Company Overview
Angus Medical Inc. is a Canadian owned distribution company specializing in infection control, safety devices and IV therapy.
It is our vision to change the face of health care in Canada through cutting edge technology. We have been very successful in acquiring some of the largest acute and home health care customers in Canada including, but not limited to, University Health Network (Toronto), Vancouver Coastal Health Region, Alberta Health Services, Sick Kids, Saskatoon Health Region, Winnipeg Health Region, CALEA Home Care, and Rexall Specialty Pharmacy. These accounts have been cultivated through well-established customer relationships, based on attention to detail, high quality service, and continuing exposure to carefully selected, industry leading, products that separates us from our competitors.
It is our vision to change to face of health care by setting new standards of execution and service in the Canadian health care system.
Angus Medical is unique. We offer uncompromising customer service and the best pricing available. We provide top-level support, education and implementation – bridging the gap between old technology and new.
Organizational Structure
Bruce Robertson, CEO
Mr. Robertson has worked in the Medical products industry in Canada for the past eight years. Previously he was employed by ICU Medical (ICUI - NASDAQ) as a product specialist for Western Canada. In this role he supported the technical sales of all needle free medical devices. From 2001 to 2002 Mr. Robertson worked as a sales representative for Stevens Medical Inc. In 2004 he secured the Canadian distribution for a new line of Maximus needle free equipment, and started his own medical distribution company. Mr. Robertson has a Bachelors degree in Exercise Physiology. He also completed a Diploma in Economics from Oxford University. In 1996 Mr. Robertson competed at the Barcelona Olympics as a member of the gold medal Canadian Rowing Team.
Sales Team
Shawn van Hoof - Territory Manager Ontario
Lora Hamilton, RN, BN - Territory Manager Prairies
Krishna Baichwal, MBA - Territory Manager British Columbia
Organizational Support Structure
Tammy England, CGA – President
Greg Sprecker – Inventory Coordinator
Karen Davidson – Accounting Manager
Angus Medical History
Product History
2004 - MaxPlus Positive Displacement IV Connector
Maximus Medical - IV therapy equipment.
2005 - MiniLoc Safety Huber Needle Set
Specialized Health Products International (SHPI – now CR Bard)
Dynamic Hospital Surge Shelters
Dynamic Air Shelters
2006 - BodyGuard Infusion Pumps
Caesarea Medical Equipment (CME)
2007 - Unitract Safety Syringes
Unilife Medical Solutions
SafeStep Safety Huber Needle Set
Specialized Health Products International (SHPI – now CR Bard)
Pandemic Flu Kits
Sundstrom (Sweden)
2008 - MedeFlush Pre-filled Flush Syringes
Medefil Inc.
Delta and NeoDelta Safety IV Catheters
Delta Med Medical Devices (Italy)
2009 - EZ Huber Safety Infusion Set
PFM Medical Inc.
Angus Medical Growth
Since it's inception in 2004 by Bruce Robertson, Angus Medical Inc. has shown consistent positive growth in all aspects year by year.
Staff
Starting from a one person operation, Angus Medical Inc. has evolved into a well-balanced, streamlined operation that now supports a staff of 10 full-time employees. Growth of the sales team has increased proactively to meet the needs of an expanded client base across Canada, with further additions expected in 2010 in Eastern and Central Canada.
A solid core of internal support staff has been built to support the high level of customer service that Angus Medical prides itself on and is known for in the Canadian health care system. Tammy England, VP of Operations (CGA) leads the customer support team.
Client
Angus Medical Inc. has developed very strong business relationships with the Canadian Health Regions across the nation in the relatively short period of its existence. The company has built a solid brand that has become associated with providing superior products, excellence in customer support, and cost effectiveness. From this we have developed a client presence in almost all major markets in Canada that continues to expand rapidly.
Products
Angus Medical Inc. has carefully selected a well-balanced product line that features some of the most respected specialized products in the industry. We have consistently sought after highest quality products in the market that offer an evolution in technology that we can extend to our clients and provide us with a competitive advantage.
Financial
Angus Medical Inc. has shown consistent financial growth on a year-by-year basis of close to or above 100% per year, which has been well balanced across our product line-up.
The Canadian Market
The Canadian health care is markedly different than that which is found in the United States and results in a typically longer sales cycle that requires some degree of patience.
The socialized Canadian health care system is government owned and operated. Hospitals and associated care facilities are organized into regional-level umbrella groups that vary across the nation. They may be organized into a purchasing group of hospitals, regionally based at the city level, or as most recently structured in Alberta, at a provincial level.
Most, if not all procurement is based on long-term contracting through an open bid process. This is especially true for capital purchases. It is a system based on relationship driven sales with very well entrenched “preferred vendors” in each of the health regions across the country. Although we have circumvented some contracts to sell products off-contract, this is not typically the norm.
We review all major web-based bid sites across Canada on a regular basis, but our sales goal is to bring advance exposure of the products to our clients and uncover opportunities before they reach the bid stage so that these bids may be tailored to fit the uniqueness of our products.
Sales Approach for New Products
Selection
Members of our sales team are consulted prior to selection of any new product for their views on the quality, uniqueness, competition analysis, and fit within each particular territory for the product. Through this process they begin to educate themselves on the features and benefits of the product while evaluating the competition and uncovering opportunities.
Market Introduction
Once familiar with the product, our sales team begins to reach out to key contacts within our client base via email, phone, and ultimately face-to face meetings to build ground swell for the product. Current contract status is identified and options for early entry are explored along with identifying key decision makers.
Marketing
All Angus Medical products are supported through a number of advertising mediums to establish a wide berth of exposure within the Canadian healthcare system. We regularly submit material to many of the Canadian health care journals including but not limited to, the Canadian Association of Nurses in Oncology (CANO), Canadian Vascular Access Association (CVAA), Community and Hospital Infection Control Association (CHICA), and Canadian Healthcare Facilities Guide. We consistently produce eye-catching, high quality ad pieces for each of our products that can be used for journal publication or as handout flyers. (See Appendix A for examples of our print ads)
In addition to journal publication we participate in annual regional and national trade shows and conferences to build upon our contact base and support the product line. Our trade show display offers a removable panel that features new products and integrates these products within the Angus Medical brand. (See Appendix B for visuals of our display)
In Servicing and Support
A thorough education process of the end users always supports product conversion. We provide the end users with all available support materials to make the transition to any new product as seamless as possible and to overcome any start-up issues that may arise. We have found education to be a key element in our competitive advantage, which truly separates Angus Medical apart.
We like to utilize manufacturer support as a value add to our customer when possible as this typically has a strong impact in the Canadian market and strengthens the relationship.
We are looking to expand our website to include on-line training resources as well
Our internal service staff is well trained to ensure a smooth conversion throughout the process. They maintain effective communication with the purchasing departments of our clients and with our suppliers to ensure excellence in customer service from start-up and beyond.
Why Customers Choose Angus Medical
• Canadian owned and operated – premier provider in medical safety
• Best-in-class exclusive product line
• Unbundled product lines allowing true price visibility
• Cost savings due to streamlined operations
• Manufacturer and representative supported training, in-servicing and follow up
• Uncompromising customer service and education available through multiple mediums
Why Manufacturers Choose Angus Medical
• Professional, dedicated sales and distribution
• Well established long-term relationships with client base and growing
• Products paired with Best-in-class exclusive product line with focused call points
• Select product line allows for balanced and dedicated focus on each product
• Strong communication in partnerships, sharing market feedback and new product needs.
• Consistent market growth
• Efficient and effective access to the Canadian health care market