Significant value in diagnostic information
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1 U.S. Centalized Oveview Tom Adkins Vice Pesident Sales and Maketing Centalized, USA 1 Centalized Significant value in diagnostic infomation Diagnostic analysis of blood and othe body fluids pefomed in a centalized testing facility o lab 70 % patient infomation comes fom lab 4 % hospital expenditue on diag. testing 2 Roche US Event Adkins, Centalized 1
2 Sites pefoming testing ae uniquely stuctued to meet oganizational chates Hospitals Refeence s Integated Systems Independents Decentalized Centalized Satellite Site-dependent Satellite Coe Satellite oatoy Satellite 3 Centalized Maket gowth will be modeate (~4 %) 1 % $300 maket gowth ( ) 8 % 6 % 4 % 2 % 0 % -2 % -4 % Coagulation $500 Hematology $1,400 $2,200 $700 Micobiology Chemisty Immunology $60 Uinalysis 2004 Maket Size USD bn. Souce: Roche analysis, SEC -K filings, company epots 1 Gowth pojection fo the testing segments estimated fo Roche US Event Adkins, Centalized 2
3 U.S. Testing Maket Roche is shae leade in Routine Chemisty and Immunoassay Testing 2004 US Maket: $3.4 bn * Immunoassay 58 % Shae of Immunoassay Test Requests Roche Baye Abbott Beckman Dade Chemisty 42 % Shae of Chemisty Test Requests Roche Dade Beckman Otho Olympus Includes anemia, cadiac, fetility, thyoid, tumo, TDM, DAT & HbA1c test equests * Repesents outine CC and IA evenue (excl. blood sceening) Souce: Infomation Dynamics Maket Monito 5 0 U.S. Testing Maket Roche has stong position in Refeence s and is tageting gowth in the Hospital Maket Custome Segments Refeence 37 % Shae of Refeence Test Requests* Roche Olympus Beckman Baye Dade Hospital 63 % Shae of Hospital Test Requests* Roche Dade Beckman Otho Abbott * Repesents CC and IA testing only (excl. Infectious Disease tests) Souce: Infomation Dynamics Maket Monito, Washington G-2 Repots, Industy Stategic Outlook Roche US Event Adkins, Centalized 3
4 Maket oppotunities & challenges Healthcae System Patients Payes Issues o shotage Financial pessue aveage magin 4 % Reimbusement pessue based on outcomes Aging population inceasing demand tests Costs inceasing, evenue deceasing Incease puchasing powe as consolidation occus (IHN) Moe infomed consumes - assuming moe significant ole in managing thei health Healthcae sevice buyes (payes, hospitals, physicians and patients) will buy on the basis of disease o clinical impact Objectives Meet labo challenges Meet quality, egulatoy, eimbusement standads Retain patients and physicians Meet tighte opeating and capital budgets Impove opeational efficiency Impove health economic outcomes Actions Consolidation Standadization testing method, pocesses Automation IT suppot tools Out-each pogams/ tools Souce: Roche eseach 7 Stategic impeatives to succeed in U.S. Stengthen leadeship position Stetch Pofessional Sevices Disease Management Infomatics Shape Expand numbe and claims fo high value tests Intoduce next geneation systems Optimize acoss all segments Stengthen Leveage menu and systems supeioity though evidence Simplify and amplify coe messages Build custome loyalty Coe business Futue gowth dives New makets 8 Roche US Event Adkins, Centalized 4
5 Stengthen cuent maket Dive custome loyalty Objective Voice of the Custome insights dive tageted actions that maximize custome loyalty and theefoe business gowth Focus quality selling time fist-time fix ate contacting pocess 9 Stengthen cuent maket Simplify and amplify coe messages Self Actualization Emotional Benefits CD Value Poposition The powe to contol you lab the way you want while making a diffeence Bette financial pefomance Enhanced opeational pefomance Impoved patient outcomes Rational Benefits Featues & Attibutes Message Hieachy Roche US Event Adkins, Centalized 5
6 Investment Peiod Stengthen cuent maket Leveage menu and systems supeioity though evidence Financial Opeational Health Economic Studies Wok pocess analysis (WPA) labo and inventoy analysis Roche Poductivity Measue (RPM) ROI analysis Wok pocess analysis (WPA) opeational analysis pocess analysis (LPA) opeational analysis Case Studies Wokstation connections (by wokstation) Sample site: Mac's test site (MTS) Adams Mac (MA) Yea 1 Yea 5 Annual Consumable Savings... ($13,618) to ($9,924) FTE's Available fo Reallocation to 2.0 Poductivity Impovement... 67% to 67% Payback Peiod (yeas) Net Pesent 8%... $189,860 Intenal Rate of Retun... 66% Beakeven Analysis $350,000 Net Savings $300,000 $250,000 $200,000 $150,000 $0,000 $50,000 $0 ($50,000) Now Yea 1 Yea 2 Yea 3 Yea 4 Yea 5 ($0,000) ($150,000) Health Outcomes Clinical Studies PRIDE Klecke Study 11 Shape cuent makets Optimized system potfolio acoss all segments L lage cobas 8000 <c 701> cobas 8000 <c 701 e 601> M medium S small MODULAR PRE- ANALYTICS Middlewae cobas 6000 <c 501> cobas 6000 <e 601> cobas 6000 <c 501 e 601> cobas c 311 cobas e Roche US Event Adkins, Centalized 6
7 Shape cuent makets Expand numbe and claims fo high-value tests* Disease State View appoximately USD 600 bn diven by chonic conditions Disease State Cadiac Cance Diabetes Respiatoy Othe Total Annual Spending $2 bn $55 bn $50 bn $5 bn $ bn $ bn Categoies of Menu Addition Blue: expanded claims in development Yellow: menu additions in development People Impacted 60 m 1-2 m 16 m m 50 m 125 m * Poducts eithe in development o pending FDA cleaance Cadiovascula NT-poBNP monitoing Toponin T hepain Ischemia Modified Albumin (povided by ITI) scd40l Homocysteine Tumo CA panceatic cance CA 19-9 gastic cance CA 72-4 Cyfa 21-1 NSE Women s Health P1NP (Bone) Osteocalcin (Bone) HIV Combi TORCH Tests 13 Stetch coe business Pofessional Sevices BUSINESS GROWTH & CHANGE LEADERSHIP Stategic planning Maket assessments Maketing plan development OPERATIONAL IMPROVEMENT Activity-based costing oatoy design Lean / Six Sigma education and leadeship Inteim Management INFORMATION TECHNOLOGY IT assessments IT system selection IT Connectivity Consultation IT integation and migation PROJECT MANAGEMENT Pogam and poject management 14 Roche US Event Adkins, Centalized 7
8 Stetch coe business Disease Management Infomatics Claim Expansion Data Aggegation Collect eal-time infomation fom lab and home-based souces to infom clinician decisions Economic Impact Studies Education on Standads of Cae New Patnes and Customes Data Analysis and Decision Suppot Leveage eal-time clinical data to ceate algoithms that bette intepet diagnostic infomation Pogam Management Ceate customized disease-focused sevices that dive diagnostic o teatment ecommendations 15 Stategic impeatives Impeatives Maintain and stengthen maket leadeship in cental testing maket Actions Build upon custome loyalty Focused single solution message Leveage supeio menu and systems Gain leadeship in immunochemisty Impove pofitability though consolidation of instument platfom and eagents Dive Elecsys/ E170 placements Incease use of novel high-value tests (NT-poBNP, P1NP, Top T) Launch new assays/ claims (cance makes CA19.9) Launch cobas modula platfoms Ente new maket space though IT solutions and sevices Pilot disease management infomatics Expand Pofessional Sevices business 16 Roche US Event Adkins, Centalized 8
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