Home Health Tech Is Here To Stay Are You 2011 Final Rough Draft

HOME HEALTH IS HERE TO
STAY….ARE YOU?

Home Health
Tech is Here to
Stay…Are You?
In an economy where markets are
drying up left and right, there’s one
market that we can guarantee will only
grow: The Aging & Technology
Industry. This year alone, 7000
boomers will turn 65 every day while
demanding a NEW and sustainable
―AGING IN PLACE‖ model of care.
Delivered by a true integration expert,
the solution combines standard home
automation and smart home
technologies – complete with wireless
tele-medicine, brain fitness and
socialization features. Learn about the
future of aging and technology, why you
should get involved and how to start.

Agenda
 The Opportunity
 The Technology Arena
 Why This is a Good Time to be involved
 Basic Overview of Technologies Available
 Marketing
 How to get started?
 Successful Marketing Campaigns
 Implementation
 Getting your foot in the door
 The Pitch
 The Installation/Follow-up
 Question/Answer Session

About Your Moderator
Laura Mitchell
VP Marketing
GrandCare Systems
laura@grandcare.com
262-338-6147

Join our Online Communities!
 GC Website: www.grandcare.com
 GC Forums: http://dealerweb.grandcare.com
 GC Blog: http://grandcare.wordpress.com/
 LinkedIn: www.linkedin.com/groups?about=&gid=2043956&trk=anet_ug_grppro
 Twitter: @grandcare
 Boomer Authority: GrandCare :
 Facebook: http://www.facebook.com/pages/GrandCare-Systems-Corporate-HQ/163121913734858
 Squidoo: http://www.squidoo.com/grandcare-systems
 YouTube: http://www.youtube.com/gcsys
 Blog: http://grandcare.wordpress.com
 Convore: https://convore.com/grandcare-home-health-tech/
 Digg: http://digg.com/grandcare

Industry Aging/Tech Webinar:
GrandCare hosts an industry-wide Aging/Technology Webinar (the 1st and 3rd Thursday of each month) at
2pm Eastern Time (http://grandcaresystems.webex.com) for aging/technology industry participants,
GrandCare Distributors, GC-Partners and other interested individuals. It’s a free webinar and GrandCare
staff is always available to field questions, take suggestions, offer answers, etc. This webinar has been
available since 2008 and is thought of as a key aging/technology resource.

Your Esteemed Panel

Tom Morgan

Peter Radsliff

Jim Gleason

The Opportunity

What is the
opportunity?
The Opportunity

Who is affected?

Why this industry
NEEDS YOU!

Why this industry
is GOOD for YOU!

Disruptive Demographics

For almost every Disruptive
Demographic, there is almost
always an enabling solution

The Opportunity

"I believe the seniors are our Future"

What is the Opportunity

2/3 of all people that have ever lived to age 65 are
ALIVE TODAY

By 2050 there will be one million people over 100
years of age

90% of Americans believe caregiving is a family
responsibility

A Recent Study showed the majority of Seniors
polled feared Nursing Homes worse than death

More than 44 million Americans are family
caregivers for a spouse, parent, relative or friend

About Your Panel
Tom Morgan
CTO and VP Worthington University
Worthington Distribution
tom@worthdist.com
800-282-8864

Worthington Distribution Can Provide
 Product
 Competitive Pricing
 200 Page Catalog
 Great Stocking Levels
 Tafton, PA
 Las Vegas, NV
 Knowledgeable, Helpful Staff
 Training
 Worthington University
 On-Line
 Knowledge Base
 Technical Support
 System Design Support

Technology Arena: Overview

RF

Personal Emergency
Activities of Daily Living
Response (PERS)
Sensors

Fall Detection

Wellness Monitoring Technology Objectives
• Safety
• Wellness
• Communication Communication

Technology Arena: PERS

 PERS:
Personal Emergency Response System
 A communication system which links
an individual to emergency response
even if that person is unable to use the
telephone
 A transmitter causes a receiver to
automatically dial a monitoring station. Personal Emergency
A highly-trained emergency rescue Response (PERS)
dispatcher is responsible for evaluating
the situation and requesting the
appropriate help.

Fall Detection

Technology Arena: ADL Monitoring

 ADL: Activities of Daily Living Monitoring
 Small, wireless electronic sensors are
placed in strategic areas of the
residence. These sensors monitor typical
daily living activities of the occupant
 Both proprietary, and open standard RF
technologies are used depending on
the system
 An intelligent device monitors the Activities of Daily Living
transmission and reports activity or the Sensors
lack of activity to family members or a
monitoring station
 Things to watch for
 Wandering
 Movement during day hours
 Everything is Ok
 Movement at night
 Sleep Walking
 Incontinence
 House Temperature
 Phone Calls to the home

Technology Arena: Wellness Monitoring

 Medication
 The failure to take drugs on time in the
dosages prescribed, is as dangerous and
costly as many illnesses
 3 Processes for medication management
 Manual Administration
 Personnel = Expensive Medication Reminders
 Self Administered
 Complete faith in the user
 ADL Monitored Self Administered
 Provides reminders to the users and
notification to Caregivers for
non-compliance
 Less expensive than manual administration
with effective checks and balances

Medication Dispensers

Technology Arena: Wellness Monitoring

 Wellness Data
 If your company is going to be involved with
personal medical data your company must be
HIPAA compliant
 Health Insurance Portability and Accountability Act
 Chronic Disease: Early Detection is Important Blood Pressure
 Regular readings allows a patient to be viewed on a
wider timeline showing trends
 Wellness data can be shared with physicians during
regular vists
 Caregivers can view wellness data to look for
trends Blood Oxygen
 The collecting wellness data shows the Loved one is
adhering to the routine and is working to stay well

Blood Glucose

Weight

Technology Arena: Communication

 Socialization
 Often the forgotten element of aging
 As sense of purpose is an important element in
the will to live, constant communication is as
effective as any medication
 E-mail Messages
 Not all Loved ones can run a computer: Presto
 PC Services
 You Tube, Skype, FaceBook, The Web,
Photographs Communication
 Some Systems combined these into simple to
use interfaces: GrandCare
 Keep the Loved one part of the family by
including them in family life

Technology Arena: Brain Fitness

 Brian fitness
 Every seventy-one seconds, another senior is diagnosed with
Alzheimer’s disease*
 Researchers found that stimulating leisure activities were associated
with a 50% reduction in risk of dementia**
 Among a subset of participants that developed dementia,
researchers found that participant(s) who reported frequent
participation in cognitive activities had accelerated decline
delayed by 1.29 years***
 The Solution: Stay mentally challenged
 Games
 Checkers, Chess, Solitaire, Sudoku, Etc.
 Activities
 Word Skills, Image Recognition, Memory Skills, Etc.

* www.dakim.com
** Leisure activities and the risk of dementia in the elderly: The Three-City study (2009)
*** Cognitive activities delay onset of memory decline in persons who develop dementia (2009)

The Approach: Peter Radsliff

 Marketing
 What do you need to know?
 How to get started?
 Successful Marketing Campaigns
 Examples of Real Life Marketing Success

About Your Panel

Peter Radsliff
CEO, Presto Services Inc.
Chairman, Aging Technology Alliance
peter.radsliff@presto.com
415.850.1971

 Computerless Email ( Presto.com )  Your Aging Industry Trade Group
- Proven product & service Promoting the awareness, benefits
and value of member products &
- Great door opener services for our aging society
- Recurring revenue opportunity
 Member Benefits ( AgeTek.org )
- Access to like-minded
business leaders
- Strength through collective
action and initiatives
- Action to shape the future
of an industry, and society!


Fundamental Marketing Questions

 What is your business ―story‖?

 Do you need a new brand or division?

 Who are you going to sell to?

 Are you going to need to hire someone?

 What spells success or failure?


What Product Categories Will You Provide?

Communication Home Safety
& Engagement & Security
Email Security
Ask yourself:
Videophone PERS
Mobile phone What categories Home monitoring
Computer will you provide?
Which are closest
to what you do?
Health & Will you generalize Learning &
Wellness or specialize? Contribution
Telehealth Networking
Medication dispensing Legacy
& reminders Education & learning
Disease management
Fitness


Understand the Continuum of Care

Where
are Systems Integrator? Ask yourself:
you?
Where are the business
opportunities here?
Where are the clients?

Source: The MetLife Report on Aging in Place 2.0
in conjunction with Louis Tennenbaum, CAPS, CAASH


Fill in the blanks for your business:
For (describe your customer) in need of (describe their need),
(your business name here) is the (describe your type of product
or business) that (describe your business’ value proposition).
The reason is—or how you do it—is: (describe your value-add).


Fill in the blanks for your business:
For (describe your customer) in need of (describe their need),
(your business name here) is the (describe your type of product
or business) that (describe your business’ value proposition).
The reason is—or how you do it—is: (describe your value-add).

Here’s an Example:
For (family members who make decisions about the support and care of their aging
parents) in need of (a simple, convenient, and cost-effective way to communicate
with them), (Presto) is the (communications tool) that (seamlessly bridges the
technology gap and redefines the way families can share their lives, conversations
and information). The reason is that Presto uses a specially-designer printer & online
service that allows the whole family to use the method of communication they each
prefer.

Until you do this for your business, you can’t build a marketing plan.


Here’s an Example for an Integrator:
For (family members who make decisions about the support

and care of their aging parents) in need of (simple, convenient,

and cost-effective ways to help them age safely in their own

home), (AIP, Inc.) is (your local aging-in-place expert) who

(analyzes your parents’ needs and then recommends and

installs the right systems to help them live comfortably).

The reason is that (AIP has learned how to integrate systems

that are easy to live with and that provide the peace of mind

that you, and your parents deserve).

What is Your Business Value?

Technology Arena: Communication

Elder Socialization
 A means for socialization is an often forgotten element of aging.
 A sense of purpose is an important element in the will to live.
 Consistent communication is as effective as any medication.
– Email & photos for elders who use computers
– Also YouTube, Skype, and Facebook

 Installable solutions are now available.
– Integrated communication or monitoring systems:
GrandCare, Telekin, Sonamba, Halo

– Computerless communication systems: socialization solutions abound
Tablet, Presto Mail, Celery

Installing systems for family socialization is important
plus an excellent business opportunity


Starting a relationship, determining needs…

Example – socialization solutions: Which is right for your client?

GrandCare Apple Standard PC with MyGait Presto
HomeBase iPad PC Famililink Go Computer Computerless Email

It depends on your client’s…
• abilities • desire • history • support • open-mindedness • life stage • budget

This is your value-add!

The Installation: Jim Gleason

 FromConsultation to Installation
 Getting your foot in the door
 The Consultation
 The Pitch
 The Installation
 Pre-install
work
 Assessment

 Follow-up

From Consultation to Installation

 Family Consultation
 Discuss Needs
 Discuss Potential Solutions to Assist
 Client Interview (likes, hobbies, interests – to help with Communications)
 Go through full explanation – ensure Primary Caregiver/Responder & communicators

 Determine Model & Sensors
 Price & Payment Schedule (renting/buying?)
 Have client sign end user licensing agreement/hipaa agreement
 Appt to Survey the Home
 Verify Internet Connection
 Ensure there will be no signal /sensor placement troubles
 Verify exact sensors/placement
 Assess if router will be needed
 Set Installation Date

 Prep work for installation
 Family Orientation
 How to add more caregivers/users
 add communications before installation
 initial rules- train family on rules
 Preset Sensors/Network (if possible)
 Set up family Online with user names/passwords

 Perform Installation
 Better to not SECURE anything to walls until you KNOW it’s a good place for the sensor
 Rodeo Clown Theory (hit the explanation sweet spot – not over, not under)
 Set 2 week check-up with Family

 2 Week Check-up
 Assess information
 Are they getting what they want?
 Set Appropriate Rules
 Adjust sensors if needed

Getting Your Foot In The Door
 Customers won’t line up at your door!
 Existing Customer Base
 Local Networking
 Chamber of Commerce
 Local Independent/Assisted Living
 Groups/Companies that provide service to
Disabled/Elderly
 Lions, VFW, Legion…….
 Partner with Non-technology providers

I’m in!! Now What??
 Consult!
 Know the products that are out there and how
they are applied!
 What are the needs and Wants?
 What technology will fit best?
 Do you need more than one technology?
 Make Recommendations….you are the experts!
 Don’t Have a Solution? Ask your distributors.
 What is the budget?
 Can more than one person pay?
 Lease options
 Rentals

The Pitch
 Continue to educate/consult
 Show savings compared to other options
 Include a service contract
 $10 ~ $20 / month
 Plan multiple trips to close the deal!
 2 ~ 3 Trips to close
 Customers will want to see you!
 Ifyou cant help with an item, refer them
to someone else

Pre-install
 Test your equipment
 Make Sure all needed items are in place
 Internet
 Phone Lines (Remember DSL Filters!)
 Enough electrical outlets
 Extra Parts
 Accounts setup and users entered
 Documents ~ This is a fast changing market!
Always have the latest…….
 User manuals
 Sales Flyers

The install
 Plan extra time!
 Older users take more time to absorb
technology
 They may want to help
 They WILL want to talk
 Family training
 Web training for remote family
 Just
remember, they can get you your
next sale! Don’t rush it!

Two week Follow-up
 Ensure all needs are covered, do they
need anything else
 Is the system doing what they wanted it to
do?
 If need be, set or adjust rules for the
system
 Ask for referrals

Questions??

Questions?

Thank You!

Home Health
Tech is Here to
Stay…Are You?

Thank You!
- Laura Mitchell
- Tom Morgan
- Peter Radsliff
- Jim Gleason

Home Health Tech Is Here To Stay Are You 2011 Final Rough Draft

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