Kc district swap presentation

Kansas City, MO

November 3rd & 4th

Mark HardestyCharlie Cobbs

Chris Schulteis

Chris Qamoos

Jason Williams

Bill Konen

Jackie HaydockKnick Davis

Pat Giller

◦ 102% of AOP

◦ Flat Implant Growth

◦ -3% New Implant Growth

◦ 4% Revenue Growth

◦ 6% Load (36 units)

◦ 82% Conversion Rate

◦ 284 ACT vs 304 REQ Tests (-20)

◦ 285 ACT vs 272 REQ Implants (+13)

◦ Sequential Quarterly Implant Growth

PRP Activity

PRP Rank

Stack BEs per HC

Stack Rank

New Docsper HC

New Doc Rank

QrtleMaint

QrtleMaintRank

Nat’l Rank

% to Plan

New Implant Growth

Qamoos/Cobb

45% 3rd 5 18th 0 55th -2% 90th 29th 121% -20%

Schulteis/Davis

19% 86th 3 48th 1 11th -21% 128th 70th 105% 33%

Konen/Williams

4% 178th 5 18th 0 55th 10% 59th 89th 83% -23%

Haydock 62% 19th 1 96th 0 55th -4% 99th 68th 78% -22%

Giller 5% 175th 3 48th 0 55th -39% 154th 161st 72% -34%

DISTRICT 24% 13th 4 2nd .3 12th -3% 12th 10th 102% -3%

On Deck New Accounts Implants

Qamoos/Cobbs 3* 0 0

Schulteis/Davis 1 2* 18

Konen/Williams 0 0 0

Giller 1 0 0

Haydock 1 0 0

DISTRICT 6 2 18

Note: Reflects Regis as of 1/30* Reflects CR

MTD November ◦ 88 Tests PROJ vs. 95

REQ (-7)

◦ 88 Implants PROJ vs. 66 REQ (+22)

◦ 100% of AOP

◦ 11% Implant Growth

◦ UNLOAD 22 Units(-33%)

*Note: Q3 Run Rt. for Tests & Implants (13 wks.)

Tests-22/Wk. & Implants-22/Wk. x 4 Wks

• Tests: 286 Projected vs. 417 REQ (-131)

• Implants: 286 Projected vs. 288 REQ (-2)

• 100% of AOP

• 18% Implant Growth

• 1% Load (2 Units)

*Note Q3 Run Rt. For Tests & Implants (13 Wks.)Tests: 22/Wk. & Implants: 22/Wk. x 13 Wks.

“Key Highlights”

• 102% of AOP for 1st Half

• District ranked 10th in Core 4 Ranking

• Sequential Quarterly Implant Growth

• Ranked 2nd Nationally in Stacking

• Good Momentum into 2nd Half

• Strong CAGR Growth Rates• Implants (8% & 14%)

• Revenue (9% & 18%)

“Game Changing Opportunities”• Driving Test Pipeline

• New Implant Growth

• Quartile Maintenance

• New Account Development

• Watch Test Trends

0 500 1000 1500

FY09

FY10

FY11

FY12

FY13

FY14

Implant CAGR

$0 $5,000 $10,000 $15,000 $20,000

FY09

FY10

FY11

FY12

FY13

FY14

Revenue CAGR

0 100 200 300 400

Q1FY14

Q2FY14

Q3FY14

Q4FY14

Q1FY15

Q2FY15

Sequential Test Trend Growth

250 260 270 280 290 300 310

Q1FY14

Q2FY14

Q3FY14

Q4FY14

Q1FY15

Q2FY15

Sequential Implant Trend Growth

1st Half Results ◦ 83% of AOP◦ -13% Implant Growth◦ -23% New Implant

Growth◦ 32 ACT vs. 30 REQ Tests

(+2)◦ 32 ACT vs. 26 REQ

Implants (+6)◦ -20% Revenue Growth◦ 82% Conv. Rate YTD◦ -2% LOAD (2 Units)

November Projections

◦ 10 Tests PROJ vs. 10 REQ

◦ 10 Implants PROJ vs. 7 REQ (+3)

◦ 25% Implant Growth

◦ 100% of AOP

◦ UNLOAD (-3 Units)

Q3 Trends Outlook◦ 32 PROJ Tests vs. 42

REQ (-10)

◦ 32 PROJ Implants vs. 31 REQ (+1)

◦ 100% of AOP w Upside

◦ 28% Implant Growth

◦ NO LOAD

*Note: February Tests & Implants based on Q3 Run Rt. (13 Wks)Tests: 2/Wk. and Implants: 2/Wk.

*Note: Q4 Tests & Implants based on Q3 Run Rate (13 Wks)Tests: 2/Wk and Implants: 2/Wk

“Key Highlights”

• Momentum building from Q1 to Q2 • Phoenix Urology is up 20% due to Bladder

Mailer • KC Urology Care & Phoenix Urology are

receptive to implementing CPO Process • Burk, New GYN is completing elearning w/

patients identified for stacked day • Sustain and accelerate Q2 Trends

“Comeback Opportunities”

• -23% New Implant Growth• KC Urology is down 17%• Driving Test Pipeline• PRP & LTPS Activity• New Account Development• Engagement of KC and Phoenix Urology

Partners w/ CPO Process• Focus on CRS and GI opportunity

1st Half Results◦ 72% of AOP◦ -32% Total Implant

Growth◦ -9% Revenue Growth◦ -30% New Implant

Growth◦ 54 ACT vs. 74 REQ Tests

(-20)◦ 39 ACT vs. 50 REQ

Implants (-11)◦ 63% Conv. Rate YTD◦ NO LOAD YTD

Pat Giller and Bret Saberhagen

November Projections◦ 10 Tests PROJ vs. 9

REQ (+3)

◦ 13 Implants PROJ vs. 7 REQ (+6)

◦ 100% of AOP

◦ 160% Implant Growth

◦ UNLOAD (6 Units)

Q3 Trends Outlook◦ 32 PROJ Tests vs. 39

REQ (-7)

◦ 45 PROJ Implants vs. 32 REQ (+13)

◦ 100% of AOP w/ Upside

◦ 105% Implant Growth

◦ NO LOAD

*Note: February Tests & Implants based on Dec & Jan Run Rt. (9 Wks)Tests: 2.4/Wk. and Implants: 3.4/Wk. *Note: Q4 Tests & Implants based on Dec & Jan Run Rate (9 Wks)Tests: 2.44/Wk and Implants: 3.44/Wk w/ 80% Conv. Rate

“Key Highlights”◦ 2 New Docs in

Development (Zoorob & Carey)

◦ Dahl will attend PFF, has 9 tests scheduled Nov & Dec

“Momentum Builders”◦ Quartile 1&2 Docs Decline

◦ Integrating CPO & LTPS

◦ New Account Development

◦ No CR Activity

“A simple, repeatable and proven formula for executing on your most important strategic priorities in the midst of the whirlwind.”

1. Focusing on the Wildly Important

2. Acting on lead measures

3. Keeping a Compelling Scoreboard

4. Creating a cadence of accountability

Leaders can produce breakthrough results!

WIG

nLink Reports

Expense Reports

Weekly Conference Calls

Patient Calls

Online Credentialing Courses

Updating Unscheduled Tests

Reports

Hits Runs OBP BA Record

2014 1456 651 .314 .263 89-73

2013 1443 648 .315 .260 86-76

Hits Runs OBP BA Record

Royals 130 69 .314 254

Giants 154 71 .324 257

KC Royals 2014 vs. 2013 Stats

Post Season Stats

Building a “True Pelvic Floor” Center of Excellence

Executing an “ASC Strategy Framework”

Perception vs. Reality