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  • SaleS SucceSS Kit

    This FYI kit includes information that will

    aid in your selling success with our Patient

    Transportation and Positioning Systems.

    HauSteD Patient HanDling SyStemS, llc

  • HauSteD Patient HanDling SyStemS, llc

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    The Science Behind The Solution

    Glossary

  • tHe Science beHinD tHe Solution

    HauSteD Patient HanDling SyStemS, llc 3

    out of todays needs come tomorrows DemandsPatient transportation and positioning systems may be the

    first piece of medical equipment that a patient comes in con-

    tact with in many clinical settings. Whether a patient walks

    through the front door or is received through the Emergency

    Department, odds are, at some point in his or her hospital

    visit they will be placed on some type of patient transportation

    or positioning system. It may be the platform that transports

    the patient safely to the appropriate care giving department

    or it may be the actual platform where care and treatment are

    administered. Patient transportation and positioning systems

    may take the form of a stretcher, chair, or mobile procedural

    unit, but at some point, they will influence patient outcomes.

    Patient transportation and Positioning in the beginningA few years ago, healthcare had one requirement for patient

    transportation and positioning systems: transport the patient

    safely from one healthcare setting to another. That was it.

    These early devices were solely patient transportation plat-

    forms, commonly referred to as gurneys. Other equipment

    was needed for positioning and treatment. As healthcare

    evolved, so too did the function of the gurney.

    What Happened to yesterdays Healthcare?!tecHnology aDvancementS

    Medical Miracles C-arms, endoscopes, and fiber optics are

    all relatively new technology. They are just a few examples

    of recent medical advancements. Ten years ago, cardiac pro-

    cedures required aggressive, invasive surgery. Today, bypass

    procedures and angioplastic procedures are completed in

    relatively short time frames. Thus, procedure locations have

    shifted from the OR to the Cardiac Cath Lab, Emergency

    Department or equivalent. Recovery locations have shifted

    from a lengthy inpatient hospital room admission to a few

    hours recovery and monitoring time at the facility, and a

    then a few days at the patients home.

    To support the advancement of medical technologies

    we offer:

    Radiolucent tops Allow imaging without transferring

    the patient to a separate piece of equipment.

    Translating tops Enhance imaging access.

    Powered units Reduce physical and time demands

    on caregivers.

    Procedure specific systems (VIC and MBC Chairs).

    cHanging DemograPHicS

    Live Long and Prosper Advancements in medicine have helped

    prolong the life expectancy of individuals, but this has also

    placed a huge burden on the healthcare community. As people

    age, they tend to require more medical intervention and care.

    The healthcare industry has been forced to find ways to effec-

    tively and economically provide care to these individuals. Do

    you recall the TV commercial about Banana Bob, the 90-year

    old man who barefoot water-skis and competes in Iron Man

    triathlons? Every day the morning TV show Good Morning

    America highlights birthdays of people who are 100 years

    old or more. Patient transportation and positioning has an

    ever-increasing role in the effort to provide care to the aging

    population. Key areas of focus are:

    Pressure management Minimize pressure related

    injuries resulting from extended stays.

    Zone of Care Allows care givers to maintain

    uninterrupted interaction with patients (Reference

    Glossary).

    Efficient patient transfers Facilitate the needed

    transfers with products like the Slick Patient Transfer

    System and features like zero transfer gaps.

    Reduce patient transfers Diversity of our product

    line can eliminate unneeded transfers. The patient can

    remain on one unit from admission to discharge.

    Big Problems The average weight of Americans has risen

    sharply over the last decade. A few years ago, a 320-pound

    football player rose to national fame simply because of his

    size. His name was William The Refrigerator Perry, The

    Fridge for short. Look at famous sports stars today; The

    Fridge would only be average sized in comparison to many

    of todays athletes. A 400-pound person used to be an

    oddity; today 400-pound patients are commonplace. Heavy

    individuals, like older ones, typically require more healthcare

    efforts than the general population. Healthcare has been

    challenged to find ways to deal with the increasing number

    of morbidly obese individuals.

    Key focus areas are:

    Adequate patient surface widths Larger patients

    require wider patient support surfaces to accommodate

    their larger frames.

  • HauSteD Patient HanDling SyStemS, llc

    tHe Science beHinD tHe Solution

    4

    Elevated weight capacities Systems must be stable and

    functional with heavy patients.

    Powered functions Large patients are difficult to

    position manually, staff may need mechanical assistance

    to eliminate potential for injury to patient and staff.

    Versatility Bariatric stretchers provide an ideal

    platform for performing procedures on obese patients.

    implications for our customersTo continue providing care, healthcare facilities have

    begun to run themselves more like conventional businesses.

    Healthcare facilities have been challenged to become more

    efficient, not only to handle increasing caseloads and changing

    demographics, but to control costs.

    Facilities need systems that not only fit their current

    practices, but that allow them to constantly improve

    upon those practices.

    Processes for patient flow and equipment flow are

    constantly monitored and revised for efficiency.

    Capital equipment purchases are reviewed

    more critically.

    General patient transportation is still the most significant need

    for healthcare providers. More surgeries are being performed

    today than ever before, therefore, there is an increased need

    to safely and effectively transport a patient from one area of

    a hospital to another. Patient flow and equipment flow are

    focus areas for constant process improvement.

    To support these focus areas we offer:

    Zone of Care Eliminates the need to interrupt patient

    care to operate stretcher or chair functions.

    Multiple width options Narrow widths allow

    unobstructed patient interface and mobility in narrow

    hallways and rooms. Wide widths accommodate

    larger patients.

    Superior caster systems Increase mobility.

    Multiple steering options Center track for tight

    corners and narrow hallways, four corner steering

    for long hallways.

    Zero transfer gap Minimizes the risk of patient or

    staff injury.

    Emergency Departments, long time proponents of patient

    transportation and positioning systems as care platforms, are

    performing more procedures directly in their department in

    lieu of admitting patients. This has increased their need for

    procedural as well as general transportation units. Todays

    Emergency Departments are required to be a full-service

    facility within a facility.

    They often complete their own x-rays Need

    radiolucent surfaces.

    They observe patients for lengthy periods of time

    Powered systems that are comfortable and safe for the

    patient to remain on for many hours are required.

    Increased caseloads and increased procedures mean

    increased risk of nosocomial infections Transportation

    systems need thorough decontamination.

    Large triage units are more prevalent Require

    versatile units that offer a non-threatening environment,

    like an APC chair or comfortable stretcher.

    Outpatient Surgery has become the fastest growing segment in

    the healthcare market. Procedures that once required lengthy

    hospital admissions are now performed in outpatient settings.

    Today it is common to see minor surgery (orthopedic,

    ophthalmic, and minimally invasive procedures) take place

    on patient transportation and positioning systems. Even

    microsurgery, where positioning and stability are paramount

    to ensure positive patient outcomes, are now performed on

    Patient Transportation and Positioning Systems.

    These facilities need:

    Zone of Care.

    Mobility Superior caster systems to move and

    position patients quickly and easily.

    Stability Sturdy platforms that accommodate

    delicate procedures.

    Versatility One system must support the patient

    through pre-op, treatment, post-op, and recovery.

  • HauSteD Patient HanDling SyStemS, llc 5

    gloSSary

    airgliDe SiDe rail With a 76-inch length tubular stainless steel design, this option provides superior patient

    coverage and durability. Folding away from the stretcher,

    and under the frame (versus folding into the frame like our

    Retracto rails), our AirGlide siderails provide a large patient

    support surface. In the lowered position, this side rail system

    will allow for clearance of an oxygen tank which may be

    stored in the base of the unit. In the elevated position, the

    built-in push handles of the side rails will complement the

    caregivers body mechanics when transporting a patient.

    bariatric Morbidly obese patients with excessively large frames. To care for these patients, our Horizon

    Bariatric Stretcher has a higher weight capacity of 625 lbs.,

    as well as a wider support surface to accommodate the size

    of these patients. To maximize the patient support surface,

    this stretcher is designed with AirGlide rails which fold away

    from the stretcher and under the frame.

    bumPer SyStem Non-marking, heavy-duty, protective materials which are strategically placed on the frame of our

    units. This protective material is designed to prevent marring

    of the walls resulting from stretcher-wall collisions. (Custom

    colored bumper options allow our customers to better iden-

    tify the department for which the stretcher is dedicated.)

    caSter Wheel. Wheels are designed for patient transpor-tation and positioning systems to provide stability and ease

    of transport. The selection of the wheel will greatly affect

    the handling capabilities of the stretcher or chair. Features to

    consider when selecting a caster:

    Diameter

    The diameter of the caster will determine how high a

    unit is elevated off of the floor. We have designed our

    chairs with 5" diameter casters to place the unit close to

    the floor. The low height of our chairs ensures patients

    can easily place themselves on our chairs, as well as get

    themselves off of them.

    Because casters with larger diameters travel further per

    revolution than smaller diameter casters, larger diameter

    casters are preferred for transporting patients over

    longer distances. For this reason, our general transpor-

    tation stretchers are designed with 8" diameter casters.

    WiDtH

    Narrow casters have less area of contact with the floor

    than wider casters. The less contact area between the

    caster and the floor, the less friction will be generated

    between the two surfaces. The lower the friction, the

    easier it will be for the caregiver to push the patient

    transportation and positioning system.

    center tracK Steering Many customers may refer to this steering system by a term originated by Stryker:

    5th Wheel. This steering system utilizes a spring-supported

    wheel located in the center of the units base. The spring

    support allows the wheel to lower and raise depending on

    the surface of the floor.

    This is standard on our multi-purpose units.

    This center wheel will allow the stretcher to rotate upon

    its centerpoint when maneuvering around tight corners.

    corner Steer This steering system utilizes the left, foot-end, caster as a guide wheel. The direction of this wheel

    will guide the direction of the other wheels.

    This steering system does not rely on a spring-supported

    center wheel for turning. With this in mind, this system

    will offer some unique durability benefits over the center

    mount steering system when used on uneven floors.

    electric PoWereD

    Units which utilize electric power to allow caregivers

    or patients to adjust such features as height, backrest

    position, leg section, Trendelenburg, and knee flex.

    Electric-powered units may assist in patient care

    by allowing the patient to control his/her position

    on the unit.

    Electric-powered units may assist in patient care by

    allowing the caregiver to easily position the patient

    on the unit.

    Battery back-up is a unique benefit of our units. Battery

    back-up is provided in case of a power outage or if an

    electrical source is not readily available. Manual control

    capabilities have the ability to override the power con-

    trols in emergency situations.

    Battery: 6 to 8 hours of continuous use; can be completely

    recharged in 3 hours.

    FoWler Also referred to as a backrest. Pneumatic-assisted or powered. Caregivers can easily position the upper half of

    their patients body at an angle ranging from 0 degrees to 90

    degrees. Our cable-free fowler design enhances the reliability

    of our unit by reducing the number of moving parts.

  • HauSteD Patient HanDling SyStemS, llc 6

    gloSSary

    Knee Flex The bending of the knee. Also refers to an optional feature on stretchers that can angle the knee

    of a patient.

    Knee flex is desired after specific procedures such as

    an arthroscopy. The knee flex option can position the

    knee at an angle ranging from 0 degrees to 60 degrees.

    The bend of the knee after surgery allows for an unob-

    structed flow of blood to the surgical site and helps to

    prevent the possible stiffening of the joint.

    If the patient is in the supine position, the bent knee

    position assists with the flow of blood to the upper body.

    A patient may be secured from sliding down the patient

    surface toward the foot end of the stretcher during

    transportation by elevating the backrest and utilizing the

    knee flex.

    Knee gatcH Also referred to as a knee crank or knee flex. This option will adjust the leg section of a patient

    transportation and positioning system to provide a surface

    by which to flex the knee.

    obServation room A designated area or room within an Emergency Department where a patient is placed so

    as to closely monitor his/her condition and determine if hos-

    pital admission is necessary. Patients may remain in this room

    for an extended period of time based on their condition and

    diagnosis. For this reason, pressure management and patient

    comfort are important considerations for your customers.

    With more procedures being conducted in the Emergency

    Department, these areas have become very important.

    Pacu/recovery Post Anesthesia Care Unit. This area of the Operating Room is the location patients are transferred

    to immediately after surgery. They are monitored closely

    to ensure no post-surgery complications develop. Once

    stabilized, the patient is transferred to the appropriate

    Nursing Department.

    Patient interFace The ability to monitor, observe, interact, and provide care for a patient.

    Patient SuPPort SurFace The top section (backrest and leg section) of a patient transportation and

    positioning system on which a patient is placed during

    transportation, diagnosis, or a procedure.

    Percent oF Patient coverage The amount of protection a siderail may provide a patient as compared

    to the total patient area possibly at risk. Length of side

    railLength of stretcher.

    PlatForm The surface on which a patient is placed during transportation, diagnosis, or a procedure.

    Polymer coateD Durable, plasticized coating. This coating helps to prevent chipping and rusting which

    is typically seen on painted surfaces.

    retracto SiDe rail With a three-position, tubular stainless steel design, this siderail option provides excellent

    patient coverage, while providing staff safety.

    In the elevated position, utilizing the built-in push han-

    dles, the staff can safely transport and secure a patient.

    In the middle position, the nursing staff can administer

    care to the patient without having to strain to reach

    over a completely elevated siderail. The middle posi-

    tion, while providing security to the patient, will also

    provide needed safety to the caregiver in situations

    when a patient is combative.

    To help ensure patient safety, this side rail system

    folds into the frame of the unit. This feature, unlike the

    AirGlide system which folds away from the stretcher

    and under the frame, allows the unit to be moved side

    by side with a procedural platform in the elevated

    position. After properly positioning the unit next to

    the procedural platform, the side rail may be lowered

    (no need to lower the rail prior to moving the unit side

    by side with the procedural platform as with the

    AirGlide rail).

    SlicK Patient tranSFer mattreSS SyStem Two-part transfer system:

    1) Base mattress Secures to the transport stretcher.

    2) Transfer mattress Patented technology which allows

    for zero friction coefficient, enables one caregiver to

    easily and safely perform a patient transfer.

  • HauSteD Patient HanDling SyStemS, llc 7

    gloSSary

    tente German manufacturer of casters. Tente is known for quality and precision manufacturing. 8" stainless steel

    Tente casters are found on our Horizon Series stretchers.

    Enclosed, self-lubricating, ball bearing design. No

    need to oil the ball bearings or take extra precautions

    to ensure dirt or debris does not get lodged within

    the caster.

    Easy-to-clean design. Solid, stainless steel design allows

    for easy and thorough cleaning.

    tHermoForm baSe Molded, one-piece base allows for easy cleaning and disinfection. The base is fabricated with

    a storage area for personal items and an area to accommodate

    medical equipment such as an oxygen tank.

    trenDelenburg The angulation of a patient in the supine position. The position in which the patients head is

    low and the body and legs are on an elevated and inclined

    plane. In this position, the abdominal organs are pushed

    up toward the chest by gravity. This position assists in

    moving the organs away from the surgical site. Examples

    of surgical procedures requiring the patient to be placed

    in the Trendelenburg position include a hysterectomy and

    exploratory pelvioscopy.

    Zone oF care This is a proprietary benefit that only we can provide our customers!! The placement of our con-

    trols allow caregivers to adjust the position of the stretcher

    and position the patient without having to move away from

    them. Controls can easily be manipulated while maintain-

    ing eye contact with the patient. This is critical in effectively

    monitoring their condition. Changes in the patients appear-

    ance (color, sweating, etc.) and behavior may be visually

    observed and acted upon quickly.

    Zero tranSFer gaP Limited or no space between the patient transportation and positioning system and another

    platform. Not allowing a gap between the two platforms is

    critical to ensuring patient safety. Space, or gaps, between

    platforms may create a situation resulting in the pinching of

    the patients skin or the lodging of a finger in the space dur-

    ing the transfer.

    Our Retracto side rails are equipped with a plastic rail

    cap. This rail cap, attached to the top of the siderail,

    prevents a gap between the stretcher and another plat-

    form. By creating a level surface between the mattress

    of the stretcher and/or chair and the other platform,

    the patients safety during the transfer is enhanced.

    AirGlide rails tuck completely under the frame and

    allow the patient support surface to mate directly with

    the platform to which the patient will be transferred,

    thus enhancing the patients safety.

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    ProDuctS

    Product Profile

    Product Overview

  • HauSteD Patient HanDling SyStemS, llc 9

    Quick reference guide for Hausted patient transportation and positioning systems.

    ProDuct PortFolio

  • reHab iSolationPain managementambulatory Surgery PeDiatricSobStreticSgi DePartmentlabor anD DeliverycarDiac catH lab

    Patient tranSPort emergency room raDiology oPerating room

    ProDuct PortFolio

    This is intended to be a recommendation guide only. All applications are not represented.

    NoTe: Unicare models, produced in 1983; Unicare II models, produced in

    1987; Unicare III and Gemini models

    produced circa 1991 were updated

    and replaced by the Hausted Horizon

    Series in 1996. The primary enhance-

    ments provided by the Hausted

    Horizon Series are:

    Improved minimum height

    capabilities

    Hands-free controls for height

    and Trendelenburg, reverse

    Trendelenburg adjustment

    Self-contained hydraulics

    Enhanced maneuverability

    (lighter weight)

    min. Height max. Height

    Horizon 22" 35.5"

    Unicare 23.5" 37"

    Unicare II 23.5" 33"

    Unicare III 23.5" 32"

    10HauSteD Patient HanDling SyStemS, llc 11HauSteD Patient HanDling SyStemS, llc

    General Trauma Patient Treatment exam Minor Bay observation Speech Mammography Surgical PACU/ C-Section Transportation Triage Bay Room Procedure Room Room X-Ray Pathology and Biopsy Pre-op Suite Recovery Room

    Basic Transport transport Stretcher

    Horizon Hydraulic

    Multiple Transport Horizon Hydraulic

    Horizon Hydra w/ Knee Flex

    Horizon Hydra w/ Wide Width

    Powered Horizon

    Procedural Powered Horizon

    x-ray trauma

    Fluoro-track

    Surgi-Stretcher

    Chairs Surgi-chair

    aPc chair

    Speciality converge

    Pediatric

    youth Stretcher

    mamma/biopsy chair

    vic chair

    out Patient Surgery/ Cardiac C-Section Recovery GI obstetrics Pain Pain Rehab exam/ Same Day Cath Room Suite Room Department Department Pediatrics Procedure Recovery Treatment Surgery

    Basic Transport transport Stretcher

    Horizon Hydraulic

    Multiple Transport Horizon Hydraulic

    Horizon Hydra w/ Knee Flex

    Horizon Hydra w/ Wide Width

    Powered Horizon

    Procedural Powered Horizon

    x-ray trauma

    Fluoro-track

    Surgi-Stretcher

    Chairs Surgi-chair

    aPc chair

    Speciality converge

    Pediatric

    youth Stretcher

    mamma/biopsy chair

    vic chair

  • 12HauSteD Patient HanDling SyStemS, llc

    multiple Purpose Hausted Horizon SeriesThe Hausted Horizon Series of stretchers is a full line of multiple purpose stretchers. The Horizon Series provides the

    customer a full complement of features and options to best meet their needs.

    The Horizons Series offers the following features:

    Thermoformed or stainless steel bases

    Retracto or AirGlide siderails

    Hydraulic or electric powered height adjustments

    Pneumatic or electric powered backrests

    8" Tente brand casters

    Stainless steel patient surface & polymer-coated frame

    Full perimeter bumper systems

    IV pole and accessory wells at four corners

    Four corner braking and steering

    Dual side controls

    Center-track steering

    Permanently mounted IV poles

    Some options offered on the Horizon Series:

    Extra-wide widths

    Knee flex

    economy modelsretracto rail

    base model 461emcSt

    base model with extra-wide width option 461FmcSt

    base model with knee flex option 461gmcSt

    base model with extra-wide width option and knee flex option 461HmcSt

    base modelsretracto rail

    base model 462emcSt

    base model with extra-wide width option 462FmcSt

    base model with knee flex option 462gmcSt

    base model with extra-wide width option and knee flex option 462HmcSt

    airgliDe rail

    base model 462aPaSt

    base model with knee flex option 462cPaSt

    bariatric modelsairgliDe rail

    Hydraulic xx-wide and knee flex option 462DPaSt

    electric/battery Powered xx-wide and knee flex option 4e2DPaSt (110 vac); 4D2DPaSt (230 vac)*

    ProDuct overvieW

    *International

  • HauSteD Patient HanDling SyStemS, llc 13

    ProDuct overvieW

    ProceduralHauSteD Fluoro-tracK 493rPcSt

    Mobile stretcher designed for use with fluoroscopy machines (C-arms). Full length, radiolucent tops translate to either end

    providing excellent patient access. The hourglass shaped, trimmed base accommodates a wide range of C-arms. Offers the

    security of a treatment table with the mobility of a stretcher.

    HauSteD x-ray trauma StretcHer SerieS 468xrySt

    The Hausted Horizon X-Ray Trauma Stretcher Series are intended for transport, treatment, and recovery of patients intra- and

    interdepartmentally in healthcare facilities. The Hausted Horizon Series X-Ray Trauma Stretcher offers unparalleled full length

    X-ray capabilities, the security of a treatment table, and mobility of a stretcher. The radiolucent patient surface allows clear

    imaging. To ensure patient comfort, the patient surface can be adjusted through a variable range of positions, including stretcher

    height adjustment and backrest adjustment. Easy-rolling casters provide full mobility and maneuverability. The integrated X-Ray

    cassette tray is readily accessible; automatically centers the cassette into the tray; tracks full length and width; and can be conve-

    niently loaded and aligned on either side of the stretcher.

    HauSteD converge

    Hydraulic 472aPrSt

    Powered 4e7aPrSt (110 vac); 4D7aPrSt (230 vac)*

    Mobile exam stretcher with built-in, self-storing stirrups to facilitate pelvic and gynecologic procedures. It offers a perineal

    cut-out, and leg section that folds down 105 degrees. Capable of full-range stretcher or chair positioning.

    HauSteD Surgi-StretcHer

    Hydraulic 578eyeSt; 578xeyeSt (x-wide)

    Hydraulic/Powered 5e7eyeSt (110 vac)*; 5D7eyeSt (230 vac)*

    Powered 5e8eyeSt (110 vac); 5D8eyeSt (230 vac)*

    Mobile surgical platform for EYE/ENT and plastic surgery procedures. Pre-induction, transport, treatment, and recovery all

    on one unit. Infinite adjustability of the articulating headpiece assures proper positioning; low-profile headpiece design offers

    unparalleled site access for the surgeon.

    PediatricHauSteD PeDiatric StretcHer SerieS 4160D0St

    The Hausted Pediatric Stretcher Series is intended for transport, examination, and care of pediatric-age patients in healthcare

    facilities. The Hausted Pediatric Care Stretcher provides the safety and security of 360 patient protection, as well as 360

    patient access when needed. The three position vertical side rails are easy to use, and provide maximum patient security. The

    dual pedestal design provides maximum stability for patient transport, treatment and recovery. To ensure patient comfort,

    the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment, and manual

    backrest adjustment. Additionally, the stretcher is provided with extra high 451 mm (17.75") side and end rails for the

    enhanced safety of pediatric patients. Easy-rolling casters provide full mobility and maneuverability.

    HauSteD youtH StretcHer SerieS 462emPSt

    The Hausted Youth Stretcher Series is intended for transport, examination, and care of juvenile patients in healthcare facilities.

    The Hausted Youth Care Stretcher is a full size stretcher for young children and adolescents with the security of vertical rails.

    This unit provides the safety and security of 360 patient protection as well as 360 patient access when needed. The three

    position vertical side rails are easy to use, and provide maximum patient security and end rails are removable to allow patient

    access. The dual pedestal design provides maximum stability for patient transport, treatment, and recovery. To ensure patient

    *International

  • HAUSTED PATiEnT HAnDling SySTEmS, llC 14

    comfort, the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment, and

    backrest adjustment. Additionally, the stretcher is provided with extra high 406 mm (16") side and end rails for the enhanced

    safety of juvenile patients. Easy-rolling casters provide full mobility and maneuverability.

    ChairsHAUSTED SUrgi-CHAir

    Powered ESCEyEST (110 VAC); ESDEyEST (230 VAC)*

    Mobile surgical platform for Arthroscopy, EYE/ENT, Plastic Surgery, and Same Day Services procedures in a chair

    configuration. Chair configuration provides a comforting setting for the patient; easily converts to the supine position.

    Infinite adjustability of the articulating headpiece assures proper positioning; low profile headpiece design offers unparalleled

    site access for the surgeon.

    HAUSTED APC CHAir

    Hydraulic APC250ST; APC150ST

    Powered EPC250ST (110 VAC); EPD250ST (230 VAC)*

    Versatile, easy to use, and time efficient. Treat, transfer, and transport patients on a comfortable chair configuration.

    Provides infinite positioning capabilities for a variety of procedures and all phases of treatment.

    Ideal for Emergency/Triage and Same Day Services.

    Specialty ChairsHAUSTED (mBC) mAmmogrAPHy/BioPSy CHAir mBC000ST

    The Mammography/Biopsy Chair is ideal for use as a procedural chair or treatment table during mammography/

    biopsy procedures.

    The shortened base is easy to maneuver in small rooms with large imaging equipment. The backrest adjusts to a full upright

    position of 90 to facilitate mammography procedures. This unit adjusts easily from sitting to supine and provides a stable

    work surface during patient treatment. Preinduction, transport, treatment, and recovery can be performed on the same unit

    to improve case turn around and streamline patient handling in surgical care.

    HAUSTED ViDEoFlUoroSCoPiC imAging ProCEDUrE AnD PATiEnT TrAnSPorT ViC429ST

    The VideoFluoroscopic Imaging Chair has been designed specifically for modified barrium swallow studies for AP and Lateral

    imaging as a procedural chair for diagnosis and treatment.

    The shortened base is easy to maneuver in small rooms with large imaging equipment. The radiolucent backrest adjusts to a

    full upright position of 90 to clear, unobstructed view for imaging. Inserts are available for pediatric procedures. This unit

    adjusts easily from sitting to supine and provides a rotating seat section with a stable work surface during patient treatment.

    Transport, treatment, procedure and recovery can be performed on the same unit to improve case turn around and stream-

    line patient handling.

    ProDUCT oVErViEw

    *International

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    Competitive Profiles and

    Cross References

  • HauSteD Patient HanDling SyStemS, llc 16

    comPetitive ProFileS

    Hill-rom StryKer StryKer

    StrykerStrategieS

    Stryker is the market leader. The market leader provides the

    largest opportunity for replacing existing units.

    STRONGLY position 5th wheel, or Big Wheel, feature

    to emphasize tight maneuvering capabilities around corners.

    Utilize their strength in the OR and GI to facilitate bundling

    opportunities.

    Aggressively bundle stretchers with their critical care beds,

    birthing beds, rescue/ambulance cots, and wheelchairs.

    Aerodynamic design to help them convey to their customers

    an easy-to-push, easy-to-control design.

    Offer their customers a choice between their fold-down or

    glide away siderails.

    HoW We can attacK StryKer

    Versatility. Strykers Big Wheel feature does not allow

    for corner brake and steering. The Big Wheel restricts

    the caregivers use of such devices as Mayo stands because

    the wheel prevents them from sliding underneath the base

    of the stretcher.

    Aggressively focus on our Zone of Care!! Foot pedals located

    at the foot and head of Strykers units restrict the nursing

    staff from operating important features while maintaining eye

    contact with their patients.

    Actions speak louder than wordsdemo comparable units

    side by side!

    Note how much easier our unit is to turn and maneuver.

    Infection Prevention. Our stainless steel, Tente casters are not

    constructed with hubcaps which may trap lint, dust, and

    other bacteria-carrying items.

    basic transportHorizon Transport Stretcher 1300 ASP $1,000 - $1,500 720: Fixed Height ASP $1,180 - $1,480

    Horizon Hydraulic Transtar P8030: ASP $1,800 - $2,100

    multiple Purpose Stretchers(all equipped with pneumatic fowler, permanent IV pole, and 4" mattress) Transtar P8000 Series Prime Series M Series

    Horizon Airglide Not Offered Glideaway Not Offered

    Horizon Retracto

    Std. Width, no knee gatch Transtar P8000 Series: ASP $2,967 Prime Series 1105/1115: ASP $3,215 - $3,600 M 1005/1015: ASP $2,497 - $2,725

    Std. Width, knee gatch Transtar P8000 Series: ASP $3,218 Prime Series 1105/1115: ASP $3,515 - $4,000 M 1005/1015: ASP $2,797 - $3,125

    X-wide, no knee gatch Transtar P8000 Series: ASP $3,118 Prime Series 1105/1115: ASP $3,597 - $3,950 M 1005/1015: ASP $2,697 - $2,837

    X-wide, knee gatch Transtar P8000 Series: ASP $3,386 Prime Series 1105/1115: ASP $3,897 - $4,050 M 1005/1015: ASP $2,997 - $3,237

    Procedural (comparable units)

    Horizon X-ray Trauma P8040: ASP $4,073 Prime 1020: ASP $3,853 - $4,480 1002: ASP $3,197 - $3,695

    Fluoro-Track Not offered 1080: ASP $5,082

    Surgi-Stretcher 8010: Surgical Stretcher ASP $4,695 1069: ASP $3,600 - $4,190

    Converge P8050: Transtar OB/GYN: ASP $4,500 - $5,000 1061 Glynnie: ASP $3,973 - $4,524

    chairs (comparable units)

    APC P1320A Procedural Recliner: ASP $3,500 - $4,200 5051 Hydraulic Chair: ASP $3,900

    Surgi-Chair P1320A Procedural Recliner w/ Accessory 5051

  • HauSteD Patient HanDling SyStemS, llc 17

    Versatility. Stryker cannot meet our customers complex

    needs. Position our specialty units to address the challenges

    many of our customers experience (Bariatric, Converge,

    Pediatric, VIC, MBC, etc).

    Our Retracto rail includes a middle position that provides

    continued patient protection while enhancing staff safety.

    Strykers powered units do not have a battery back up.

    Durability. Our enclosed ball bearing Tente casters are con-

    structed of durable stainless steel vs. Strykers plastic casters.

    Leverage our comprehensive product offering to illustrate

    our ability to better partner with our customers and help

    them to improve their processes.

    Leverage systems project opportunities.

    Leverage our superior relationships in core departments such

    as OR and GI.

    In the lowered position, our AirGlide siderails allow for

    clearance of oxygen tanks which may be stored in the base of

    the unit.

    Our siderails are designed with built-in ergonomic push

    handles. Although we do offer push handle accessories, our

    customers do not need to purchase push handles separately.

    Reliability. We have a five-year parts (except casters, pneu-

    matic springs, and pads) and one (1) year labor warranty on

    our units. Stryker has a one-, two-, or three-year warranty.

    One year is typically extended for their M series, and two- or

    three-year warranties for their Prime series. In competitive

    situations, Stryker has recently begun to match our five-year

    warranty.

    Hill-romStrategieS

    Administrative selling. Hill-Rom is attempting to gain market

    share rapidly by bundling stretchers with opportunities in

    their core competency areas such as critical care therapeutic

    beds and backwalls.

    Administrative selling. Additional market share is being targeted

    by bundling stretchers with new focus items such as surgical

    lights and booms in new focus areas such as the OR.

    Strong administrative relationships with CFOs and VPs of

    Nursing! Corporate trips via the corporate jet to the Hill-Rom

    headquarters, and lodging provided at the Hill-Rom Farm

    are very powerful in developing these relationships.

    Extensive sales training on how to sell to administration.

    Strong relationships with critical care organizations.

    Very strong relationships with Maintenance and Bio-

    Engineering. Hill-Rom technicians repair patient beds and

    furniture in addition to stretchers (therapeutic beds are

    maintained by a separate group).

    Dedicated specialists to support the Account Managers.

    Effectively use cosmetic features to make product designs

    appear detailed and substantial.

    No transfer gap.

    HoW We can attacK Hill-rom

    Versatility. We offer 4 stretcher-width options to our custom-

    ers vs. Hill-Roms two width options of 26" and 30".

    Our controls promote Zone of Care! Hill-Roms brake and

    steer pedals, located at the head and foot of the unit, are not

    easy to access by the caregiver.

    Actions speak louder than wordsdemo comparable units

    side by side!

    Note how much easier our unit is to start moving. Note how

    much easier our unit is to turn and maneuver.

    Versatility. Hill-Rom cannot meet our customers complex

    needs. Position our specialty units to address the challenges

    many of our customers experience (Bariatric, Converge,

    Pediatric, VIC, MBC, etc). Hill-Roms powered units do

    not have a battery back up.

    Leverage our comprehensive product offering to illustrate

    our ability to better partner with our customers and help

    them to improve their processes.

    Leverage systems project opportunities.

    Leverage our superior relationships in core departments such

    as OR and GI.

    Our durable bumper system does not show scarring or scuff

    marks after colliding with objects such as a door frame.

    Although Hill-Roms bumpers are also available in a variety

    of colors, they scar very quickly after a collision.

    Reliability. We have a five-year parts (except casters, pneu-

    matic springs, and pads) and one (1) year labor warranty on

    our units. Hill-Rom has a one-year warranty.

    comPetitive ProFileS

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    Selling StrategieS

    Selling Strategies Guide

    Key Customer Issues

  • HauSteD Patient HanDling SyStemS, llc 19

    Selling StrategieS

    this guide will help you improve your patient transportation and positioning systems selling techniques.

  • HauSteD Patient HanDling SyStemS, llc 20

    System Solution Selling 17

    getting into an account 19

    Decision makers & their Hot buttons 20

    earning the right 26

    identifying needs and opportunities 27

    Presenting Solutions 28

    tips & techniques: Dos and Donts 32

    Handling obstacles 33

    Positioning against the competition 34

    closing the Sale 35

    Whats in it For you? 35

    commitment to action 36

    Patient transportation and Positioning Fyi Sales education Quiz 38

    contentS

  • HauSteD Patient HanDling SyStemS, llc 21

    overviewPatient transportation and positioning systems play a critical role in the treatment and recovery of patients.

    This Selling Strategies guide is designed to help you correctly position Hausted patient transportation and positioning

    systems to your customers.

    Stretchers give you a way to establish strategic relationships throughout the entire hospital. Stretchers are a critical method

    of transportation. They tie all areas of the hospital together. They are moved from department to department and they are

    needed in most departments. Stretchers provide an entre into other areas of the hospital. Stretchers are the key to systems

    solution selling.

    This guide will walk you through the solution selling process for successfully selling patient transportation and

    positioning systems:

    Getting into an account

    Understanding the key decision makers and their hot buttons

    Earning the right to proceed

    Identifying needs and opportunities

    Presenting solutions

    Handling obstacles

    Positioning against the competition

    Closing the sale

    objectivesThe patient transportation market can be highly competitive. Many customers do not understand the importance of patient

    transportation and positioning systems until they consider what those transportation systems carry.

    After completing this Selling Strategies guide, you will be able to:

    Understand the patient transportation and positioning market.

    Successfully position our stretchers as asset management tools.

    Add value to your customers patient transportation process.

    SyStem Solution Selling

  • HauSteD Patient HanDling SyStemS, llc 22

    market trendsAs you learned, as a result of the changes in society and in healthcare, the patient transportation and positioning market has

    evolved significantly. These changes have resulted in the following trends:

    There is a focus on providing care as efficiently as possible.

    Hospitals want to provide as much patient care as possible without admitting people.

    Advances in surgical technology have resulted in non-invasive procedures that dont require a traditional Operating

    Room environment or hospital stay.

    Infectious diseases are a growing concern in healthcare.

    Our population is aging and people are getting bigger, which places unique demands on procedures and equipment.

    As a result of these market trends, stretchers need to be able to:

    Serve as a platform for surgical procedures and patient care, as well providing the safe transport of patients.

    Allow proper positioning and caregiver access for a variety of specialized procedures and patient care.

    Accommodate the required technologies.

    Facilitate the Zone of Care.

    Be easy to clean and decontaminate.

    We need to change the mentality that a stretcher is a stretcher.

    We offer unique benefits with our systems which may greatly improve our customers processes.

    our job is to educate our customers about Hausteds benefits, Hausteds quality, and Hausteds value.

    SyStem Solution Selling

  • HauSteD Patient HanDling SyStemS, llc 23

    leverage existing opportunities Identify existing corporate strengths

    Learn where Hausted is strong (e.g. OR, CS, GI)

    Let your existing selling relationships open doors with key decision makers in patient transportation

    Identify accounts with project opportunities where stretchers have not been addressed

    Drop the names of other hospitals and accounts, and of other departments within the hospital who have had success

    partnering with us

    They know each other, they talk to each other, and they value each others thoughts

    Identify opportunities where customers are unhappy with their current transportation systems

    analyzing and understanding Hospital FlowSelling Hausted patient transportation and positioning systems may involve getting into departments where you do not have

    existing relationships. The key is to understand the hospital flow, and then develop call patterns that support that flow.

    Once you understand how the hospital is organized, youll learn how to quickly identify the types of procedures performed,

    their processes, and their patient transportation needs.

    getting into an account

    Here are important things to understand about hospital flow:

    How is each department involved with the patient flow of the hospital?

    How are the departments positioned within the hospital?

    What are the procedural responsibilities of each department?

    What are the relationships between the departments?

  • HauSteD Patient HanDling SyStemS, llc 24

    How Hospitals Purchase Patient transportation and Positioning SystemsWhen selling patient transportation and positioning systems, its important to know who holds the purse strings.

    Departments within a hospital may have separate budgets for their transport needs. Some hospitals may have a

    Transportation Department designed to specifically handle the hospitals transportation needs.

    Some hospitals coordinate purchases through Materials Management for multi-department discounts.

    Many hospitals base their stretcher purchases depending on Group Purchasing Organization (GPO) contracts.

    The challenge is to understand your customers purchasing process, and then leverage the benefits of our systems with

    the opportunities to help ensure our success.

    Key Decision makersThe number of departments that utilize patient transportation and positioning systems is extensive. To help focus your selling

    efforts, the following are the three main areas of the hospital that utilize patient transportation and positioning systems:

    The Emergency Department

    The Operating Room (including PACU / Recovery)

    The Radiology Department (including the Transportation Department)

    Materials Management may also be involved in the decision from a cost and contract perspective.

    In this guide, we will focus on the areas of the hospital that will help you develop long-term, strategic relationships and will

    help enhance your system solution selling success.

    note: As you know, we also have a variety of specialty products for various departments and applications. Because these products are so specialized, and because in many instances were the only company that manufacturers them, these specialty

    products will not be the focus of this guide.

    DeciSion maKerS & tHeir Hot buttonS

  • HauSteD Patient HanDling SyStemS, llc 25

    Patient accessibility What are your requirements for patient accessibility

    when patients are on stretchers?

    The benefits of retracto rails (inter-

    mediate rail setting)

    Multiple width options

    Is it important to maintain eye contact with the

    patient while providing care and operating the

    stretcher?

    The Zone of Care

    Productivity case load

    and case turnaround

    Could you describe your typical case load?

    How many patients are seen in a typical day?

    Could you describe how patients move through your

    department?

    How long do they typically stay?

    Do you have any concerns with the flow of patients

    through your department?

    The versatility of our case load and

    stretchers can allow for multiple

    uses

    For patients requiring a longer stay, do you have an

    observation room?

    Electric powered stretchers for

    extended stay

    Pressure management mattress

    (4", 5")

    Maneuverability /

    Mobility

    How many caregivers does it take to transport a

    patient from the ED to another department?

    Lighter, easy rolling coasters, two

    steering options

    The ability to turn on a dime

    Are there any challenges you experience with your

    current transportation process?

    The versatility of our stretchers

    How could the process be improved? The versatility of our stretchers

    If you could design the ideal transportation process,

    what would that be?

    The versatility of our stretchers

    DeciSion maKerS & tHeir Hot buttonS

    Hot buttonS oPening tHe Dialog PoSitioning

    In order to push the hot buttons, you need to really understand a customers needs. You need to know the purpose of

    the department, what their hot buttons will likely be, how to begin the dialog, and how to position our strengths to meet

    their needs. The charts on the following pages will give you a starting point for understanding the key decision makers and

    their hot buttons.

    emergency Department

    The ED Director is the key decision maker when it comes to purchasing stretchers for the Emergency Department.

    The purpose of the Emergency Department is patient interface and intervention. They assess the patient, intervene as needed,

    and admit/release them.

  • HauSteD Patient HanDling SyStemS, llc 26

    Do you have any challenges with treating very obese

    patients in the ED?

    Bariatric stretcher

    Safety for patients

    What are your challenges with treating very obese

    patients in the ED?

    Bariatric stretcher

    What are your biggest concerns with patient safety? Retracto rails with the middle setting

    AirGlide rails with full length

    patient coverage

    Zero transfer gap

    Do you have a designated transportation system for

    extremely large patients?

    Bariatric stretcher

    Safety for staff

    What are your biggest concerns for the safety of

    your staff?

    Do you have any concerns surrounding staff safety

    during patient transfer?

    Slick patient transfer mattress

    system

    Zero transfer gap

    What are the biggest safety concerns for your staff

    while administering care to patients on a stretcher?

    Retracto rails with the middle setting

    Do you have any special features to enhance staff

    safety that you consider when evaluating patient

    transportation and positioning systems?

    Slick patient transfer mattress system

    Retracto rails with the middle setting

    Infection Control Where do you decontaminate your stretchers?

    What is your current process for cleaning and decon-

    taminating your stretchers between cases?

    The ability to completely clean and

    decontaminate.

    Versatility What procedures do you perform on stretchers? The versatility of our stretchers can

    allow for multiple uses

    What is your process for obtaining x-rays for your

    patients?

    Portable C-arm?

    Radiology Department?

    X-ray, radiolucent top stretchers

    DeciSion maKerS & tHeir Hot buttonS

    Hot buttonS oPening tHe Dialog PoSitioning

  • HauSteD Patient HanDling SyStemS, llc 27

    Do you have a designated transportation system for

    extremely large patients?

    Bariatric stretcher

    Patient comfort and

    recovery

    What types of procedures do you typically perform in

    the OR?

    What are your current platforms for conducting these

    procedures?

    What functions of a stretcher are important to you? Powered stretchers

    Knee flex to assist in recovery and

    patient comfort

    Bariatric stretchers to provide

    stability for wide-framed patients

    Zero transfer gap

    Is pressure management important in your day-to-day

    activities?

    Pressure management mattress

    (4", 5")

    Could you describe your recovery process?

    What stretcher requirements do you have

    for recovery?

    Knee flex to assist in recovery and

    patient comfort

    Bariatric stretchers to provide sta-

    bility for wide-framed patients

    Powered stretchers

    Zone of Care

    Safety for patients What are your biggest concerns with patient safety?

    Rail coverage

    Bariatric stretcher

    Zero transfer gap

    Zone of Care

    What are your challenges with treating very obese

    patients in the OR/PACU?

    Bariatric stretcher

    DeciSion maKerS & tHeir Hot buttonS

    or / PacuThe OR Director is the key decision maker when it comes to purchasing stretchers for the OR. Purchase decisions for PACU

    may be delegated to, or influenced by, the PACU supervisor. Also, same day services may or may not be done in the OR.

    In order to understand your customers needs and properly position stretchers for the OR/PACU, you need to understand

    the surgical process of pre-op, the procedure, post-op, and recovery. Patients may spend a lot of time in the OR/PACU on

    patient transportation and positioning systems. With this in mind, make sure to focus on patient safety and comfort.

    Hot buttonS oPening tHe Dialog PoSitioning

  • HauSteD Patient HanDling SyStemS, llc 28

    Where do you decontaminate your stretchers?

    DeciSion maKerS & tHeir Hot buttonS

    Hot buttonS oPening tHe Dialog PoSitioning

    Safety for staff What are your biggest concerns for the safety of

    your staff?

    Slick patient transfer mattress

    system

    Zero transfer gap

    Zone of Care

    What are the biggest safety concerns for your staff

    while administering care to patients on a stretcher?

    Infection control What is your current process for cleaning and decon-

    taminating your stretchers between cases?

    The ability to completely clean and

    decontaminate

  • HauSteD Patient HanDling SyStemS, llc 29

    X-ray patients with the

    least amount of handling

    What type of equipment do you use?

    What are the biggest safety concerns for your staff

    while administering care to patients on a stretcher?

    Zone of Care

    Retracto rail with the middle setting

    Staff safety What are your staff safety concerns with transporting

    and transferring patients?

    Slick patient transfer mattress system

    Light design with easy rolling

    coasters

    Functional StretcHerS:

    Patient safety What are your biggest concerns with patient safety

    during transport and transfer?

    Zero transfer gap

    Slick patient transfer mattress system

    ProceDure-Driven StretcHerS:

    What are the parameters / height clearance

    requirements?

    Ability to elevate or lower stretcher

    for C-arm clearance

    Do you have any concerns or issues with x-ray cover-

    age when imaging patients?

    Full-length radiolucent x-ray top

    Translating top capabilities

    Versatility to move

    equipment around

    stretcher

    What are your stretcher requirements for interfacing

    with your equipment?

    Stretcher dimensions and

    compatibility to interface with

    their equipment

    DeciSion maKerS & tHeir Hot buttonS

    radiology DepartmentThe head of Radiology and/or the Transportation Manager are the key decision makers for purchasing stretchers for the

    Radiology Department. Radiology Departments may have two very different needs for stretchers:

    Functional stretchers for transport and transfers to and from Radiology. The purpose is to get patients in and out as safely and

    efficiently as possible.

    Specialized stretchers for procedural applications (i.e. Fluoro-Track, X-Ray). These stretchers may or may not belong to the

    Radiology Department, but they are utilized in Radiology.

    Hot buttonS oPening tHe Dialog PoSitioning

  • HauSteD Patient HanDling SyStemS, llc 30

    understand your customers ProcessEarning the right to proceed in the Solution Selling process is about gaining credibility and adding value. The best way to do

    that is by understanding your customers process for patient flow and equipment flow.

    You can then tailor your discussions to show how you can help your customers improve patient and equipment flow. Turning

    over patients more quickly generates tangible revenue. And improved safety reduces liability costs.

    understand How you can improve your customers Process Patient and staff safety

    Fewer patient transfers

    Full stretcher decontamination

    Dependability / durability

    Versatility

    Ease of use

    as leaders in infection prevention, we design patient transportation and positioning systems which can be thoroughly cleaned and disinfected.

    earning tHe rigHt

  • HauSteD Patient HanDling SyStemS, llc 31

    Identifying needs and opportunities is one of the best ways to involve the customer. Ask open-ended questions and concen-

    trate on listening. People believe more readily what they themselves say than what others say. Account Managers who give

    customers the opportunity to become involved in the buying process are more persuasive than salespeople who do not.

    identifying needs through observation Remember to use your eyes and ears to learn as much as you can. Here are some things to look for to help you identify

    specific needs:

    Narrow hallways / restrictions Physical limitations of a facility may help direct your width selection efforts.

    Tight corners Center track steering provides excellent turning capabilities which may be desired for maneuvering

    around tight corners.

    Carpeting A tall, narrow, caster selection will limit the area of contact between the caster and the carpet. Reducing

    the contact area will reduce the amount of friction between the caster and carpet, thus allowing the unit to be moved

    more easily.

    Door dimensions Physical limitations of a facility may help direct your width selection efforts.

    Room locations (located closely together, or spread out) Center track steering may provide maneuverability benefits

    for making frequent sharp turns.

    identifying Procedural needs Remember to analyze patient and equipment flow.

    Does the facility already use patient transportation and positioning systems for certain procedures (i.e. pelvic exams)?

    Identify where they are not using patient transportation and positioning systems and could benefit from incorporating

    them into their process.

    Do they have needs for specialty stretchers?

    identifying replacement opportunities Check the condition of existing stretchers.

    Are the stretchers outdated?

    Are there chairs or stretchers in triage?

    identifying Standardization opportunities Look for a variety of different stretcher brands.

    When you identify needs, pursue the opportunity to combine and standardize on our offering.

    Point out the value of dealing with one person and one company.

    Show the value you bring.

    iDentiFying neeDS anD oPPortunitieS

  • HauSteD Patient HanDling SyStemS, llc 32

    Its important that you combine your expertise with the customers needs in order to determine the best possible solution.

    Ask open-ended questions to uncover needs and determine whats really important to them.

    ask the right Questions to Determine SolutionsOn the following page is a sample quick reference decision tool. As this visual represents, each need and each decision

    narrows the options and helps to determine the best possible solution.

    We provide versatility to meet customer needs: Central braking and steering

    Electric powered units with battery back up

    Maximum strength and durability

    Side rail options

    Width options

    X-ray capability

    Slick patient transfer mattress system

    PreSenting SolutionS

  • HauSteD Patient HanDling SyStemS, llc 33

    PreSenting SolutionS

    identifying customer needs

    comPreHenSive ProDuct oFFering

    Type of rail?

    AirGlide vs. Retracto

    Width? (Patient Surface)

    Regular or Wide

    (25" Retracto) (30" Retracto)

    (28" AirGlide) (32" AirGlide)

    Knee Flex?

    *the decision of a powered unit over a hydraulic unit is primarily determined by application (i.e. patient comfort for extended stay)

  • HauSteD Patient HanDling SyStemS, llc 34

    Airglide

    Patient protected by 15" high x 76" long full length rails

    In the lowered position, the side rails will allow for clearance of an oxygen tank and other

    accessories stored in the units base

    Built-in ergonomic handles help to prevent muscle fatigue and possible wrist injury

    Pneumatic lowering capabilities prevent equipment damage and minimize staff and patient injury

    Retracto

    Three height options:

    Up: Patient protected by 15.5" high x 60" long rail

    Middle: Staff can easily access patients without having to over-extend their

    body over a side rail in the up position

    Lowered: A side rail may be lowered after the stretcher ispositioned next to the

    desired platform (i.e.surgical table or another stretcher). Lowering

    therail after the two surfaces are side-by-sideincreases patient safety

    Built-in ergonomic handles help prevent muscle fatigue and possible wrist injury

    Determining Features and Presenting benefitsIn addition to determining the most appropriate model, there are four basic features that the customer has to make with

    guidance from you. Be sure to point out the benefits of these features:

    PreSenting SolutionS

    note: When a powered stretcher is selected, point out the benefits of added comfort for the patient by allowing them to control the positioning of the stretcher, and the ease for staff in positioning heavy patients.

    FeatureS beneFitS

    tyPe oF SiDe rail

    WiDtH

    Regular

    Easy control around tight corners

    Width is compatible with average door frames

    Extra Wide Support and protection of large-framed patients

    Knee Flex Post-surgery knee stability (i.e. knee arthroscopy)

    0- 50 angulation of the leg section to assist in keeping the knee bent.

    Knee flex helps to prevent the knee from locking up in a straight position

    Increases blood circulation to the upper body

    Supports the body from sliding down the stretcher towards the foot when transporting a

    patient with an elevated back rest

    Stainless Steel Durable

    Easy to clean and disinfect

    SuPPort SurFace

    Polymer Coated Durable plasticized coating (polymer coating helps prevent chipping which commonly occurs

    on painted surfaces)

  • HauSteD Patient HanDling SyStemS, llc 35

    common applicationsHere is a high-level guideline for some of the most common applications. Remember, its up to you to determine the proper

    solution with the appropriate options to meet your customers needs.

    PreSenting SolutionS

    DePartment aPPlicationS Primary moDelS

    OR / PACU

    Transport / General use

    Surgery

    Labor and Delivery: Recovery

    Pediatric

    Horizon Series

    578EYE

    Horizon Powered

    4160

    Emergency Department

    Triage

    Trauma unit

    Treatment unit

    Exam unit

    APC

    Horizon X-Ray Trauma

    Horizon Hydraulic

    Converge

    Radiology

    Transport / General use

    Fluoroscopy

    Horizon Hydraulic

    Fluoro-Track

  • HauSteD Patient HanDling SyStemS, llc 36

    DO remind customers about the Zone of care and the importance of patient comfort and safety.

    DO ensure that your customers know about the steering mode on the stretchers. Show them how to use this mode, and point out the benefits.

    DO understand situations in which a surgical stretcher needs to be positioned, vs. when a surgical table is needed.

    DONT demo a product without the brakes engaged. if the brakes are not engaged, the stretcher may move when you are demonstrating how to position different parts of the unit such as the side rails.

    DONT demonstrate how a customer can transport a patient with the stretcher in neutral. always have it in steering mode.

    DONT say, electric chair. Do say, electric-powered with battery back-up.

    tiPS & tecHniQueS: DoS anD DontS

  • HauSteD Patient HanDling SyStemS, llc 37

    gPo contracts Group Purchasing Organizations (GPOs) have become very powerful in todays era of cost containment.

    Given the challenge of todays GPO contract situation, its important to know how to maximize opportunities and how to

    position Hausted patient transportation and positioning systems in situations in which we are not on contract.

    Is the Materials Manager driving compliance to a contract which we are not on? If so,

    Do they have more than one contract? Find out if we are on another contract of which the hospital belongs (i.e. if a

    NOVATION account is also a member of Amerinet utilize our Amerinet agreement).

    Do you have an opportunity to clinically position our product over a GPO-contracted product (i.e. complete

    decontamination is more important than being on contract)?

    Are they part of an Integrated Delivery Network (IDN)?

    Does the desire for the IDN to streamline and consolidate their equipment purchases supersede the desire to be

    compliant with GPO agreements?

    Are there any system project opportunities that will enable us to position our stretchers along with our other proposed

    equipment.

    Be sure to distinguish cost from price. Remember, because of our versatility and durability, our products will likely cost

    the hospital less over the long term.

    Emphasize that most of Hausteds models come equipped with a number of accessories that are optional with

    other suppliers.

    customization is our Strength Remember, you can overcome almost any obstacle with the breadth of our product line and with our ability to design

    and customize stretchers to meet our customers needs.

    Largest product offering including unique models only available from Hausted

    Largest selection of width options

    Center track steering on most models

    Radiolucent capabilities

    Side rail selection

    Specialty stretchers

    Value-added accessories included

    HanDling obStacleS

  • HauSteD Patient HanDling SyStemS, llc 38

    PoSitioning againSt tHe comPetition

    Hill-Rom

    Variety of width options (we have 4 width options vs. their 2 width options)

    Battery back-up on powered stretchers

    Quality and durability superior five (5) year part warranty and one (1) year caster, pneumatic

    springs and pads warranty

    comPetitor HauSteDS aDvantageS

    Stryker

    Superior Tente caster system

    AirGlide rails in the down position allow clearance for oxygen tanks (Stryker cannot complete-

    ly lower their rail when oxygen tank is under stretcher)

    Battery back-up on powered stretchers

    Quality and durability superior hydraulic warranty vs. one (1) year warranty for their M series

    and two (2) or three (3) year warranty for their Prime series

    Superior support and service

    Pedigo:

    Replacement

    Opportunities

    Versatility in product line and options

    Specialty products

    Height adjustment (Horizon low height 22" vs. Pedigo low height 24")

    Hydraulic controls at either side

    Stability (Pedigo single pedestal has stability concerns at high height

    Quality and durability superior warranty

    remember our key differentiators: Versatility and flexibility in models and options

    The Zone of Care

    Four widths

    Four-caster brake and steer

    No transfer gap

    Three-position rail

    Slick patient transfer mattress system

    Higher quality, self-lubricating casters

    Specialty options (bariatric, pediatric, etc.)

    Superior support and service

    Longest warranty in the business

  • HauSteD Patient HanDling SyStemS, llc 39

    using a trial to close the SaleA trial is the most effective way to get the decision makers to become advocates for Hausted. And the key to a successful trial

    is doing it right. Be sure to review the Trial Guidelines in your kit.

    closing a Sale with Stock unitsIn order to meet the needs of the customer, there may be times when timeliness is the best way to meet their needs. Most of

    our competitors have a lead time of 45 days to deliver their products.

    Ready-to-use stretcher systems

    Accessories such as pads included

    Pricing that is not bound by corporate contracts

    Setting expectationsThe best way to close the sale is to gain commitment for the sale prior to the trial.

    As a Hausted Account Manager, you have some unique strengths that your competition does not have. You can provide

    complete system solutions and comprehensive service and support to meet all of the needs of your customers.

    So whats in it for you?

    Repeat orders

    Relationships throughout the facility

    Opportunities for full system selling

    cloSing tHe Sale

    WHatS in it For you?

  • HauSteD Patient HanDling SyStemS, llc 40

    The best place to begin is to determine whos who and get to know your customers. As you spend time at your accounts, be

    sure to complete these charts.

    emergency Department

    Director:

    Supervisor:

    Head Technician:

    or / Pacu

    Director:

    Supervisor:

    Head Technician:

    labor & Delivery

    Director:

    Supervisor:

    Head Technician:

    gi

    Director:

    Supervisor:

    Head Technician:

    transportation

    Director:

    Supervisor:

    Head Technician:

    iDn opportunitiesSelect two influential Integrated Distribution Networks (IDN)s in your territory:

    1.

    2.

    commitment to action

  • HauSteD Patient HanDling SyStemS, llc 41

    action Planning to accelerate SalesSelect one facility and brainstorm strategies to accelerate patient transportation and positioning sales. Think about the

    information in this guide, project opportunities, clinical opportunities, opportunities for standardization, etc.

    commitment to action

  • HauSteD Patient HanDling SyStemS, llc 42

    1. Which of the following is a trend in the market?

    A Patients are getting smaller

    B Stretchers need to serve as a platform for surgical procedures

    C Workloads are decreasing

    D Hospitals need fewer stretchers

    2. The goal of hospitals is to admit patients as quickly as possible.

    A True

    B False

    3. What is the Zone of Care?

    A The radiolucent section of the mattress

    B The base of the stretcher

    C The foot of the stretcher

    D The ability to never lose eye contact with the patient

    4. Which department would most likely need a knee flex?

    A OR / PACU

    B Admitting

    C Emergency Department

    D Radiology

    5. When would you position a powered stretcher in the ED?

    A Never

    B Always

    C Where there is a need for extended patient observation

    D To improve asset management

    Patient tranSPortation anD PoSitioning Fyi SaleS eDucation QuiZ

  • HauSteD Patient HanDling SyStemS, llc 43

    6. If a hospital has a GPO, you should not attempt to sell patient transportation and positioning systems.

    A True

    B False

    7. How can you position stretchers as an asset management tool?

    A By making the patient as comfortable as possible

    B By offering a knee flex

    C By improving patient flow and efficiency

    D By focusing on specialty stretchers

    8. Infection control is a hot button in the Emergency Department?

    A True

    B False

    9. Which of the following would be the best way to position Hausted against Hill-Rom?

    A Name recognition

    B Service

    C Distribution

    D Superior quality and durability

    Patient tranSPortation anD PoSitioning Fyi SaleS eDucation QuiZ

  • HauSteD Patient HanDling SyStemS, llc 44

    you are not on contract!reSPonSe

    Would the customer consider buying off contract because of our clinical benefits (i.e., infection prevention benefits,

    bariatric care needs...)?

    Is there a secondary GPO to which they belong? Many facilities participate in more than one GPO. We may have a

    contract with the secondary GPO to which they belong.

    Is the customer part of an IDN?

    To gain access into the hospital, position our unique specialty units which will typically not be on National Agreements

    (Bariatric Care Stretcher, Converge, Pediatric, VIC, MBC).

    Do you have a fifth wheel?reSPonSe

    Yes. Center track steering is an available on most Hausted units.

    Qualify your customers needs: Is center track steering needed? Does the customer need to maneuver around short

    hallways and tight turns? You may discover your customers needs may best be met by corner steering.

    a stretcher is a stretcher!reSPonSe

    Zone of Care (Proprietary to Hausted)

    Superior patient safety design features

    Superior staff safety design features

    Durability Five year parts (except casters, pneumatic springs, and pads) and one (1) year labor warranty on Hausted units

    Price!reSPonSe

    Features and benefits with our units vs. competitors

    Emphasize our value vs. our competitors ASP

    Five year warranty on Hausted units

    i prefer brakes located at the head and foot of the unit!reSPonSe

    Zone of Care (Proprietary to Hausted) can only be achieved through our central brake and steering system.

    We incorporate four wheel braking and steering so the unit can be tipped on end and totally cleaned and disinfected.

    i prefer the appearance of your competitors equipment!reSPonSe

    Superior material selection is incorporated into our designs (i.e., stainless steel vs. aluminum)

    Functionality not sacrificed for appearance (i.e., no cosmetic hubcaps that may trap dirt and contaminants)

    Key cuStomer iSSueS

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    Hospital Flow Chart

    Trial Guides

    General Information

  • HauSteD Patient HanDling SyStemS, llc 46

    HoSPital FloW cHart

    this reference tool gives you quick access to key facts and background information on key departments and patient flow.Understanding the path that a patient follows within a hospital is paramount to understanding the equipment needs of that

    hospital. The path a patient follows during treatment is called the patient flow. Fortunately, most facilities follow a similar

    general patient flow process. By understanding that process, you can understand how to position Hausted products.

    This reference tool is a basic patient flow chart that indicates the purpose of focus departments within a hospital. It will walk

    you through the path that a patient might follow and the patient transportation and positioning systems that the patient might

    encounter during their hospital stay.

    GI Suite Intensive Care Unit

    Pain Management

    Cath Lab

    OperatingRoom

    RadiologyDepartment

    Emergency Department

  • HauSteD Patient HanDling SyStemS, llc 47 HauSteD Patient HanDling SyStemS, llc 48

    Pacu/recoveryPurpose: ensure patient stability post operative.

    Procedure: transition from assisted-ventilation to self-ventilation

    monitor vital signs until stable

    Hausted equipment: Horizon w/knee flex

    Horizon bariatric

    Surgical SuitePurpose: Safely induce the patient and perform the desired surgical

    procedure.

    Procedure: opthalmic

    arthroscopy (knee, elbow, hip, ankle)

    Plastic (e.g., Septoplasty)

    ent (tonsillectomy, pollip removal)

    Hausted equipment: Surgi-Stretcher

    Surgi-chair

    Horizon bariatric

    Horizon (transfers)

    nuclear meDicinePurpose: Diagnosis, therapeutic, investigative study using radionu-

    clides. administer radioisotopes to help determine blood flow, cell mass (spread of cancer), and bone density.

    Procedure: cardiac flow studies

    bone scan

    thalium heart scan

    Hausted equipment: Fluoro-track

    Horizon radiolucent top

    x-rayPurpose: utilize x-ray to generate a visual image of the internal anatomy

    (skeletal and soft tissue).

    Procedure: Skeletal fractures

    cardiac flow studies

    upper & lower barium studies

    identification of cranial hemorrhage

    Hausted equipment: x-ray trauma

    Fluoro-track

    HoSPital FloW cHart

    Emergency

    Radiology Department

    Operating RoomtriagePurpose: assess condition of the patient and determine the

    appropriate treatment intervention and level of acuity.

    initiate patient records.

    Procedure: measure vital signs: Pulse, respiratory rate, temperature, blood pressure

    Hausted equipment: aPc

    Horizon Hydraulic

    obServation roomPurpose: monitor the patient for a period of time (up to 23 hours) to

    ensure stability.

    Determine whether to admit the patient to the hospital or to discharge them.

    Procedure: continuous monitoring of vital signs iv pain managemen

    blood test

    Hausted equipment: Horizon powered

    Purpose: initial point of evaluation and treatment.

    Primary point of care for patients with limb or life-threatening injury.

    Primary point of care for non-emergent condi-tions in which patients cannot see their primary physician (i.e., no available appointments, after primary physicians office hours, patient doesnt have the proper insurance).

    trauma bayPurpose: rapid evaluation, resuscitation, and stabilization of a patient.

    the care is provided simultaneously by the entire trauma team.

    level 1 - capable of handling life-threatening situations. trauma team, comprised of a general Surgeon, neurologist, radiologist, emergency Physician, and a support staff, is located in-house.

    level 2 - capable of handling life-threatening situations. members of the trauma team may not be located in-house (may be on call).

    level 3 - basic resuscitation and general procedures.

    Procedure: thoracotomy to stop internal bleeding

    x-rays (internal damage, obstructions)

    Diagnostic peritoneal lavage for internal bleeding

    cardiac arrest

    emergency c-Sections

    advanced cardiac life support

    multi-system failure resulting from motor vehicle accident, gun shot, etc.

    Hausted equipment: x-ray trauma

    Fluoro-track

    treatment bayPurpose: evaluation, diagnosis, and treatment which is performed in an

    easy-to-access area which is subdivided by a curtain.

    Procedure: bone splinting

    Start ivs

    Spinal taps

    Holding area until in-house room is available

    eKg

    Hausted equipment: Horizon Hydraulic

    aPc

    exam roomPurpose: enclosed room where privacy is desired for evaluation, diagnosis,

    and treatment.

    Procedure: gynecological exams

    care of psychiatric patients

    care of combative patients

    evaluation of patients with a known infectious disease

    Hausted equipment: converge

    Horizon Hydraulic

    aPc

    Purpose: utilizing advanced technologies, such as x-rays, cat Scans, and mri, generate visual images of the internal anatomy (skeletal and soft tissue).

    SPeecH PatHologyPurpose: generate visual imagery of the esophagus for physician analysis.

    Procedure: barium swallow

    modified barium swallow studies

    Hausted equipment: vic

    mammograPHyPurpose: use of radiography to diagnose breast cancer.

    Procedure: mammography

    mammography with needle localization

    Hausted equipment: mbc

    Purpose: Safely induce, perform elective and non-elective surgical procedures, and recover patients.

    Pre-oPPurpose: Prepare the patient for the surgical procedure.

    Procedure: Perform pre-surgical evaluation

    Pre-op training

    anesthesiologist consult

    Start iv

    Hausted equipment: Horizon

  • HauSteD Patient HanDling SyStemS, llc 49

    GI Suite

    Purpose: educate, exam, and diagnose digestive conditions utilizing non-invasive technologies.

    HolDing roomPurpose: Provide education to the patient and their family.

    establish pre-op expectations.

    Procedure: education

    Start iv

    Hausted equipment: aPc

    ProceDurePurpose: Provide patients with safe, comprehensive, digestive diagnostic

    examinations utilizing non-invasive technologies.

    Procedure: gastroscopy

    colonoscopy

    esophageal studies

    ercP

    Hausted equipment: Horizon

    aPc

    Fluoro-track

    Stage i recoveryPurpose: Stabilize the patient after the procedure.

    Procedure: monitor the patients vital signs

    Post-procedure teaching

    Discontinue iv (if possible)

    Hausted equipment: Horizon

    aPc

    Stage ii recoveryPurpose: continue to monitor the vital signs of patients needing an extended

    recovery time to ensure no complications develop.

    Procedure: Post-procedure teaching

    Discontinue iv

    Hausted equipment: aPc

    other Focus Departments

    Pain Management

    Purpose: emerging discipline emphasizing an interdisciplinary approach with a goal of reducing pain and suffering.

    Hausted equipment: Fluoro-track

    Cath Lab

    Purpose: insert catheters into the cardiovascular system for the purpose of inspecting vasculature, inflating balloons, placing stents, and rotodrilling arterial plaque.

    Hausted equipment: Horizon with radiolucent top

    Horizon Series

    Fluoro-track

    ICU

    Purpose: address the needs of critically ill patients who require constant monitoring and potentially require immediate intervention.

    Hausted equipment: aPc

    aPc with scale

    Patient Transportation

    Purpose: to ensure patients are moved safely between departments within a hospital. Patient transportation will provide individuals (transports) to perform basic transport responsibilities. capital equipment (e.g., stretchers) may also be provided by this department to facilitate the movement of patients.

    Hausted equipment: Horizon Series

    HoSPital FloW cHart

  • HauSteD Patient HanDling SyStemS, llc 50

    What: establishing a Successful trialChange can often be a difficult proposition. By agreeing to a trial, our customers are agreeing to a possible change in their

    current process. To ensure this change results in an improvement to their process, it is important to verify what they consider

    to be a successful trial.

    To ensure success you should:

    Determine what your customers needs are as they pertain to performance.

    Determine what outcomes they desire after using our equipment.

    Determine the acceptance rate:

    As you know, not all people readily accept change. Establish with your customer what is an acceptable percent of

    positive responses If x% of the responses are favorable, the trial will be considered a success.

    Where: identify trial Departments** all-PurPoSe (aPc) cHairS

    Ideal Departments: Emergency Departments

    GI

    Surgery Centers/Ambulatory Surgery

    Surgical (eSceyeSt) cHairS

    Ideal Departments: Emergency Departments

    Surgery Centers/Ambulatory Surgery

    Oncology

    When: length of trialThe ideal trial period is two weeks. This trial period will provide you with an adequate time frame to closely monitor the

    trial while elevating the enthusiasm of the staff.

    Why: enhance the efficiency of the emergency Department As stated in the Big Picture section of this kit, a growing number of procedures are being performed in the Emergency

    Department. As the number of procedures grows, so too do the number of procedural applications for our APC and ASC chairs.

    Why: enhance Patient care in the emergency DepartmentThe ED staff can place a patient on an APC or EPC chair, perform the initial assessment, and administer additional care for

    the patient while keeping him or her on the same unit. No transferring of the patient is required. Care can be administered

    on a platform that is comfortable for the patient. Creating a comfortable, non-threatening environment, will help to ease

    stress and can help improve patient outcomes.

    ** Note: This Trial Guide is based on an APC chair trial. This format may be adapted to specifically address other chair applications such as

    the ESCEYEST chair.

    How: Speak value to the customer!In-services should be scheduled for each shift immediately after the chair is received at the account. Review Tips and

    Techniques: Dos and Donts of the Selling Strategies section of this kit. The in-service should last about 10 to 15 minutes.

    cHair trial guiDe

  • HauSteD Patient HanDling SyStemS, llc 51

    It should be done in the Eme