THE APRIL 2015 DIFFERENCE

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1 THE APRIL 2015 DIFFERENCE

2 MESSAGE FROM KIMAL S MD I have the pleasure of communicating our strategy for this year which builds upon our 5 point strategic imperatives that we set ourselves 12 months ago. International Development: This remains Kimal s highest priority and focusses on expanding our Cardiology procedural pack business across Europe and the Middle East and building our French and German direct operations. Our aim is also to establish our innovative Altius central venous catheters in the marketplace. Supply Chain: Kimal are focused on ensuring that we always have the right product in the right place at the right time, further ensuring that we deliver excellence to our customers. The Hydrex team were happy to welcome Lamia to Lyon, even giving her a guided tour of their beautiful city. Everyone in attendance had the opportunity to share local market information and to discuss future business opportunities for Lamia Kassis says 'this is a very exciting time for Kimal; with the new partnership and entity in France we bring together the experience of both companies, having seen the success that Sophie Pomme, Kimal's Sales & Marketing: Kimal will be actively executing our CVC marketing campaigns throughout our International markets. People: Rewarding, recognising and sharing success is on Kimal s agenda and a new distributor award programme will be introduced. Manufacturing: Kimal is focused on expanding our procedure pack network across international markets and building our new catheter manufacturing plant. KIMAL ENTER THE FRENCH MARKET At the beginning of 2015, Kimal and Hydrex met for their first sales meeting after having joined forces to form Kimal SARL in order to expand Procedure Pack business in France. The Hydrex sales team met with Kimal s Sales Director Lamia Kassis, and Michel Haber, Hydrex's Managing Director to launch Kimal SARL's portfolio of Drapes & Gowns, Surgical Packs, complete procedure trays and Kimal s customized Cardiology and Radiology Packs. ALAN PRESS WITH MICHEL HABER OF HYDREX LABORATOIRE French Sales Executive, has already achieved winning tenders for cardiology and radiology packs in key accounts across France." "Now with this highly motivated sales team we will continue to deliver excellent customer service and a complete product portfolio, providing solutions for customer's needs." Lamia goes on to say, "I am personally looking forward to working with Hydrex and growing our business in France." Michel Haber, Hydrex's Managing Directors, says "The Hydrex sales team and I are now ready and excited to launch our business adventure with Kimal. This partnership increases our motivation to be more efficient and competitive, and all of us are confident in this new partnership." "We hope to continue the success that Sophie Pomme has achieved." Michel goes on to say " Thanks again to Lamia whose strategic business orientation and her communicated energy contribute to give us an enthusiastic perspective." PAGE / 2

3 KIMAL ATTEND ARAB HEALTH 2015 Once again, Kimal have had success at Arab Health 2015 where exhibited products included their awardwinning Altius Central Venous catheters, and our customised procedure packs. This year, Arab Health celebrated its 40 th anniversary with over 90,000 delegates attending from across the THE KIMAL FZE TEAM world, and 4,000 companies exhibiting their products and services. Kimal, who had their stand in the concourse once again, experienced lots of interest in their products with many leads generated. Kimal s existing distributors were able to attend pre-planned review meetings with the Middle Eastern team, and Kimal s stand was in a prime position to attract passing delegates. Kimal s CEO Alan Press, and Managing Director Mark Pettitt, were also in attendance and were able to participate in many of the meetings with distributors and potential partners. The Middle Eastern team, including Ahmad Ghaddar, Kimal s General Manager, Alaa Al Refae, Kimal s Sales and Clinical Specialist for Procedural Solutions, Ahmed Al Mahameed, Kimal s Sales and Clinical Specialist for Kimal s Vascular Unit, and Martin Bailey, Kimal s Office Team Leader, were kept busy for the duration of Arab Health with technical enquiries from end users and discussions with potential new distributors and existing partners. Kimal s customised Procedure Packs and Altius Central Venous catheters also featured in ABHI s Surgical Procedure Simulation on their stand, giving Kimal s product portfolio an international perspective. Ahmad Ghaddar says Arab Health is a great event to be involved with; it is the biggest Healthcare event in the Middle East and the second largest internationally. Kimal has always had a presence at this event, beginning in the days of Arab Health s inception. Ahmad believes that Arab Health presents a great opportunity to meet all of our friends and partners from across the Middle East and beyond. Outcomes for Kimal are numerous; through scheduling and taking part in meetings with their existing distributors, both parties have been able to review their business relationship, and develop action plans for the coming financial year. The Middle Eastern team on the stand have forged new relationships with potential partners and customers, and have generated leads from across the region. Ahmad Ghaddar goes on to say I am extremely happy with the outcomes from this event and am looking forward to another successful exhibition in We look forward to meeting everyone next year. KIMAL S STAND AT ARAB HEALTH PAGE /3

4 MANUFACTURING In March this year, Kimal achieved their annual target of producing 1 million procedure packs at our manufacturing centre in Bromsgrove, along with the first +100,000 pack month, giving a Bromsgrove production value of 2 million, and 25 years of manufacturing at our Bromsgrove facility! In 1990, Bromsgrove opened to include 2 main clean rooms where Kimal s procedure packs are still manufactured to the highest standard. Each financial year, Steve Eccles, Kimal s Manufacturing Director, is given the task of working towards the production of 1 million packs. Steve says every year we perform extremely well however we always fall short of that 1 million pack target, sometimes by the smallest margin. Despite our constant excellent performance, I am always aware that we haven't met that 1 million pack target. This year however, we will finally achieve our target of 1 million packs. Steve and everyone at Kimal acknowledge that without the hard work of our manufacturing teams in the Lister and Jenner cleanroom, we wouldn't be able to achieve such a high standard of manufacturing in such a volume. Steve says this achievement demonstrates the capacity and capability of Kimal manufacturing and the flexibility of a 21st century workforce. Steve adds My whole operations team consistently deliver everything asked of them year in year out; they are committed, loyal and very proud of the work they produce, so I am not surprised in the least that yet again they have delivered another milestone in our history. - of course produced by Kimal - and our first ever full pack customer. They now will receive the 1 millionth pack we have produced this fiscal year. Richard Carrier, a Lead Nurse in the Catheterisation lab at St Thomas, was the recipient of Kimal s 1 millionth pack, which was complete with gold label. THE CLEANROOM TEAM AT BROMSGROVE ALAN PRESS WITH THE MILLIONTH PACK Our 1 millionth pack was presented to the Cath lab at St Thomas Hospital in London by Kimal s CEO, Alan Press. Alan himself chose this hospital as recipient as St Thomas was one of Kimal s first customers for Procedure packs in UK and the pack in question has been regularly supplied to St Thomas since Alan says For us this is significant as they were the first hospital in the UK to have a Cath lab pack CATH LAB TEAM AT ST THOMAS HOSPITAL PAGE / 4

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6 DISTRIBUTOR TRAINING At the beginning of January 2015 Kimal GmbH most recent recruits Lucie Peter, Sales Representative for Southern Germany, and Marco Dietrich, Sales Representative for Berlin and North East Germany, participated in product training sessions covering the ICU patient care pathway related to the Kimal portfolio of products, focussing on Altius CVC and Kflow Epic short term catheters and catheter insertion procedure packs. For Marco it was a refresher from an initial training session from a couple of months earlier, whilst it was Lucie s first experience of the vascular business product portfolio. Marco showed great improvement in knowledge from the first training he received and already has some business opportunities he is tracking. The vascular training programme follows a specific structure covering an introduction to anatomy and physiology, background information both to the products and clinical setting, the key product features and benefits offered to physicians, nurses and patients, a review of relevant clinical papers to strengthen the consultative sales approach and of course an insight into the competitors offer. KIMAL STAFF VISIT SWEDEN In November 2014, Matt Whiting, Kimal s Procedure Pack Sales Support, and expert in all things Fluid Management, flew to Gothenburg to take part in a meeting with the Tenders board and 19 Procedure pack users in order to give a 30 minute presentation on Kimal s capabilities, followed by and Q&A session. Matt then presented the group with one of our tender Procedure packs which was discussed at length with the group giving initial feedback and a pricing strategy was also discussed. Feedback was extremely positive, with Matt being invited back in January At the beginning of this year, Matt returned to Gothenburg with Megan Rowe-Jones, Kimal s International Product Manager for Procedure packs, Drapes and Gowns. Lamia Kassis, Kimal s International Director also flew out to Gothenburg with Matt and Megan. All 3 held an information session with clinical users on procedure packs; the meeting began with an introduction from Jorgen, Sweden s tender procurement. Following this, Matt, Megan and Lamia liaised with the attendees discussing 19 of our procedure packs for the next hour. Matt Whiting says this was a great opportunity to talk to clinical users and to understand their current procedure pack requirements. This was a great opportunity to talk to clinical users and to understand their current pack requirements. PAGE /6

7 INNOVATORS OF 2014 In the crowded central venous catheter market, Kimal have received the Medilink Innovation Award for our central venous catheter technology. Kimal s Altius range of central venous catheters include a number of innovative technologies that allow Kimal to target high infection rates in the hospital environment. Kimal s patented Multi-Tube technology allows for multiple lumens without compromising on flow-rates. Altius colour-coded lumens also allow for a reduced risk of mis-connections, and our unique closed system, aided by needle-free LuerSafe connectors, deliver a reduced risk of infection and air embolisms. ALTIUS 7 LUMEN award-winning Altius Multi-Tube technology and specifically Kimal's SEVEN lumen 8.5 French catheters which was showcased for the first time at this event. Kimal's exhibitors had many discussions with physicians regarding the increased safety offered by Altius design features such as perfectly round lumen profile for improved flow dynamics, colour-coded extensions to avoid the risk of misconnection and integrated LuerSafe connectors to combat the risk of bloodstream infections and air embolism. The Kimal team were joined on their stand by their European distributors NVH Nootens, EUMed Sp. z.o.o. and Kapamed International, all of who were able to engage directly with potential new customers. In March 2015, Kimal exhibited their range of Altius CVCs from 17th to 20th March in Brussels at the International Symposium of Intensive Care and Emergency Medicine to an audience of around 6000 physicians, nurses and other health professionals. Following an successful pre-congress electronic marketing campaign, Kimal's Altius stand received many delegates excited to know more about their CATHETER BEST PRACTICE MAINTENANCE In line with best practise Kimal recommends positive pressure disconnect helps to reduce potential reflux into the catheter when disconnecting the syringe from any needle-free device. 1. Flush the catheter as recommended and as per local protocols. 2. A positive pressure disconnect is applied when you reach the final 1ml of flushing solution. 3. As you start to slowly disconnect the syringe from the needless connector, push the remaining 1ml of flush from syringe. PAGE /7

8 UK CUSTOMER CARE Tel: +44 (0) Fax: +44 (0) INTERNATIONAL CUSTOMER CARE Tel: +44 (0) Fax: +44 (0) KIMAL GMBH CUSTOMER CARE Tel: +49 (0) Fax: +49 (0) KIMAL INTERNATIONAL FZE CUSTOMER CARE kimalplc Tel: Fax: KIMAL SARL CUSTOMER CARE Tel: kimal-plc Fax: