Agent Update & Training 29-Apr-19
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 2 Kenall Confidential
What is Indigo-Clean? • A continuous environmental disinfection system which: • Uses safe, visible light • Can be integrated into normal, overhead lighting Ambient White Light High-Power Disinfection Only + Low-Power Disinfection Mixed-White Indigo-Only White Disinfection Mode Indigo Disinfection Mode Safe for Human Occupancy Safe for Human Occupancy 3 Kenall Confidential
What is Visible Light Disinfection? Kenall Confidential
How Does Indigo-Clean Work? 1. Continuous, automatic, safe system creates hostile 2. Environment creates Reactive Oxygen Species environment for bacteria within bacteria causing inactivation = 3. Pathogen inactivation breaks the 4. Clinically Proven Infection Reduction environmental chain of infection *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. 5 Kenall Confidential Control In Press (2018) Kenall Confidential
Indigo-Clean Safety Summary Kenall Confidential
+ Episodic Disinfection Additional Bacteria Removed = Indigo-Clean + Episodic High = Episodic Only Benefit from Bacteria Levels Continuous + Episodic vs. Episodic-Only Disinfection Up to 85% reduction beyond normal cleaning measures Low Time Bacteria Regrowth 7 Kenall Confidential
Applications ED Trauma/ Triage Patient SPD or Bathroom Pharmacy OR Waiting Procedure/ Areas Exam 8 Kenall Confidential
Why Indigo-Clean in the OR? 1% 15% 19% CLABSI (+MRSA) SSI (+MRSA) VAP CDI 32% CAUTI 33% • Average cost of an SSI = $20,781 1 • Orthopedic SSI > $100K 2 1 Zimlichman, 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 2 Kurtz, et al. “Economic burden of periprosthetic joint infection in the United States” , Arthroplasty 2012; 27 (8 Suppl), 61-5.e.1 Kenall Confidential
Why Indigo-Clean in the OR? Kenall Confidential
Control is Automatic • Switching between modes can be automatically performed using room occupancy sensors • Eliminates potential training and compliance issues Indigo-Only Mixed White Indigo Disinfection Mode = White Disinfection Mode = Increased Disinfection Only Ambient White Light + Disinfection 11 Kenall Confidential
IC 100 Control Solution • “Maximize Dose Without Impacting Visual Acuity” Ultrasonic Sensor detects small motions in a focused area (over the table) Passive Infrared Sensor detects larger motions over a larger area 12 Kenall Confidential
Indigo-Clean Operating Room Solutions $1,800* $1,200* 2’x4’- M4SEDIC24 2’x2’- M4SEDIC22 $1,200* $500* 1’x4’- M4SEDIC14 6” DL – M4DL6 Book Pricing per Fixture @ 10% 13 Kenall Confidential
Visible Light Disinfection- More Than Just the LED • Airflow creates a dynamic environment for pathogens • Can exist in the air and on surfaces • How do you determine the dose required for ? ? disinfection (and SSI ? reduction)? ? ? ? • What is (are) the ? reference point(s)? 14 Kenall Confidential
VLD Is More Than Lighting... Maximum Luminaire Room Design Disinfecting Design Efficacy Maximum Range of Disinfecting Disinfecting Per Photon Efficacy Wavelength Wavelengths Irradiance = Disinfecting Indigo-Clean 400nm 420nm Power/Area Wavelength @ of Fixtures in Room + Room Occupancy Considerations Ensures sufficient disinfecting power against challenging organisms (C. diff) on a single surface Ensures sufficient disinfecting power against target organism(s) throughout a room 15 Kenall Confidential
Indigo-Clean Application: Operating Rooms • Apply standard IES lighting guidelines to determine number of fixtures per room and layout: 1:1 Replacement ~625 sq. ft. ~625 sq. ft. ~625 sq. ft. Kenall Confidential 16
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 17 Kenall Confidential
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 18 Kenall Confidential
Clinical Studies 19
Maury Regional Medical Center • ~500 sq. ft. • Primarily used for orthopedic 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 20 Kenall Confidential
Room Adjacency and Airflow Control Test Bacteria: ↓65% Bacteria: ↓88% • • SSI: ↓75% SSI: ↓73% • • Common procedures, Distant Control equipment, and staff Bacteria: N/A • SSI: ↑17% • 21 Kenall Confidential
SSI Reduction • Results published in AJIC 2019 Oct-15 to Oct-16 Oct-16 to Oct-17 P-Value # of # of SSI Bacterial Room # of SSI # of SSI Cases Cases Change Reduction OR-1 (Adjacent 662 8 660 2 >= -75% >= -56% 0.029 Control) OR-2 788 11 850 3 >= -73% >= -88% 0.011 (w/IC) OR-3 Not Not (Distant 751 6 809 7 +17% measured measured Control) Total 2201 2319 22 Kenall Confidential
Reduction of S. Aureus Infections 23 Kenall Confidential
1 st Published Study Showing SSI Reduction 24 Kenall Confidential
Clinically Proven ROI Kenall Confidential
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 *= Measured ATP, not bacterial reduction 26 Kenall Confidential
Additional Case Studies + Info www.indigo-clean.com 27 Kenall Confidential
Installed at over 100 OR’s in the US! Kenall Confidential
Additional Dual-Mode Products 29
Applications ED Trauma/ Triage Patient SPD or Bathroom Pharmacy OR Waiting Procedure/ Areas Exam 30 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 31 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 Kenall Confidential
Indigo-Clean Technology 33
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 34 Kenall Confidential
Indigo-Clean Technology • 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 35 Kenall Confidential
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