Presentation Transcript

1. ESCOTechnologies Sales Training Program Keri Shinault – Director of Sales & Client Service Training is the opposite of hoping - NIKE America’s #1 Solution for Senior Housing Communications
2. ESCO Technologies & CareConnect The Evolution That Changed The Face of Senior Housing Nationwide 2005 – Early On ESCO Technologies is purchased by Setzer Corporation. Setzer Corporation has been in business since 1947 and owns ESCO Technologies, CTS Telecommunications, and Beacon Electrical Contractors 2006-09 – Legacy CareConnect ESCO Technologies introduced the CareConnect Managed Services Program. ESCO’s experience, expertise, and strong foundation in telecommunications, emergency call and electrical contracting afforded insight to an innovative managed services solution that specifically caters to the senior housing industry. First generation CareConnect is a managed service program that provides the essential products and services designed to make senior housing more competitive with no up front capital cost to the community. The earliest deployments of our program started in Ohio, Kentucky, Alabama, Michigan, Tennessee, Mississippi, West Virginia and Colorado. Initially, CareConnect penetrated the market through utilization of local sales agents. 2009-10 – First Generation CareConnect The local sales team dissolved in order to penetrate and saturate a much larger market covering the United States via Independent Business Partners under the direction of Regional Sales Managers ESCO Continues to absorb the upfront capital cost of all equipment and installation labor
3. ESCO Technologies & CareConnect The Evolution That Changed The Face of Senior Housing Nationwide 2010 – ESCO Moves from Third Party Aggregator to a Telephone Company ESCO makes a multi-million dollar investment into its infrastructure and becomes its own telephone company CareConnect is nominated and wins ALFA’s Best of the Best Award for Technology Achievement ESCO experiences major internal and external growth 2011-12 – Channel Partner Initiative & Client Service Focus ESCO develops a Channel Partner Sales Program which runs side by side with Independent Business Partners ESCO continues to invest in the Channel Partner Sales Program as its primary method of sales delivery ESCO also develops a Client Service arm for the first time in the company’s history ESCO also administers its first customer satisfaction survey and invests heavily in process and procedure improvement 2013 – Direct Sales & Performance Management is Paramount ESCO invests in the company’s first ever Direct Sales initiative and hires 4Account Executives whose focus will be in not only expanding the CareConnect brand but also maintaining existing customer accounts ESCO also unveils second generation CareConnect & industry leading ChoiceTV America’s #1 Solution for Senior Housing Communications
4. National CareConnect Customer Base To date CareConnect is in 92 individual communities that span 27 states and 22 Corporations
5. Product Suite Business & Residential Telephone Service More services for less cost customized for Seniors and their Caregivers High-Speed Internet Service – Individual & Campus Fast, reliable, senior friendly Internet service to every unit Senior FriendlyTelevision Service Television on theirterms, flexible and customized for theirresidents Advanced Life-Safety Systems Campus wide pendants, advanced monitoring and reporting capabilities 24/7 Senior-Friendly Customer Service Personal, in-room *123 Service connects theirresidents to CareConnect …all work together to provide the nation’s only quadruple play!
6. Respected Senior Housing Communities That Partner With CareConnect Retirement Housing Federation
7. Intro to Senior Living 2013 and Beyond In order to succeed in this highly technical solution sale you must become a subject matter expert in the senior housing industry
8. Statistics Nationwide - Requirement By 2026, the population of Americans ages 65 and older will double to 71.5 million Between2007 and 2015, the number of Americans ages 85 and older is expected to increase by 40 percent Among people turning 65 today, 69 percent will need some form of long-term care, whether in the community or in a residential care facility By 2020, 12 million older Americans will need long-term health care ** Source: AAHSA.org American Association of Homes and for the Aging **HIAA, "A Guide to Long-Term Care Insurance", 2002
9. Statistics Nationwide – 2011 Availability There are 16,100 certified nursing homes in the United States (SNF) ThereThere are 39,500 assisted living facilities in the United States There are 1,900 continuing care retirement communities in the United States There are more than 300,000 units of Section 202 affordable senior housing available in the United States For each Section 202 affordable senior housing unit that is available, there are ten eligible seniors on waiting lists for it. The average time an eligible senior is on the waiting list is 13.4 months. Source: AAHSA.org American Association of Homes and for the Aging **HIAA, "A Guide to Long-Term Care Insurance", 2002
10. Statistics Nationwide – 2011 Cost Structure The average monthly cost of living in an assisted living facility is $2,969, or $35,628 annually The average monthly cost of living in a not-for-profit Continuing Care Retirement Community is $2,672, or $32,064 annually The average monthly rate for assisted living facilities that charge additional fees for Alzheimer’s and dementia care is $4,270, or $51,240 annually To move into a community, individuals must also pay an entry fee ranging from $60,000 to $120,000 Source: AAHSA.org American Association of Homes and for the Aging **HIAA, "A Guide to Long-Term Care Insurance", 2002
11. Who Are the Boomers? Born 1946 -1964 (now 48 - 66 years old) Passionate about: Social Justice & Inclusiveness Freedom, Independence & Mobility “Connecting” through Communication Having a Choice & Getting what they want 22% of ⌂ 64% of ⌂
12. “DEMOGRAPHICS explains 2/3 of everything” Don Tapscott, Author of Wikinomics 22% of ⌂
13. Boomer are creating a “Silver Tsunami” 2012 22% of ⌂
14. Boomer Statistics That Will Blow Your MIND Beginning January 1st, 2011 every single day more than 10,000 Baby Boomers will reach the age of 65. That is going to keep happening every single day for the next 19 years. Over 30 percent of U.S. investors currently in their sixties have more than 80% of their 401k invested in equities. So what happens if the stock market crashes again? 35% of Americans over the age of 65 rely almost entirely on Social Security payments alone. According to a recent AARP survey of Baby Boomers, 40% of them plan to work “until they drop”. Seniors on fixed incomes are being devastated by the rising cost of food, gas, heat and health care. 22% of ⌂
15. What do Boomers Value? …in life? Freedom/Mobility Communication/Connectedness Fun CHOICE Independence, uniqueness, and being “Cool” …in technology? Freedom/Mobility Communication/Connectedness Fun CHOICE “Cool” technology (new, helpful, simple, intuitive)
16. Boomers Have ALWAYS Adopted New Technologies Boomers: 34 – 52 yrs Boomers: 48 – 64 yrs Boomers: 20 – 38 yrs Boomers: 56 – 72 yrs Boomers: 11 – 29 yrs 2020 Digital Scroll Phone All-in-one device ? 2012 iPad3 1Ghz 64GB 1.4 lbs $ 499 1998 iMac G3 233 MHz 4GB 35 lbs $1,300 1984 “Macintosh” 8MHz 128K 17 lbs $2,500 1975 IBM 5100 2MHz 16K 51 lbs $9,000
17. Boomer Audio Entertainment Technology Evolution 1954 2013
18. Boomer VIDEO Technology - Evolution Projection Screen 45,000 Global TV Channels by 2020
19. Boomer Phone Technology - Evolution
20. Who is a CareConnect customer? Independent Owner Operators Corporations Small & Large Privately funded, for-profit & non-profit communities Assisted Living Facility (ALF) Continuing Care Retirement Community (CCRC) Independent Living (IL) Skilled Nursing (SNF) Senior Apartment Housing Not a Good Fit – Government / Subsidized Housing
21. Understanding the Industry? Philosophy of Care: Resident-centered and supports the residents decision, not government’s decision, to choose how and where a person should live. The philosophy embraces choice, independence, and the opportunity for seniors to live with dignity respect and privacy. Has communities or residence- not facilities Has residents – not patients Has personal service plans- not patient care plans Has a front desk or wellness office- not a nurse’s station Residents move out of their home into a place they call home- they do not get admitted or discharged
22. Understanding the Industry? Assisted Living Facility (ALF) Definition: are for people needing assistance with Activities of Daily Living (ADLs) but wishing to live as independently as possible for as long as possible are not able to live by themselves but do not require constant care either. Assisted living facilities offer help with ADLs such as eating, bathing, dressing, laundry, housekeeping, and assistance with medications. Independent  Living Facility (ILF) Definition Independent Living provides the greatest versatility and freedom. Independent Living for seniors refers to residence in a compact, easy-to-maintain, private apartment or house within a community of seniors. Any housing arrangement designed exclusively for seniors (generally those age 55+; in some cases the age requirement is 62+) may be classified as an Independent Living community, Retirement Communities, Retirement Homes, Senior Apartments , or Senior Housing.
23. Understanding the Industry? Continuing Care Retirement Facility (CCRC) Definition A continuing care retirement community (CCRC) offers residents a full spectrum of care from independent living apartments or villas , assisted living, to long-term care and skilled care Many also offer short-term rehab services and specialized Alzheimer’s care As residents begin to age and need more care and assistance, they move through the levels of care the CCRC offers without having to shop for care with each change in health condition. They know the community and the staff and that makes the transitions easier
24. Services that CareConnect EnhancesServices Facilities May Provide **Activities of Daily Living Source: MetLife Market Survey of Nursing Home, Assisted Living, Adult Day Services, and Home Care Costs
25. In 2009, only 13% of communities were inclusive/providing 10+ Services Most don’t know where to begin No capital. This requires significant capital investment Community had a negative past experience Knew someone with negative past experience Do not want to be telephone company Scared of change, satisfied with status quo Don’t want to lose on a prior investment Some already provide these services Source: MetLife Market Survey of Nursing Home, Assisted Living, Adult Day Services, and Home Care Costs
26. MetLife Market Survey The more services a community provides the more competitive they become Source: MetLife Market Survey of Nursing Home, Assisted Living, Adult Day Services, and Home Care Costs
27. Partnering w/CareConnect Accomplishes Phone / TV / Internet / One Relationship!
28. Partnering w/CareConnect Gives Our Clients a Competitive Edge More affordable rates on Phone/TV/Internet - 60-80% off list depending on the geographic market One Stop Shop array of services that all integrate together for a continuum of care More choices, options and flexibility Cutting edge equipment that takes the guesswork out of technology planning Enhanced security and care via the wireless “bubble” More convenience for residents, facility and families No long wait to set up services, no more multiple bills Our core focus is senior housing so the systems/service are designed for this industry Helps Communities increase occupancy by providing a more ‘inclusive’ service option
29. CareConnect Top 10 Community & Resident Benefits Complete technology overhaulat very competitive pricing, no guesswork! Bundled Phone/TV/Internetthat will save some residents up to $150 per month Pendants that work campus wide, inside and out, and alarm quietly to the closest caregiver letting them know exactly who needs help and where Automated daily assuranceand emergency call reporting functionality eCall system that stays on the cutting edge, can be customized to the resident Residents get to keep the same phone and number that they have had for years Senior friendly voicemail and features, FREE unlimited LD in the Continental US Flexible, custom, senior friendly television service at a fraction of the price Revenue stream to the community that will build into the residents for years to come *123 Customer Service gives them a direct line to a customer care representative whowill provide tailored serviceto your residents, at their disposal 24/7 America’s #1 Solution for Senior Housing Communications
30. Who are our competitors? CareConnect is unique in that we are the ONLY company that provides a managed services complete solution for the senior housing industry Other companies/vendors provide the individual products for purchase or will service ad-hoc We have NO competition for our total SOLUTION, only competitors for the individual products
31. Who are our component competitors? Business Phone System (hardware) Cisco, Aveya, Nortel, any company providing Hosted business telephone systems Business Phone Service Embarq, ‘MA’ Bell Companies, Verizon, Sprint, local LEC/CLEC, Cable Companies Internet Service Vonage, Embarq, ‘Bell’ Companies, Verizon, Sprint, local LEC/CLEC, Cable Companies Television Service Satellite Television Providers – SeniorTV/ DirectTV, Dish Local Cable Companies - Cox Communications, Time Warner, Comcast, Charter Communications, Brighthouse, etc.. Emergency Response System (ERS, Nursecall, eCall) Senior Technologies, Vigil, Status Solutions, Systems Technologies, Phillips, Stanley, Ciscor
32. Who are our competitors? We do not sell against other vendors…. We sell against STATUS QUO!!!