BD MEDICAL – BAS BUSINESS

ICU MAPPING & DEPARTMENT ANALYSIS

Medication Delivery Solutions

April, 18, 2021
Today ’s Agenda
> CritiTek Unit – BSBC
> Current Team Structure
> CritiTek Unit Portfolio & Areas of Expertise
> Marketing Activities

> General Market Overview

> Healthcare Structure in Kuwait

> BD Medical BAS Business Overview

> General market Feedback
> Intensive Care Units & Operating Rooms
> Kuwait Cancer Control Center
> Dialysis market
> Market Challenges
> Requirement & Support
BSBC TEAM
ORGANIZATIONAL STRUCTURE
Current
BSBC TEAM ORGANIZATIONAL STRUCTURE
Current

Sr. Product Specialist

SurgiTek Division
Secretary Loay Youssef
SurgiTek Division
Princy Thomas

Product Specialist
Division Manager CritiTek Unit Head SurgiTek Division
SurgiTek Division SurgiTek Division Emil Dragomir
Sameh Bakr Ahmed M. Odeh

Product Specialist
SurgiTek Division
Mohammad Nofal 4
 C r i t i Te k U n i t

CARDINAL HEALTH MINDRAY

Medical Solutions & Patient Patient Monitoring & Life Support
Recovery

CRITITEK
431
THE SURGICAL COMPANY LIDCO
Patient Temperature Management Patient Hemodynamic Monitoring
Solutions Solutions

CFS ITALIA
Medical Furniture
 C r i t i Te k U n i t
DVT Compression Sterilization Solutions
Nutritional Insufficiency
Electrodes
Operating Room Anesthesia Machines
Thermometry Ventilators
Cardiothoracic Patient Hemodynamic
Patient Monitoring Solutions
Fluid Management Monitoring
Infusion Systems
Urology ECG
Defibrillator/ AED
Operating light Patient Temperature
Medical Furniture Surgical Table Management Solutions
Medical Supply Units
 Marketing Activities
Anesthesia, Intensive care & Pain Management Council
7h Anesthesia & Critical
Care Conference
8th Anesthesia & Critical
Care Conference
9th Anesthesia & Critical

Care Conference
 Anesthesia Grand
Round Meeting FY19
Anesthesia, Intensive Care
& pain Management -
Workshop
World Thrombosis Day
Healthcare Structure in Kuwait
General
 Healthcare Structure in Kuwait
MOH Private Other Gov.

7 General Hospitals +15 Hospitals 1 Military Hospital

+14 Specialized Hospitals 55 Polyclinics 3 National Guard Clinics

+100 General Health Care 3 Kuwait National Petroleum Co. &

210 private clinics Petrochemical Industrial Co. clinics
Centers/Clinics
Kuwait Institute for Scientific
400 Pharmacies.
Research

Faculty of Medicine

Kuwait Oil Company Hospital

70% 15% 15%

 Healthcare Structure in Kuwait
General MOH Hospitals

# Governorate Hospital
1 Al Asimah Al Amiri Hospital

2 Al Asimah Al Sabah Hospital

3 Hawalli Mubarak Al Kabeer Hospital

4 Farwaniya Fawaniya Hospital

5 Al Ahmadi Al-Adan Hospital

6 Al Jahra Al-Jahra Hospital

7 Hawalli Jaber Al-Ahmad Hospital

 Healthcare Structure in Kuwait
Specialized MOH Hospitals
Hospital / Center Name Specialty
Faisal Sultan Center Radiotherapy diagnosis and treatment
Obstetrics (delivery) hospital Maternity
Chest hospital Pulmonary ailments/Cardiac
Psychiatric hospital Mental disorders
Ibn Sina hospital Neurosurgery
Razi hospital Orthopedic
Kuwait Center for Allergies: Allergies
KCCC Cancer diagnosis and treatment
Hearing Impairments Center ( Salem Al Ali ) Disorders connected with hearing
Hamed Al-Essa Transplant Center Organ transplants
Sulaibikhat hospital Physiotherapy and rehabilitation
Al Babtain Center Burns
Al Bahar Center Ophthalmology
Yagoub Behbahani Stem Cells Center Stem Cells
 Healthcare Sector
General Information

Healthcare Provider 2018

Physicians 8,778

Nursing staff 22,580

Pharmacists 1,576
BD BAS Business
General Feedback
 Market Over view
Anesthesia & Intensive Care Council
 Bed Capacity
Total Bed Head of Anesthesia & ICU
Hospital Other Key KOLs
Capacity Dep.
Main ICU COVID-19 ICU OR
ICU 1: Dr. Sara Boyabis
Dr. Abdulrahman Al-Refai
Jaber 1168 ICU 2: Dr. Abdullah Al-Mutairi 60 +60 20
(HOD+HOC)
ICU 3: Dr. Salah Taqi

Adan 986 Dr. Huda Al-Foudari Dr. Mohammed Shamsah 42 +40 12

Mubarak Al-Kabeer 880 Dr. Najat Dehrab Dr. Ali Malak 25 +40 10

Amiri 675 Dr. Abdulrahman Al-Fares Dr. Kefaya Malek 35 +25 8

Sabah 808 Dr. Hanan Al-Harbi Dr. Nisrin Farahat 22 - 7

Farwaniya 945 Dr. Dalal Al-Matrouk Dr. Mohamed Amr 35 +36 9

Jahra 759+1200 Dr. Omar Ba-Masood Dr. Yasir Kenani 25 +36 9

KCCC 200 Dr. Hanouf Al-Rawdhan Dr. Alisher Agzamov 12 +5 3

Razi 560 Dr. Hussein Mejadi - 22 +25 9

Ibn Sina 354 Dr. Ahmad Bo-Taiban Dr. Asmahan Al-Mulla 7 - 5

 Feedback from ICUs
PICCs
Dr. Abdulrahman Al-Refai
Head of Anesthesia, ICU & Pain Management Council KCCC
Feedback: PICCs are more common
Av. Consumption: 500-100 Pcs Annually Av. Consumption: ≈ 35 Pcs/ Month (420
Recently awarded to: Arrow Pcs/ Yr)
Prices are crucial for awarding New: NBK Pediatric Hospital started some
trainings/ workshops for insertors to
pediatric patients
General Feedback from different ICUs
Jaber
MKH PICCs are not commonly
Adan used in their current MKH:
Farwaniya practice → Instead, Central Current Practice: central lines are removed while
Sabah Lines are used moving patients from ICU to wards
Razi
Feedback: PICCs are useful to use
Chest
History: PICCs were used almost 4 yrs ago
 Feedback from ICUs
PICCs
Central line CVC vs Peripheral Line:
▪ Around 60% of patients in ICUs have CVC

▪ Inserting CVC for ICU patients:

− Require fluid resuscitation and blood.
− Require Vasopressor and hyperosmolar solutions → could causes phlebitis and sclerosis.
− Require CVP monitoring
− With difficult peripheral IV access.

▪ CVC can continue with patients for around one month if no infection or edema developed (Peripheral access
3 days).
Market Over view
Dialysis
 Market Overview
Dialysis

Main Competitors
Total No. of
Hospital KOLs
Patients Acute Hemodialysis Chronic Hemodialysis
Catheters Catheters

Adan 409 Dr. Bassam Al-Hilal

Dialysis Catheters Inserters:

Jahra Acute333
Catheters Dr. Ali Al-Sahow

Nephrologist in charge of the patient is the one who insert the acute catheter
Mahurkar
MKH 423 Dr. Nasser Al-Kandary
Chronic Catheters Palindrome
Medcomp
by OTC Physician/ Interventional Radiologist (visit dialysis center once a week)
Hemostar
Farwaniya 315 Dr. Heba Al-Rajab Arrow

Sabah 250 Dr. Wael Al-Rashaid

Amiri 380 Dr. Anas Al-Yousef

 Market Over view
Kuwait Cancer Control Center
 Market Overview
Kuwait Cancer Control Center
− Total Bed Capacity : 200 Beds
− Total No. of patients diagnosed by Cancer ≈ 2000 patients annually
− PICCs at KCCC
− Av. consumption of PICCs: ≈ 35 Pcs/ month
− Target Patients: who are in in Chemotherapy “Fluorouracil” & who take their doses at home
through VP
− Around 35% of cancer patients who receive chemotherapy have PICC line.

PICCs Inserters at KCCC:

Dr. Abdelaziz Hamadah is the in-charge physician for inserting PICCs

Sis. Sayeda Abdelmagid is the in-charge nurse for coordinating with Dr. Abdelaziz
 Market Challenges
C u r re n t
▪ Limited access to hospitals/ face-to-face meetings with KOLs

▪ MOH Budget Cuts

▪ Price War: Tenders/ Enquiries are awarded to lowest prices

▪ During COVID-19 Outbreak: Central Medical Stores had kept extra stocks of
all critical items at MOH stores.

▪ MOH long tendering process (contract processing)

▪ Continuous changes of MOH rules & regulations.

 Requirement & Support
▪ Complete data about the history as well as the current BAS business by the Ex-
distributor including:
▪ Recently quoted tenders/ enquiries by the ex-distributor

▪ Open contracts (if any?) last 2 yrs sales/ item

▪ Recent deliveries to CMS / any upcoming deliveries for a new/ open contract

▪ List of Advocate KOLs who used to support BD BAS business (i.e. PICCs)

▪ List of trained inserters by BD

▪ Workshops/ seminars organized by BD for BAS business

▪ Samples for evaluation purposes

▪ Marketing materials (i.e. brochures/ supporting clinical studies)

April 15, 2021 Corporate Presentation 30