Fisher & Paykel Healthcare Corporation Limited/Announcement

FPH provides Investor Series presentations

Investor Presentation31 May 2021FPHHealthcare

News Release
STOCK EXCHANGE LISTINGS: NEW ZEALAND (FPH), AUSTRALIA (FPH)

Fisher & Paykel Healthcare provides Investor Series presentations

Auckland, New Zealand, 1 June 2021 - Fisher & Paykel Healthcare Corporation Limited
attaches a copy of its presentations to analysts and investors at its virtual investor series
beginning today. The series will be presented via webcast through three one-hour presentations
on Tuesday 1 June, Wednesday 2 June and Thursday 3 June 2021 (NZST). To find out further
information and register for the event, please visit www.fphcare.com/investor-series/.

There is no new material information contained within the presentations.

The presentations will also be made available on the company’s website at
www.fphcare.com/investor/presentations .

About Fisher & Paykel Healthcare
Fisher & Paykel Healthcare is a leading designer, manufacturer and marketer of products and
systems for use in acute and chronic respiratory care, surgery and the treatment of obstructive
sleep apnea. The company’s products are sold in over 120 countries worldwide. For more
information about the company visit www.fphcare.com

Ends

Contacts:
Media:
Karen Knott
General Manager – Corporate Communications
karen.knott@fphcare.co.nz
+64 21 713 911
Investors:
Hayden Brown
Investor Relations Manager
hayden.brown@fphcare.co.nz
+64 27 807 8073

Authorised by:
Marcus Driller
VP Corporate and Company Secretary.

---

Welcome to the Fisher & Paykel
Healthcare Virtual Investor Series
Andrew Somervell – Vice President
Products and Technology
Welcome to the
Fisher & Paykel Healthcare
Virtual Investor Series
Andrew Somervell – Vice President
Products and Technology

Our purpose
Improving care & outcomes
through inspired and
world-leading
healthcare solutions

Our strategy
We aim to grow our business in a way
that is sustainable over the long term
by creating better products,
extending our global reach and
changing clinical practice.

We’ve established
an enviable
track record
for delivering
SUSTAINABLE
REVENUE
GROWTH.
Our aspiration

Where will
sustainable growth
come from in the
SHORT-TERM?
Hospital respiratory support

Where will
sustainable growth
come from in the
MEDIUM-TERM?
Home respiratory support

Where will
sustainable growth
come from in the
LONGER-TERM?
Surgical technologies

OUR ASPIRATION:
Sustainably
DOUBLING
our constant
currency revenue
every 5-6 years.
Our aspiration
*CONSTANT CURRENCY

Our strategy
OUR PURPOSE
Improving care &
outcomes through
inspired and world-
leading healthcare
solutions

A patient centredapproach
Deep understanding of patients and their care
New Insight / Original Thought
Valued, Protected Differentiation
Patient Care is Complex
Complexity provides opportunity
Deep understanding of a patient’s care is key
Doing the right thing for our patients
All parties want the best outcome for patients
Leads to long term thinking

Virtual investor series itinerary
Day 1– Changing clinical practice / Better products
•Optiflow: Hospital Respiratory Support – Sam Frame
Day 2– Changing clinical practice / Better products
•Optiflow: Home Respiratory Support – Rob Kirton
•Surgical– Winston Fong (VP Surgical Technologies)
Day 3– Global Reach
•Global Reach– Justin Callahan (President North American Operations)
•Global Reach – Bryan Peterson (General Manager International Operations)
Each day will end with a ten-minute Q&A section. Please write in questions
through the Zoom chat function. While every endeavourwill be made to answer
all questions that are submitted, this may not be possible due to time constraints.

Optiflow™
Nasal High
Flow therapy
Sam Frame
Marketing Manager – Optiflow and Airvo

Hospital Respiratory Support
OUR PURPOSE
Improving care &
outcomes through
inspired and world-
leading healthcare
solutions

Changing Clinical Practice
Changing clinical practice is
difficult
Global practice change
Local practice change
OUR PURPOSE
Improving care &
outcomes through
inspired and world-
leading healthcare
solutions

Systematic review
with meta-analysis
Systematic review
Clinical outcome controlled trial
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion/Narrative
Benchtop/descriptive study
Guideline
Global Practice Change
Mar-04Mar-05Mar-06Mar-07Mar-08Mar-09Mar-10Mar-11Mar-12Mar-13Mar-14Mar-15Mar-16Mar-17Mar-18Mar-19Mar-20Mar-21
Investigational Observational Interventional Critical review
Guideline
Publications featuring NHF for respiratory support in Adults

Local Practice Change
Requires us
to change
practice
hospital by
hospital

Changing Clinical Practice
GLOBAL
PRACTICE
CHANGE
LOCAL
PRACTICE
CHANGE
Changing
clinical practice
is difficult
Global practice
change helps
local
Local practice
change helps
global

Better products
Optiflowsystems
Applying our expertise
Broad application
Adoption
OUR PURPOSE
Improving care &
outcomes through
inspired and world-
leading healthcare
solutions

Airvo Optiflow System

Humidification

Broad application

Systematic review
with meta-analysis
Systematic review
Clinical outcome controlled trial
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion/Narrative
Benchtop/descriptive study
Guideline
Adoption
Mar-04Mar-05Mar-06Mar-07Mar-08Mar-09Mar-10Mar-11Mar-12Mar-13Mar-14Mar-15Mar-16Mar-17Mar-18Mar-19Mar-20Mar-21
Investigational Observational Interventional Critical review
Guideline
Publications featuring NHF for respiratory support in Adults

Broad application

Hospital Respiratory Support
OUR PURPOSE
Improving care &
outcomes through
inspired and world-
leading healthcare
solutions

Home Respiratory
Support -myAirvo
Dr Robert Kirton
Marketing Manager

myAirvo
•Better patient outcomes
•Reduce chronic patients
hospital
•Major cost of care
•Initial target COPD

myAirvo-Care Continuum
•Chronic patient has respiratory
exacerbation Hospital
•Treated with AIRVO/Optiflow in
hospital
•Discharged from Hospital
•Prescribed myAirvofor home
use

myAirvo-Nasal High Flow Therapy
•Humidified air for respiratory
support
−Body temperature and 100%
Humidified
•Essential for therapy tolerance
•Essential for improving mucus clearance
−2 to 60 l/min of gas flow
•Making breathing easier
•Wash out CO
2
•If oxygen required
−Can be added into therapy

myAirvo–Who uses it?
Anyone with a Chronic Respiratory Disease
Other respiratory
conditions
•Bronchiectasis
•Asthma
•Cystic Fibrosis
•ILD / IPF
•Chronic Hypoxemia
•Pediatrics
•Tracheostomy
•Other
Initial focus is COPD
•3rd leading chronic killer (WHO)
•6-8% of the population
•Estimates ~ 384 M people worldwide
•Limited treatment options
•Major unmet need for non-pharma
treatment

COPD –Chronic Obstructive Pulmonary Disease
“COPD is like ‘spending ten years drowning,’ to quote one of my patients’
progressive dyspnea gradually erodes the patient’s quality of life, and thus,
their independence.”
- Lindsay M. Lawson, MD
Issue: BCMJ, vol. 50, No. 2, March 2008, P57 Editorials
Debilitating and
incurable
Progressive disease
Can slow progression and
improve quality of life
Reduce exacerbations and
going to hospital

GOLD characterisationof COPD
•Global Strategy for the Diagnosis,
Management, and Prevention of
COPD
•Degree of COPD is characterized
by the airflow limitation
(obstructive)
−“How hard to breath in and out”
−As disease progresses, get harder
FEV
1
% predicted
Gold 1
≥80
Gold 250-79
Gold 330-49
Gold 4<30

GOLD characterisationof COPD
AB
CD
Increasing exacerbations
Increasing breathlessness
•Global Strategy for the Diagnosis,
Management, and Prevention of
COPD
•Degree of COPD is characterized
by the airflow limitation
(obstructive)
−“How hard to breath in and out”
−As disease progresses, get harder
•A combination of exacerbations
and other symptoms

COPD: Key Published Clinical Evidence

Quality of Clinical Evidence
GUIDELINES: Clinical practice guideline, review of systematic reviews with recommendations.
SYSTEMATIC REVIEWS: e.g. Cochrane Collaboration Review
Synthesizes and critically analyses data from RCTs. Important for evidence-based medicine.
Systematic review
with meta-analysis
Systematic review
Clinical outcome controlled trial
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion
Benchtop/descriptive study
Guidelines
CONTROLLED TRIALS: Most rigorous way of determining whether a cause-effect relation exists between treatment
and outcome and for assessing the cost effectiveness of a treatment. Gold standard for clinical trial design but
resource intensive and difficult to get right.
OBSERVATIONAL STUDIES: Not controlled, but important to test hypotheses and inform RCT designs.
Easier to execute than an RCT.
CASE REPORT: Based on a single, clinical observation. Clear limitations (i.e. not generalisableto broad
populations), but important to capture unusual or novel learnings. Can generate hypotheses to be tested.
EXPERT OPINIONS/IDEAS: e.g. Clinical practice guidelines, consensus panel
Important for generating research interest on a subject matter.
Establish causality bias
Generate hypothesis bias

Systematic review
with meta-analysis
Systematic review
Clinical outcome CT
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion
Benchtop/descriptive study
Guidelines
Quality of Clinical Evidence
GUIDELINES: Clinical practice guideline, review of systematic reviews with recommendations.
SYSTEMATIC REVIEWS: e.g. Cochrane Collaboration Review
Synthesizes and critically analyses data from RCTs. Important for evidence-based medicine.
CONTROLLED TRIALS: Most rigorous way of determining whether a cause-effect relation exists between treatment
and outcome and for assessing the cost effectiveness of a treatment. Gold standard for clinical trial design but resource
intensive and difficult to get right.
OBSERVATIONAL STUDIES: Not controlled, but important to test hypotheses and inform RCT designs.
Easier to execute than an RCT.
CASE REPORT: Based on a single, clinical observation. Clear limitations (i.e. not generalizable to broad
populations), but important to capture unusual or novel learnings. Can generate hypotheses to be tested.
EXPERT OPINIONS/IDEAS: e.g. Clinical practice guidelines, consensus panel
Important for generating research interest on a subject matter.
Establish causality bias
Generate hypothesis bias
Optiflowsystems including Airvo
myAirvoHome
myAirvoHome

Systematic review
with meta-analysis
Systematic review
Clinical outcome controlled trial
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion
Benchtop/descriptive study
Guidelines
42
Quality of Clinical Evidence Unstable Higher Acuity
Mar-04Mar-05Mar-06Mar-07Mar-08Mar-09Mar-10Mar-11Mar-12Mar-13Mar-14Mar-15Mar-16Mar-17Mar-18Mar-19Mar-20Mar-21
Investigational Observational Interventional Critical review
Guideline
Publications featuring NHF for respiratory support in adults

Systematic review
with meta-analysis
Systematic review
Clinical outcome controlled trial
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion
Benchtop/descriptive study
Guidelines
43
Quality of Clinical Evidence Unstable Higher Acuity
Mar-04Mar-05Mar-06Mar-07Mar-08Mar-09Mar-10Mar-11Mar-12Mar-13Mar-14Mar-15Mar-16Mar-17Mar-18Mar-19Mar-20Mar-21
Investigational Observational Interventional Critical review
Guideline
Publications featuring NHF for respiratory support in adults

Systematic review
with meta-analysis
Systematic review
Clinical outcome controlled trial
Physiological/Pilot controlled trial
Observational study/Cohort study
Case report/Case series
Editorial/Commentary/Opinion
Benchtop/descriptive study
Guidelines
Quality of Clinical Evidence Stable Low Acuity
44
Mar-04Mar-05Mar-06Mar-07Mar-08Mar-09Mar-10Mar-11Mar-12Mar-13Mar-14Mar-15Mar-16Mar-17Mar-18Mar-19Mar-20Mar-21
Investigational Observational Interventional Critical review
Guideline
Publications featuring NHF for respiratory support in stable adults

myAirvo–Growing Clinical evidence
Early evidence
very promising
COPD studies = 13
Pulmonary rehab studies
= 5 (COPD)
= 5 (other diseases)
Other disease studies = 5
Many studies underway to
strengthen clinical
evidence
Needs to change
clinical practice

Summary
•Many potential patients for
myAirvoin the home
•COPD a major market
opportunity with largely
unmet need
•Growing clinical evidence
•Changing clinical practice

Surgical
Humidification
Winston Fong
VP Surgical Technologies

Intro –Laparoscopy and laparotomy
1. https://www.thestar.com.my/lifestyle/health/2017/05/07/a-keyhole-to-health; 2. SugarbakerPH. Cytoreductive surgery using peritonectomy and visceral resections
for peritoneal surface malignancy.
Translational Gastrointestinal Cancer. Vol 2, No 2 (April 2013).
12
14M
Laparoscopy
procedures
6M
Laparotomy
procedures

Cold dry exposure to the patient
•Patient is exposed to cold and
dry CO
2
(laparoscopy) or
ambient air (laparotomy)
during surgery
•Very different to natural
physiological state (warm and
wet)
•Cold and dry CO
2
causes
evaporation which results in
loss of heat and moisture from
patient

What’s the impact from cold dry exposure?
Tissue/Cell damage
Effect of cold, dry CO
2
and/or cold, dry operating
room environment on the
tissue surface
CONTROLCOLD, DRY
AT THE START OF INSUFFLATIONAFTER 2 HOURS OF INSUFFLATION
Hypothermia
Evaporative heat loss due
to exposure to cold, dry
CO
2
and/or cold, dry
operating room
environment

Implications of Hypothermia and Tissue/Cell damage
Intraoperative
Tissue / Cell damage
Postoperative
HypothermiaSurgical site infection
Peritoneal Tumor Metastasis
Adhesions

Surgical Humidification with HumiGard
•Surgical Humidification Platform
−Tuned to deliver warm
humidified CO
2
•Humidified Consumables Kit
−Thermally insulated tube –
prevents the loss of heat and
humidity to the theatre
environment
−Optimisedfor Operating
Room environments

Growing the clinical evidence
14
12
10
8
6
4
2
Surgical Humidification research publications per annum
20102011201220132014201520162017201820192020Underway

7%
9%
44%
38%
Costs of Care in the Operating Room
Medical Supplies
Other direct
Indirect (i.e. hospital
overheads)
Wages and Benefits
Benefit of improved patient outcomes
•30% of hospital admissions are
through the Operating theatres.
These admissions represent 50%
of hospital costs
•Cost of a hospital stay after a
surgical procedure in an OR was
2.5 times more expensive than
that of a hospitalisedpatient not
requiring a surgical procedure
1. Healthcare Cost and Utilization Project (HCUP) Statistical Briefs [Internet]. Rockville (MD): Agency for Healthcare Research and Quality (US); 2006-2014 Feb; 2. Childers et
al. Understanding Costs of Care in the Operating Room. JAMA Surgery (2018).

Summary
•Surgical humidification plays a key
part in establishing a third market
within the hospital.
•Right for the patient, good for the
caregivers and hospital systems
•~20M patients (14M Lap, 6M Open)
globally

Global Reach
Sales & Marketing
Justin Callahan - President
North American Operations

Positioning
$8000
$7000
$6000
$5000
$4000
$3000
$2000
$1000
~$8000
Cost of stay
Higher cost
consumables
Value
~$6000
COPD average
reimbursement
Cost benefit
from
reduced
escalation
Conventional
oxygen therapy
F&P Optiflow
therapy
Value vs Cost
COPD
average
cost of stay

Changing Clinical Practice
Using clinical evidence to drive
change
Multi layered with multiple
stakeholders
Building confidence with usage inline
with the evidence, demonstrating
value
Products in each care area builds
familiarity and confidence
Customer experience build’s trust and
confidence
Insert image of
products in action and
or Sales talking with
clinician

Opportunity across the Care Continuum
HOMEWARDED
ICU
Invasive
Ventilation
Noninvasive
Ventilation
OSA
OptiflowNasal High Flow

Reach & Expertise
Acute Care
Homecare
Focused Sales TeamFocused Sales Team
•Sales teams need to be experts in the
clinical application across the care
continuum
•Utilize multiple platforms to access and
inform customers
•Developing strong collaborative
relationships with Key Opinion Leaders
•Manage complex supply chain

Global reach
in Developing
Markets
Bryan Peterson -General Manager
International Sales - ROW

Changing Clinical Practice
Evolution of a therapy to change clinical practice
−Therapy/Product Development
•Ideas / observations
•Improvements to therapy with existing technology
•Refinement of ideas / development of prototypes,
constant improvement
•Clinical evaluation
−Clinical Development
•Case studies
•Physiological outcomes
•Observational studies
•RCT’s
•Meta analyses
•Clinical practice guidelines

Our Global Coverage
Our people
are located in
45 countries
Sell into more than
120+ countries
With more than
180+ Distributors

The Market Development Curve

The Market Development Curve
Developing Markets
Developed Markets

Enhancing Distribution Partners
Distribution Partners
•Independent local company
•Sales/Marketing team
•Finance/Operations team
•May distribute few or many products
•Typically 10-100 people
Multi-channel distribution
•Focus
•Training & support
•Strategic alignment

Story remains the same
•Changing Clinical Practice
•Reducing escalation of care
•Enhancing the de-escalation of
care and avoidance of rebound
•Sustainable sales

Lessons learned accelerates growth
•Knowledge and learnings from the Developed
markets drives growth in Developing markets
−Same patients
−Same environment,
−Potentially different resources available
•Working with KOL’s, educating clinicians on
therapy, supporting broad utilisation of F&P
therapies.
•Distributors tell our story...
Developed
Market
Developing
Market

Improving care and outcomes
People
Helping
People

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