The Role of Automated Collections in a Changing Industry

1. The Role of Automated Collectionsin a Changing Industry Panel Discussion 2010 ADRP Conference May 20, 2010 ~ Seattle, WA

2. Agenda Welcome & Introductions Data Historical Review Changes in Demand Strategies for Improvement Questions from the Audience 2

3. Panelists

4. The Data: Historical Review Changing Demand

5. Statistics Summary – Hemasphere Data • 42 Blood Centers • 172 Mobile Collection Operations • 621 Total Collection Operations • 276,233 Completed Blood Drives • 6,435,221 Units Collected • Collected Data Since 2006 5

6. Overall Drive Statistics – WB & 2RBCs Total number of drives by year Total number of 2RBC drives by year 6

7. Overall Drive Statistics – Platelets & Plasma Total number of Platelet drives by year Total number of Plasma drives by year Total number of Plat/Plas drives by year 7

8. Apheresis Drive Distribution 8

9. Completed Drives with 2RBC Data (Mobiles) 9

10. Completed Drives with Platelet Data 10

11. Completed Drives with Plasma Data 11

12. 2RBCs – Projected vs. Performed (Mobiles) 12

13. 2RBCs – Projected vs. Performed (Fixed Sites) 13

14. With regard to your blood center operations, is it your experience/opinion that overall red cell utilization in your service area has declined in 2009? 13 participants out of 24 responded “yes” 11 participants out of 24 responded “no”

15. My blood center has major concerns about the growing surplus of red cells. In this ASC online survey, 87% of participants agreed with this statement. At the GSABC members meeting in March 2009, only 52% had concerns about the growing numbers of red cell surplus.

16. Has your blood center had to cut back on collections in 2009?

17. Quarterly RBC Demand Forecast Data courtesy of BCA

18. RBC Demand Change – Same quarter, prior year Data courtesy of BCA

19. Quarterly Platelet Equivalent Demand Data courtesy of BCA

20. Quarterly SDP Platelet Demand Data courtesy of BCA

21. CaridianBCT Approach

22. Session Objectives • Summarize “what we’re hearing from you” - Michael • Automation strategies with changes in the market – Jacque • CaridianBCT solutions - All

23. What we are hearing from you • Hospitals • Fewer elective surgeries (most profitable segment) • Large number hospitals losing money • Budget cuts and capital spending delays • Pressure on blood pricing • Transfusion thresholds being challenged

24. What we are hearing from you • Blood Banks • “Glut” of some blood products aided by: • Elective surgery deferrals • Increased split rates for platelets • Hospital blood utilization programs • Selling of products outside of traditional territories • Driving prices down • Historical operating margins of 2 – 4% being threatened • Cost cutting • Mechanisms for increased efficiency • Diversification of revenue streams

25. What we are hearing from you • Blood Market • Platelets - demand is slightly up • Expected to continue in this direction • RBCs - demand is down • Slightly up in some regions • Expected to be flat • Dependent on blood usage trends • Plasma – FFP is flat. Fractioned plasma is currently flat. • Fractioned plasma expected to increase • Automation usage is tending to increase - slightly • Flexibility and efficiency

26. Blood Center Strategy FROM • Maximize efficiency of less frequent donors • Maximize availability of products • Collect as many type O red cells as possible TO • Right product, right time, right place, right donor

27. Going forward…. • Use automation to: • Maximize efficiency • Getting more from less or the same number of donors • Focus on specific blood types/components • Eliminate inefficient cost 28

28. And what about recruitment? • Recruit more automation/not less • Efficiency of automation • Recruitment will be more complex • Right product – most efficient • Right time - based on fluctuating demand • Right place – mobile vs. fixed • Right donor - type specific • More education • Pedigree programs 29

29. CaridianBCT Solutions

30. CaridianBCT Solutions Donor Base Analysis DonorMax Vista 31

31. Donor Base Analysis Tool (DBA) • The “Donor Base Analysis Tool” provides donor recruitment/conversion goals based on: • Donor base data • Blood center collection goals • Blood type and gender • Outputs • Daily automation/conversion goals by: • Product type • Blood type

32. Donor Base Analysis

33. Donor Base Analysis

34. DonorMAX A blood center program designed to maximize the efficiency of your existing donor base: • DonorMAX includes: • Analysis Tools • Donor base analysis and others • Staff Educational Tools • Marketing Tools • “MAX” • Educate and motivate donors on automated collections • Interactive donor kiosk • Tele-recruitment tool 35

35. Vista Information System The Vista Information System automates donor eligibility processes and optimizes donations. The Vista system: Identifies the optimal collection for each donor Tracks and manages blood component loss Automates the creation of procedure records Facilitates instant procedure priority updates on multiple Trima Accel devices Improves and standardizes processes

36. Summary Increase Donor Frequency Produce an Ample, Safe Blood Supply Collect More Products per Donation Channel Donors to Preferred Donation Methods

37. Haemonetics Approach & Solutions

38. Our Blood Management Definition Providing the right blood product, at the right time, in the right dose, to the right patient who does Preventing a blood transfusion to the patient who doesn’t need one 39

39. A world-class blood management program is built on three pillars Optimal Blood Management Services Information Management Devices

40. Our portfolio creates a total embodiment of blood management solutions for our customers Hospital Blood Center Sponsor Management Recruitment & Interview Blood Collection Processing & Testing Inventory &Distribution Hospital BB Inventory Transfusion Preparation Pre Intra Post Point of Care IMPACT TM Online Information Management Devices Transfusion Management Programs Production & Cost Optimization Mobile Setup Modeling Services PAD Management Collection Program Optimization Lean Process Improvement & Six Sigma Programs Donor Recruitment & Conversion Training Anemia Management Hemostasis Management 41

41. Historical Journey 42

42. Automation From the 50,000’ Level Differentiation difficult Difficult to craft automation strategies Difficult to determine application of standardized practices Difficult to determine best strategy for decreasing CPUC Difficult to develop annual budget Difficult to quickly adapt to changing market drivers 43

43. Evolution of Automation Timely access to information at the granular level is increasingly important due to changing market drivers 44

44. Program provides an analysis of opportunities across departments, areas, regions, & teams BLOOD CENTER Data from all sources Hemasphere, etc. EXPANSION SCENARIOS • Determine Collection Ramp Goals • Set Timeline • Determine intervals between sites • Apply Constraints • Set Run Rate Targets/Machine • Choose Options 45

45. Process Improvement Programs • Consultative support available to implement process improvement solutions • Experts available in: • Project and Program Management • Lean Manufacturing • Six Sigma • Recruitment • Collections 46

46. Questions?