How Microbiology Laboratory Plans to help Marketing in 2003

1. How Microbiology Laboratory Plans to help Marketing in 2003 Or “How Marketing Department can help promote these new concepts developed by Microbiology Laboratory in 2003”

2. CLIENTS HERE!!

4. IN GEORGIA ALONE • In the year 2001 • In the public colleges and universities alone • There were 125,481 female students enrolled • Most of them were between ages 18-25 • Adding private colleges and universities may boost this number to approximately 200,000

5. IN FLORIDA ALONE • In the year 2000 • In the public colleges and universities alone • There were 131,456 female students enrolled • Most of them were between ages 18-25 • Adding private colleges and universities may boost this number to approximately 225,000

6. IN ALABAMA ALONE • In the year 2000 • In the public colleges and universities alone • There were 64,037 female students enrolled • Most of them were between ages 18-25 • Adding private colleges and universities may boost this number to approximately 100,000

7. Here is where they are in GA

8. Here is where they are in FLA

9. And here • Independent Colleges and Universities • Barry University, Miami Shores, Florida • Bethune-Cookman College, Daytona Beach, Florida • Clearwater Christian College, Clearwater, Florida • Eckerd College, St. Petersburg, Florida • Edward Waters College, Jacksonville, Florida • Embry Riddle Aeronautical University, Daytona Beach, Florida • Flagler College, St. Augustine, Florida • Florida College, Temple Terrace, Florida • Florida Hospital College of Health Sciences, Orlando, Florida • Florida Institute of Technology, Melbourne, Florida • Florida Memorial College, Miami, Florida • Florida Southern College, Lakeland, Florida • International College, Naples, Florida • Jacksonville University, Jacksonville, Florida • Lynn University, Boca Raton, Florida • Nova Southeastern University, Ft. Lauderdale, Florida • Palm Beach Atlantic College, West Palm Beach, Florida • Ringling School of Art and Design, Sarasota, Florida • Rollins College, Winter Park, Florida • Saint Leo University, Saint Leo, Florida • Southeastern College, Lakeland, Florida • St. Thomas University, Miami, Florida • Stetson University, Deland, Florida • University of Miami, Coral Gables, Florida • University of Tampa, Tampa, Florida • Warner Southern College, Lake Wales, Florida • Webber International University, Babson Park, Florida

10. So DLI has potentially over half a million clients EACH YEAR to be tapped! What do we sell them?

11. Remember this?

12. And remember this? Urine specimen testing by ProbeTec technique is pending clinical and technical validation at Doctors Laboratory and is expected to be available in 2-3 months.

13. It’s Almost here!! • Validation in progress with one university • Potential of unique, less restrictive specimen requirements possible

14. Here is what it looks so far Comparison of ProbeTec (Swab) vs. ProbeTec (Urine) at DLI Sept.-Oct., 2002

15. Likely Targets • Infirmaries and Nursing Centers at: Universities Colleges Technical Schools Youth Employment Ctrs. AND • DIRECT - to potential carriers of the diseases

16. Likely Approach • MyLab • Health Fairs • Infirmaries • Nursing Centers

17. Supportive Services • Referral for Medical consultation • Annual Reminders • Discount to indigent

18. POTENTIAL REWARDS? • If only 20% of the target population tested, • If only $ 15.00 per screen charged, then, • $ 1,500,000 in the first year!!!

19. HOT Areas of ID • HIV Treatment & Vaccines • Multi-Drug Resistant Microorganisms • Bio-terrorism Agents

20. MDR Microorganisms • Grave Problem • CDC, APUA, ASM • Role of DLI’s Micro. Lab. • TRUST Studies • Added concepts of PK/PD in treatment • Need for refined data for refined treatment

21. BENEFITS • To Physicians – most targeted treatment information • To Patients – most effective, less toxic treatment regimen

22. What can WE do? • Provide a QUANTITATIVE (MIC) microbial susceptibility result, rather than qualitative, for most problematic MDR isolates by E-Test Method • Make targeted clients aware of this enhancement to our services

23. Role of Marketing • Disperse information effectively • Explain cost vs. benefits • Explain reimbursement schedule

24. Better Result = Better Reimbursement = $ 9.53 per plate of 12 drugs = $ 6.56 per drug or $ 39.36 for 6 drugs

25. What does that mean? • Enhanced testing standards • Better informed physician • Better treated patient • Approximately $ 31,000 in additional reimbursement per year

26. Conclusion • Both improvements, the first being one of a kind ever undertaken, and the second a desirable improvement of the process will : • Result in better client satisfaction • Superior patient care, and • Bring Dave and his Team closer to becoming truly – SIX MILLION DOLLAR MEN