公司基本背景.doc

学习资料收集于网络，仅供参考公司基本背景：总部在美国，主要生产CR/DR、图像显示装置，以及在机器上集成PACS系统与软件。CR产品因技术更新，目前逐步被DR产品所取代。Who are we?X provides advanced Imaging Solutions that help early detection of illness and improve patient outcomes.We manufacture all our products on site, in an ISO 13485 facilityWe are a privately held S Corporation, we have no outside investorsWe provide growth opportunities for our employeesWe reinvest in Research and DevelopmentWe hold patents and internal IP that may lead to key advances in Medical Imaging.What Are We?Modality Specific Vendor: CR, DR, PACS, ViewersIT Company: Vender Neutral PACS/softwareMarket Specific: Mammography, Ortho, Chiro, Hospital,Radiology Equipment Provider:New product: Turn key solutions for X-ray roomsOEM Manufacturer Custom and private label productsSWOT AnalysisStrengths:Established CR Manufacturer (1 of 7)Unique Offerings iDR, iDR-L, Fusion, ClarityPACS, VertXEstablished Software Platforms Acquisitions/PACSProduct Development- New Direct Conversion materials for DRSoftware Development- RIS and Practice Management SWSoftware Customization: As needed multiple modalityEstablished OEM and Dealer Channel: DomesticDiversified International Sales Channel: WorldwideRegulatory Approval Process for FDA in placeMarketing Communications: Web presence, known name brandAmerican ManufacturerWeaknesses: Limited distribution in some marketsToo many Products/Not enough marketing muscleLack of Residual Income (film)/parts/service contractsHigh Production Cost (Made in California)Technical Support revenue stream is low:Limited Direct Sales Force: Need to expandLimited Corporate Offices: Need to expandLimited funding for new development: Funded in-houseOpportunitiesEstablished CR and PACS Manufacturer Entry to the radiology space: Future potential as a DR vendorEstablished OEM and Dealer ChannelRapid Film Conversation: Digital Company, no dependence on film revenue.New Device Acceptance CBCT (recently FDA approved)Software Standardization One Platform New Developments: CBCT, DR, Practice Management Software High revenue potential from install base (Support contracts)ThreatsFalling Price of DRFalling Price of CRHigh Barriers of Entry Into New Device MarketsPACS Must keep developingRIS/Practice Management: Fractured marketMultiple Vendors of DRHistorical VolumeX has been selling CR and DR with software for over 13 years. We have sold over 10,000 systems worldwide.Software/PACS has been sold for 5 yearsEstablished quality and dependability of brandMultiple markets and products provide good base for revenue growth and expansion into new markets with little or no additional developmentMarketsTargeted CustomersDealer/ Distributors- Solution Providers Complete LineSystem Integrators- OEM Products (Boxes)End Users- Direct Sales/ Service ForcesHospitals- Full Solutions (product, sales, support)Ambulatory - Less service requirements, local competition Clinics - Low product requirementsSpecialty Markets - Customized SolutionsSales StrateegyProcess goals:Dealer/ DistributorsBecome a single source provider CR/DR/PAC/RIS/X-ray.System IntegratorsTarget companies that address markets X is not focused on.End UsersPromote specific product lines through direct marketing and tradeshow participation.1. Develop a bigger direct sales force. 2. Revamp service and technical support procedures: Add revenue stream 3. Target products, - iDRL, Vmotion, Clarus CT, PACS Specialty Modules Approach1. Hospitals- X2. Ambulatory - Dealers/X3. Clinics - Dealers4. Specialty Markets - OEM/ SINew DevelopmentsIN CHEMISTRY:New Direct Conversion X-ray material for Direct Radiography and CT sensors (X-ray active direct conversion semiconducting micro crystals).New types of Storage Phosphors for advanced CR imaging applications. (manufacture of Storage plates for CR).The goal is to manufacture CR, DR, CT and PET sensors in house.In Elecronics:New type of TFT backplane for DR panels: Low cost, high efficiency design to couple to X direct conversion materialNew 18 Bit CR main board for advanced imaging capability in CR detectorsDR board set: High performance wireless and wired functionality, currently in prototypeIn Hardware:DR plate design for direct conversion: 3X more efficient than current panels, 3X less expensive to manufactureiDR34 Crystal: Long bone imaging is a necessity in every hospital. As markets change from CR and Film, iDR will command a large market share as a cost effective and efficient way to create digital long bone imagesChrome+, ChromeM, Neo: Specialty CR devices for niche marketsDual Energy Cassettes: New development for Chest imagingIn Software:Practice Management software ClarityPractice: This solution is designed to work as a small practice management solution for clinics. HL7 and DICOM compliant, this international solution can act as a component of the larger X offering, to provide a turn key solutionMammo CAD (With OEM Partners).Advanced Viewers: All Modality viewers developed with OEM partners. LUNG CAD for CT: Advanced screening software for lung CAD (With OEM partners).Market size, share, growth rate 2015-2020Estimated CR and DR market: 25,000 per yearX has 2%-5% market share in some CR markets, 0 in others: X sells 800-1000 CR systems per year2016 DR and CR sales at 50/50 internationally X must convert a large percentage of its CR clients between 2016-2020Goals:10-15% per year growth with existing product lineExpand through new product offerings, complete imaging systems, X-ray solutions.Add more Military product offerings. (More military business )Marketing push to raise awareness, present complete X-ray solutions. Sales in region 2015$6 M in USA$1M in Western Europe$3M in Far east$3M in Middle East$3M in SARevenue and Units per YearAverage revenue of $21M/year over a 5 year period. (Maximum of $29M in 2013)2015: $17M with $2M backlog of orders at year endAverage of 1000 units per year over a 5 year period.Profitable operation: reinvestment in new development is overtaking profit capability: Opportunity with an international manufacturing partner to double or triple output, at low overhead.Volume with direct business model in USCurrently, X is converting some of its sales to direct model, just beginning:Estimate $2M in 2016 (Normally less than $1M)Financial report in DollarRevenue of military(US/Russia) in 2013-2015US-Military orders were almost non-existent in 2013-2015. There was a large parts purchase in 2015, but only a few in the USA in 2014 and 2015Russian Military is handled through our partner in that region, and they saw a sharp drop in sales in 2014 (Medical budget was used for Olympics), but they purchased 30 machines or so in 2015.The military remains interested in our portable DR solution, they keep asking about it, but they have not purchased this unit from us. Our military sales record is clean, our machines have been operating in that arena for over 6 years now. We have had a large parts order in 2015公司基本背景:总部在美国,主要生产CR /博士,图像显示装置,以及在机器上集成pac系统与软件.CR产品因技术更新,目前逐步博士被产品所取代。我们是谁?X提供了先进的成像解决方案,帮助早期发现疾病和改善病人的结果。我们生产所有的产品在现场,ISO 13485我们是一家私营公司,我们没有外部投资者我们为我们的员工提供发展机会我们在研究和开发投资我们认为专利和内部IP可能导致医学成像的重要进步。我们是什么?形态特定供应商:CR、DR,pac,观众公司:卖主中性pac /软件Chiro市场具体:乳房x光检查,昊图公司,医院,放射设备供应商:新产品:把关键的解决方案x射线的房间OEM制造商定制和私人标签的产品SWOT分析优点:建立了CR制造商7(1)独特的产品印尼盾、iDR-L融合,ClarityPACS VertX建立软件平台-收购/ pac产品开发新的博士直接转换材料软件开发- SW RIS和实践管理软件定制:根据需要多个形态建立了OEM和经销商渠道:国内多元化的国际销售渠道:全球FDA监管审批过程营销传播:Web存在,已知的品牌美国制造商缺点:分布在一些市场有限太多的产品/营销肌肉不够缺乏剩余收入-(电影)/部件/服务合同高生产成本(在加州)技术支持收入很低:有限的直接销售力量:需要扩大有限公司:需要扩大有限的资助的新发展:内部资助机会建立了CR和pac制造商进入放射学空间:未来的潜在供应商博士建立了OEM和经销商渠道快速电影对话:数字公司,没有电影收入的依赖。新设备验收,CBCT(最近FDA批准)软件标准化一个平台新发展:CBCT,博士,实践管理软件潜在高收入基数安装(支持合同)威胁价格下降的博士CR价格的下降市场进入壁垒高的新设备pac -必须不断发展RIS /实践管理:市场骨折多个供应商的博士历史卷X与软件销售CR和DR / 13年了。我们已经卖出了超过10000全球系统。软件/ pac已经卖了5年建立品牌的质量和可靠性多个市场和产品提供良好的基础收入增长和扩张与很少或没有额外的开发新市场市场目标客户经销商/分销商-解决方案提供商完成线系统集成商,OEM产品(盒)最终用户直接销售/服务力量医院完整解决方案(产品、销售、支持)步更少的服务需求,当地的竞争诊所较低的产品需求专业市场定制的解决方案销售Strateegy过程目标:经销商/分销商成为单一来源供应商- CR /博士/ PAC / RIS / x射线系统集成商市场目标公司地址X并不关注。最终用户通过直接促进特定的产品线营销和贸易展的参与。1。开发一个更大的直接销售力量。2。改进服务和技术支持过程:增加收入来源3所示。目标产品,iDRL、Vmotion来说CT,pac专业模块方法1。医院- X2。步-经销商/ X3所示。诊所经销商4所示。专业市场OEM / SI新发展化学:新的直接转换的x射线材料直接射线照相和CT传感器(x射线活动直接转换半导体微晶体)。新类型的存储荧光粉先进CR成像应用。(CR)板材制造的存储。目标是生产CR、DR,CT和PET传感器在房子。在Elecronics:新型的TFT底板板博士:低成本、高效率设计一对X直接转换材料新的先进的18位CR主板在CR探测器成像能力董事会博士:高性能有线和无线功能,目前在原型硬件:博士直接转换板设计:3 x效率比目前板,3 x更便宜的生产iDR34水晶:长骨成像是每个医院的必要性。从C