This client needed a sales and marketing demo for Hemodialysis, specifically for providers caring for end-stage renal disease and acute kidney injury patients. Their previous models were not solving their needs. They came to Pulse with the following problems with their current model:

• Production quality units were not an option for demonstration purposes due to weight and complexity of the hardware
• Existing full size demo units were replicas of the production units without the internal mechanical hardware. These units were being used for demonstration purposes but still
  presented a logistical challenge and remained very expensive to ship.
• Shipments of existing demo units would go directly to the hospital loading dock creating additional hassle for the reps to retrieve and always meant only one demo was possible per day.
• As a result of these challenges, existing full size demo units did not enable easy scalability.

“A product that can’t be demonstrated or trained to its full potential is a product that is more difficult to sell.”  SR. Director of Global Marketing & Sales Training

This was an exercise of cost, speed, weight, and size. First, we needed to determine which features needed to be included for their sales objective and which features were not needed. Next, we determined which parts could be used from production and which needed to be custom made. The majority of the necessary features and interface are included in the front of the model, but Outset did not want to completely cut off the back of the model. They wanted to show their customers the size of a full-size unit compared to traditional hemodialysis devices as this was a selling point and competitive advantage.

Pulse MDM ideated and designed an accordion style folding mechanism: The internal portion of the unit, which in a production quality device holds all mechanical hardware, software, and fluidic components, was non-essential for the demo and was eliminated, allowing the back plate to collapse inward toward the front and minimize the shipping size/cost. For the demonstration, the model is unfolded to represent the full-size and volume of the unit.

Pulse MDM worked with Outsets’ manufacturing engineers and production personnel to get the required CAD data and production parts. Pulse MDM engineered a frame to securely hold the Outset supplied production components and the folding mechanism. A final fabricated model was completed and sent to Outset for review and to test how it shipped. Making a model economical, fast and to satisfy all the customer requirements is difficult enough but this assignment had the added complication of weight management. Weight reduction turned out to be the most difficult challenge. The model needed to be light enough to not be considered freight. The demonstration unit components were robust and heavy to withstand daily use and the Pelican shipping case further added weight. The final design included certain components represented as images on labels to further reduce weight.

Portability and convenience were key challenges for our client, Outset. Shipping production units was not only prohibitively expensive, but it also required Outset to hire a shipping company to transport the demo unit to each appointment. This arduous process took many hours and dollars to execute. The new, Pulse MDM designed, collapsible demonstration model solved these problems:

1. It allows for the full demonstration of features: Filtration, Dialysis, and graphic user interface (GUI) to increase customer learning.
2. It is economical to provide for each salesperson, allowing for increased training opportunities and scalability.
3. It allows for salespeople to transport the demo themselves, reducing shipping costs and dramatically increasing customer interactions.

The Tablo Hemodialysis System is designed for use in the hospital, clinic, and home representing a versatile approach to reducing the cost and complexity of dialysis. Tablo is an all-in-one system with fully integrated water purification essential for the creation of dialysate. The system is easy to learn and use enabling new nurses to train to proficiency in hours, and even new dialysis patients in only days. This novel dialysis system is also connected and intelligent leveraging two-way wireless data transfer and cloud based monitoring and reporting helping automate many of the historically mundane and manual tasks experienced with traditional dialysis devices.

The custom Tablo demonstration model is not available for sale to the public.

Pulse Medical Demonstration Models (Pulse MDM) are delighted to ideate concepts that are specific to your unique medical device and procedure. Please use this link to start the process of receiving a model concept; a visual representation of how clinicians and patients will experience your product and procedure. Pulse MDM does not charge for model concepts or the conversations around them so there is no risk to see how we can help you to tell your story in the most engaging and memorable way possible.