Interview with Scott Kirkland CEO EMV and some notes.

https://podcasts.apple.com/au/podcast/equity-mates-investing-podcast/id1212097275?i=1000622561174

EMV - a general summary of some important points in the Equity Mates podcast interview with Scott Kirkland (well worth a listen)

Two main ways to market - capital sales and service or subscription model.

Capital sales - $225k AUD per device - EMV $25 per scan (US) approx $37 AUD with very healthy margins on the consumables.

10% in servicing expected of the capital cost per annum. About $22k per year.

Or subscription model $8k US per month subscription model which includes everything (device, training, accessories, consumables etc) but has a cap on number of consumables - if they go over they pay a seperate fee on top of that.

Gen 1 - ICU - Stroke wards both with a view to monitoring paradigm to keep an eye on patients. Emergency departments for regional hospitals where CT may not be available etc. 2.5 billion market for Gen 1 just in:

US 10,000 opportunities

Germany, France and Uk - $6,000 opportunities

Australia - 500 opportunities

“Equals $2.5 billion market - add in South Korea, Japan, China and Latin America and that number gets very very big.”

We believe the design of our study will produce data that will support regulatory submissions in the major markets.

Initial market to get a foothold will be in primary and comprehensive stroke centres - 1600 in the US and similar numbers in Germany, France and the UK so this would be the lower hanging fruit for EMV and represents about $350 million revenue opportunity (note this is only early targets and Gen 1 device only).

We need a good body of evidence and an effective podium strategy. 5% to 10% of end users will be early adopters while others will wait for more publications and public outcomes etc.

Ultimate goal is to get into guidelines - not an over night journey but there is a process and a pathway to get there. Working on Reimbursement strategies in the US and “New technology add on payment” - some information here - https://www.prmaconsulting.com/blog/how-a-new-technology-add-on-payment-ntap-works/#:~:text=An%20NTAP%20designation%20enables%20additional,years%20for%20a%20specific%20indication.

As we progress through the current study we would like to be able to make insights as we did in the previous study. We are also working on our go to market partnerships currently. We expect to work with distributors for our major markets especially the US. Will be at the RSNA (one of the largest medical imaging conferences.) https://www.rsna.org/?gad=1&gclid=EAIaIQobChMI173q2cawgAMVV81MAh0ysAngEAAYASAAEgLPcPD_BwE in Chicago later this year (Nov 26th to 30th) to work on this.

EMV - 10 to 20 years down the line?

Our motto (learned from Ron) - Do one thing and do it well. We don’t need 7 products to be a multi billion dollar business. With our two main devices focusing on stroke we can be a very successful business.

But there are opportunities to use the same hardware with essentially a software upgrade to tackle other indications like traumatic brain injury, falls and brain swelling etc.

There is a whole lot of opportunity to expand out our existing product line and then later it is a platform technology and we own the rights for looking at lung, liver skin etc.

But we want a healthy business on our existing product line first and then tackle other markets down stream.