銷售培訓(xùn)弱點(diǎn)與優(yōu)點(diǎn)

1、SALES INFORMATIONProduct Comparison(Internal Use Only - CONFIDENTIAL)AUTOTRANSFUSION CELL SEPARATORDistribution of Product Key Success Factors (KSF) in Cardiac and Not Cardiac segmentElecta (6.0)主要特點(diǎn)Main featuresHigh performances高性能: multi-point Buffy-coat detector, Latham bowl (55-125-175-225 ml)多點(diǎn)

2、CDD探頭/多型號(hào)離心杯On-line processing quality control在線洗滌質(zhì)量控制: Hct IN&OUT indication, wash quality indication HCT離心杯進(jìn)出血探頭，F(xiàn)PH探頭Complete data management system徹底意義的數(shù)據(jù)管理系統(tǒng): smart card & Electa Dbase for PC database creation, integrated needle printer for immediate reports可檫寫(xiě)式記憶卡/電腦數(shù)據(jù)庫(kù)軟件/內(nèi)置針式打印機(jī)即打報(bào)告Ease of se

3、t-up安裝簡(jiǎn)單:cassette organizer, automatic pump loading, automatic bowl size and protocol acquisition 盒式管道/自動(dòng)壓管/杯號(hào)識(shí)別及方式確認(rèn) Ease of use運(yùn)用簡(jiǎn)單: color display and simplified user interface, help on line, auto-start function彩色顯示和簡(jiǎn)單的用戶界面/在線協(xié)助/自動(dòng)啟動(dòng) Versatility功能靈敏多樣性: Operating modes: FA/A/SA/M -任務(wù)方式自動(dòng)/半自動(dòng)/手動(dòng)等24

4、 dedicated automatic programs for ATS 24種ATS自動(dòng)方式Automatic PPP-PRP procedures (24 dedicated programs)自動(dòng)PPP/PRP possibility to highly personalize the system可以高度個(gè)性化設(shè)定系統(tǒng)Direct draw直接抽血 (10-100 ml/min in priming) & transfer bag血液分別功能Ideal to support emergencies理想的緊急時(shí)運(yùn)用: max pump flow rate in ATS 1000 ml/

5、min, adjustable最大泵速1000 ml/min，且可調(diào)High transportability挪動(dòng)靈敏性高, reduced dimensions, low weight, integrated vacuum pump體積小/重心低/內(nèi)置負(fù)壓吸引泵 Auto-diagnostic function自我診斷功能Software simulator模擬軟件 as fundamental training tool培訓(xùn)的良好工具Electa (6.0)Main featuresHigh performances: multi-point Buffy-coat detector, La

6、tham bowl (55-125-175-225 ml)On-line processing quality control: Hct IN&OUT indication, wash quality indication Complete data management system: smart card & Electa Dbase for PC database creation, integrated needle printer for immediate reportsEase of set-up:cassette organizer, automatic pump loadin

7、g, automatic bowl size and protocol acquisition Ease of use: color display and simplified user interface, help on line, auto-start function Versatility: Operating modes: FA/A/SA/M 24 dedicated automatic programs for ATS Automatic PPP-PRP procedures (24 dedicated programs) possibility to highly perso

8、nalize the systemDirect draw (10-100 ml/min in priming) & transfer bagIdeal to support emergencies: max pump flow rate in ATS 1000 ml/min, adjustable High transportability, reduced dimensions, low weight, integrated vacuum pump Auto-diagnostic functionSoftware simulator as fundamental training toolP

9、roduct comparison according to KSF HIGH LOWHIGH LOWCOMPACT - AdvancedMain featuresOperating modes: A/MProgrammability:24 dedicated automatic programs for ATS Automatic PPP-PRP procedures (24 dedicated programs) No direct drawIdeal to support emergencies: max pump flow rate in ATS 1000 ml/min, adjust

10、able Quite difficult to set-up: color coding but no cassette organizer and manual selection of bowl size LATHAM bowl sizes 55-125-175-225 ml High transportability Modular vacuum pump Auto-diagnostic functionSoftware simulatorElecta 6.0: autotransfusion cell separator KSF comparison Electa 6.0 vs Com

11、pact AdvancedEase of use easier to set-up: cassette organizer, automatic pump loading, automatic bowl and protocol selectioneasier user interface: display color allows to immediately understand what is happening in every operative situation, complete warning and alarm messages, clear software struct

12、urepossibility to personalize the programs structure by excluding programs that are not used (all possibilities can be achieved: from 1 program to 12 per each bowl). HELP ON LINE function: a manual always open on the right pagePerformances - Strong innovationNew multipoint buffy-coat detector allowi

13、ng Higher Hct thanks to differentiated bowl filling optimization according to the bowl size.Improved wash quality due to the higher level of Buffy-coat improved PLT collection efficiency in sequestration proceduresNo RBC loss during concentration phase due to the possibility to control the filling l

14、evel with multi-point check pointAutomationimproved safety through new sophisticate detectors: blood loss, empty line clamped, waste bag level integrated weighting system for blood weighting and auto-start function (total automation)Electa 6.0: autotransfusion cell separator KSF comparison Electa 6.

15、0 vs Compact AdvancedPRPimproved flexibility and efficiency of PRP procedures: direct draw and transfer bag improved automation in PPP and PRP1 procedures and improved semi-automation in PRP2 procedure (where the user must change manually the clamps position) Procedure traceability -Strong innovatio

16、nComplete system for data management and procedures traceability: integrated PRINTER or SMART CARD SYSTEM to store and statistically analyze data on PC through Electa DBase softwareBlood quality monitoring -Strong innovationHCT detector allowing on line monitoring of blood concentration during the p

17、riming phase (INLET Hct) and during the empty phase (OUTLET Hct).WASH QUALITY detector allowing on line monitoring of FPH (and other dangerous components present in the plasma) removal during the washing phase, as well as monitoring the transparency of the line going to the waste bagTransportability

18、Integrated vacuum pumphigher manouevrability: 4 directional wheels to facilitate small displacements in the O.R. as well as long transportation new ergonomic cart for transportation of material (kits, saline bags etc.)BRAT 2Main featuresOperating modes: A/SA/MProgrammability10 dedicated programs for

19、 ATS Semi-automatic PRP procedures (1 dedicated program)high versatility due to the possibility to highly personalize the systemDirect draw (25-200 ml/min in filling) Max pump flow rate in ATS 1300 ml/minBAYLOR bowl sizes -250 ml Very fast processing system both in routine and in emergenciesEasy set

20、-up: cassette organizer, automatic pump loading and unloading CRIT-LINE sensor: Hct detector for collected RBC (optional)Big dimensions, high weight, low transportability Integrated vacuum pump Integrated needle printerNo auto-diagnostic functionSoftware simulatorBRAT 2NEGATIVE POINTS Big and heavy

21、equipment Only 2 bowl sizes: -250 ml No auto-diagnosticPerception of lower washing efficiency due to Baylor bowl geometry POSITIVE POINTS Very easy to set upPrompt in emergencies thanks to high processing speedFast processing also in routine due to Baylor bowl featuresHigh degree of personalization

22、(possibility to exclude alarms)Integrated printer and vacuum pumpCRIT -LINE system: Hct detector for collected RBC (optional)Direct drawHow to sell against BRAT2Electa 6.0 positive points vs Brat 2Ease of useErgonomic tray helps creating a working base during set-up phase Easier user interface and s

23、impler approach: color display for immediate comprehension of the operative situation, more SOFT KEYS allow less hidden levels. Help on line is not present in the BRAT2: a manual always open on the right page, an invaluable aid for the customer during alarm situations or normal run phasesPerformance

24、sPerception of higher wash quality, due to Latham bowl vs Baylor bowl4 bowl sizes for maximum flexibility, allow offering a solution in all kind of surgery and all patients, also low bleeding cases and in pediatric patients (55 ml bowl)New BFY coat detector allowing to monitor BFY when rising and op

25、timizing Hct per each bowl size and PLT efficiency during sequestration proceduresWide range of accessories, indicated also for the not cardiac segment. Specific products for the orthopedic segment (i.e. START-IT system, fluid collection bags, microgoccia filters, etc).AutomationHigher safety measur

26、es: blood loss detector, waste bag filling level, clamped line sensorAuto-start function (selectable), according to the volume in the reservoir (volume programmable by the user). Function not present in the BRAT2Automatic bowl size and protocols loading vs manual protocols selection according to bow

27、l size24 ATS programs vs 1024 automatic SEQ programs vs 1 semi-automatic SEQ program Auto-diagnostic function to immediately understand technical problems and equipment status, facilitating the job of the field service and of the hospital biomedical servicePRPHigher pump flow control during SEQ proc

28、edures (10-100 ml/min, 10 ml/min step vs 25-200 ml/min, 25 ml/min step)6 automatic programs per each bowl size vs 1 semi-automatic programBlood quality monitoringHct IN sensor monitoring ON LINE, continuously, the blood entering inside the bowl vs non inlet indication. This information allows to con

29、trol step by step the concentration phaseHct OUT indication referred to each bowl, medium indications available on the reports. No need of having an external disposable, no added costs to the wash set, on-line calibration with physiological solution on the cassette. Hct sensor always present vs opti

30、onal and expensive featureWash quality indication allowing to monitor step by step both the washing efficiency in terms of % removal of harmful components (FPH, anticoagulant, plasmatic proteins etc. ) and the transparency of the line to the waste bag. No similar indication available in the Brat 2Tr

31、ansportabilitySmall dimensions and low weight to increase transportability and facilitate installation/demonstrations (very important outside the cardiac surgery, in particular in orthopedics). BRAT2 is heavy and big equipment, offering much less manoeuvrability inside and outside the O.R. Procedure

32、s traceability6 procedures instead of 1 contemporarily stored in the internal memory. This allows to download data once per day and not at the end of each intervention, without loosing any data.Innovative smart card system and data management SW (Electa DBase) to store and elaborate data on PC. Grap

33、hic and statistical analysis, a real instrument for the user to monitor the ATS activity.Different kinds of reports can be generated (general, detailed, alarms & modifications)Memorization and reporting of all the procedure data, also bowl details, modifications and warningsHow to sell against BRAT2

34、Electa6.0 positive points vs Brat 2How to sell against BRAT2Brat 2 positive points vs Electa 6.0Ease of useAutomatic loading/unloading of pump loop. With the new pump head it is extremely easy to unload the pump segment, even if not automatic PerformancesHigher Hct due to Baylor bowl vs Latham bowl.

35、 Very fast processing due to max pump speed 1300 ml/min and to higher pump flow rates allowed thanks to Baylor bowl geometry Wide range of accessories focused on the cardiac segmentAutomationpossibility to exclude some detectors and the relative alarm messagesBlood quality monitoringHct detector pre

36、cise in the range 20%-80% with 3%standard deviation points vs Electa Hct indication having as target 10% standard deviationProcedures traceabilityPC connection through Microsoft hyper-terminal available. Forecasted for future developments in Electaall data from detectors immediately available on dis

37、play vs necessity of printing reports. Forecasted for future developments in Electa.CATSMain FeaturesOperating mode: A7 ATS programs1 program for PPP and PRP collection2 rapid transfer programs, 1 cryo-wash programDirect drawMax pump flow: prime 350 ml/min, wash 400 ml/min, empty 190 ml/minBELT SYST

38、EMFat elimination systemEasy to set-upHelp on lineBig and heavy equipment - low transportabilityModular vacuum pumpExternal printer (optional)Battery for net fallsAuto-diagnostic functionCATSPOSITIVE POINTS Innovative concept and mechanism: BELT SYSTEMEasy to set-upHelp on line present in all phases

39、No need of bowl sizes (higher flexibility also in low bleeding cases) High Hct (usually 60%)Clamped line sensorRapid transfer programsCryo-washing programsOptional thermal printerBattery for net fallsAuto-diagnosticNEGATIVE POINTS Not fast enough in emergencies because flows can not be adjusted manu

40、ally on a significant range and the maximum flow is 350 ml/min for shed bloodPriming with saline solution needed (some minutes)Lower wash quality vs Latham bowl due to belt geometry (blood dilution more than real washing)A certain amount of concentrated RBC necessary to begin the procedure (approx.

41、30 ml RBC = 300 ml blood at 10%Hct). 30 ml RBC must be kept in the belt till the end of the procedureNot efficient PRP collection due to the belt system geometryHow to sell against CATSElecta 6.0 positive points vs CATSEase of useEasier user interface and simpler approach: color display for immediat

42、e comprehension of the operative situation. CATS is easy to set-up, not so easy to useHelp on line always present to help user during alarm situations or normal run phases:a manual always open on the right page, an invaluable aid for the customer during alarm situations or normal run phases. In CATS

43、 only in set-up. Performanceshigher wash quality due to Latham bowl versus Belt system (that only concentrates without really removing harmful components, except fat)Electa is fast when it is needed, adjustable manually also in Automatic mode (1000 ml/min max pump flow). CATS can not be used in emer

44、gencies: automatically regulated processing speed is not fast enough in the CATS when big quantities must be treated in short times since it can not be strongly adjusted manuallyNo priming needed in Electa (only if using Hct detector), can be easily skipped in emergencies. For the CATS system it is

45、always necessary to fill the belt with saline solution (some minutes)A certain amount of concentrated RBC necessary to begin the procedure (approx. 30 ml RBC = 300 ml blood at 10%Hct). 30 ml RBC must be kept in the belt till the end of the procedureCATS reaches normally a higher Hct (usually 60%): s

46、ometimes such concentrated blood must be diluted with saline solution to be reinfused (no clinical advantage, dilution is time consuming and there is a high risk to loose sterility) How to sell against CATSElecta 6.0 positive points vs CATSAutomationWider functioning modes range with possibility to

47、adjust flows in all phases according to specific needs.Fast processing when needed (emergencies) thanks to high pump speed (1000 ml/min max in all phases vs automatically adjusted, max 350 ml/min in prime, 400 m/min in wash and 190 in empty) Auto-start function24 ATS programs (vs 7 in the CATS), 24

48、SEQ programs (vs 1 in the CATS) PRPHigher pump flow control during SEQ procedures (10-100 ml/min, 10 ml/min step vs 45-105 ml/min) Much more complicate manual procedure, due to the clamps a adjustments in the belt systemNot efficient PRP collection due to the belt system geometryBlood quality monito

49、ringHct IN sensor monitoring ON LINE, continuously, the blood entering inside the bowl vs non inlet indication in the CATS. This information allows to control step by step the concentration phaseHct OUT indication referred to each bowl continuously displayed during empty phase and medium indications

50、 available on the reports. No Hct out indication in the CATS.Wash quality indication allowing to monitor step by step both the washing efficiency in terms of % removal of harmful components (FPH, anticoagulant, plasmatic proteins etc. ) and the transparency of the line to the waste bag. No similar i

51、ndication available in the CATSHow to sell against CATSElecta 6.0 positive points vs CATSTransportabilityIntegrated vacuum pump vs external vacuum regulator Small dimensions and low weight to increase transportability and facilitate installation/demonstrations (very important outside the cardiac sur

52、gery, in particular in orthopedics). CATS is heavy and big equipment, offering much less manoeuvrability inside and outside the O.R. Procedures traceability6 procedures instead of 1 contemporarily stored in the internal memory. This allows to download data once per day and not at the end of each int

53、ervention. No data lostInnovative smart card system and data management SW (Electa DBase) to store and elaborate data on PC. Graphic and statistical analysis, a real instrument for the user to monitor the ATS activity.Different kinds of reports can be generated (general, detailed, alarms & modificat

54、ions)Memorization and reporting of all the procedure data, also bowl details, modifications and alarm messagesIntegrated needle printer vs external thermal printer. No cables outside, no external holder, permanent printing according to legal recommendations. AutomationNo need of bowl sizes (higher f

55、lexibility). With 4 bowl sizes we can treat small amounts of blood (only 30-35 ml RBC necessary to begin washing with a 55 ml bowlRapid transfer programs, but with Electa it is possible to reproduce this behaviour by programming to 0 the wash volume.Cryo-washing programsBattery net falls. It is not

56、a real positive point since it only allows to displace without switching off the equipment. Centrifuge and pump can not work when CATS is on battery.PerformancesContinuous flow should allow to increase processing speed since it allows to contemporarily prime, wash and reinfuse. In the reality the im

57、possibility to manually increase flows (only a restricted modification range is possible) prevents from having fast processing when it is really needed, in emergencies.higher Hct usually 60% thanks to the belt system and the CCD buffy-coat detector even if sometimes this is not an advantage because:

58、there is no clinical indication stating that 60% is better than 50%. Parameters to be measured are others like percentage removals and RBC functionality after centrifugation such concentrated blood must be diluted with saline solution to be reinfused (dilution is time consuming and there is a high r

59、isk to loose sterility) Fat elimination mechanism. Fresenius is aggressive on this point even if:there are at present no clinical studies IN VIVO at present there is no clear demonstration of the negative effects the quantities typical in orthopedic surgery can be dangerousHow to sell against CATSCA

60、TS positive points vs Electa 6.0CELL SAVER 5Main featuresOperating modes: FA/MHigh automation: auto-start system, effluent quality sensorProgrammability:2 dedicated programs for ATS Manual SEQ procedure (1 dedicated program)Direct draw (10-250 ml/min in filling)Max pump flow rate in ATS 1000 ml/minL