公司基本背景

1、公司基本背景：總部在美國(guó)，主要生產(chǎn)CR/DR、圖像顯示裝置，以及在機(jī)器上集成PACS系統(tǒng)與軟件。CR產(chǎn)品因技術(shù)更新，目前逐步被DR產(chǎn)品所取代。Who are we?X provides advanced Imaging Solutions that help early detection of illness and improve patient outcomes.We manufacture all our products on site, in an ISO 13485 facilityWe are a privately held S Corporation, we have no

2、 outside investorsWe provide growth opportunities for our employeesWe reinvest in Research and DevelopmentWe hold patents and internal IP that may lead to key advances in Medical Imaging.What Are We?Modality Specific Vendor: CR, DR, PACS, ViewersIT Company: Vender Neutral PACS/softwareMarket Specifi

3、c: Mammography, Ortho, Chiro, Hospital,Radiology Equipment Provider:New product: Turn key solutions for X-ray roomsOEM Manufacturer Custom and private label productsSWOT AnalysisStrengths:Established CR Manufacturer (1 of 7)Unique Offerings iDR, iDR-L, Fusion, ClarityPACS, VertXEstablished Software

4、Platforms Acquisitions/PACSProduct Development- New Direct Conversion materials for DRSoftware Development- RIS and Practice Management SWSoftware Customization: As needed multiple modalityEstablished OEM and Dealer Channel: DomesticDiversified International Sales Channel: WorldwideRegulatory Approv

5、al Process for FDA in placeMarketing Communications: Web presence, known name brandAmerican ManufacturerWeaknesses: Limited distribution in some marketsToo many Products/Not enough marketing muscleLack of Residual Income (film)/parts/service contractsHigh Production Cost (Made in California)Technica

6、l Support revenue stream is low:Limited Direct Sales Force: Need to expandLimited Corporate Offices: Need to expandLimited funding for new development: Funded in-houseOpportunitiesEstablished CR and PACS Manufacturer Entry to the radiology space: Future potential as a DR vendorEstablished OEM and De

7、aler ChannelRapid Film Conversation: Digital Company, no dependence on film revenue.New Device Acceptance CBCT (recently FDA approved)Software Standardization One Platform New Developments: CBCT, DR, Practice Management Software High revenue potential from install base (Support contracts)ThreatsFall

8、ing Price of DRFalling Price of CRHigh Barriers of Entry Into New Device MarketsPACS Must keep developingRIS/Practice Management: Fractured marketMultiple Vendors of DRHistorical VolumeX has been selling CR and DR with software for over 13 years. We have sold over 10,000 systems worldwide.Software/P

9、ACS has been sold for 5 yearsEstablished quality and dependability of brandMultiple markets and products provide good base for revenue growth and expansion into new markets with little or no additional developmentMarketsTargeted CustomersDealer/ Distributors- Solution Providers Complete LineSystem I

10、ntegrators- OEM Products (Boxes)End Users- Direct Sales/ Service ForcesHospitals- Full Solutions (product, sales, support)Ambulatory - Less service requirements, local competition Clinics - Low product requirementsSpecialty Markets - Customized SolutionsSales StrateegyProcess goals:Dealer/ Distribut

11、orsBecome a single source provider CR/DR/PAC/RIS/X-ray.System IntegratorsTarget companies that address markets X is not focused on.End UsersPromote specific product lines through direct marketing and tradeshow participation.1. Develop a bigger direct sales force. 2. Revamp service and technical supp

12、ort procedures: Add revenue stream 3. Target products, - iDRL, Vmotion, Clarus CT, PACS Specialty Modules Approach1. Hospitals- X2. Ambulatory - Dealers/X3. Clinics - Dealers4. Specialty Markets - OEM/ SINew DevelopmentsIN CHEMISTRY:New Direct Conversion X-ray material for Direct Radiography and CT

13、sensors (X-ray active direct conversion semiconducting micro crystals).New types of Storage Phosphors for advanced CR imaging applications. (manufacture of Storage plates for CR).The goal is to manufacture CR, DR, CT and PET sensors in house.In Elecronics:New type of TFT backplane for DR panels: Low

14、 cost, high efficiency design to couple to X direct conversion materialNew 18 Bit CR main board for advanced imaging capability in CR detectorsDR board set: High performance wireless and wired functionality, currently in prototypeIn Hardware:DR plate design for direct conversion: 3X more efficient t

15、han current panels, 3X less expensive to manufactureiDR34 Crystal: Long bone imaging is a necessity in every hospital. As markets change from CR and Film, iDR will command a large market share as a cost effective and efficient way to create digital long bone imagesChrome+, ChromeM, Neo: Specialty CR

16、 devices for niche marketsDual Energy Cassettes: New development for Chest imagingIn Software:Practice Management software ClarityPractice: This solution is designed to work as a small practice management solution for clinics. HL7 and DICOM compliant, this international solution can act as a compone

17、nt of the larger X offering, to provide a turn key solutionMammo CAD (With OEM Partners).Advanced Viewers: All Modality viewers developed with OEM partners. LUNG CAD for CT: Advanced screening software for lung CAD (With OEM partners).Market size, share, growth rate 2015-2020Estimated CR and DR mark

18、et: 25,000 per yearX has 2%-5% market share in some CR markets, 0 in others: X sells 800-1000 CR systems per year2016 DR and CR sales at 50/50 internationally X must convert a large percentage of its CR clients between 2016-2020Goals:10-15% per year growth with existing product lineExpand through ne

19、w product offerings, complete imaging systems, X-ray solutions.Add more Military product offerings. (More military business )Marketing push to raise awareness, present complete X-ray solutions. Sales in region 2015$6 M in USA$1M in Western Europe$3M in Far east$3M in Middle East$3M in SARevenue and

20、Units per YearAverage revenue of $21M/year over a 5 year period. (Maximum of $29M in 2013)2015: $17M with $2M backlog of orders at year endAverage of 1000 units per year over a 5 year period.Profitable operation: reinvestment in new development is overtaking profit capability: Opportunity with an in

21、ternational manufacturing partner to double or triple output, at low overhead.Volume with direct business model in USCurrently, X is converting some of its sales to direct model, just beginning:Estimate $2M in 2016 (Normally less than $1M)Financial report in DollarRevenue of military(US/Russia) in 2

22、013-2015US-Military orders were almost non-existent in 2013-2015. There was a large parts purchase in 2015, but only a few in the USA in 2014 and 2015Russian Military is handled through our partner in that region, and they saw a sharp drop in sales in 2014 (Medical budget was used for Olympics), but

23、 they purchased 30 machines or so in 2015.The military remains interested in our portable DR solution, they keep asking about it, but they have not purchased this unit from us. Our military sales record is clean, our machines have been operating in that arena for over 6 years now. We have had a larg

24、e parts order in 2015公司基本背景:總部在美國(guó),主要生產(chǎn)CR /博士,圖像顯示裝置,以及在機(jī)器上集成pac系統(tǒng)與軟件.CR產(chǎn)品因技術(shù)更新,目前逐步博士被產(chǎn)品所取代。我們是誰(shuí)?X提供了先進(jìn)的成像解決方案,幫助早期發(fā)現(xiàn)疾病和改善病人的結(jié)果。我們生產(chǎn)所有的產(chǎn)品在現(xiàn)場(chǎng),ISO 13485我們是一家私營(yíng)公司,我們沒(méi)有外部投資者我們?yōu)槲覀兊膯T工提供發(fā)展機(jī)會(huì)我們?cè)谘芯亢烷_(kāi)發(fā)投資我們認(rèn)為專利和內(nèi)部IP可能導(dǎo)致醫(yī)學(xué)成像的重要進(jìn)步。我們是什么?形態(tài)特定供應(yīng)商:CR、DR,pac,觀眾公司:賣(mài)主中性pac /軟件Chiro市場(chǎng)具體:乳房x光檢查,昊圖公司,醫(yī)院,放射設(shè)備供應(yīng)商:新產(chǎn)品:把關(guān)鍵的解

25、決方案x射線的房間OEM制造商定制和私人標(biāo)簽的產(chǎn)品SWOT分析優(yōu)點(diǎn):建立了CR制造商7(1)獨(dú)特的產(chǎn)品印尼盾、iDR-L融合,ClarityPACS VertX建立軟件平臺(tái)-收購(gòu)/ pac產(chǎn)品開(kāi)發(fā)新的博士直接轉(zhuǎn)換材料軟件開(kāi)發(fā)- SW RIS和實(shí)踐管理軟件定制:根據(jù)需要多個(gè)形態(tài)建立了OEM和經(jīng)銷商渠道:國(guó)內(nèi)多元化的國(guó)際銷售渠道:全球FDA監(jiān)管審批過(guò)程營(yíng)銷傳播:Web存在,已知的品牌美國(guó)制造商缺點(diǎn):分布在一些市場(chǎng)有限太多的產(chǎn)品/營(yíng)銷肌肉不夠缺乏剩余收入-(電影)/部件/服務(wù)合同高生產(chǎn)成本(在加州)技術(shù)支持收入很低:有限的直接銷售力量:需要擴(kuò)大有限公司:需要擴(kuò)大有限的資助的新發(fā)展:內(nèi)部資助機(jī)會(huì)建立了

26、CR和pac制造商進(jìn)入放射學(xué)空間:未來(lái)的潛在供應(yīng)商博士建立了OEM和經(jīng)銷商渠道快速電影對(duì)話:數(shù)字公司,沒(méi)有電影收入的依賴。新設(shè)備驗(yàn)收,CBCT(最近FDA批準(zhǔn))軟件標(biāo)準(zhǔn)化一個(gè)平臺(tái)新發(fā)展:CBCT,博士,實(shí)踐管理軟件潛在高收入基數(shù)安裝(支持合同)威脅價(jià)格下降的博士CR價(jià)格的下降市場(chǎng)進(jìn)入壁壘高的新設(shè)備pac -必須不斷發(fā)展RIS /實(shí)踐管理:市場(chǎng)骨折多個(gè)供應(yīng)商的博士歷史卷X與軟件銷售CR和DR / 13年了。我們已經(jīng)賣(mài)出了超過(guò)10000全球系統(tǒng)。軟件/ pac已經(jīng)賣(mài)了5年建立品牌的質(zhì)量和可靠性多個(gè)市場(chǎng)和產(chǎn)品提供良好的基礎(chǔ)收入增長(zhǎng)和擴(kuò)張與很少或沒(méi)有額外的開(kāi)發(fā)新市場(chǎng)市場(chǎng)目標(biāo)客戶經(jīng)銷商/分銷商-解決方案

27、提供商完成線系統(tǒng)集成商,OEM產(chǎn)品(盒)最終用戶直接銷售/服務(wù)力量醫(yī)院完整解決方案(產(chǎn)品、銷售、支持)步更少的服務(wù)需求,當(dāng)?shù)氐母?jìng)爭(zhēng)診所較低的產(chǎn)品需求專業(yè)市場(chǎng)定制的解決方案銷售Strateegy過(guò)程目標(biāo):經(jīng)銷商/分銷商成為單一來(lái)源供應(yīng)商- CR /博士/ PAC / RIS / x射線系統(tǒng)集成商市場(chǎng)目標(biāo)公司地址X并不關(guān)注。最終用戶通過(guò)直接促進(jìn)特定的產(chǎn)品線營(yíng)銷和貿(mào)易展的參與。1。開(kāi)發(fā)一個(gè)更大的直接銷售力量。2。改進(jìn)服務(wù)和技術(shù)支持過(guò)程:增加收入來(lái)源3所示。目標(biāo)產(chǎn)品,iDRL、Vmotion來(lái)說(shuō)CT,pac專業(yè)模塊方法1。醫(yī)院- X2。步-經(jīng)銷商/ X3所示。診所經(jīng)銷商4所示。專業(yè)市場(chǎng)OEM / SI新發(fā)展化學(xué):新的直接轉(zhuǎn)換的x射線材料直接射線照相和CT傳感器(x射線活動(dòng)直接轉(zhuǎn)換半導(dǎo)體微晶體)。新類型的存儲(chǔ)熒光粉先進(jìn)CR成像應(yīng)用。(CR)板材制造的存儲(chǔ)。目標(biāo)是生產(chǎn)CR、DR,CT和PET傳感器在房子。在Elecronics:新型的TFT底板板博士:低成本、高效率設(shè)計(jì)一對(duì)X直接轉(zhuǎn)換材料新的先進(jìn)的18位CR主板在CR探測(cè)器成像能力董事會(huì)博士:高性能有線和無(wú)線功能,目前在原型硬件:博士直接轉(zhuǎn)換板設(shè)計(jì):3 x效率比目前板,3 x更便宜的生產(chǎn)iDR34水晶:長(zhǎng)骨成像是每個(gè)醫(yī)院的必要性。