The Hill-Rom® 900 Bed

The Hill-Rom 900 bed
1
HR 900 Bed Launch
Agenda

8.30 a.m. Welcome
Marketing Background Information
Strategic Objectives & Bed positioning
Bed Highlights
Bed Discovering Demonstration
10.30 a.m. Coffee Break
10.45 a.m. Hands-on
Care Monitor Presentation
Product Configurations
Communication & Training Materials
12.30 a.m. Lunch
1.30 p.m. Linet Beds Overview Hill-Rom Unique Selling Points
Workshops
3.00 p.m. End
3
The Acute Care Market
Positioning
Highlights

Situation
Voice of Customer
Strategy
Somebody said
" Dont make something unless it is
both necessary and useful "
Situation
Aggressive competition

High cost pressure on hospitals

Diverse bed requirements

Evolving regulation

Pan-European
Competitors
HNE (U.K.)
Linet (Czech Rep.)
Wissner Bosserhof (Germany)
Vlker (Germany)
Region or Country
Competitors
Stiegelmeyer (Germany)
Vauth Sagel (Germany)
Sidhil (U.K.)
Merivaara (Finland)
Proton Care (Sweden)
Invacare (U.S.)
Vermeiren (Belgium)
Haelvoet (Belgium, NL)
Schell (NL)
Corona (France)
Matifas (France)
Atelier du Haut Forez
(France)
6
Bed Frames Competitors - Europe
Medicatlantic (France)
Edena (France)
Pardo (Spain)
Flex (Spain)
Astaburuaga (Spain)
Malvestio (Italy)
Favero (Italy)
Nuova Cla (Italy)
Givas (Italy)
Missaglia (Italy)
Vernipol (Italy)
Famed (Poland)
Sales Results At end of August 2010
7
8
Europe, 9,123
MEA, 266
Latin America,
14
Australia, 3
Asia, 72
YTD International AvantGuard 800 Beds
9
Voice Of Customer
assist the caregiver
be easy to manoeuver
be easy to clean
be easy to use
A bed should
Caregiver Expectations
A bed should
improve safety
provide high comfort
encourage autonomy
Voice Of Customer
Patient Expectations
Institution Expectations
A bed should
help speed up patient recovery
be reliable
be durable
be easy to service
Voice Of Customer
Sales Strategic Selling

3 main streams
1 2 3
Enablers Pull through Premium
HR 900
AVG1200
HR200
Architectural
AC Furniture
Meltis Furniture
Dynamic surfaces
Static Surfaces
AVG1600
TC family
Bariatric
Affinity
Strechers
13
Necessary to control
the market , occupy
square meters in the
Hospital and allow our
continous presence in
the account
Based on the presence
in the account through
the enablers, they can
be sold more easiliy
Allow Hill-Rom to be
perceived as high value
brand
14
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General Wards
Surgical Wards, High
Dependency Units, ICU
Global Market Segmentation
Acute Electrical Beds
Value
(Low cost, Low spec,
first electric bed)
Value Plus
(Simplicity & Ease of use,
Medium spec)
Outcomes
(High spec & Functionality,
Patient &
Caregiver outcomes)
Developing World Developed World &
Newly Rich Countries
Acuity Level
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General Wards
Value Plus
Medium spec)
Acuity Level
A strong position in the Value Plus segment is critical
Volume business is necessary to keep competitors at bay
Enables selling of pull-through products
Reduces need to discount Premium products
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General Wards
Value Plus
Medium spec)
Acuity Level
HR900 will target this segment
AVG 800 will still be available 1 to 2 years
For customers wishing to complete their installation
As a lower value product to protect HR900 pricing
Why the Hill-Rom 900 bed?
Provide a cost effective
offering to replace AVG800
Protect our high-end med-surg
and ICU business
Develop a global platform
17
AvantGuard 800 bed is in need of replacement because
Increased customers expectations
High Competitive pressure
New International Standard
18
AvantGuard 1200 bed cannot
be priced low enough to
compensate the shortcomings of
the AvantGuard 800 bed.
19
Acute Care Frame Portfolio
20 20
AvantGuard 1200
AvantGuard 800
AvantGuard 1600
Mobility
AvantGuard 1600
Ability
Acuity Level
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General Wards
Surgical Wards and
High Dependency
Units
CareAssist ES
Hill-Rom 1000
Hill-Rom 900
Hill-Rom 305/405
Most important product launch
since AvantGuard 1200 bed
21
AvantGuard 1200 bed served as a platform for
global bed development.
Hill-Rom 900 bed will be the same.
AVG 1200
2002
CareAssist
2006
AVG 1600
2008
Hill-Rom 900 bed
22
New features to come:
- Brake-off alarm
- 5
th
steering wheel
- High-low foot pedal
- Split rails
Other enhancements are being evaluated.
Hill-Rom 900 bed
Highlights
Do advanced features need to be complicated?
We dont
think so.
Easy to care
Easy to mobilise
Easy to transport
Easy to create a
safe environment
Easy to rely on
Hill-Rom 900 bed
Intuitive
Hill-Rom 900 bed
User-friendly features allow to
spend less time operating the bed
and more time looking after patients
Ergonomic
Hill-Rom 900 bed
Point-of-Care
controls right by the patient

Siderail release at the caregivers working height
Efficient
Hill-Rom 900 bed
Essential yet repetitive
procedures designed to
be achieved in one step
The Hill-Rom 900 Care Monitor
Helps optimises
the use of the bed
Easy to mobilise
Hill-Rom 900 bed
One touch EasyChairTM

Line of SiteTM angle indicator
Intelligent Autocontour
Hill-Rom 900 bed
Allows to easily
control the angle
between the backrest
and the thigh support
for maximum comfort
When raising/lowering the backrest, the knee
section rises/lowers after a 5-second delay.
Hill-Rom 900 bed
Facilitates pivoting to
a side-sitting position.

The bed remains at
caregivers working
height for ergonomic
caregivers posture.
One touch Egress Position
Integrated & Retractable
Egress Handles
Hill-Rom 900 bed
can be raised in
one movement and
secured
Easy to transport
Hill-Rom 900 bed
Comfortable handgrips
Hill-Rom 900 bed
Siderail protectors
Stationary head
Endboard locks
Easy-to-access brake
Easy to create a
safe environment
Hill-Rom 900 bed
Intelligent night light
Adjustable mattress retainers
Double lock-out siderail release
3-position mattress retainers
Hill-Rom 900 bed
adapt to the width of
the mattress to reduce
the risk of patient
entrapment between
mattress and siderail
allows the bed to
accommodate a wide
variety of surfaces
3 positions corresponding to 90cm, 85cm
and <85 cm width
Simply reliable
Hill-Rom 900 bed
New variable height system
for optimal lateral stability
Bed fully safe after application
of a test load of 880 kg
Hill-Rom quality
Hill-Rom 900 bed
Reinforced structure
1
2
3
4
1. Stationary head
2. Cross bars
3. Intermediate frame
4. Lift arms
The steel used in these
parts is 50% stronger
than standard steel but
with the same weight.
Tested to Hill-Rom Standards
Hill-Rom 900 bed
Reflect what we believe is
the true use of a hospital bed
Ensure that the bed will
perform throughout its useful
life, even in the later years of
its life
Hill-Rom 900 bed
well beyond the normative requirements
In total, a cumulative
load of over 14M kg*
was applied to the
bed - more than 6
times that required by
the 2-52 standard.
*Cumulative load is the kg
load multiplied by the
number of cycles defined in
each test protocol.
Designed for efficient service
Hill-Rom 900 bed
Safe and easy access to the main components
Care Monitor alerts users to the need for a routine maintenance check
Our patented system allows castors to be removed and replaced
horizontally from the side of the bed
Unique Selling Points
vs Huntleigh vs Linet
Low position
Intelligent night light
Secure egress bar
Lateral stability
Flat position
Low height indicator
Ergonomic siderail latch
1-motion bed extender
Adjustable mattress retainers
Care Monitor
Egress position
Hill-Rom 900 bed
Somebody said
" Dont make something unless it is both
necessary and useful
but if it is both necessary and useful
dont hesitate to make it simple and
nice "
Simply Efficient
Product
Discovery

The Hill-Rom® 900 Bed

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The Hill-Rom 900 bed

controls right by the patient

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