Agent Update & Training 29-Apr-19 Agenda Indigo-Clean full - - PowerPoint PPT Presentation

Agent Update & Training 29-Apr-19

Kenall Confidential

Agenda

• Indigo-Clean full product line review
• Understand the difference between Indigo-Clean

disinfecting luminaires and Kenall luminaires that use Indigo-Clean Technology

• Key selling points
• Application guide and quotation process for Indigo-

Clean and Kenall Luminaires with ICT

• Success stories – new design wins
• Case study review for Indigo-Clean
• Navigating Indigo-Clean.com and Kenall.com

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What is Indigo-Clean?

• A continuous environmental disinfection system which:
• Uses safe, visible light
• Can be integrated into normal, overhead lighting

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Safe for Human Occupancy Safe for Human Occupancy

Mixed-White

White Disinfection Mode

Ambient White Light + Low-Power Disinfection

Indigo-Only

Indigo Disinfection Mode

High-Power Disinfection Only

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What is Visible Light Disinfection?

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How Does Indigo-Clean Work?

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• 3. Pathogen inactivation breaks the

environmental chain of infection

• 1. Continuous, automatic, safe system creates hostile

environment for bacteria

• 2. Environment creates Reactive Oxygen Species

within bacteria causing inactivation

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• 4. Clinically Proven Infection Reduction

*Murrell, L.., et. al Influence of a visible-light continuous environmental disinfection system on microbial contamination and surgical site infections in an orthopedic operating room Am. J. Inf. Control In Press (2018)

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Indigo-Clean Safety Summary

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+ Episodic Disinfection

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High Low Bacteria Levels Time

Benefit from Continuous + Episodic vs. Episodic-Only Disinfection

Additional Bacteria Removed

Up to 85% reduction beyond normal cleaning measures Bacteria Regrowth

= Indigo-Clean + Episodic = Episodic Only

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Applications

Waiting Areas OR Patient Bathroom SPD or Pharmacy ED Trauma/ Triage Procedure/ Exam

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Kenall Confidential

Why Indigo-Clean in the OR?

19% 33% 32% 15% 1%

CLABSI (+MRSA) SSI (+MRSA) VAP CDI CAUTI

1Zimlichman, E. et al. “Health Care-Associated Infections: A Meta-analysis of Costs and Financial Impact on the US Health

Care System”, JAMA Intern Med 2013; 173:2039-46

• Average cost of an SSI = $20,7811
• Orthopedic SSI > $100K2

2Kurtz, et al. “Economic burden of periprosthetic joint infection in the United States”, Arthroplasty 2012; 27 (8 Suppl), 61-5.e.1

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Why Indigo-Clean in the OR?

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Control is Automatic

• Switching between modes can be automatically

performed using room occupancy sensors

• Eliminates potential training and compliance issues

11 Indigo-Only Mixed White

White Disinfection Mode = Ambient White Light + Disinfection Indigo Disinfection Mode = Increased Disinfection Only

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IC 100 Control Solution

• “Maximize Dose Without Impacting Visual Acuity”

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Passive Infrared Sensor detects larger motions over a larger area Ultrasonic Sensor detects small motions in a focused area (over the table)

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Indigo-Clean Operating Room Solutions

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2’x4’- M4SEDIC24 2’x2’- M4SEDIC22 1’x4’- M4SEDIC14 6” DL – M4DL6 $1,800* $1,200* $500* $1,200*

Book Pricing per Fixture @ 10%

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Visible Light Disinfection- More Than Just the LED

• Airflow creates a

dynamic environment for pathogens

• Can exist in the air and
• n surfaces
• How do you determine

the dose required for disinfection (and SSI reduction)?

• What is (are) the

reference point(s)?

14 ? ? ? ? ? ? ?

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VLD Is More Than Lighting...

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Maximum Disinfecting Efficacy Luminaire Design Room Design

Irradiance = Disinfecting Power/Area

Ensures sufficient disinfecting power against challenging organisms (C. diff) on a single surface

@ of Fixtures in Room + Room Occupancy Considerations

Ensures sufficient disinfecting power against target organism(s) throughout a room

Per Photon Efficacy

Indigo-Clean Wavelength

400nm 420nm

Range of Disinfecting Wavelengths Maximum Disinfecting Wavelength

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Indigo-Clean Application: Operating Rooms

• Apply standard IES lighting guidelines to determine

number of fixtures per room and layout:

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~625 sq. ft. ~625 sq. ft. ~625 sq. ft. 1:1 Replacement

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How to Specify Dual-Mode IC

• Determine application
• OR, Sterile Processing, Pharmacy, ED, Patient Bathroom
• Secure RCP (Reflected Ceiling Plan) and room

dimensions

• Include ceiling height (from light fixture to floor)
• Establish room occupancy patterns
• Is it occupied 24/7, 12 hrs./day, etc. (needed to determine if

Indigo-only mode is possible)

• Contact your Kenall RSM or Kenall Applications for

dosing and layout

• Required to ensure product performance
• Can try to “cross” the product, but some lighting designs may

require additional fixtures

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How to Sell Dual-Mode IC

• “Get as high up in the selling process as early as

possible”

• Get connected to the medical staff
• Ask the engineers and/or facilities for an introduction to

Surgical Services or Infection Prevention

• Emphasize the following points:
• Safe – no UV
• Automatic – no additional staff or training required
• Clinically proven to reduce surgical site infections by 73%
• It costs about $20-$25K per room (~$15K adder to regular

lighting)

• “Prevent one infection in 10 years, it pays for itself”
• Installed at over 100 OR’s across the US

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Clinical Studies

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Kenall Confidential

Maury Regional Medical Center

• ~500 sq. ft.
• Primarily used for
• rthopedic applications
• Sampling conducted over

30 day period in two rooms

• 15 days prior to installation
• 15 days after installation
• Contact agar (BPA) media

used

• Sampling performed on M,

W, F of each week

• 50 samples per room per

sampling day

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Room Adjacency and Airflow

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Control

• Bacteria: ↓65%
• SSI: ↓75%

Common procedures, equipment, and staff

Test

• Bacteria: ↓88%
• SSI: ↓73%

Distant Control

• Bacteria: N/A
• SSI: ↑17%

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SSI Reduction

• Results published in AJIC 2019

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Oct-15 to Oct-16 Oct-16 to Oct-17 P-Value

Room # of Cases # of SSI # of Cases # of SSI SSI Change Bacterial Reduction OR-1 (Adjacent Control) 662 8 660 2 >= -75% >= -56% 0.029 OR-2 (w/IC) 788 11 850 3 >= -73% >= -88% 0.011 OR-3 (Distant Control) 751 6 809 7 +17% Not measured Not measured Total 2201 2319

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Reduction of S. Aureus Infections

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Kenall Confidential

1st Published Study Showing SSI Reduction

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Clinically Proven ROI

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Indigo-Clean Clinical Data Summary

Institution Location Area Studied Result Case Study Available? Froedtert Milwaukee, WI Waiting Room 70% No Allegheny General Pittsburgh, PA Patient Room 95% Poster Maury Regional Columbia, TN OR 88% Poster, In press Holy Family Manitowoc, WI OR 82% Yes Facility #1 AZ OR 70% In process ASC Spartanburg Spartanburg, SC OR 65%* Yes Geisinger Danville, PA OR 70% In press Facility #2 CA ED 53%-75% In process UNC (Rutala) Raleigh, NC Office NA Yes

26 *= Measured ATP, not bacterial reduction

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Additional Case Studies + Info

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www.indigo-clean.com

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Installed at over 100 OR’s in the US!

Additional Dual-Mode Products

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Kenall Confidential

Applications

Waiting Areas OR Patient Bathroom SPD or Pharmacy ED Trauma/ Triage Procedure/ Exam

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Kenall Confidential

Indigo-Clean MEIC

• Disinfection for:
• Emergency departments
• Waiting rooms
• Procedural rooms
• 2’x2’ and 2’x4’ versions
• White & Indigo modes
• White mode:
• 3700K and 4300K
• 2,788 to 8,122 lumens
• Use with IC100 controls
• Input power 36 – 83W

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Kenall Confidential

Indigo-Clean Sealed Downlight

• Disinfection for:
• Restrooms
• Patient Rooms
• Effective against C.diff
• 6” sealed downlight
• Regressed & flush lenses
• White & Indigo modes
• White mode:
• 3000K, 3500K, 4000K, 5000K
• Provides up to 2,000 lm
• Use with IC100, IC75 or existing controls (contact factory for

compatibility)

• Input power 29 – 40W

Indigo-Clean Technology

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Kenall Confidential

Expanding the Use of Indigo-Clean

• What if a customer wants the benefits of Indigo-

Clean but can’t afford it or if the area is occupied 24/7?

• Kenall can put the White Disinfection mode into

any of its enclosures

• Single white disinfection-mode (no Indigo-only mode)
• 25% more than the cost of a regular Kenall fixture
• Useful in areas which are occupied 24/7
• Provides a “best effort” type of approach
• Some disinfection but not as much as the dual-mode

product

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Kenall Confidential

Indigo-Clean Technology

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• On-Demand disinfection
• Ambient light that

disinfects

• Single white disinfection

mode

• Automatic, whole-room

environmental disinfection

• Kills harmful bacteria

including staph such as MRSA

• Laboratory tested

disinfection

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Indigo-Clean Technology

• Healthcare
• Patient rooms
• Waiting rooms
• Corridors
• Therapy
• Pharmacy
• Cleanrooms
• Series:
• 6” downlights
• MPCADE 2x4
• ME 1x4, 2x2, 2x4
• AMB 2x2, 2x4

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Indigo-Clean Technology

• Behavioral health
• Patient rooms
• Dayrooms
• Infirmaries
• Exercise areas
• Series:
• HASEDI
• MMAC
• RMCD
• CC and CD

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Indigo-Clean Technology

• Correctional
• Cells
• Dayrooms
• Showers
• Exercise areas
• Series:
• SDSA
• SSA
• RMCD
• CC and CD

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Kenall Confidential

Indigo-Clean Technology

• High Abuse
• Sport facilities
• Locker rooms
• Gymnasiums
• Natatoriums
• Series:
• 6” downlights
• HASEDI
• 1X4, 2X2, 2X4
• MLHA 5, 8, 12
• 4’ lengths

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Kenall Confidential

IC vs. – Product Comparison

Indigo-Clean (Dual-Mode)

• Disinfection device that makes

functional/ambient white light

• Dual Mode: White disinfection

mode & Indigo disinfection mode

• Automatic, whole-room

Environmental Disinfection

• Kills harmful bacteria up to 6x

faster in Indigo-only mode

• Clinically Proven level (70%+) of

24/7 Disinfection

Indigo-Clean Technology (Single-Mode)

• Functional/Ambient light that

provides some disinfection

• Single Mode: White disinfection

mode only

• Automatic, whole-room

Environmental Disinfection

• Kills harmful bacteria including

staph such as MRSA

• Laboratory Tested Disinfection

per NSF Protocol: AESOP 18130, Issue 2

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IC vs. – Application Guide

Continuous

• OR, ED, Bathrooms, Pharmacy
• Indigo-only mode provides

highest levels of disinfection

• Use when highest levels of

disinfection are needed

• Use when disinfecting

challenging organisms such as C.diff

• Performance claim is based on

room occupancy, usage, 24 hour use cycle

On-Demand

• “Anywhere except the OR”
• Single Mode: White disinfection

mode only provides some disinfection

• Use when price is the primary

concern

• Use when primary concern is

common bacteria such as Staph

• Performance claim is based on

extension of laboratory results

• Results can vary based on actual use

cycle and room occupancy

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ICT Application Guide - Guidelines

• How do I design a space with ICT products?
• Simple...
• Light the room to 50-75 fc (average illuminance across

room at task plane with reflective walls, 9 ft. ceiling, etc.)

• Dosing is not performed separately as with IC
• Kenall does not review designs for dosing
• Make all fixtures in the room ICT to ensure color-

matching

• What do I get?
• You will achieve the laboratory claim on a surface of

~60% reduction in MRSA in 24 hours

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ICT Application Guide - FAQ

• What if the light doesn’t run for the 24 hours continuously?
• You won’t get 60% disinfection
• Why would you turn it off if it’s killing bacteria?
• Can we just turn off the white portion of the light when it’s

not in use to save energy?

• Not at this time. That’s a more complicated and expensive fixture

design

• What if 50-75 fc is too much light for the space?
• Design the space as you normally would, you’ll get less disinfection

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ICT Application Guide - FAQ

• How much bacteria does it kill if I don’t light the

space to 50-75 fc?

• We can’t estimate every possible condition of room

usage and light levels as many of these spaces are uncontrolled (compared to an OR)

• Use the laboratory test (60% in 24 hr. at 50-75 fc) as a

benchmark

• What happens if I mix ICT and non-ICT fixtures?
• It will look like you used two different CCT’s to light the

room.

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ICT Application Guide - FAQ

• Does ICT kill other bacteria besides Staph?
• Yes, the 405nm light can kill other bacteria just as

Indigo-Clean does

• How much of other types of bacteria can it kill?
• We can’t make a numerical statement related to other

bacteria types

• Given the potential range of bacteria and the number of

different fixture types, we have tested against Staph as a benchmark for comparison

• Is ICT as safe as IC?
• Yes, it uses less 405nm light than IC’s Indigo-only mode

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IC and Application Guide - Example

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Kenall Confidential

ICT Application Guide - Example

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Kenall Confidential

How to Specify (Single-Mode IC)

• Lighting Layout
• Light the space to 50-75 fc or as you normally would
• Obtain IES files for ICT fixtures from Kenall.com
• Contact your Kenall RSM for assistance
• Ask Kenall for a quote based on the layout
• Identical to normal quotation process
• Can “cross” the product based on wattage or lumen
• utput using book price
• Adder is typically $50-$60 per 55W engine

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Kenall Confidential

How to Sell (Single-Mode IC)

• This is a spec lock- use it as such
• “Get as high up in the selling process as early as

possible”

• Emphasize the following points:
• Safe – no UV
• Automatic – no additional staff or training required
• Proven to kill bacteria
• Minimal cost adder per fixture – more disinfection that

your lights are providing today

• Installed in over 100 OR’s across the US

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Kenall Confidential

ICT Supporting Literature

• Brochures and Spec

Sheets

• Available at Kenall.com
• Lab Test Data available

upon request

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Kenall Confidential

Success Stories

• Henderson Hospital
• Henderson ASC
• Spring Valley
• Maury Regional
• Holy Family Memorial
• ASC Spartanburg
• New Century
• Geisinger
• Sutter
• Northern Arizona
• St. Marks
• Forsyth
• Texas Health
• KCH
• …

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> $1M in Q1 2019 >500,000 hours of operation in the field

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Navigating Our Websites

• Live demonstration

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Indigo-Clean (Dual-Mode)

• Safe – no UV
• Automatic – no additional staff or

training required

• White = Low-Power
• Indigo-only = High-Power
• Clinically proven to reduce surgical

site infections by 73%

• It costs about $20-$25K per room

(~$15K adder to regular lighting)

• “Prevent one infection in 10 years, it

pays for itself”

• Installed at over 100 OR’s across

the US

• Kills in the air, on hard and soft

surfaces

• Available in 2’x4’, 2’x2’, 1’x4’, and 6”

DL

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ICT (Single-Mode)

• Safe – no UV
• Automatic – no additional

staff or training required

• Proven to reduce bacteria
• It costs about 25% more than

a regular fixture

• Adder is typically $50-$60 per

55W engine

• Installed at over 100 locations

across the US

• Kills in the air, on hard and

soft surfaces

• Available in any Kenall fixture

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FAQs

• What is the cost per room?
• This depends upon the size of the room and the number of

fixtures

• Can use $20K as an average value
• Deduct cost of white lights for “adder” in new construction
• How many lights do you need in a room?
• Kenall has determined the number of fixtures required in a

room based on its clinical studies

• All room designs must be reviewed by Kenall to ensure

proper dosage

• How long do the lights need to be on?
• The lights must be on 24/7. They are controlled automatically

via ultrasonic and PIR occupancy sensors

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FAQs

• How often do the bulbs need to be replaced?
• The lights are 100% LED so there is no bulb. They are

designed to last for 10 years

• What is the warranty?
• All of Kenall’s products come with our standard 5-year

warranty

• Is it safe?
• Indigo-Clean does NOT contain UV. It uses safe visible
• light. This safety is certified by 3rd party standards

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FAQs

• Who’s using it?
• Indigo-Clean is installed in over 100 OR’s across the US

and has been in clinical use since 2014.

• What type of bacteria does it kill?
• Indigo-Clean has been clinically shown to affect

numerous types of bacteria including MRSA and C.diff

• endospores. For specific questions regarding a specific
• rganism, contact Indigo-Clean
• How much bacteria does it kill?
• Using our automated controls and our reference

configuration, Indigo-Clean will see a 70% reduction of the bacteria in the room after 24 hours

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FAQs

• Do I still have to clean the room?
• Yes
• What about the 30% it doesn’t kill
• Any disinfection strategy will leave some amount of

bacteria in the room

• Indigo-Clean removes 70% in addition to what you’re

already doing

• Does this product reduce infections
• Yes, it has been clinically shown to reduce SSI’s by 73%

Questions!!!

• For more information, visit www.indigo-clean.com
• r www.kenall.com

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