Capital Markets Day 16 th May 2018 Welcome Matt Sassone Chief - - PowerPoint PPT Presentation

Capital Markets Day 16th May 2018

Welcome Matt Sassone

Chief Executive Officer

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Programme

Short presentations

• Dr Max Jonas (Consultant Intensivist, Senior Lecturer and Tutor in

critical care working at Southampton University and Hospitals)

• Eric Mills (Head of Product Development)
• Melissa Copeland (Head of UK Sales)
• Shane Doorish (Head of North America)

General Q&A session Site Tour & opportunity to question presenters on 1:1 basis

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LiDCO today

BUILDING ON A STRONG FOUNDATION Proven technology (over 200 clinical studies) Attractive high gross margin business model Over 50% market share in home market INVESTING FOR FUTURE GROWTH £3m (gross) fund raise December 2016 FY17-18 invested £1.6m in sales & marketing July 2017 launched new monitor July 2017 launched highly differentiated HUP

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• US sales expanded from 5 FTEs to 11 FTEs
• UK sales team now 12 FTEs
• Additional heads into Europe & Middle East

Expansion plan – 1st year

Expand Commercial Presence

• New Monitor launched July 2017
• 230 units shipped to customers since launch
• Excellent customer feedback

Launch New Monitor Platform

• 96 monitors across USA & Europe since launch July 2017
• Annualised value of business £0.73m
• Largest users in UK & USA signed multi-year contracts

High Usage Programme Differentiator

• £0.5m additional spend on re-launch
• 28 exhibitions attended, 68,000 promotional e-mails sent
• Two new websites developed and launched

Relaunch LiDCO brand

• utside UK

A YEAR OF INVESTMENT TO DRIVE GREATER GROWTH

Hemodynamic Monitoring in use Dr Max Jonas

Consultant Intensivist

LiDCO Product Development Eric Mills

Head of Product Development

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LiDCO’s Product Development

2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017

LiDCO Plus

Calibrated technology

LiDCO Rapid

Minimally Invasive trending technology

LiDCO Rapid

With Non-Invasive technology and depth of anaesthesia

LiDCO Unity

All technologies on

• ne monitor

pla<orm

High Usage Programme

Rethinking the market

LiDCO responds by launching LiDCO Rapid

Market starts to shi0 to uncalibrated technologies Monitors become key tool for managing pa<ent’s fluids

LiDCO launches key clinical parameter SVV LiDCO incorporates Medtronic’s BIS into monitor

Space around ‘head of bed’ becoming more premium Non-Invasive technology emerges

LiDCO launches CNAP

Adop<on of technology restricted by high per pa<ent costs

LiDCO launches unlimited HUP

• ffering

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LiDCO’s Roadmap

Horizon 1 Improvements Horizon 2 New product plaLorms Horizon 3 Breakthrough innova<on

Investment Horizons Trends in market Today Tomorrow Future

Developments that improve our current product offering Extends our current competencies into new, related markets Evaluation of portfolio of embryonic innovations and initiatives

Consolida<on of monitors Remote monitoring Ward based monitoring Ultrasound Predic<ve algorithms Closed loop medicine

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Development Competency

NEW MONITOR Developed in 16 months Total cost of project circa. £0.3m New hardware, new operating system & GUI improvements TEAM Agile & Multi-skilled Supported by clinical advisory group Outsource tasks to increase speed

Home Market Melissa Copeland

Head of UK sales

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UK Market

LiDCO UK sales

á 9% to £4.1m

ü Market Leader ü Outperforming competitors ü Growth in theatres and ITU 2017/18 Performance Market Share

Based on internal es@mates

MARKET LEADER FOR HAEMODYNAMIC MONITORING LiDCO

§ Product superiority § Market expansion § Greatest flexibility through HUP § Support and Educa<on § Engagement with policy makers § Increasing distribu<on offering

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LiDCO Offering

Infrastructure investment

Clinical Specialists Sales people

+

UK Sales Manager

§ Largest sales and clinical support team vs compe<tors § Expansion to support future UK growth and product expansion § Extensive educa<on offering Product Offering § Flexible purchasing op<ons § Growth in capital sales

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Summary

§ LiDCO is market leader in the UK with an excellent product

• ffering

§ Sales team has a national reach with excellent relationships in anaesthetics and critical care § Looking for new product distribution to complement existing product range

US Expansion Shane Doorish

Head of North America

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USA Market

á15% to £1.4m

§ Small share of large growing market § Dominated by one large player § Hypotension management emerging hot topic FY17/18 Performance Market Share § US sales expanded from 5 FTEs to 11 FTEs § Strengthened clinical presence & expertise § Aligned marketing activities with sales ambition § New monitor and HUP launched July 2017 § 4 major exhibitions attended with very positive feedback § New website & content launched

Largest market and greatest opportunity for LiDCO Infrastructure investment

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Building market share

4 significant HUP customers won:

1. Largest user of hemodynamic monitoring in USA 2. Major University of California healthcare centre 3. Level1 trauma centre in New York 4. 1000+ bed hospital Gaining share Exciting pipeline

Stage 1 Stage 2 Stage 3 Stage 4

§ Excellent customer/user feedback § Major hemodynamic monitoring accounts across USA engaged § 10+ centres in Purchasing process stage today § Competitor reaction bundling, price increases, research grants, and leveraging relationships

• No. of accounts by buying stage

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Summary

§ Growth from Year 1 expansion investment evident § HUP is disruptive & highly appealing § Significant HUP pipeline but lengthy purchasing process § Major hemodynamic monitoring accounts across USA engaged YTD RECURRING REVENUE SALES UP 95%* vs PY

(*local currency)

Wrap up Matt Sassone

Chief Executive

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Summary

§ Growth from Year 1 expansion investment evident § HUP is a Unique Value Proposition § HUP is market disruptive & highly appealing for customers § Significant HUP pipeline - lengthy purchasing process to be noted § Major hemodynamic monitoring accounts across USA engaged

Q&A