for internal use only! mobilediagnost wdr competitive comparison

For internal use only!

MobileDiagnost wDRCompetitive Comparison

Confidential

Table of Contents

1. Overview of competitors

2. Wireless competitors overview

– MobileDiagnost wDR vs Siemens Mobilett Mira

– MobileDiagnost wDR vs Shimadzu Mobile DaRt wireless

– MobileDiagnost wDR vs GE Optima XR 220 amx

– Information on Flashpad size

3. Outlook on announced new DR mobiles

4. Tethered competitors overview

– Infection risk with tethered detectors

5. Upgrade competitors overview

6. How to counter competitive attacks?

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Philips vs. the competition

Analog + CRe.g. GE AMX 4Slow and inefficient!

Analog + DR upgrade e.g. Shimadzu Art + Carestream DRX-1Old base + who is responsible?

Tethered DRe.g. Siemens Mobilett XP digitalInfection!!

Wireless DR e.g. GE Optima XR200 amxProven? + High end?

PhilipsMobileDiagnost wDR

Onboard CRe.g. Fuji FCR Go2DR is the future!!

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Philips MobileDiagnost wDR

GE Optima XR220 amx

Siemens Mobilett Mira

Shimadzu Mobile DaRtEvolution wireless

Canon RadPRO Digital 40kW wireless

Versatile exams with powerful 40kW generator

15/30kW 32kW 30kW

Built-in detector handle for safe handling Attachable

handle Attachable

handle

Beam management with built-in filter disk Smart SID measurement 3 clicks to complete exam Easy workflow with integrated generator But need to

swap screens

WPD positioning helpers / holders

Philips MobileDiagnost wDR offers much more

WIRELESS COMPETITORS

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• 32 kW generator• Non-integrated generator controls• Syngo User Interface• New base unit -> proven and stable?• Small wheels • Positioning with swiveling arm• Being small doesn’t mean it is easy to

handle• No storage for gird on the machine• Needs to be plugged in during exposure?

• 40 kW generator• Integrated generator with 7 patient types• Very low mAs: 0. 1 mAs• Eleva User Interface• Big wheels in the back to allow nimble

maneuvering and overcoming obstacles• Easy to maneuver and position

• Fine Positioning• Advanced collimator

• No need to carry filters• Long lasting LED light• SID Laser indication at fixed distance

• Back up cable on the system

Competition 1:1 Philips vs. SiemensSame detector, superior base

Philips MobileDiagnost wDR Siemens Mobilett Mira

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Questions to askSiemens Mobilett Mira• When will this system be available?

The Mobilett Mira has received FDA approval in October. Up till now (Jan 2012, no single customer site reported. Philips MobileDiagnost wDR is FDA cleared and is successfully running in more than 30 sites already.

• How much confidence to you have in a new base unit with new components ( x-ray generator, battery systems, drive mechanism, chassis, wheels, gears, etc.) which has just been released?Philips MobileDiagnost wDR is based on a proven base unit as well as on a proven image chain with UNIQUE

• How many exposures can be done with one charge?

MobileDiagnost wDR can do up to 200 exposures at one charge and additionally drive for about 20kms/ 15 miles.

• Do you find it convenient to work with swiveling column? Reports from customers that it is not convenient to pull up the tube head from its parking position.

• How stable and easy to maneuver is the system with the smaller wheels?Philips MobileDiagnost wDR has big rear wheels for very easy maneuvering, even with just one hand

• Yes, it is a smaller machine, but is it really easier to handle? Sometimes, customers seem to interchange it the focus should be on the maneuverability, where Philips is best in class.

• Where do you store a grid? There does not seem to be a storage possibility for a grid , do you alwaysy need to carry it with you?

• Do you find it difficult to always bring filters with your mobile?Philips MobileDiagnost wDR has integrated filter disk in the collimator for easy usage. Moreover, it features a SID indication with laser lights for quick and precise positioning

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SummaryMobileDiagnost wDR vs. Siemens Mobilett Mira

Philips MobileDiagnost wDR Siemens Mobilett Mira

Wireless detector with built-in handle same

Several installations running No (Status Jan 2012)

Better base unit (swivel column, fine positioning from tube head, one-handed driving) Reliable and proven Best User Interface thanks to Eleva Greater generator power (40kW) (32kW)

Best image processing Siemens win:DR Mobile installed base

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• 32 kW generator• Non-integrated generator controls• Lowest mAs: 0.32 mAs• Non-integrated generator• Small wheels • Attachable handle provides risk to for

infection as body fluids can enter • Grid handling w/o handle?• Charging of detector in separate charger

• 40 kW generator• Integrated generator with 7 patient types• Very low mAs: 0.1 mAs• Eleva User Interface• Big wheels in the back to allow nimble

maneuvering and overcoming obstacles• Convenient detector handling thanks to

built-in handle• Detector charging on the system• Advanced collimator


Competition 1:1 Philips vs. Shimadzu More integrated, more reliable

Philips MobileDiagnost wDR Shimadzu Mobile DaRt wireless

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Questions to askShimadzu Mobile DaRt• How easy/difficult is the handling of a detector without a handle?

The wireless detector on the MobileDiagnost wDR has a built-in handle designed forrugged use. It can be easily carried and positioned (image you need to carry a CR cassette with the weight of a detector. Why would Shimadzu offer and attachable handle if it would be very easy to handle a cassette size detector?

• How do you deal with an attachable handle and the increased infection risk? (Blood or body fluids can enter in between the detector and the handle?)Philips MobileDiagnost wDR wireless detector is easy to clean as the detector is surrounded by a rubber case. Blood or other body fluids cannot enter.

• How do you consider the image quality? Image quality is dependent on a combination of pixel size and the type of CsI needles. While the pixel size is slightly smaller than Philips’ (125 vs. 144 microns), the combination of Phlips’ we are convinced the overall image quality of the MobileDiagnost wDR being superior.


• Wouldn’t it be nice, safer and time-saving, if you could use an integrated generator?Eleva, the user interface from Philips, uses an integrated generator, including APRs and the possibility to change settings according to patient type or manually.

• How do you ensure your wireless detector is always charged? How about extra time to bring the detector to the charging station?The wireless detector from Philips charges when being inserted into the docking station at the MobileDiagnost wDR – so you do not need to worry or even regularly exchange the detector battery. Just store it, and it charges!

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SummaryMobileDiagnost wDR vs. Shimadzu Mobile DaRt

Philips MobileDiagnost wDR Shimadzu Mobile DaRt

More robust wireless detector, proven in more than 100 installations, ergonomic handling, rounded edges for higher patient comfort

not proven, only

attachable handle

Can deliver now ahead

Best User Interface with integrated generator Better Sales and Service Network Best DQE and UNIQUE Image-processing Greater generator power (40kW) (32kW)

Shimadzu wins:DR Mobile installed base; delivering now

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• New base, new detector, new wireless technology proven or a green banana?

• 15 or 30kW generator• Detector with two handles• UltraWideBand technology • System geometry reported to be difficult to

look over• Detector size 40.4 x 40.4 cm / 15.9 x 15.9‘‘

risk of cutting lung bases?• Customer reported that the battery died

during a demonstration• Not very smooth to maneuver (suggest to

customers to ask for clinical trial)

• 40 kW generator• Integrated generator with 7 patient types• Very low mAs: 0.1 mAs• Eleva User Interface• Big wheels in the back to allow nimble

maneuvering and overcoming obstacles• Standard Wireless technology • Detector charging on the system• Detector size: 35 x 43 cm / 14 x 17’’• Advanced collimator


Competition 1:1 Philips vs. GECombination of proven technology

Philips MobileDiagnost wDR GE Optima XR 220 amx

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Questions to askGE Optima XR 220 amx• Is it clinically proven?

In January 2012, there were only two clinical sites known. It seems that GE is not providing any demos to customers but inviting customers to come and see the system in their headquarter in Milwaukee, USA.Philips MobileDiagnost wDR is running in more than 30 sites and is based on proven technology, including the wireless detector, image chain and very reliable base unit.

• How much confidence to you have in a new base unit with new components ( x-ray generator, battery systems, drive mechanism, chassis, wheels, gears, etc) which has just been released? Philips MobileDiagnost wDR is based on a proven base unit as well as on a proven image chain with UNIQUE

• How many exposures can be done with one charge?MobileDiagnost wDR can do up to 200 exposures at one charge and additionally drive for about 20kms/ 15 miles

• How easy do you find it to handle the Flashpad - two handles instead of one?Some customer reports existing that doubt the easy handling with two handles.

• How practical is the size of the Flashpad - 40.4 x 40.4 cm /15.9 x 15.9 inch to your facility?There is an increased risk of cutting parts of the lung – the most frequent application especially with mobile x-ray environment. (see slides 14-16 for more details) There is a good reason why CR cassettes have been rectangular for decades.

• How about the image quality of this new detector?Philips Wireless Detector has a significantly lower pixel size resulting in higher pixel pitch. Moreover, the image processing of Philips, UNIQUE, enhances the image even further – for outstanding image quality.


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SummaryMobileDiagnost wDR vs. GE Optima XR 220 amx

Philips MobileDiagnost wDR GE Optima XR 220 amx

More robust wireless detector, proven in more than 100 installations, ergonomic handling not proven

Better anatomical coverage with Wireless detector (rectangular shape) risk of cutting lung bases

Can deliver now Best User Interface with fewest clicks to complete an exam Best DQE and UNIQUE Image-processing Greater generator power (40kW) for better image quality (15/30kW)

GE wins:DR Mobile installed base; detector sharing

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GE Flashpad

• Convenient handling with two handles?

• a customer told us at RSNA “I also carry my shopping bag with just one hand – I don’t see where two handles are more convenient”

• Specs

• Size: 40.4 x 40.4 cm (15.9 x 15.9”)

• Active Matrix 2022 x 2022 pixels

• Image Depth 14 Bit

• Pixel size 200 microns

• Risk of cutting parts of the chest

• Film or CR cassettes have been rectangular since decades for good reasons!

• Potential consequences include • increased dose due to potential retakes

• need to diagnose two images

Philips WPD FlashPad

Size 43 x 35 cm 41 x 41 cm

Area 1505 cm² 1681 cm²

Difference +11%

Pixels 3000 x 2372 2022 x 2022

Total 7,116,000 4,088,484

Difference +74% !!!

Pixel Size 144um 200um

Confidential Confidential! Internal use only! 15

Tall patients

GE FlashpadPhilips Wireless Portable Detector

35 x 43 cm / 14 x 17 inchIn portrait orientation

40.4 x 40.4 cm / 15.9 x 15.9 inch

Confidential Confidential! Internal use only! 16

Wide patients

GE FlashpadPhilips Wireless Portable Detector

35 x 43 cm / 14 x 17 inchIn landscape orientation

40.4 x 40.4 cm / 15.9 x 15.9 inch


Questions to ask aboutCarestream DRX-Revolution (not currently available)! • How confident are you that Carestream is able to deliver a reliable system by the

mid of next year? Will Carestream agree to pay a late-delivery penalty?

• Can you explain in more detail how the transfer of images to the hospital networkworks? What wireless protocol is used?

• How can I ensure to keep the mobile unit clean, with all its edges and trays?

• How does the “retrieve images” feature work? Are there any limitations (forexample, one may only retrieve an image acquired on the same machine on which it was taken?)

• Why do you need a second display on the tube head? How are patient privacyissues handled with other patients in the room? How do you handle anxious relatives if a lesion is apparent on the tube head image?

• Does Carestream offer an attachable handle for the detector? How do you keep this handle clean? Without a handle, how does one conveniently work with the detector all day without dropping it?

• Do you experience problems driving a system such as the MobileDiagnost wDRwhich has a traditional column that is not collapsible but highly reliable? (withMobileDiagnost wDR, customers have reported that even short technologists cansee very well while driving)


Questions to ask aboutFuji FDR-Go (not currently available!)• Can I try to drive the unit? / Do you think the small wheels will hinder

maneuverability?

• When do you think you will have CE/ FDA clearance?

• Do you want to use a stylus to operate the touch-screen?

• What generator power does the unit have?

• Why not an integrated generator?

• Do you think you will see easily with the tube head being adjusted quite high, even though in parking position?

• How easy/difficult is the handling of a detector without a handle?How do you deal with an attachable handle and the increased infection risk? (Blood or body fluids can enter in between the detector and the handle?)

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GE DefiniumAMX 700

Siemens MobilettXP digital

Shimadzu Mobile DaRt

Canon RadPRODigital 40kW


12,5kW 30kW 30kW

Wireless detector for hygienic and easy handling

Tethered Tethered Tethered Tethered

Beam management with built-in filter disk Smart SID measurement 3 clicks to complete exam Easy workflow with integrated generator But need to

swap screens

WPD positioning helpers / holders


TETHERED COMPETITORS

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Why a tethered system is only second choice!One avoided infection sets off additional costs

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GE AMX 4 + Carestream Upgrade Kit

Siemens MobilettXP + Carestream Upgrade Kit


12,5 kW 32 kW

Built-in detector handle for safe handling No handle No handle

Beam management with built-in filter disk Smart SID measurement 3 clicks to complete exam Easy workflow with integrated generator Convenient fine positioning from tube head


UPGRADE COMPETITORS

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The biggest problem with upgradesOld base units + who is responsible?

GE AMX 4, Siemens Mobilett and Shimadzu Art analog systems may be very old and lack behind in terms of base unit technology (e.g. generator power)

How to determine the problem area? How to determine who will take care (system vendor or upgrade partner?)

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Attack I: Philips uses a heavy detector

Facts:

4.7kg/ 10.4 lbs (GE wireless: 4.5 kg/10 lbs, GE tethered: 7.1kg/15.6 lbs,, Carestream: 3.6 kg/ 8.6 lbs, Siemens wireless: same as Philips)

Counter Argumentation

• Detector proves to be very reliable with more than 200 installations in the DigitalDiagnost and MobileDiagnost wDR

• Wireless portable detector designed for rugged and versatile use

– Built-in handle for convenient handling

– Rounded edges for patient comfort and less risk of damaging air/sand matresses

– Try to pull a detector without handle out of a bed (after having done an abdomen)

• Handy accessories to facilitate positioning of the detector.

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Attack II: Philips MobileDiagnost wDR is a heavy systemFacts:

total: 575kg / 1268 lbs (Canon RadPRO 40kW: 550 kg / 1222 lbs, Fuji Go: 543 kg / 1197 lbs; Shimadzu Mobile DaRt: 394 kg / 867 lbs)


• System weight is what it is – key for efficient workflow is the maneuverability.

– Motorization for one handed driving, reacts on exerted power

– Short wheel base enables tight turning radius

– Spring loaded front wheels and large back wheels handling uneven surfaces

– Strong batteries to ensure long lasting usage

– Competitive systems with similar system geometry in same range

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Attack III: Philips is not using its own system, but an OEM one – no differentiationFacts:

Philips uses same base model as Canon, Agfa and Stephanix, but features a lot of differentiators

– Philips Eleva User Interface

– UNIQUE Image processing

– Wireless Detector with built-in handle

– Distinct collimator with filter disk and laser alignment feature

– Unique design of the tube head and colors to match with other portfolio products

– Accessories for easier positioning of the Wireless Detector

– Philips Service


• We brought together the best out of two worlds: a world-class software concept and a proven system concept

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Attack IV: Philips does not offer a small detector

Facts:

35 x 43 cm (13 x 17 inchs), no small detector from Philips currently (Shimadzu Mobile DaRt and Canon RadPRO 40kW offer a small tethered detector)


• Image receptor for Neontal ICU is a niche application for most sites (approx. 5 %)

• MobileDiagnost wDR can be used with CR cassettes (CR reader available in most hospitals no additional cost)

• Slower amortization rate due to higher initial investment for mobile with two detectors

• Low infection risk as Philips WPD and CR cassettes are wireless

• Detailed presentation available on the intranet to counter small detector

for internal use only! mobilediagnost wdr competitive comparison

Documents

smaller wheels

proven base unit

small wheels positioning

generatorintegrated

detector handle

old base

easy maneuvering

asksiemens mobilett