Simply Different Sales Training WHY Why IntelliFlip Gives

Simply Different Sales Training

WHY ?

Why Intelli-Flip Gives you a reason to call a customer. Be engaged with an exciting, innovative product. Able to present obvious cost cutting benefits. Earn “annuity” revenue

Agenda Introduction Components Implementation Customer Benefits Selling and Support Competition Pricing Closing

INTRODUCTION

INTRODUCTION “Intelli” – Technology augmented “Flip” – The action that triggers the system

INTRODUCTION Intelli-Flip Definition A technology-based Kanban system that supports Materials Managers in restocking* point-of-use supply areas such as Clean Utility. Positioning Statement For the Materials Manager, Intelli-Flip is a highly efficient and reliable Kanban system that surpasses traditional 2 -bin practices. *Does not order from supplier without ERP add-on

INTRODUCTION Intelli-Flip Process 1. Monitor on Flipper, when moved down, sends signal 2. The Controller receives signal and sends data to the cloud 3. The user accesses data at Intelli. Flip. com 4. Pick list is printed, inventory picked and delivered to the shelf

COMPONENTS

COMPONENTS There are 4 components to the system: Kanban Flipper Intelli-Flip Monitor Intelli-Flip Controller Intelli-Flip Web Portal

COMPONENTS Kanban Flipper This is our standard, patented, clear Kanban divider. In mid 2019 we added holes for the optional fastening of the Intelli-Flip Monitor. Of course the Flipper fits Logi. Quip’s “Fine Mesh” storage products currently found in Par Wire and Par Wall. Even the smallest Flipper will accept the Intelli-Flip Monitor.

COMPONENTS Intelli-Flip Monitor Identifiers on label Though this may be the face of the Intelli-Flip system, there really isn’t much going on with it. It is just very simple. A PCB inside senses the orientation of the Flipper. It sends a Bluetooth signal when there is a dramatic change in position, or every 30 minutes if no change. The signal is only its IP address, orientation and battery health. No sensitive information is sent.

COMPONENTS Installing/Replacing the Monitor Batteries The Monitor is powered by two AAA batteries. The estimate lifespan is 12 -18 months To install/replace the batteries is again, very simple. No tools are required: 1. Push the locking tab away from the unit, and put slight pressure on the clip. 2. Insert the batteries, and re-secure clip. 3. Verify its powered by pushing the button on the front. The LED just above the button will flash. 1 1 -2 3

COMPONENTS Intelli-Flip Monitor Attaching the Monitor to the Flipper is also very easy. It slides onto either side of Flipper. Just reverse the clip on the Monitor to suit. The “wing” on the clip fits in the folds of the flipper. The “fingers” on the clip fit over the Flipper. The fit is snug. An optional screw (18 -8, 10 mm long) and washer (M 2. 5 mm x 8 mm) can be used should the customer wish to add some security to the attachment. Folds Wing Fingers Optional Screw Rear View

COMPONENTS Intelli-Flip Controller The Controller receives the Bluetooth signals from the Monitors and sends it to the cloud. The Controller reports up to the cloud periodically, based on the amount of data it contains. Typically one Controller is placed in a room and can handle hundreds of Monitors.

COMPONENTS Intelli-Flip Controller The Controller plugs into a standard outlet. While its best to place high on wall for best reception, it should be kept within reach to access ethernet port. This port is used for updates and servicing. The Controller has non-volatile memory which means it retains memory during a loss of power. No action is required when power is restored.

COMPONENTS Intelli-Flip Controller There are 2 options for the Controllers connection to the cloud 1. Intelli-Flip cell service – Integrated in the unit • If facility has a cell program and provides us sim cards, we can save them money. • Benefit: Occurs automatically upon booting up, no installation required. • Challenges: Cell reception can be spotty in some locations. 2. Facility’s network – Connects via ethernet cable • Benefits: Less costly, best connection. • Challenges: Using the facility’s network will require much upfront approval/coordination with their IT department.

COMPONENTS Intelli-Flip Controller The Controller’s Layout Power Cord location Tabs to install LED’s Serial number on label Ethernet port for network connection, upgrades and service

COMPONENTS Intelli-Flip Controller LED Signals Green Blue Red Signal Software Bluetooth Cell Flashing About every second - Good Receiving Data - Good About every second – Connected - Good Steady Replace unit Waiting to send data - Good Transmitting data - Good No light Program not started. Reboot by turning off and back on. Replace unit Reposition for better connectivity

COMPONENTS Intelli-Flip Web Portal Intelli-Flip. com

Web Portal General Information The portal is at Intelli-Flip. com. Our system uses the cloud rather than software installed on a computer. This is appreciated by a customer’s IT department as it minimizes their involvement. Authorization to access the portal beyond the welcome screen is provided by Logi. Quip upon receipt of a PO or having been confirmed for trial. More on trials later. Though there is an abundance of information with which to be familiar, the use of the portal is quite intuitive. The portal screen refreshes every 15 seconds.

Web Portal General Information A subscription to the portal will have 3 packages, or levels of visibility/functionality from which to choose. 1. Basic – Those who buy at this level will have all the features other than Analytics 2. Advanced – All features are available 3. Inventory Optimization – This is a future development which will connect Intelli-Flip with our Supply Chain Solution and the Demand Logic program.

Web Portal Levels of Access The 5 levels of access are: • Super User • Customer Admin • Manager • Technician • New Access Level Map Super User Customer 1 Admin . . . Customer N Admin New . . . Manager 1 Tech 1 . . . Manager N Manager 1 . . . Manager N New Tech N

Web Portal Super Users are select Logi. Quip personnel. A Super User has visibility to, and control of everything: customers, devices, users, orders, etc. This role is for overall administration. Customer Admin This role would be assigned to someone at the customer. They can see all their facilities, rooms, monitors, and inventory items. They can manage facilities, room parameters and inventory items. They can assign personnel and access levels. They can see the analytics across their entire organization. It is similar to a Super User, but their bounds are their organization. Logi. Quip Regional Managers and CS Reps are assigned as a Customer Admin.

Web Portal . . . Facility Map of Customer Admin’s Authority Room 1 . . . Facility Room N Room 1 Controller Item Monitor Customer Admin Item Controller Monitor

Web Portal Manager At the Manager level, they control one facility. They can see rooms, monitors, and inventory items. They have the ability to change the Location/Monitor/Item map. They determine the techs assigned to each room, and can see basic analytics for the rooms.

Web Portal Facility Map of Managers Authority Room 1 . . . Room N Controller Item Monitor Manager 1 Item Controller Monitor

Web Portal Tech The Supply Tech is in charge of monitoring the status of room inventory, so Techs will see rooms, monitors, and inventory items. They can initiate Orders of product to restock shelving, and closes out an Order when filled. They cannot remap the Location/Monitor/Item. Intelli-Flip allows for multiple techs for a facility.

Web Portal Facility Map of Tech Authority Room 1 . . . Room N Controller Item Monitor Tech Item Controller Monitor

Web Portal New Intelli-Flip has an authority level called New. This is simply a designation for someone who has registered and is awaiting action by a Super User. The New level has no access to the dashboards.

The following section examines the various locations inside the portal. Note that at the time of writing this learning module, some development was still underway. As development continues, this module will be updated.

Web Portal This is the home page. It has 5 sections which will be covered in the following content. Quick Links Item List Filter User Controls Analytics/Reports Item List

Web Portal User Controls This section has a variety of miscellaneous tools such as updating the user’s profile, logout and notifications. There will also be Alerts here for potential Stock-Outs, critically low battery or other “Needs Attention”.

Web Portal Item List Filter This next section is the Item List Filter, with emphasis on the word filter. Here is where you choose what you wish to see: the facility, rooms and the topics in the header. Each of the topics are sortable by clicking on heading title.

Web Portal Item List Filter Facility or Rooms Supply Item Monitor ID Location Monitor Status Monitor Report Time Min Order

Web Portal This Analytics/Reports section features buttons that transport us to other places inside the portal. We’ll review each one. Analytics/Reports

Web Portal Intelli-Flip Web Portal – Dashboard

Web Portal Intelli-Flip Web Portal – Restock The Restock button will be a popular location.

Web Portal Intelli-Flip Web – Restock As the name implies this is where you find what needs to be restocked, and generate a pick list, and have a record of restocking activity. The Restocking Process looks like this: 1. Intelli-Flip identifies the stocking requirements and the user generates an Order. 2. A Pick List is printed so the product can be pulled from Central Stores. 3. After stocking, the Pick List is returned showing the actual restocked quantities, and the Order is closed.

Welcome To Your Intelli-Flip Dashboard <name> This is a site map of the Restock button. Restocking ERP Interface (future) Pick List View Orders By item By location Print By date Enter Qty Restocked Log Out Message Center Help Home Page

Web Portal An order will look similar to this. It is from this that a pick list is obtained Order # Destination 5346 342 Date Status 8/1/19 Open Item # Item # Description #1 Description #1 Mfg Item No. Description #2 Description #2 location location Qty Qty Qty Item # Description #1 Mfg Item No. Description #2 location Qty Item # Description #1 Mfg Item No. Description #2 location Qty Qty Actual Qty Nos. appear when order is closed Picked By

Web Portal A printed pick list will look similar to this Order # Destination 34356 332 Item # Item # Picked by Description #1 Description #1 Confirm Stock Situation Item # Description #1 Page 1 Printed Mfg Item No. Description #2 Description #2 Description #2 Location Location Location Qty Qty of 1 8/1/19 Actual Actual

Web Portal There is an order summary which provides an overview of the orders. The user can click on an order number to view the details of the order. The summary will look similar to this: order # date destination status 123 8/02/19 341 Closed 345 8/03/19 222 Closed 234 8/04/19 341 Closed 567 8/05/19 211 Open 456 8/07/19 341 Open

Web Portal Intelli-Flip Web Portal - Analytics

Web Portal The analytics will be generated in graphical form.

Web Portal Intelli-Flip Web Portal These are all the elements that we enter or become available. With all the combinations of this information, we can provide some very valuable information. Supplies: • ID No • UPC No • Description • • Stock Level Quantity Order Qty Equivalent Days Location: • Facility • Room • Aisle • Rack • Shelf • Bin Monitor: • Serial No. • Last On • Last Off • Battery Level

Log Out Message Center Help Home Page Welcome To Your Intelli-Flip Dashboard <name> This is a site map of the Analytics button. Analytics Last x days avg no days between restock notices Search for specific item Last x days avg time to restock Search for specific item Last x days avg no restock notices per day Search for specific item Last x days items with no restock notices Search for specific item Items with top usage By location Items with least usage By location Some of the significant outcomes of the analytics will be: • Notification that restocking is required soon after already being restocked • Average number of restocks per X time period • Item activity

Web Portal Intelli-Flip Web Portal – System Health Here is where we can go to look at the performance of all of our devices – not just current status, but historically as well. It will show battery status, Monitor connection to Controller and Controller connection to the cloud. Like a cell phone, it is not uncommon for a Controller to lose its connection, but it will almost immediately and automatically reconnect, and no data is lost. No one will ever know unless they view the performance.

Web Portal Intelli-Flip Web Portal - Admin

Web Portal Intelli-Flip Web Portal – Admin This is where the user manages all the elements. Add/Delete/Edit/List System • Supplies • Confirm Operation • People • Audit Trail • Locations • Settings • Monitors/Controller • Messages • Help

Log Out Message Center Help Home Page Welcome To Your Intelli-Flip Dashboard <name> This is a site map of the Admin button. This is how you would manage a few changes at a time. Administration Supplies People Locations Intelli-Flip Monitors Intelli-Flip Controller System Add Add Add Confirm Operation Delete Delete Audit Trail Edit Edit Messages List List Settings Battery Strength Help

Web Portal Intelli-Flip Web Portal – Admin For large scale changes, the user would upload a csv file, as in this example. Through the portal the user can upload this file. Cart ID Compartment Count erp. Sku Vendor Item # desc PAR uom PGMCMSPD MA 100 1 10625620 44102 - BANDAGE 2 X 3. 5 IN ADHESIVE FLE 2 BX PGMCMSPD MA 100 2 10625340 8884433301 DRESSING 1 X 8 IN XEROFORM STER 20 EA PGMCMSPD MA 100 3 11131660 8800 -00010 BLADE DERMATOME STERL 20 EA PGMCMSPD MA 100 4 20004080 219501200 CARRIER 1. 5 -TO-1 SKIN GRAFT ST 10 EA PGMCMSPD MA 100 5 30051604 W 1205 W CLIP HEMOCLIP HORIZON SM WIDE 20 PK PGMCMSPD MA 100 6 30029704 W 2204 W CLIP HEMOCLIP HORIZON MED BLUE 20 PK PGMCMSPD MA 200 7 20023533 1201 CLIP HEMOCLIP HORIZON SM WIDE 30 PK

Web Portal Intelli-Flip Web Portal – Admin Some of the key functions performed in the Admin tab are: Customer manages devices • Changes in location assignment • Association with Supply Item Customer manages users • Access level • Room assignment • Recover password • View login history • Change profile settings

Web Portal These quick links have dropdown menus to take one to key areas Quick Links

IMPLEMENTATION

INSTALLATION Our initial installations will be performed by Logi. Quip personnel, but the local rep is welcome. The installation of racking and flippers is not part of the Intelli-Flip installation. During installation, the goal is to bring these 4 elements together.

INSTALLATION For your general information, the implementation sequence is: 1. 2. 3. 4. 5. 6. 7. Create a csv file for each Controller from customer’s Supplies database Install the first Controller Install the batteries in a Monitor Scan Monitor’s label and attach to Flipper Associate the Supply Item with Monitor Enter Location information Repeat 3 and 6 for each supply item

CUSTOMER BENEFITS

BENEFITS The flipper itself has huge benefits, but when adding the Intelli-Flip technology, these benefits are gained: • Head-off stockouts from run on a supply item. • Ease the time requirements of Supply Tech • No exploring for restocking needs or manual documentation • Data captured can enhance the decision-making to optimize inventory levels which reduces cost and space, by location! • Increased satisfaction of caregivers which can also translate to increased patient care.

SELLING and SUPPORT

SELLING Sell Benefits of Kanban Sell Benefits of Flipper vs. Bins Sell Benefits of Intelli-Flip

SELLING We believe this system is an ROI sales call and the 3 most significant areas are shown below. There are many other benefits as just seen, such as support of infection control and better patient care, but theses may be harder to qualify. • Data optimizes inventory to reduce cost and space, by location • Reduction in Stockouts • Costly, timewaster • Patient care suffers • Reduction in time requirements of Supply Techs • Less time = cost savings • Employment aspects: • With fewer FTE, there are fewer instances of unnotified quitting • With fewer FTE, there are fewer instances of hiring, training time and errors from newbies

SELLING Resources The tools you have beyond this On-Line training include: • Pocket Card – a quick refresher of key points used just prior to a sales call • Professional Video • Brochure • Pre-Sale Checklist - to identify the elements that need to be captured

SELLING Resources • Demo Kit (available from Regional Manager). This includes a special monitor, controller and portal. • ROI Template – a survey completed along with the customer to quantify the benefits they will derive. • Contract • Trial Program • Limited to one room and 100 monitors and 30 days • Basic Level subscription • Contact Customer Support to activate

SELLING Support The Customer Support team is fully trained and equipped. They will have visibility to your customers’ portal. Logi. Quip’s IT team will have complete access and visibility to your customers’ portal. We will respond in 24 hours with replacement devices if needed. We are developing a communications system that will allow us to update devices “Over-The-Air”. Intelli-Flip is Patent Pending and we will enforce this to the maximum.

COMPETITION

COMPETITION Low Value Items High Value Items Kanban RFID • Intelli-Flip • Pegasus • Logi. Tag • Techsys • Cardinal • Terso Weight Bar Code • Par Excellence • Space. Trax Bar Codes • Jump ERP Systems

COMPETITION Passive RFID Active RFID

COMPETITION Pegasus Feature Logi. Quip Dolphin Pegasus Passive RFID Active RFID Remove tag, scan at RFID Press a button on a Task of Caregiver or Simply by accessing rear bin reader, replace tag with side tag, slide door on tag Tech to activate signal showing signal it is on reorder to signal it is on order Task of Tech when restocking None Application Cloud based Reverse the tag Reverse the door

COMPETITION Stock. Box Restock Tag

COMPETITION Logi. Tag Feature Logi. Quip Logi. Tag Dolphin Re. Stock Tag Stock. Box Press a button on a tag Relocate a tag to a box Task of Caregiver or Simply by (RFID signal sent to restock (Dropping card in the box triggers Tech to activate accessing rear bin and to cloud) notice indicating item and location) signal Task of Tech when restocking None Push a button on the tag Unlock box, remove cards, push restock button, scan each tag, relocated tag from box to specific supply bin Application Cloud based Misc Automatically id's employee restocking Pick list requires Monitors room temp and signature humidity

COMPETITION

COMPETITION Techsys Feature Logi. Quip Dolphin Task of Caregiver Simply by or Tech to activate accessing rear bin signal Techsys Smartpanel (2 BIN-i. D) Relocate a tag to a wall-mounted board. The board is connected to the IT network which transfers the info to Logi. DATA-i. D application thus alerting the restock. Task of Tech when restocking None Relocated tag from board to specific supply bin Application Cloud based software on computer Data interfaces with ERP

PRICING

PRICING Pricing will be done as a Project There are many factors that go into pricing, such as: • Quantity of Monitors • Quantity of Controllers • Subscription Level • Basic • Advanced • Inventory Optimization (Logi. Quip’s Supply Chain Solutions with Demand Logic) • Subscription Time Period • Connectivity Options: cellular (Intelli-Flip’s or Facility’s), or network This is done as a Lease. The price also includes the installation of the Intelli-Flip technology (not racks or flippers). A discount is added if the customer is buying the racks.

PRICING Here are some examples of the pricing: Scenario 1 – Large hospital, full program for 3 years, 8000 monitors Under $150, 000/yr. List Scenario 2 – Mid-size hospital, full program for 3 years, 4000 monitors Under $75, 000/yr. List Scenario 3 – Small hospital, basic program for 2 years, 2500 monitors Under $50, 000/yr. List

BENEFITS R. O. I. Looking back at the ROI model, now you can see where the costs can be offset by these gains • Data optimizes inventory to reduce cost and space, by location • Cost of Stockouts • Costly, timewaster • Patient care suffers • Reduction in time requirements of Supply Techs • Less time = cost savings • Employment aspects: • With fewer FTE, fewer instances of unnotified quitting • With fewer FTE, fewer instances of hiring, training and errors

CLOSING

CLOSING FUTURE development will include integration with the ERP programs that make up nearly all the market share. Watch for updates on this, and other Intelli-Flip subjects in the Logi. Quip Product Newsletter. For support, your Customer Support rep is your point of contact.

Thank You Simply Different