Sales Meeting

Puncak, 07 09 Mei 2008

Presented by :
Annik Mayseptyana
JKT-2
Agenda

Scientific leadership (what is your activity with information

regarding HCV, HIV,)

Competition (APAC Sysmex and APAC Roche)

IMX Retirement program

Business reviews (using the BUR from phoenix)

Presentation Title Company Confidential 2

Date 200X Abbott
Scientific Leadership
Roche HCV
Case in RS. Royal Taruma Jakarta
Investigation

Current Situation

1. Instruments : Mini Vidas (Sale) Goals

2. Immunology test
Routine test (small vol 20 test per month) :
1. Faster result for
TSH,
Screening for blood bag (HIV, HbsAg, HCV --
screening blood bag ED
-- @250 test per month) patients
3. Min. resources, shift system for 24hr 2. One day service
operationalization 3. Profitability w/ 24hr lab
4. Poor sample management --- screening for operationalization4.
ED patients and routine test 4. Productivity
5. The pathologyst have good relationship w/
Roche --- New instruments Cobas e411

Presentation Title Company Confidential 3

Date 200X Abbott
Scientific Leadership
Roche HCV
Case in RS. Royal Taruma Jakarta
Competitive comparison

Axsym Cobas e411

1. Higher throughput compare to Vidas, simple
sample management --- 1 operator can do
other test --- productivity
2. Axsym reagents is recommended by PMI for
Screening --- safety
3. Ready of use reagents --- No Need to
lyophilised --- time efficient for preparation
and reduce human error
4. Complete panel for hepatitis, tumor marker,
thyroid, total about 88 available tests
5.
1. The product can not be used for blood
banking purposes (stated on package insert)
---- many of ED patients donors are their
family ( safety ???)
2. All the reagents are lyophilised (except cals) -
--- time consuming and poor productivity
45 of preparation for @ box (stated in box) --
--- time consuming --- productivity
Calibration w/ fresh reagents. Calibration
must performed once per reagent kit --- time
consuming --- productivity ---- cost

Productivity
Efficiency
Simplicity PROFITABILITY !!!
Credibility
Presentation Title Company Confidential 4
Date 200X Abbott
Competition

Roche Focus
Account Name Cycle Stage Opportunity Name Line of Business Program
RS. Mitra Depok Closing Axsym Immunoassay AP-Roche
RS. Puri Indah Closing Axsym for RS. Puri Indah Immunoassay AP-Roche
Makmal FKUI Investigation fertility assay (B-HCG) Immunoassay AP-Roche
RSIA. Hermina Bekasi Prospect Axsym redeployment Immunoassay AP-Roche
Upgarde Axsym to AxsymPlus (expired
RS Mitra Kemayoran Investigation contract) Immunoassay AP-Roche
RS. Meilia Cibubur Prospect Axsym Immunoassay AP-Roche
RS. Mitra Depok Closing Axsym Immunoassay AP-Roche
RS Pelni Petamburan Prospect RAP Axsym Immunoassay AP-Roche
Lab kharisma Suspect Axsym placement Immunoassay AP-Roche
RS. Royal Taruma Negotiation Axsym Immunoassay AP-Roche
Sumber Mitra Agung Jaya (RS.
MMC) Investigation Hbc marker Immunoassay AP-Roche

Competitor Activity !!!!!!!!

1. RS. Puri Indah ---- Cobas Integra (Sale) bonus Placement e 411, no
target, 1 kit free trial for HbsAg (reagents, control)

2. Makmal FKUI ---- Demo (feb-Apr 08) --- free 2 kit ( HbsAg, B- HCG )
incl.cal & cntl --- First PO 2 kit for same marker

Presentation Title Company Confidential 5

Date 200X Abbott
Competition

Sysmex
Opportunity
Account Name Cycle Stage Line of Business Opportunity Name Type Cycle Stage
RSUPN Dr Cipto Mangunkusumo Investigation Hematology CD32 Lab 24hr Take Away AP-Sysmex
RS Haji Investigation Hematology RS Haji Hema Take Away AP-Sysmex
PT Sumber Mitra Agung Jaya , Pondok Indah
Hosp. Lost Hematology CD37 Puri Indah New Lab AP-Sysmex
PT Sumber Mitra Agung Jaya , Pondok Indah
Hosp. Suspect Hematology CD37 Take Away AP-Sysmex
RS Karya Medika Suspect Hematology CD32 Take Away AP-Sysmex
RS Atma Jaya Suspect Hematology CD18 Take Away AP-Sysmex
RSPAD Gatot Subroto Investigation Hematology CD32 Take Away AP-Sysmex
RSU Tarakan Prospect Hematology CD37 Take Away AP-Sysmex
RSUD Bekasi Negotiation Hematology CD32 Take Away AP-Sysmex
RS. Ananda Suspect Hematology CD32 Take Away AP-Sysmex
RS.FKUKI Investigation Hematology CD32 Take Away AP-Sysmex
Laboratorium Utama Belitung Negotiation Hematology CD32 Take Away AP-Sysmex

Competitor Activity !!!!!!!!

1. RS. Puri Indah ---- Bundled System, XE2000 (sale), (KX-21---Back up),
placement Urineanalyzer, LIS (yearly maintenance fee)

2. RS. Hermina ------ CPRR (cost per reportable result)

Presentation Title Company Confidential 6

Date 200X Abbott
Imx Retirement

Current ImX Population : 11

- Sale : 7 instruments
- RAP : 4 instruments
YTD Growth 2008 : 13.2%
Inactive instruments, return to APL Kelapa gading warehouse
- Lab Patklin RSCM (No Reagent Purchased since 2006)
------- done 17th Apr 2008
- RS. Omni Medical Center (for MCU : HbsAg, Anti-Hbs ----
No. reagents Purchased since April 2007) -------- scheduled
week 2 May 2008.
Presentation Title Company Confidential 7
Date 200X Abbott
Imx Retirement

Active Instruments :
Routine reagents purchased
- Low Volume Customer
- Run only 3-4 markers,
- Lab Klinik Enggal ---- Thyroid
- CV. Melawai --- HbsAg, Anti-Hbs,
AFP, CEA,
- Tabah Medical center ( Rental )----
HbsAg,Anti-Hbs, HIV, HCV , T3, T4
Periodically
- Only for MCU ---- RS. Hosana Medika
in 1 year they only runs 2 times w/
@ 1000 sampel only HbsAg
- Specific Markers Tacrolimus ------
RS. Pusat Pertamina

Still Running

Presentation Title Company Confidential 8

Date 200X Abbott