI’s Medical Device Manufacturing Capabilities with a “Controlled Environment”
5
Expands TIDI’s Expertise by adding Higher Acuity Medical Devices
Securement Update
Products
Universal
 Works with virtually any line or tube
 Customers require fewer product
models and less compatibility issues
 Largest user base
 Lower cost than competitive options
 Well-known brand
Neonatal
PICC / CVC
 Used to secure PICC or CVC
catheter at “hub”
 Universal design and brand
specific models
 Fastest growing securement
category
 Designed for fragile skin
 Universal design for virtually
any line or tube
 Unique model to the market
Foley
Other
 Secures Foley catheters
at “Y” section
 Universal design – not
brand specific
 Reduces hospital
acquired infections
 Numerous niche
applications
 Several products under
development
 Patent protection
Questions?

similar documents