Market Info
Fun Facts
Selling Tips
Competitors
Disposable Products
100
What is Welch Allyn's market share?
(+/- 5%)
80.5%
GHX Distribution Data through FYq1 2018
100
What are the top 4 contracts that the Welch Allyn specula participates on?
Vizient, Premier, Intalere, HPG
100
List 2 actions you could take to introduce single use LED speculas?
- Identify which customers are currently not using WA vag specs
- Reach out to ED, value analysis, Infection control, L&D that are using reusable. Provide a box of single use specula free of charge for trial
-
100
Who are the top 3 vag spec competitors in the marketplace?
Welch Allyn
OBP
McKesson -WH PL
100
How many sizes does the single use LED Vag specula have?
X-small, small, Medium and Large
200
What is the total Market Share size?
$75.4M
GHX Data through FY8102018
200
What are the four types of disposable Vag Speculas Hillrom offers?
Kleenspec 590 Smoke Tube
Kleenspec 590 Disposable Specula
Kleenspec 580 Series with sheath
Kleenspec 590 Disposable Specula with LED
200
A customer on the phone thinks they are using WA speculas for months but there are no tracings that support that. How do you ensure they are using WA speculas and not OBP?
OBP has tried for years to imitate WA packaging and color boxes. Some reps have even stated that it is the same product
200
What is the difference in materials between the WA Single use specula and OBP's ER Spec?
WA - 100% Acylic, it provides smooth molded edges better for patient comfort
50% Stronger than competitor
OBP - Styrene/Acrylic Blend with sharper edges
Not as strong as 100%
200
Which is the only WA vag specula that is not interchangeable with other light sources?
Kleenspec 580 Series with Sheath
300
What percentage of the market use disposable versus metal specs?
55%
45%
300
Who is Chris Daily's replacement?
When should we contact him/her?
Lori Tedesco
300
Customer states "Buying single use LED specula's is awful for the environment" How do you respond?
- Batteries are removable for recycling purposes and can also be discarded in regular trash
- Reprocessing involves use of powerful detergents, solvents and disinfectants which all end up as dangerous waste products
300
Describe 3 differences on how WA and OBP LED light works?
WA - Batteries and LED sealed in handle
OBP - 3 Batteries, LED not sealed. Located in lower blade inside patient. Cannot be remove for recycling
Patient safety issue if they become dislodge
300
What is the shelf life on the single use LED vag spec?
5 Years
400
What is the YOY revenue growth rate for WA speculas versus OBP
WA - 2% growth
OBP - 23.6%
GHX Distribution data through FYq1 2018
400
What style vaginal specula are the single use LED vag spec?
Pederson Style -
Flat and narrow, the Pederson speculum is a vaginal speculum used during OB/GYN examinations when women have narrow vaginal canals. ... Using this narrow speculum type can eliminate some of the discomfort of a pelvic exam
400
Describe at least 2 benefits of using disposable versus metal speculas
- Reprocessing involves the use of powerful detergentes, desinfectants and plastics that end up as waste products
-Resterilzation almost always requires the use of ethylene oxide or sporicidal desinfectants which are harmful
-It releases persistent bioaccumulative toxins (PBTs) when medical chemical waste is incinerated (linked to serious human and ecological health problems
400
Describe 2 competitive advantages of OBP ?
Side opening specula (M Only)
Price
400
What are the color codes for the single use vag spec?
Yellow - xsmall
White - small
Green - Medium
Blue - Large
500
What is unique about a graves vag specula?
Graves speculums (see image below) have a wider blade than Pederson speculums, and their sides are also curved
500
What company sells the side opening vag specula?
OBP (manufacturer)
500
What reports are available to identify opportunities in your specific market?
What information is available?
WABI Reports
Power BI
500
Who manufactures this specula? What is its main competitive advantage
S2S Global Premier Pro
Turn on/off button
Beat WA on price
500
A customer asks you, "Can the WA specula be sterlized?" You answer...
Yes, they can be sterilized prior to use (see valid sterilized options)
Not to be sterilized after first use