Quarterly Distributor Business Review. Country X

1.

CARDIAC RHYTHM MANAGEMENT (CRM)
Quarterly Distributor Business Review
Country X
DD | MM | 2022
Proprietary and confidential — do not distribute

2.

Agenda
Time
Subject
xx - xx
Country update
xx - xx
Financials
xx - xx
Inventory Update
xx - xx
Regulatory Overview
xx - xx
Distributor Payables
xx - xx
Market Dynamics Update
xx - xx
Tender Overview
xx - xx
NGHV Launch Update
xx - xx
ICM Update
xx - xx
Fysicon Update
xx - xx
Key Accounts Overview & KOL Management
xx - xx
Risk & Opportunities
xx – xx
Marketing & Education Overview
xx – xx
Competitive Environment
xx – xx
Distributor General Info
xx – xx
Summary
Proprietary and confidential — do not distribute
Presenter
2

3.

Country Update
RECENT CHANGES IN THE MARKET
• Update on market situation – Covid, Local Political changes, etc
• Legislation
• Customs
• Regulatory
• Currency Devaluation
• Reimbursement
• Other topics you would like to add
Proprietary and confidential — do not distribute

4.

CRM Quarter Closing & Forecast
2022 CRM
Q1
Q2
H1
Q3
Oct
Nov
Dec
Q4
H2
FY22
Actual / Forecast
Quota
Prior Year
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
Variance vs Quota, abs
Variance vs Prior Year, abs
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
Variance vs Quota, %
Variance vs Prior Year, %
• Enclosed reference excel sheet
• Comments on performance and results
Proprietary and confidential — do not distribute
November 25, 2022
4

5.

CRM Stock Level (Units)
Stock
CRM Units
LV Trad SR
LV Trad DR
LV CRT
HV Trad VR
HV Trad DR
HV CRT
ICM (Confirm)
As of
Oct 1, 2021
0
0
0
0
0
0
0
Purchases from Abbott
in
Q2 2022
0
0
0
0
0
0
0
In Market Sales
Stock as of
Q2 2022
Oct 2022
0
0
0
0
0
0
0
0
0
0
0
0
0
0
Stock coverage,
days @ IMKT average
June 2022
Run Rate Quarterly: How many units in general on quarterly base are used
Proprietary and confidential — do not distribute
5

6.

Merlin Programmer Overview
Merlin PCS 3650
Units
In Hospitals
Distributor Office/Reps
Out of order
Missing/Lost
Additional Needs Forecast
Comments
-
Proprietary and confidential — do not distribute
6

7.

Distributor Payables Update
Distribution History
Contract Validity Timeline
Payments Terms
Ex: Since 2010
AR Status
Payable at 01/07/2021
Total Payables
Overdue Total
payables
$
$
%
Our customer pays us in XX days (DSO Days Outstanding)
Proprietary and confidential — do not distribute
November 25, 2022
7

8.

CRM Country Reimbursement Scheme
Explain Reimbursement Scheme if applicable in your country (device reimbursement, procedure reimbursement,
system/device, etc.)
Product
Price (USD)
CRT-D
ICD DR
ICD VR
CRT-P
PM DR
PM SR
ICM
Remote Monitoring
His Bundle Catheter
Proprietary and confidential — do not distribute
Enter title via "insert>header and footer>footer" | November 25, 2022
8

9.

Market Share Overview
UNITS SOLD
ICD VR
ICD DR
CRT-D
PM SR
PM DR
CRT-P
ICM
ABBOTT
2021
2022 YTD 2022 FY
Actuals Actuals Forecast
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
0
*YTD Year to Date
Growth
%
0%
0%
0%
0%
0%
0%
0%
Total Market (including Abbott)
2021
2022 YTD 2022 FY Growth
Actuals Actuals Forecast
%
0
0
0
0%
0
0
0
0%
0
0
0
0%
0
0
0
0%
0
0
0
0%
0
0
0
0%
0
0
0
0%
ABT Mkt Share %
2021
2022
Actuals Forecast
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
FY Full Year
• Enclosed reference excel sheet
• Comments on 2022 Year-To-Date results and 2022 market share evolution
Proprietary and confidential — do not distribute
November 25, 2022
9

10.

CRM Tender Overview
Tender
Start Date
End Date
[mm/dd/yy] [mm/dd/yy]
Product
Category
Qty
Units
Enduser Price Abbott Price
in US$ /Unit
in US$
GM%
Hospital XX
Hospital YY
National Tender
- Fill in the table for tenders
- Indicate % split between Public and Private Tenders
Proprietary and confidential — do not distribute
November 25, 2022
10

11.

CRM Product Tiering & Positioning
New Generation High Voltage
Current Offering & ENDUSER Prices
Positioning
Product Name
NGHV Positioning & ENDUSER Pricing
CRT-D
DR
VR
High End
$
$
Core
$
Value
$
Product Name
CRT-D
DR
VR
$
$
$
$
$
$
$
$
$
$
$
$
$
$
Comments
-
Proprietary and confidential — do not distribute
November 25,
2022

12.

New Generation High Voltage (NGHV) Launch
Account Name
High End
Core
Fill in the New Generation HV tiering/positioning plan by account
Proprietary and confidential — do not distribute
Value Offering

13.

Remote monitoring
Adoption rate
Reimbursement
Contracts status
Merlin@Home and Merlin.net
Needs and expectations
Proprietary and confidential — do not distribute
November 25, 2022
13

14.

2022 ICM Overview
Account Name
2022 Total Sales
Confirm Confirm
Units Rx Units
Total
ABT
Units
Reveal
LinQ
Units
BTK
Units
BSX LUX
Units
Total
Mkt
Units
0
Reveal
ABT
Mkt
Abbott
LinQ MS Enduser Enduser
%
%
Price $ Price $
0%
0%
0
0%
0%
0
0%
0%
0
0%
0%
0
0%
0%
0
0%
0%
Comments:
-
Proprietary and confidential — do not distribute
November 25, 2022
14

15.

Key CRM Account Analysis
Deep Dive Analysis (Large Volume Accounts):
- Analysis of Market share provided and ABT/Competitors positions by
accounts and products segments
- Activities executed Year-to-Date 2022
- Accounts Strategy for 2022 in terms of Marketing (share gain), Investments,
KOLs management
Proprietary and confidential — do not distribute

16.

CRM End User Prices (US$) in Key Accounts
End User Price (USD)
Account Name
Comments
-
Proprietary and confidential — do not distribute
LV SR
LV DR
CRT-P
HV VR
HV DR
CRT-D
ICM
HBP Cath*
*His Bundle Pacing Catheter
November 25, 2022
16 Program
T&E

17.

CRM KOL Management (Center of Excellence)
Main KOLs
Dr.XXX – Referral Cardiologists
Dr. XXXX– Director of Cardiology
Dr. XXX– CRM Specialist
Engagement activities for each of the KOLs
Proprietary and confidential — do not distribute

18.

2022 Q4 Risks & Opportunities
Description
Total
Probability
Account/
Tender
Revenue
%
0
%
0
%
0
%
0
%
0
%
0
%
0
Comments
- ……
- ……
Proprietary and confidential — do not distribute
18

19.

2022 CRM Marketing & Education Activities Summary
List (Online) symposia/trainings/workshops/education grants/campaigns carried
out Year-to-Date 2022
Proprietary and confidential — do not distribute
19

20.

H2 2022 CRM Marketing & Education Events
Marketing Event
Number of HCPs
1
XXX
2
XXX
Total Cost
3
4
Comments
- ……
- ……
Proprietary and confidential — do not distribute
20

21.

SWOT analysis CRM
STRENGTH
WEAKNESSES
…...
..…
+
S W
O T
OPPORTUNITIES
….
THREATS
….
21

22.

CRM Competitive Outlook
Company Activities
Biotronik
Boston Scientific
Medtronic
Company Positioning
Proprietary and confidential — do not distribute
November 25, 2022
22

23.

CRM Competitive Launch
Competitive New Products in your market
Account Name(s):
Implants in 2021 and in 2022:
Implanter
Price:
Proprietary and confidential — do not distribute

24.

CRM Competition Clinical Program
Study
Proprietary and confidential — do not distribute
Company
Description and
Devices included
PIs
Devices Implanted
T&E Program November 25, 2022
24

25.

Distributor Organization Chart
Insert Company Org Chart: …..
Proprietary and confidential — do not distribute

26.

Other businesses (different from Abbott)
List of brands represented by your company + estimated yearly sales: …..
Proprietary and confidential — do not distribute

27.

Summary of the Day & Closing Comments
……
……
……
……
Proprietary and confidential — do not distribute