Medtronic Newsletter Summer 2023

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Medtronic-HC21 H1 Newsletter

– Fostering Success through partnership

2023 Half Year Update – IRE

A very positive H1 result for HC21 Ireland with a 17% growth over the prior year.  

SPO2 has continued to perform strongly and has exceeded €6 Million sales. This success is based on a strategic approach focusing on training and support in all hospital departments, communicating the key messages regarding Nellcor Technology and patient benefits. It is critical that we continue to differentiate ourselves from our biggest competitor Massimo. We are engaging with key OEM suppliers and local hospital engineers and KOLs to ensure Nellcor OxiMax technology is included in tender specifications to future proof our business. We are focused on working closely with the new National Children’s Hospital in Dublin to ensure that Nellcor OxiMax is the technology of choice for this state of the art hospital which will be fully digitised.    

MAC following Covid and the significant increase in handles in our market has seen an acceleration of growth, we have conducted national audits to confirm positioning of handles within departments to maximise blade use. MAC is now in every hospital both Public and Private in Ireland. Through our collaboration with the College of Anaesthetists we have worked to support national training programmes for our clinicians and nurses as well as paramedics.  

The Dialysis business has seen two key accounts move to Pallindrome in the first half of 2023 even with challenges on product supply. 

Both INVOS and BIS are growing within the Advanced Sensor business with more hospitals adopting this technology. The second half of the year looks very positive as further commitments are being made to expand their use. 

The Government have announced three new hospital projects as well as six ambulatory surgery units that will come on stream between 2025 and 2026 so more opportunity in the years ahead. 

2023 Half Year Update – UK

Strong start to FY2023 H1 from the sales team with a 25% increase on prior year. This result could not be achieved without the sales team of seven who are all driven, ambitious and have a passion for delivering high quality healthcare products which really make a difference to patient care.

McGrath continues to go from strength to strength with the messaging and sales and marketing drive around “routine VL intubation” in every hospital department. The graph shows how the quantity trendline increases for the McGrath blades starting in 2020.

McGrath accounts are starting to grow in London which is great to observe but the “North” is still the powerhouse with Manchester, Leeds, Coventry, Liverpool and Norfolk and Norwich all ordering high numbers of McGrath for routine intubation in every department. Scotland continues to have McGrath embedded and we are seeing customers switch out to the new generation of McGrath and look at using the X blade in appropriate situations.

Key Opinion activity is also high with events such as the European Society of Anesthesiology held in Glasgow attended by contributions from our key customers in Scotland. Also, the Guys Airway Day (GAMC) where we supported the McGrath Virtual Reality workshops and McGrath stand. The team worked on these events to extend our network and collaborations alongside Medtronic’s Business Developer Tarbi Prinsloo whose support is of the highest quality.

In other product lines there was an increase in specialty and general Endotracheal tubes sold to hospitals as the UK tries to catch up on the 7.4 million elective surgeries. The NHS is attempting to recover post Covid, but the workforce strikes are impeding the rate of catch up.

Breathing Systems have started to recover from the bulk purchasing by NHS supply chain.

Temperature Management is impacted by the temperature probes which we look forward to having back to sell in the Autumn.

We are pushing for the software updates with the PB980 and working with hospitals such as John Radcliffe.

The Visit of Sam Ajizian MD, Chief Medical Officer, Patient Monitoring, Medtronic to the New National Children's Hospital, Dublin

The new children’s hospital located on a shared campus with St. James’s Hospital, Dublin will bring together the three existing children’s hospitals in a modern custom designed building to deliver the best care and treatments for Ireland’s sickest children. The three existing children’s hospitals at Crumlin, Temple Street and Tallaght will move to the new site which is almost 85 per cent complete.

With an expected cost of close to €2 Billion the new children’s hospital will be Ireland’s first public digital hospital. The hospital offers huge potential for partnering with Medtronic Patient Monitoring products with a spend of in excess €1 Million on SPO2 Sensors annually. The current sites are also prolific users of BIS and INVOS technology.

Sam Ajizian‘s visit was in follow up to recent online presentations bringing key clinicians and personnel up to date with Nellcor OxiMax technology and offering them insights into the future product developments. Sam met with the Heads of Anaesthetics at Temple Street Children’s University Hospital and CHI Crumlin as well as Intensivists and Clinical Engineering Teams.

Aerial View of the National Childrens Hospital under construction
How the Hospital will Look when Completed

Success at Liverpool University Hospital

Northwest Sales Specialist Danni has had more success at Liverpool University Hospital. Dr Irvin bought 57 McGrath Mac Handles in Q1. This continues to move them into using VL for routine use and coincides with the evidence of improved outcomes when using VL routinely.

McGrath MAC Video-laryngoscope training at the Northern Ireland Helicopter Emergency Medical Service Training Day

Air Ambulance Northern Ireland, the charity that provides a lifesaving Helicopter Emergency Medical Service (HEMS) with its partners at the NI Ambulance Service. HEMS responds to serious trauma and medical emergencies across Northern Ireland. The helicopter has the call sign Helimed 23 and carries the McGrath MAC on all its flights to assist the doctors in maintaining the patients’ airways.  The McGrath MAC is central to all training and Ronnie Patterson our Product Specialist in Northern Ireland is always on hand to support product education and training.

Photos from the training Day – Ronnie Patterson & Orla Friel attended from Healthcare 21

HC21 Eco Systems Award

The UK sales team have pledged their hospitals for the HC21 Eco System Awards. The pledge will then be followed up by a short pitch in December on how sales have increased in that hospital linked with improved patient outcomes and training support.

Northern General Hospital have started a complete VAP solution from Medtronic/HC21, trialing the TaperGuard Evac, Hersil and the new cuff pressure controller as a complete package and customer Solution. This trial includes both General and Cardiac Intensive Care and is supported by Medtronic’s Business Developer Tarbi Prinsloo. Tarbi’s support in this and in supporting the sales team is so valuable and the Team are developing their product knowledge and positioning.

Irish Paediatric Anaesthesia and Critical Care Society Annual Scientific Meeting 3rd and 4th of March 2023

Hosted by Dr John O’Flynn and Dr Bill Walsh from Anaesthesiology Department, CHI at Temple Street. There were many excellent scientific contributions, but the highlight was Dr Ann-Marie Crowe an Irish Doctor and Dr Stefania Franzini both working in Anaesthesia and paediatric intensive care at the Hopital Necker Enfants Malades, Paris. They stressed the importance of using INVOS and utilising dual site monitoring protocol as standard. Anita Vaughan said ‘it was fantastic to discuss optimal cerebral and somatic near infrared spectroscopy with so many of the attendees’.

Anita Vaughan, National Territory Manager – Patient Monitoring

MAC at the London Marathon

Matthew Ryder supplied 7 McGrath MAC for the London Marathon, also run by our very own Marketing Manager Matt Aronow.

Irish Society of Endoscopy Nurses Conference Dublin

Anita Vaughan and Healthcare Team attended the Irish Society of Endoscopy Nurses conference in November. One of the key papers presented was on the importance of capnography in the procedural sedation and GI spaces and there was a huge interest. Following on from the recent Addenbrookes study it generated significant leads which the team who are following up with trails of the Capnostream commenced at key Endoscopy Centres including The Mater University Hospital and St James’s Hospital.

Healthcare 21 Team at ISEN – Hugh McLarnon, Liam O’Connor & Anita Vaughan

Bons Secours Hospital Cork – Completes the McGrath MAC Circle!

The standout win for The McGrath MAC in December was the conversion of our last existing non-user of McGrath MAC in Ireland, Bons Secours Private Hospital Cork. Bon Secours Health System Cork is Ireland’s largest private hospital, and it is also one of the largest private hospitals in Europe. The Hospital has more than 300 beds. They employ more than 1,000 staff and admit about 35,000 patients every year.

It is a general hospital providing an extensive range of medical and surgical specialties for adults and children. It has 10 Operating Rooms. The sale means that we have McGrath MACs in every single hospital on the Island of Ireland, with McGrath MAC as the standard of care for ‘first-attempt success of airway intubation’. It is no longer only used as a ‘difficult airway intubation’. The hospital purchased an initial four handles with more are on the way. Congratulations to Emer O’Sullivan our Product Specialist in Cork for this great achievement.

Bons Secours Private Hospital Cork

Help for Children in Morocco

HC21 are delighted to support St Richards Hospital, Chichester. Dr Phil MacDonald is flying out to Morocco to perform surgery on children with cleft palates. Manisha our Sales Specialist in the Southeast is supporting with donating a McGrath MAC. We wish him all the luck with this worthy event.

Dr Phil MacDonald holding Irma, a 1 year old with a unilateral cleft lip.
Dr Phil MacDonald intubating using the McGrath laryngoscope.

First clinical insertion of The Chameleon™ PTA balloon catheter in Ireland

After a very successful first clinical insertion of the Chameleon™ PTA balloon catheter at Galway University Hospital, Merlin Park by Consultant Radiologist Dr Declan Sheppard, the first in the UK and Ireland, Medtronic EMEA / Mozarc invited Susan Corcoran, Product Specialist to present to their European Renal Care Solutions team on the process she followed for the sale and education of the clinical staff at this important university hospital. Susan has also presented the Chameleon™ PTA balloon catheter to the Southern Radiology Society in Ireland with expected new revenue as a result of current trials.