销售培养和培训弱点和优点

1、销售培养和培训弱点和优点Distribution of Product Key Success Factors (KSF) in Cardiac and Not Cardiac segmentElecta 6.0 Sales Information 2Product ComparisonElecta (6.0)主要特点Main featuresHigh performances高性能: multi-point Buffy-coat detector, Latham bowl (55-125-175-225 ml)多点CDD探头/多型号离心杯On-line processing quality

2、control在线洗涤质量控制: Hct IN&OUT indication, wash quality indication HCT离心杯进出血探头，FPH探头Complete data management system彻底意义的数据管理系统: smart card & Electa Dbase for PC database creation, integrated needle printer for immediate reports可檫写式记忆卡/电脑数据库软件/内置针式打印机即打报告Ease of set-up安装简单:cassette organizer, automatic

3、pump loading, automatic bowl size and protocol acquisition 盒式管道/自动压管/杯号识别及模式确认 Ease of use使用简单: color display and simplified user interface, help on line, auto-start function彩色显示和简单的用户界面/在线帮助/自动启动 Versatility功能灵活多样性: Operating modes: FA/A/SA/M -工作模式（自动/半自动/手动等）24 dedicated automatic programs for ATS

4、 24种ATS自动模式Automatic PPP-PRP procedures (24 dedicated programs)自动PPP/PRP possibility to highly personalize the system可以高度个性化设定系统Direct draw直接抽血 (10-100 ml/min in priming) & transfer bag血液分离功能Ideal to support emergencies理想的紧急时使用: max pump flow rate in ATS 1000 ml/min, adjustable最大泵速1000 ml/min，且可调Hig

5、h transportability移动灵活性高, reduced dimensions, low weight, integrated vacuum pump体积小/重心低/内置负压吸引泵 Auto-diagnostic function自我诊断功能Software simulator模拟软件 as fundamental training tool培训的良好工具Electa 6.0 Sales Information 3Product ComparisonElecta (6.0)Main featuresHigh performances: multi-point Buffy-coat d

6、etector, Latham 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

7、pump loading, 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 h

8、ighly personalize 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 tra

9、ining toolElecta 6.0 Sales Information 4Product ComparisonProduct comparison according to KSF Electa 6.0 Sales Information 5Product ComparisonElecta 6.0 Sales Information 6Product Comparison HIGH LOWHIGH LOWElecta 6.0 Sales Information 7Product ComparisonCOMPACT - AdvancedMain featuresOperating mode

10、s: 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, adjustable Quite difficult to set-up: color coding but no cassette organizer and manual selection of b

11、owl size LATHAM bowl sizes 55-125-175-225 ml High transportability Modular vacuum pump Auto-diagnostic functionSoftware simulatorElecta 6.0 Sales Information 8Product ComparisonElecta 6.0 Sales Information 9Product ComparisonElecta 6.0: autotransfusion cell separator KSF comparison Electa 6.0 vs Com

12、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

13、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

14、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

15、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 Sales Information 10Product ComparisonElecta 6.0: autotr

16、ansfusion cell separator KSF comparison Electa 6.0 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 p

17、osition) Procedure traceability -Strong innovationComplete 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 li

18、ne monitoring of blood concentration during the priming 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 o

19、f the line going to the waste bagTransportabilityIntegrated 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.)Electa 6.0 Sales Information 11Pr

20、oduct ComparisonBRAT 2Main featuresOperating modes: A/SA/MProgrammability10 dedicated programs for 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/m

21、inBAYLOR bowl sizes 135-250 ml Very fast processing system both in routine and in emergenciesEasy set-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 Integ

22、rated needle printerNo auto-diagnostic functionSoftware simulatorElecta 6.0 Sales Information 12Product ComparisonBRAT 2NEGATIVE POINTS Big and heavy equipment Only 2 bowl sizes: 135-250 ml No auto-diagnosticPerception of lower washing efficiency due to Baylor bowl geometry POSITIVE POINTS Very easy

23、 to set upPrompt in emergencies thanks to high processing speedFast processing also in routine due to Baylor bowl featuresHigh degree of personalization (possibility to exclude alarms)Integrated printer and vacuum pumpCRIT -LINE system: Hct detector for collected RBC (optional)Direct drawElecta 6.0

24、Sales Information 13Product ComparisonElecta 6.0 Sales Information 14Product ComparisonHow 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 simpler approach: color display for immediate comp

25、rehension 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 phasesPerformancesPerception of higher wash quality, due to Latham

26、 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 optimizing Hct per each bowl size and PLT efficienc

27、y 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 measures: blood loss detector, waste bag filling level,

28、 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 bowl size24 ATS programs vs 1024 automatic SEQ progr

29、ams 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 serviceElecta 6.0 Sales Information 15Product ComparisonPRPHigher pump flow control during SEQ proc

30、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

31、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

32、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

33、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

34、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

35、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

36、Electa6.0 positive points vs Brat 2Electa 6.0 Sales Information 16Product ComparisonHow 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 Performa

37、ncesHigher Hct due to Baylor bowl vs Latham bowl. 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

38、 messagesBlood quality monitoringHct detector precise 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

39、 data from detectors immediately available on display vs necessity of printing reports. Forecasted for future developments in Electa.Electa 6.0 Sales Information 17Product ComparisonCATSMain FeaturesOperating mode: A7 ATS programs1 program for PPP and PRP collection2 rapid transfer programs, 1 cryo-

40、wash programDirect drawMax pump flow: prime 350 ml/min, wash 400 ml/min, empty 190 ml/minBELT SYSTEMFat elimination systemEasy to set-upHelp on lineBig and heavy equipment - low transportabilityModular vacuum pumpExternal printer (optional)Battery for net fallsAuto-diagnostic functionElecta 6.0 Sale

41、s Information 18Product ComparisonCATSPOSITIVE POINTS Innovative concept and mechanism: BELT SYSTEMEasy to set-upHelp on line present in all phasesNo need of bowl sizes (higher flexibility also in low bleeding cases) High Hct (usually 60%)Clamped line sensorRapid transfer programsCryo-washing progra

42、msOptional thermal printerBattery for net fallsAuto-diagnosticNEGATIVE POINTS Not fast enough in emergencies because flows can not be adjusted manually 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 Lath

43、am bowl due to belt geometry (blood dilution more than real washing)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 procedureNot efficient PRP collection due to the belt system

44、geometryElecta 6.0 Sales Information 19Product ComparisonElecta 6.0 Sales Information 20Product ComparisonHow to sell against CATSElecta 6.0 positive points vs CATSEase of useEasier user interface and simpler approach: color display for immediate comprehension of the operative situation. CATS is eas

45、y 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 only in set-up. Performanceshigher wash quality due to

46、 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 emergencies: automatically regulated processing speed is no

47、t 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 always necessary to fill the belt with saline solution

48、(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%): sometimes such concentrated blood must be diluted with s

49、aline solution to be reinfused (no clinical advantage, dilution is time consuming and there is a high risk to loose sterility) Electa 6.0 Sales Information 21Product ComparisonHow to sell against CATSElecta 6.0 positive points vs CATSAutomationWider functioning modes range with possibility to adjust

50、 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 SEQ pr

51、ograms (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 monitoringHc

52、t 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 avail

53、able 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 indicat

54、ion available in the CATSElecta 6.0 Sales Information 22Product ComparisonHow 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/demonstrati

55、ons (very important outside the cardiac surgery, 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

56、once per day and not at the end of each intervention. 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 gener

57、ated (general, detailed, alarms & modifications)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

58、. Electa 6.0 Sales Information 23Product ComparisonAutomationNo need of bowl sizes (higher flexibility). 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 beha

59、viour by programming to 0 the wash volume.Cryo-washing programsBattery net falls. It is not 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 proces

60、sing speed since it allows to contemporarily prime, wash and reinfuse. In the reality the impossibility 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 bel