Stretchers & Chairs

Sales Success Kit
This FYI kit includes information that will aid in your selling success with our Patient Transportation and Positioning Systems.
HAUSTED Patient Handling Systems, LLC
the big picture

The Science Behind The Solution Glossary
the science behind the solution

Out of Todays Needs Come Tomorrows Demands
Patient transportation and positioning systems may be the first piece of medical equipment that a patient comes in contact with in many clinical settings. Whether a patient walks through the front door or is received through the Emergency Department, odds are, at some point in his or her hospital visit they will be placed on some type of patient transportation or positioning system. It may be the platform that transports the patient safely to the appropriate care giving department or it may be the actual platform where care and treatment are administered. Patient transportation and positioning systems may take the form of a stretcher, chair, or mobile procedural unit, but at some point, they will influence patient outcomes. Powered units Reduce physical and time demands on caregivers. Procedure specific systems (VIC and MBC Chairs).
Changing Demographics
Patient Transportation and Positioning In the Beginning

A few years ago, healthcare had one requirement for patient transportation and positioning systems: transport the patient safely from one healthcare setting to another. That was it. These early devices were solely patient transportation platforms, commonly referred to as gurneys. Other equipment was needed for positioning and treatment. As healthcare evolved, so too did the function of the gurney.
Live Long and Prosper Advancements in medicine have helped prolong the life expectancy of individuals, but this has also placed a huge burden on the healthcare community. As people age, they tend to require more medical intervention and care. The healthcare industry has been forced to find ways to effectively and economically provide care to these individuals. Do you recall the TV commercial about Banana Bob, the 90-year old man who barefoot water-skis and competes in Iron Man triathlons? Every day the morning TV show Good Morning America highlights birthdays of people who are 100 years old or more. Patient transportation and positioning has an ever-increasing role in the effort to provide care to the aging population. Key areas of focus are: Pressure management Minimize pressure related injuries resulting from extended stays. Zone of Care Allows care givers to maintain uninterrupted interaction with patients (Reference Glossary). Efficient patient transfers Facilitate the needed transfers with products like the Slick Patient Transfer System and features like zero transfer gaps. Reduce patient transfers Diversity of our product line can eliminate unneeded transfers. The patient can remain on one unit from admission to discharge. Big Problems The average weight of Americans has risen sharply over the last decade. A few years ago, a 320-pound football player rose to national fame simply because of his size. His name was William The Refrigerator Perry, The Fridge for short. Look at famous sports stars today; The Fridge would only be average sized in comparison to many of todays athletes. A 400-pound person used to be an oddity; today 400-pound patients are commonplace. Heavy individuals, like older ones, typically require more healthcare efforts than the general population. Healthcare has been challenged to find ways to deal with the increasing number of morbidly obese individuals. Key focus areas are: Adequate patient surface widths Larger patients require wider patient support surfaces to accommodate their larger frames.
What Happened to Yesterdays Healthcare?!

Technology Advancements
Medical Miracles C-arms, endoscopes, and fiber optics are all relatively new technology. They are just a few examples of recent medical advancements. Ten years ago, cardiac procedures required aggressive, invasive surgery. Today, bypass procedures and angioplastic procedures are completed in relatively short time frames. Thus, procedure locations have shifted from the OR to the Cardiac Cath Lab, Emergency Department or equivalent. Recovery locations have shifted from a lengthy inpatient hospital room admission to a few hours recovery and monitoring time at the facility, and a then a few days at the patients home. To support the advancement of medical technologies we offer: Radiolucent tops Allow imaging without transferring the patient to a separate piece of equipment. Translating tops Enhance imaging access.
the science behind the solution

Elevated weight capacities Systems must be stable and functional with heavy patients. Powered functions Large patients are difficult to position manually, staff may need mechanical assistance to eliminate potential for injury to patient and staff. Versatility Bariatric stretchers provide an ideal platform for performing procedures on obese patients. Zero transfer gap Minimizes the risk of patient or staff injury. Emergency Departments, long time proponents of patient transportation and positioning systems as care platforms, are performing more procedures directly in their department in lieu of admitting patients. This has increased their need for procedural as well as general transportation units. Todays Emergency Departments are required to be a full-service facility within a facility. They often complete their own x-rays Need radiolucent surfaces. They observe patients for lengthy periods of time Powered systems that are comfortable and safe for the patient to remain on for many hours are required. Increased caseloads and increased procedures mean increased risk of nosocomial infections Transportation systems need thorough decontamination. Large triage units are more prevalent Require versatile units that offer a non-threatening environment, like an APC chair or comfortable stretcher. Outpatient Surgery has become the fastest growing segment in the healthcare market. Procedures that once required lengthy hospital admissions are now performed in outpatient settings. Today it is common to see minor surgery (orthopedic, ophthalmic, and minimally invasive procedures) take place on patient transportation and positioning systems. Even microsurgery, where positioning and stability are paramount to ensure positive patient outcomes, are now performed on Patient Transportation and Positioning Systems. These facilities need: Zone of Care. Mobility Superior caster systems to move and position patients quickly and easily. Stability Sturdy platforms that accommodate delicate procedures. Versatility One system must support the patient through pre-op, treatment, post-op, and recovery.
Implications for Our Customers

To continue providing care, healthcare facilities have begun to run themselves more like conventional businesses. Healthcare facilities have been challenged to become more efficient, not only to handle increasing caseloads and changing demographics, but to control costs. Facilities need systems that not only fit their current practices, but that allow them to constantly improve upon those practices. Processes for patient flow and equipment flow are constantly monitored and revised for efficiency. Capital equipment purchases are reviewed more critically. General patient transportation is still the most significant need for healthcare providers. More surgeries are being performed today than ever before, therefore, there is an increased need to safely and effectively transport a patient from one area of a hospital to another. Patient flow and equipment flow are focus areas for constant process improvement. To support these focus areas we offer: Zone of Care Eliminates the need to interrupt patient care to operate stretcher or chair functions. Multiple width options Narrow widths allow unobstructed patient interface and mobility in narrow hallways and rooms. Wide widths accommodate larger patients. Superior caster systems Increase mobility. Multiple steering options Center track for tight corners and narrow hallways, four corner steering for long hallways.
glossarY
Airglide Side Rail With a 76-inch length tubular stainless steel design, this option provides superior patient coverage and durability. Folding away from the stretcher, and under the frame (versus folding into the frame like our Retracto rails), our AirGlide siderails provide a large patient support surface. In the lowered position, this side rail system will allow for clearance of an oxygen tank which may be stored in the base of the unit. In the elevated position, the built-in push handles of the side rails will complement the caregivers body mechanics when transporting a patient. Bariatric Morbidly obese patients with excessively large frames. To care for these patients, our Horizon Bariatric Stretcher has a higher weight capacity of 625 lbs., as well as a wider support surface to accommodate the size of these patients. To maximize the patient support surface, this stretcher is designed with AirGlide rails which fold away from the stretcher and under the frame. Bumper System Non-marking, heavy-duty, protective materials which are strategically placed on the frame of our units. This protective material is designed to prevent marring of the walls resulting from stretcher-wall collisions. (Custom colored bumper options allow our customers to better identify the department for which the stretcher is dedicated.) Caster Wheel. Wheels are designed for patient transportation and positioning systems to provide stability and ease of transport. The selection of the wheel will greatly affect the handling capabilities of the stretcher or chair. Features to consider when selecting a caster: Diameter The diameter of the caster will determine how high a unit is elevated off of the floor. We have designed our chairs with 5" diameter casters to place the unit close to the floor. The low height of our chairs ensures patients can easily place themselves on our chairs, as well as get themselves off of them. Because casters with larger diameters travel further per revolution than smaller diameter casters, larger diameter casters are preferred for transporting patients over longer distances. For this reason, our general transportation stretchers are designed with 8" diameter casters. Width Narrow casters have less area of contact with the floor than wider casters. The less contact area between the caster and the floor, the less friction will be generated between the two surfaces. The lower the friction, the HAUSTED Patient Handling Systems, LLC easier it will be for the caregiver to push the patient transportation and positioning system. Center TRACK Steering Many customers may refer to this steering system by a term originated by Stryker: 5th Wheel. This steering system utilizes a spring-supported wheel located in the center of the units base. The spring support allows the wheel to lower and raise depending on the surface of the floor. This is standard on our multi-purpose units. This center wheel will allow the stretcher to rotate upon its centerpoint when maneuvering around tight corners. Corner Steer This steering system utilizes the left, foot-end, caster as a guide wheel. The direction of this wheel will guide the direction of the other wheels. This steering system does not rely on a spring-supported center wheel for turning. With this in mind, this system will offer some unique durability benefits over the center mount steering system when used on uneven floors. Electric Powered Units which utilize electric power to allow caregivers or patients to adjust such features as height, backrest position, leg section, Trendelenburg, and knee flex. Electric-powered units may assist in patient care by allowing the patient to control his/her position on the unit. Electric-powered units may assist in patient care by allowing the caregiver to easily position the patient on the unit. Battery back-up is a unique benefit of our units. Battery back-up is provided in case of a power outage or if an electrical source is not readily available. Manual control capabilities have the ability to override the power controls in emergency situations. Battery: 6 to 8 hours of continuous use; can be completely recharged in 3 hours. Fowler Also referred to as a backrest. Pneumatic-assisted or powered. Caregivers can easily position the upper half of their patients body at an angle ranging from 0 degrees to 90 degrees. Our cable-free fowler design enhances the reliability of our unit by reducing the number of moving parts.
glossary
Knee Flex The bending of the knee. Also refers to an optional feature on stretchers that can angle the knee of a patient. Knee flex is desired after specific procedures such as an arthroscopy. The knee flex option can position the knee at an angle ranging from 0 degrees to 60 degrees. The bend of the knee after surgery allows for an unobstructed flow of blood to the surgical site and helps to prevent the possible stiffening of the joint. If the patient is in the supine position, the bent knee position assists with the flow of blood to the upper body. A patient may be secured from sliding down the patient surface toward the foot end of the stretcher during transportation by elevating the backrest and utilizing the knee flex. Knee Gatch Also referred to as a knee crank or knee flex. This option will adjust the leg section of a patient transportation and positioning system to provide a surface by which to flex the knee. Observation Room A designated area or room within an Emergency Department where a patient is placed so as to closely monitor his/her condition and determine if hospital admission is necessary. Patients may remain in this room for an extended period of time based on their condition and diagnosis. For this reason, pressure management and patient comfort are important considerations for your customers. With more procedures being conducted in the Emergency Department, these areas have become very important. PACU/Recovery Post Anesthesia Care Unit. This area of the Operating Room is the location patients are transferred to immediately after surgery. They are monitored closely to ensure no post-surgery complications develop. Once stabilized, the patient is transferred to the appropriate Nursing Department. Patient Interface The ability to monitor, observe, interact, and provide care for a patient. Patient Support Surface The top section (backrest and leg section) of a patient transportation and positioning system on which a patient is placed during transportation, diagnosis, or a procedure. Percent of Patient Coverage The amount of protection a siderail may provide a patient as compared to the total patient area possibly at risk. Length of side railLength of stretcher. Platform The surface on which a patient is placed during transportation, diagnosis, or a procedure. Polymer Coated Durable, plasticized coating. This coating helps to prevent chipping and rusting which is typically seen on painted surfaces. Retracto Side Rail With a three-position, tubular stainless steel design, this siderail option provides excellent patient coverage, while providing staff safety. In the elevated position, utilizing the built-in push handles, the staff can safely transport and secure a patient. In the middle position, the nursing staff can administer care to the patient without having to strain to reach over a completely elevated siderail. The middle position, while providing security to the patient, will also provide needed safety to the caregiver in situations when a patient is combative. To help ensure patient safety, this side rail system folds into the frame of the unit. This feature, unlike the AirGlide system which folds away from the stretcher and under the frame, allows the unit to be moved side by side with a procedural platform in the elevated position. After properly positioning the unit next to the procedural platform, the side rail may be lowered (no need to lower the rail prior to moving the unit side by side with the procedural platform as with the AirGlide rail). Slick Patient Transfer Mattress System Two-part transfer system: 1) Base mattress Secures to the transport stretcher. 2) Transfer mattress Patented technology which allows for zero friction coefficient, enables one caregiver to easily and safely perform a patient transfer.
glossary
Tente German manufacturer of casters. Tente is known for quality and precision manufacturing. 8" stainless steel Tente casters are found on our Horizon Series stretchers. Enclosed, self-lubricating, ball bearing design. No need to oil the ball bearings or take extra precautions to ensure dirt or debris does not get lodged within the caster. Easy-to-clean design. Solid, stainless steel design allows for easy and thorough cleaning. Thermoform Base Molded, one-piece base allows for easy cleaning and disinfection. The base is fabricated with a storage area for personal items and an area to accommodate medical equipment such as an oxygen tank. Trendelenburg The angulation of a patient in the supine position. The position in which the patients head is low and the body and legs are on an elevated and inclined plane. In this position, the abdominal organs are pushed up toward the chest by gravity. This position assists in moving the organs away from the surgical site. Examples of surgical procedures requiring the patient to be placed in the Trendelenburg position include a hysterectomy and exploratory pelvioscopy. Zone of Care This is a proprietary benefit that only we can provide our customers!! The placement of our controls allow caregivers to adjust the position of the stretcher and position the patient without having to move away from them. Controls can easily be manipulated while maintaining eye contact with the patient. This is critical in effectively monitoring their condition. Changes in the patients appearance (color, sweating, etc.) and behavior may be visually observed and acted upon quickly. Zero Transfer Gap Limited or no space between the patient transportation and positioning system and another platform. Not allowing a gap between the two platforms is critical to ensuring patient safety. Space, or gaps, between platforms may create a situation resulting in the pinching of the patients skin or the lodging of a finger in the space during the transfer. Our Retracto side rails are equipped with a plastic rail cap. This rail cap, attached to the top of the siderail, prevents a gap between the stretcher and another platform. By creating a level surface between the mattress of the stretcher and/or chair and the other platform, the patients safety during the transfer is enhanced. AirGlide rails tuck completely under the frame and allow the patient support surface to mate directly with the platform to which the patient will be transferred, thus enhancing the patients safety.
Products
Product Profile Product Overview
product portfolio
Quick reference guide for Hausted patient transportation and positioning systems.
Patient Transport
Emergency Room Trauma Bay Observation Room Room X-Ray
Radiology Speech Pathology Mammography and Biopsy Pre-Op
Operating Room Surgical Suite PACU/ Recovery C-Section Room
product portfolio
Basic Transport Transport Stretcher Procedural Chairs Horizon Hydraulic Multiple Transport Horizon Hydraulic Horizon Hydra w/ Knee Flex Horizon Hydra w/ Wide Width Powered Horizon Powered Horizon Fluoro-Track Surgi-Stretcher Surgi-Chair
General Patient Treatment Exam Minor Transportation Triage Bay Room Procedure
X-Ray Trauma
APC Chair Speciality Converge Pediatric Youth Stretcher Mamma/Biopsy Chair VIC Chair This is intended to be a recommendation guide only. All applications are not represented.
ambulatory surgery
cardiac cath lab
labor and delivery
gi department
obstretics
Pediatrics
Pain Management Pain Procedure Pain Recovery
Rehab Rehab Exam/ Treatment
Isolation
Out Patient Surgery/ Cardiac C-Section Recovery GI Obstetrics Same Day Cath Room Suite Room Department Department Pediatrics Surgery Basic Transport Transport Stretcher Procedural Chairs Horizon Hydraulic Multiple Transport Horizon Hydraulic Horizon Hydra w/ Knee Flex Horizon Hydra w/ Wide Width Powered Horizon
Unicare models, produced in 1983; Unicare II models, produced in 1987; Unicare III and Gemini models produced circa 1991 were updated and replaced by the Hausted Horizon Series in 1996. The primary enhancements provided by the Hausted Horizon Series are:
Note:
Improved minimum height capabilities Hands-free controls for height and Trendelenburg, reverse Trendelenburg adjustment Self-contained hydraulics Enhanced maneuverability (lighter weight)
Powered Horizon Fluoro-Track Surgi-Stretcher Surgi-Chair
X-Ray Trauma
APC Chair
Speciality Converge
Min. Height Max. Height Horizon Unicare Unicare II Unicare III 22" 23.5" 23.5" 23.5" 35.5" 37" 33" 32"
Pediatric
Youth Stretcher Mamma/Biopsy Chair VIC Chair
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product overview
Multiple Purpose Hausted Horizon Series
The Hausted Horizon Series of stretchers is a full line of multiple purpose stretchers. The Horizon Series provides the customer a full complement of features and options to best meet their needs. The Horizons Series offers the following features: Thermoformed or stainless steel bases Retracto or AirGlide siderails Hydraulic or electric powered height adjustments Pneumatic or electric powered backrests 8" Tente brand casters Stainless steel patient surface & polymer-coated frame Full perimeter bumper systems IV pole and accessory wells at four corners Four corner braking and steering Dual side controls Center-track steering Permanently mounted IV poles Some options offered on the Horizon Series: Extra-wide widths Knee flex
Economy Models
Retracto Rail Base model Base model with extra-wide width option Base model with knee flex option Base model with extra-wide width option and knee flex option 461EMCST 461FMCST 461GMCST 461HMCST
Base Models
Retracto Rail Base model Base model with extra-wide width option Base model with knee flex option Base model with extra-wide width option and knee flex option Airglide Rail Base model Base model with knee flex option 462APAST 462CPAST 462EMCST 462FMCST 462GMCST 462HMCST
Bariatric Models
airglide rail Hydraulic XX-wide and knee flex option Electric/Battery Powered XX-wide and knee flex option
*International
462DPAST
4E2DPAST (110 VAC); 4D2DPAST (230 VAC)*
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product overview
Procedural
Hausted FluOro-TracK 493RPCST
Mobile stretcher designed for use with fluoroscopy machines (C-arms). Full length, radiolucent tops translate to either end providing excellent patient access. The hourglass shaped, trimmed base accommodates a wide range of C-arms. Offers the security of a treatment table with the mobility of a stretcher.
Hausted X-Ray Trauma Stretcher series 468XRYST
The Hausted Horizon X-Ray Trauma Stretcher Series are intended for transport, treatment, and recovery of patients intra- and interdepartmentally in healthcare facilities. The Hausted Horizon Series X-Ray Trauma Stretcher offers unparalleled full length X-ray capabilities, the security of a treatment table, and mobility of a stretcher. The radiolucent patient surface allows clear imaging. To ensure patient comfort, the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment and backrest adjustment. Easy-rolling casters provide full mobility and maneuverability. The integrated X-Ray cassette tray is readily accessible; automatically centers the cassette into the tray; tracks full length and width; and can be conveniently loaded and aligned on either side of the stretcher.
Hausted Converge Hydraulic Powered 472APRST 4E7APRST (110 VAC); 4D7APRST (230 VAC)*
Mobile exam stretcher with built-in, self-storing stirrups to facilitate pelvic and gynecologic procedures. It offers a perineal cut-out, and leg section that folds down 105 degrees. Capable of full-range stretcher or chair positioning.
Hausted Surgi- Stretcher Hydraulic 578EYEST; 578XEYEST (X-wide) Hydraulic/Powered Powered 5E7EYEST (110 VAC)*; 5D7EYEST (230 VAC)* 5E8EYEST (110 VAC); 5D8EYEST (230 VAC)*
Mobile surgical platform for EYE/ENT and plastic surgery procedures. Pre-induction, transport, treatment, and recovery all on one unit. Infinite adjustability of the articulating headpiece assures proper positioning; low-profile headpiece design offers unparalleled site access for the surgeon.
Pediatric
Hausted Pediatric Stretcher Series 4160D0ST
The Hausted Pediatric Stretcher Series is intended for transport, examination, and care of pediatric-age patients in healthcare facilities. The Hausted Pediatric Care Stretcher provides the safety and security of 360 patient protection, as well as 360 patient access when needed. The three position vertical side rails are easy to use, and provide maximum patient security. The dual pedestal design provides maximum stability for patient transport, treatment and recovery. To ensure patient comfort, the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment, and manual backrest adjustment. Additionally, the stretcher is provided with extra high 451 mm (17.75") side and end rails for the enhanced safety of pediatric patients. Easy-rolling casters provide full mobility and maneuverability.
Hausted Youth Stretcher Series 462EMPST
The Hausted Youth Stretcher Series is intended for transport, examination, and care of juvenile patients in healthcare facilities. The Hausted Youth Care Stretcher is a full size stretcher for young children and adolescents with the security of vertical rails. This unit provides the safety and security of 360 patient protection as well as 360 patient access when needed. The three position vertical side rails are easy to use, and provide maximum patient security and end rails are removable to allow patient access. The dual pedestal design provides maximum stability for patient transport, treatment, and recovery. To ensure patient
*International
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product overview
comfort, the patient surface can be adjusted through a variable range of positions, including stretcher height adjustment, and backrest adjustment. Additionally, the stretcher is provided with extra high 406 mm (16") side and end rails for the enhanced safety of juvenile patients. Easy-rolling casters provide full mobility and maneuverability.
Chairs
Hausted Surgi- Chair Powered ESCEYEST (110 VAC); ESDEYEST (230 VAC)*
Mobile surgical platform for Arthroscopy, EYE/ENT, Plastic Surgery, and Same Day Services procedures in a chair configuration. Chair configuration provides a comforting setting for the patient; easily converts to the supine position. Infinite adjustability of the articulating headpiece assures proper positioning; low profile headpiece design offers unparalleled site access for the surgeon.
Hausted APC Chair Hydraulic Powered APC250ST; APC150ST EPC250ST (110 VAC); EPD250ST (230 VAC)*
Versatile, easy to use, and time efficient. Treat, transfer, and transport patients on a comfortable chair configuration. Provides infinite positioning capabilities for a variety of procedures and all phases of treatment. Ideal for Emergency/Triage and Same Day Services.
Specialty Chairs
Hausted ( MBC) Mammography/Biopsy Chair MBC000ST
The Mammography/Biopsy Chair is ideal for use as a procedural chair or treatment table during mammography/ biopsy procedures. The shortened base is easy to maneuver in small rooms with large imaging equipment. The backrest adjusts to a full upright position of 90 to facilitate mammography procedures. This unit adjusts easily from sitting to supine and provides a stable work surface during patient treatment. Preinduction, transport, treatment, and recovery can be performed on the same unit to improve case turn around and streamline patient handling in surgical care.
Hausted VideoFluoroscopic Imaging Procedure and Patient Transport VIC429ST
The VideoFluoroscopic Imaging Chair has been designed specifically for modified barrium swallow studies for AP and Lateral imaging as a procedural chair for diagnosis and treatment. The shortened base is easy to maneuver in small rooms with large imaging equipment. The radiolucent backrest adjusts to a full upright position of 90 to clear, unobstructed view for imaging. Inserts are available for pediatric procedures. This unit adjusts easily from sitting to supine and provides a rotating seat section with a stable work surface during patient treatment. Transport, treatment, procedure and recovery can be performed on the same unit to improve case turn around and streamline patient handling.
*International
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competitors
Competitive Profiles and Cross References
competitive profiles
hill-rom stryker stryker
Basic Transport
Horizon Transport Stretcher Horizon Hydraulic 1300 Transtar P8030: ASP $1,000 - $1,500 720: Fixed Height ASP $1,800 - $2,100 ASP $1,180 - $1,480
Multiple Purpose Stretchers

(all equipped with pneumatic fowler, permanent IV pole, and 4" mattress) Horizon Airglide Horizon Retracto Std. Width, no knee gatch Transtar P8000 Series: Std. Width, knee gatch X-wide, no knee gatch X-wide, knee gatch Transtar P8000 Series: Transtar P8000 Series: Transtar P8000 Series: ASP $2,967 Prime Series 1105/1115: ASP $3,218 Prime Series 1105/1115: ASP $3,118 Prime Series 1105/1115: ASP $3,386 Prime Series 1105/1115: ASP $3,215 - $3,600 M 1005/1015: ASP $3,515 - $4,000 M 1005/1015: ASP $3,597 - $3,950 M 1005/1015: ASP $3,897 - $4,050 M 1005/1015: ASP $2,497 - $2,725 ASP $2,797 - $3,125 ASP $2,697 - $2,837 ASP $2,997 - $3,237
Transtar P8000 Series Prime Series M Series Not Offered Glideaway Not Offered
Procedural
(comparable units) Horizon X-ray Trauma Fluoro-Track Surgi-Stretcher Converge P8040: 8010: Surgical Stretcher P8050: Transtar OB/GYN: ASP $4,073 Prime 1020: ASP $4,695 1069: ASP $4,500 - $5,000 1061 Glynnie: ASP $3,853 - $4,480 1002: ASP $5,082 ASP $3,600 - $4,190 ASP $3,973 - $4,524 ASP $3,197 - $3,695 Not offered 1080:
Chairs
APC
(comparable units) P1320A Procedural Recliner: ASP $3,500 - $4,200 5051 Hydraulic Chair: P1320A Procedural Recliner w/ Accessory 5051 ASP $3,900 Surgi-Chair
Stryker
Strategies
How We Can Attack Stryker
Stryker is the market leader. The market leader provides the largest opportunity for replacing existing units. STRONGLY position 5th wheel, or Big Wheel, feature to emphasize tight maneuvering capabilities around corners. Utilize their strength in the OR and GI to facilitate bundling opportunities. Aggressively bundle stretchers with their critical care beds, birthing beds, rescue/ambulance cots, and wheelchairs. Aerodynamic design to help them convey to their customers an easy-to-push, easy-to-control design. Offer their customers a choice between their fold-down or glide away siderails. HAUSTED Patient Handling Systems, LLC
Versatility. Strykers Big Wheel feature does not allow for corner brake and steering. The Big Wheel restricts the caregivers use of such devices as Mayo stands because the wheel prevents them from sliding underneath the base of the stretcher. Aggressively focus on our Zone of Care!! Foot pedals located at the foot and head of Strykers units restrict the nursing staff from operating important features while maintaining eye contact with their patients. Actions speak louder than wordsdemo comparable units side by side! Note how much easier our unit is to turn and maneuver. Infection Prevention. Our stainless steel, Tente casters are not constructed with hubcaps which may trap lint, dust, and other bacteria-carrying items. 16
competitive profiles
Versatility. Stryker cannot meet our customers complex needs. Position our specialty units to address the challenges many of our customers experience (Bariatric, Converge, Pediatric, VIC, MBC, etc). Our Retracto rail includes a middle position that provides continued patient protection while enhancing staff safety. Strykers powered units do not have a battery back up. Durability. Our enclosed ball bearing Tente casters are constructed of durable stainless steel vs. Strykers plastic casters. Leverage our comprehensive product offering to illustrate our ability to better partner with our customers and help them to improve their processes. Leverage systems project opportunities. Leverage our superior relationships in core departments such as OR and GI. In the lowered position, our AirGlide siderails allow for clearance of oxygen tanks which may be stored in the base of the unit. Our siderails are designed with built-in ergonomic push handles. Although we do offer push handle accessories, our customers do not need to purchase push handles separately. Reliability. We have a five-year parts (except casters, pneumatic springs, and pads) and one (1) year labor warranty on our units. Stryker has a one-, two-, or three-year warranty. One year is typically extended for their M series, and two- or three-year warranties for their Prime series. In competitive situations, Stryker has recently begun to match our five-year warranty. Extensive sales training on how to sell to administration. Strong relationships with critical care organizations. Very strong relationships with Maintenance and BioEngineering. Hill-Rom technicians repair patient beds and furniture in addition to stretchers (therapeutic beds are maintained by a separate group). Dedicated specialists to support the Account Managers. Effectively use cosmetic features to make product designs appear detailed and substantial. No transfer gap.
How We Can Attack Hill-Rom
Versatility. We offer 4 stretcher-width options to our customers vs. Hill-Roms two width options of 26" and 30". Our controls promote Zone of Care! Hill-Roms brake and steer pedals, located at the head and foot of the unit, are not easy to access by the caregiver. Actions speak louder than wordsdemo comparable units side by side! Note how much easier our unit is to start moving. Note how much easier our unit is to turn and maneuver. Versatility. Hill-Rom cannot meet our customers complex needs. Position our specialty units to address the challenges many of our customers experience (Bariatric, Converge, Pediatric, VIC, MBC, etc). Hill-Roms powered units do not have a battery back up. Leverage our comprehensive product offering to illustrate our ability to better partner with our customers and help them to improve their processes. Leverage systems project opportunities. Leverage our superior relationships in core departments such as OR and GI. Our durable bumper system does not show scarring or scuff marks after colliding with objects such as a door frame. Although Hill-Roms bumpers are also available in a variety of colors, they scar very quickly after a collision. Reliability. We have a five-year parts (except casters, pneumatic springs, and pads) and one (1) year labor warranty on our units. Hill-Rom has a one-year warranty.
Hill-Rom
Strategies
Administrative selling. Hill-Rom is attempting to gain market share rapidly by bundling stretchers with opportunities in their core competency areas such as critical care therapeutic beds and backwalls. Administrative selling. Additional market share is being targeted by bundling stretchers with new focus items such as surgical lights and booms in new focus areas such as the OR. Strong administrative relationships with CFOs and VPs of Nursing! Corporate trips via the corporate jet to the Hill-Rom headquarters, and lodging provided at the Hill-Rom Farm are very powerful in developing these relationships. HAUSTED Patient Handling Systems, LLC
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Selling strategies
Selling Strategies Guide Key Customer Issues
selling strategies
This guide will help you improve your patient transportation and positioning systems selling techniques.
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contents
System Solution Selling Getting Into an Account Decision Makers & Their Hot Buttons Earning the Right Identifying Needs and Opportunities Presenting Solutions Tips & Techniques: Dos and Donts Handling Obstacles Positioning Against the Competition Closing the Sale Whats In It For You? Commitment to Action Patient Transportation and Positioning FYI Sales Education Quiz 17 19 20 26 27 28 32 33 34 35 35 36 38
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system solution selling

Overview
Patient transportation and positioning systems play a critical role in the treatment and recovery of patients. This Selling Strategies guide is designed to help you correctly position Hausted patient transportation and positioning systems to your customers. Stretchers give you a way to establish strategic relationships throughout the entire hospital. Stretchers are a critical method of transportation. They tie all areas of the hospital together. They are moved from department to department and they are needed in most departments. Stretchers provide an entre into other areas of the hospital. Stretchers are the key to systems solution selling. This guide will walk you through the solution selling process for successfully selling patient transportation and positioning systems: Getting into an account Understanding the key decision makers and their hot buttons Earning the right to proceed Identifying needs and opportunities Presenting solutions Handling obstacles Positioning against the competition Closing the sale
Objectives
The patient transportation market can be highly competitive. Many customers do not understand the importance of patient transportation and positioning systems until they consider what those transportation systems carry. After completing this Selling Strategies guide, you will be able to: Understand the patient transportation and positioning market. Successfully position our stretchers as asset management tools. Add value to your customers patient transportation process.
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system solution selling

Market Trends
As you learned, as a result of the changes in society and in healthcare, the patient transportation and positioning market has evolved significantly. These changes have resulted in the following trends: There is a focus on providing care as efficiently as possible. Hospitals want to provide as much patient care as possible without admitting people. Advances in surgical technology have resulted in non-invasive procedures that dont require a traditional Operating Room environment or hospital stay. Infectious diseases are a growing concern in healthcare. Our population is aging and people are getting bigger, which places unique demands on procedures and equipment. As a result of these market trends, stretchers need to be able to: Serve as a platform for surgical procedures and patient care, as well providing the safe transport of patients. Allow proper positioning and caregiver access for a variety of specialized procedures and patient care. Accommodate the required technologies. Facilitate the Zone of Care. Be easy to clean and decontaminate.
We need to change the mentality that a stretcher is a stretcher. We offer unique benefits with our systems which may greatly improve our customers processes. Our job is to educate our customers about Hausteds benefits, Hausteds quality, and Hausteds value.
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getting into an account

Leverage Existing Opportunities
Identify existing corporate strengths Learn where Hausted is strong (e.g. OR, CS, GI) Let your existing selling relationships open doors with key decision makers in patient transportation
Identify accounts with project opportunities where stretchers have not been addressed Drop the names of other hospitals and accounts, and of other departments within the hospital who have had success partnering with us They know each other, they talk to each other, and they value each others thoughts Identify opportunities where customers are unhappy with their current transportation systems
Analyzing and Understanding Hospital Flow

Selling Hausted patient transportation and positioning systems may involve getting into departments where you do not have existing relationships. The key is to understand the hospital flow, and then develop call patterns that support that flow. Once you understand how the hospital is organized, youll learn how to quickly identify the types of procedures performed, their processes, and their patient transportation needs.
Here are important things to understand about hospital flow: How is each department involved with the patient flow of the hospital? How are the departments positioned within the hospital? What are the procedural responsibilities of each department? What are the relationships between the departments?
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decision makers & their hot buttons

How Hospitals Purchase Patient Transportation and Positioning Systems
When selling patient transportation and positioning systems, its important to know who holds the purse strings. Departments within a hospital may have separate budgets for their transport needs. Some hospitals may have a Transportation Department designed to specifically handle the hospitals transportation needs. Some hospitals coordinate purchases through Materials Management for multi-department discounts. Many hospitals base their stretcher purchases depending on Group Purchasing Organization (GPO) contracts. The challenge is to understand your customers purchasing process, and then leverage the benefits of our systems with the opportunities to help ensure our success.
Key Decision Makers

The number of departments that utilize patient transportation and positioning systems is extensive. To help focus your selling efforts, the following are the three main areas of the hospital that utilize patient transportation and positioning systems: The Emergency Department The Operating Room (including PACU / Recovery) The Radiology Department (including the Transportation Department) Materials Management may also be involved in the decision from a cost and contract perspective. In this guide, we will focus on the areas of the hospital that will help you develop long-term, strategic relationships and will help enhance your system solution selling success.
Note:
As you know, we also have a variety of specialty products for various departments and applications. Because these products are so specialized, and because in many instances were the only company that manufacturers them, these specialty products will not be the focus of this guide.
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In order to push the hot buttons, you need to really understand a customers needs. You need to know the purpose of the department, what their hot buttons will likely be, how to begin the dialog, and how to position our strengths to meet their needs. The charts on the following pages will give you a starting point for understanding the key decision makers and their hot buttons.
Emergency Department
The ED Director is the key decision maker when it comes to purchasing stretchers for the Emergency Department. The purpose of the Emergency Department is patient interface and intervention. They assess the patient, intervene as needed, and admit/release them.
hot buttons opening the dialog positioning
Patient accessibility
What are your requirements for patient accessibility when patients are on stretchers?
The benefits of retracto rails (inter mediate rail setting) Multiple width options
Is it important to maintain eye contact with the patient while providing care and operating the stretcher? Productivity case load and case turnaround Could you describe your typical case load? How many patients are seen in a typical day? Could you describe how patients move through your department? How long do they typically stay? Do you have any concerns with the flow of patients through your department? For patients requiring a longer stay, do you have an observation room? Maneuverability / Mobility How many caregivers does it take to transport a patient from the ED to another department? Are there any challenges you experience with your current transportation process? How could the process be improved? If you could design the ideal transportation process, what would that be? HAUSTED Patient Handling Systems, LLC
The Zone of Care
The versatility of our case load and stretchers can allow for multiple uses Electric powered stretchers for extended stay Pressure management mattress (4", 5") Lighter, easy rolling coasters, two steering options The ability to turn on a dime The versatility of our stretchers The versatility of our stretchers The versatility of our stretchers
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Safety for patients
What are your challenges with treating very obese patients in the ED? What are your biggest concerns with patient safety?
Bariatric stretcher Retracto rails with the middle setting AirGlide rails with full length patient coverage Zero transfer gap
Safety for staff
Do you have a designated transportation system for extremely large patients? What are your biggest concerns for the safety of your staff? Do you have any concerns surrounding staff safety during patient transfer?
Bariatric stretcher
Slick patient transfer mattress system Zero transfer gap
What are the biggest safety concerns for your staff while administering care to patients on a stretcher? Do you have any special features to enhance staff safety that you consider when evaluating patient transportation and positioning systems? Infection Control Where do you decontaminate your stretchers? What is your current process for cleaning and decontaminating your stretchers between cases? Versatility What procedures do you perform on stretchers? What is your process for obtaining x-rays for your patients? Portable C-arm? Radiology Department? Do you have any challenges with treating very obese patients in the ED?
Retracto rails with the middle setting Slick patient transfer mattress system Retracto rails with the middle setting
The ability to completely clean and decontaminate. The versatility of our stretchers can allow for multiple uses X-ray, radiolucent top stretchers
Bariatric stretcher
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OR / PACU
The OR Director is the key decision maker when it comes to purchasing stretchers for the OR. Purchase decisions for PACU may be delegated to, or influenced by, the PACU supervisor. Also, same day services may or may not be done in the OR. In order to understand your customers needs and properly position stretchers for the OR/PACU, you need to understand the surgical process of pre-op, the procedure, post-op, and recovery. Patients may spend a lot of time in the OR/PACU on patient transportation and positioning systems. With this in mind, make sure to focus on patient safety and comfort.
Patient comfort and recovery
What types of procedures do you typically perform in the OR? What are your current platforms for conducting these procedures? What functions of a stretcher are important to you? Powered stretchers Knee flex to assist in recovery and patient comfort Bariatric stretchers to provide stability for wide-framed patients Zero transfer gap Is pressure management important in your day-to-day activities? Could you describe your recovery process? What stretcher requirements do you have for recovery? Knee flex to assist in recovery and patient comfort Bariatric stretchers to provide stability for wide-framed patients Powered stretchers Zone of Care Pressure management mattress (4", 5")
Safety for patients
What are your biggest concerns with patient safety?
Rail coverage Bariatric stretcher Zero transfer gap Zone of Care
What are your challenges with treating very obese patients in the OR/PACU? Do you have a designated transportation system for extremely large patients?
Bariatric stretcher Bariatric stretcher
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Safety for staff
What are your biggest concerns for the safety of your staff?
Slick patient transfer mattress system Zero transfer gap Zone of Care
What are the biggest safety concerns for your staff while administering care to patients on a stretcher? Infection control What is your current process for cleaning and decon taminating your stretchers between cases? Where do you decontaminate your stretchers? The ability to completely clean and decontaminate
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Radiology Department
The head of Radiology and/or the Transportation Manager are the key decision makers for purchasing stretchers for the Radiology Department. Radiology Departments may have two very different needs for stretchers: Functional stretchers for transport and transfers to and from Radiology. The purpose is to get patients in and out as safely and efficiently as possible. Specialized stretchers for procedural applications (i.e. Fluoro-Track, X-Ray). These stretchers may or may not belong to the Radiology Department, but they are utilized in Radiology.
hot buttons Functional Stretchers:
opening the dialog
positioning
Patient safety
What are your biggest concerns with patient safety during transport and transfer? What are your staff safety concerns with transporting and transferring patients?
Zero transfer gap Slick patient transfer mattress system Slick patient transfer mattress system Light design with easy rolling coasters Zone of Care Retracto rail with the middle setting
Staff safety
What are the biggest safety concerns for your staff while administering care to patients on a stretcher?
procedure-driven Stretchers:
X-ray patients with the least amount of handling
What type of equipment do you use?
What are the parameters / height clearance requirements? Do you have any concerns or issues with x-ray coverage when imaging patients? Versatility to move equipment around stretcher What are your stretcher requirements for interfacing with your equipment?
Ability to elevate or lower stretcher for C-arm clearance Full-length radiolucent x-ray top Translating top capabilities Stretcher dimensions and compatibility to interface with their equipment
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earning the right

Understand Your Customers Process
Earning the right to proceed in the Solution Selling process is about gaining credibility and adding value. The best way to do that is by understanding your customers process for patient flow and equipment flow. You can then tailor your discussions to show how you can help your customers improve patient and equipment flow. Turning over patients more quickly generates tangible revenue. And improved safety reduces liability costs.
Understand How You Can Improve Your Customers Process

Patient and staff safety Fewer patient transfers Full stretcher decontamination Dependability / durability Versatility Ease of use
As leaders in infection prevention, we design patient transportation and positioning systems which can be thoroughly cleaned and disinfected.
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identifying needs and opportunities

Identifying needs and opportunities is one of the best ways to involve the customer. Ask open-ended questions and concentrate on listening. People believe more readily what they themselves say than what others say. Account Managers who give customers the opportunity to become involved in the buying process are more persuasive than salespeople who do not.
Identifying Needs Through Observation

Remember to use your eyes and ears to learn as much as you can. Here are some things to look for to help you identify specific needs: Narrow hallways / restrictions Physical limitations of a facility may help direct your width selection efforts. Tight corners Center track steering provides excellent turning capabilities which may be desired for maneuvering around tight corners. Carpeting A tall, narrow, caster selection will limit the area of contact between the caster and the carpet. Reducing the contact area will reduce the amount of friction between the caster and carpet, thus allowing the unit to be moved more easily. Door dimensions Physical limitations of a facility may help direct your width selection efforts. Room locations (located closely together, or spread out) Center track steering may provide maneuverability benefits for making frequent sharp turns.
Identifying Procedural Needs

Remember to analyze patient and equipment flow. Does the facility already use patient transportation and positioning systems for certain procedures (i.e. pelvic exams)? Identify where they are not using patient transportation and positioning systems and could benefit from incorporating them into their process. Do they have needs for specialty stretchers?
Identifying Replacement Opportunities

Check the condition of existing stretchers. Are the stretchers outdated? Are there chairs or stretchers in triage?
Identifying Standardization Opportunities

Look for a variety of different stretcher brands. When you identify needs, pursue the opportunity to combine and standardize on our offering. Point out the value of dealing with one person and one company. Show the value you bring.
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presenting solutions
Its important that you combine your expertise with the customers needs in order to determine the best possible solution. Ask open-ended questions to uncover needs and determine whats really important to them.
Ask the Right Questions to Determine Solutions

On the following page is a sample quick reference decision tool. As this visual represents, each need and each decision narrows the options and helps to determine the best possible solution.
We provide versatility to meet customer needs:

Central braking and steering Electric powered units with battery back up Maximum strength and durability Side rail options Width options X-ray capability Slick patient transfer mattress system
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Identifying Customer Needs
Comprehensive Product Offering
Type of rail? AirGlide vs. Retracto
Width? (Patient Surface) Regular or Wide (25" Retracto) (30" Retracto) (28" AirGlide) (32" AirGlide)
Knee Flex?
*The decision of a powered unit over a hydraulic unit is primarily determined by application (i.e. patient comfort for extended stay)
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Determining Features and Presenting Benefits
In addition to determining the most appropriate model, there are four basic features that the customer has to make with guidance from you. Be sure to point out the benefits of these features:
features Type of Side Rail benefits
Airglide
Patient protected by 15" high x 76" long full length rails In the lowered position, the side rails will allow for clearance of an oxygen tank and other accessories stored in the units base Built-in ergonomic handles help to prevent muscle fatigue and possible wrist injury Pneumatic lowering capabilities prevent equipment damage and minimize staff and patient injury
Retracto
Three height options: Up: Patient protected by 15.5" high x 60" long rail Middle: Staff can easily access patients without having to over-extend their body over a side rail in the up position Lowered: A side rail may be lowered after the stretcher ispositioned next to the desired platform (i.e.surgical table or another stretcher). Lowering therail after the two surfaces are side-by-sideincreases patient safety
Built-in ergonomic handles help prevent muscle fatigue and possible wrist injury
width
Regular Extra Wide

Knee Flex
Easy control around tight corners Width is compatible with average door frames Support and protection of large-framed patients Post-surgery knee stability (i.e. knee arthroscopy) 0- 50 angulation of the leg section to assist in keeping the knee bent. Knee flex helps to prevent the knee from locking up in a straight position Increases blood circulation to the upper body Supports the body from sliding down the stretcher towards the foot when transporting a patient with an elevated back rest
support surface
Stainless Steel
Durable Easy to clean and disinfect
Polymer Coated
Durable plasticized coating (polymer coating helps prevent chipping which commonly occurs on painted surfaces)
Note:
When a powered stretcher is selected, point out the benefits of added comfort for the patient by allowing them to control the positioning of the stretcher, and the ease for staff in positioning heavy patients. 34
Common Applications
Here is a high-level guideline for some of the most common applications. Remember, its up to you to determine the proper solution with the appropriate options to meet your customers needs.
department applications primary models
OR / PACU
Transport / General use Surgery Labor and Delivery: Recovery Pediatric
Horizon Series 578EYE Horizon Powered 4160 APC Horizon X-Ray Trauma Horizon Hydraulic Converge Horizon Hydraulic Fluoro-Track
Triage Trauma unit Treatment unit Exam unit
Radiology
Transport / General use Fluoroscopy
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tips & techniques: dos and donts

Do remind customers about the Zone of Care and the importance of patient comfort and safety. Do ensure that your customers know about the steering mode on the stretchers. Show them how to use this mode, and point out the benefits. Do understand situations in which a surgical stretcher needs to be positioned, vs. when a surgical table is needed. Dont demo a product without the brakes engaged. If the brakes are not engaged, the stretcher may move when you are demonstrating how to position different parts of the unit such as the side rails. Dont demonstrate how a customer can transport a patient with the stretcher in neutral. Always have it in steering mode. Dont say, Electric chair. Do say, Electric-powered with battery back-up.
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handling obstacles
GPO Contracts
Group Purchasing Organizations (GPOs) have become very powerful in todays era of cost containment. Given the challenge of todays GPO contract situation, its important to know how to maximize opportunities and how to position Hausted patient transportation and positioning systems in situations in which we are not on contract. Is the Materials Manager driving compliance to a contract which we are not on? If so, Do they have more than one contract? Find out if we are on another contract of which the hospital belongs (i.e. if a NOVATION account is also a member of Amerinet utilize our Amerinet agreement). Do you have an opportunity to clinically position our product over a GPO-contracted product (i.e. complete decontamination is more important than being on contract)? Are they part of an Integrated Delivery Network (IDN)? Does the desire for the IDN to streamline and consolidate their equipment purchases supersede the desire to be compliant with GPO agreements? Are there any system project opportunities that will enable us to position our stretchers along with our other proposed equipment. Be sure to distinguish cost from price. Remember, because of our versatility and durability, our products will likely cost the hospital less over the long term. Emphasize that most of Hausteds models come equipped with a number of accessories that are optional with other suppliers.
Customization is Our Strength

Remember, you can overcome almost any obstacle with the breadth of our product line and with our ability to design and customize stretchers to meet our customers needs. Largest product offering including unique models only available from Hausted Largest selection of width options Center track steering on most models Radiolucent capabilities Side rail selection Specialty stretchers Value-added accessories included
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positioning against the competition

competitor hausteds advantages
Hill-Rom
Variety of width options (we have 4 width options vs. their 2 width options) Battery back-up on powered stretchers Quality and durability superior five (5) year part warranty and one (1) year caster, pneumatic springs and pads warranty
Stryker
Superior Tente caster system AirGlide rails in the down position allow clearance for oxygen tanks (Stryker cannot completely lower their rail when oxygen tank is under stretcher) Battery back-up on powered stretchers Quality and durability superior hydraulic warranty vs. one (1) year warranty for their M series and two (2) or three (3) year warranty for their Prime series Superior support and service
Pedigo: Replacement Opportunities
Versatility in product line and options Specialty products Height adjustment (Horizon low height 22" vs. Pedigo low height 24") Hydraulic controls at either side Stability (Pedigo single pedestal has stability concerns at high height Quality and durability superior warranty
Remember our key differentiators:

Versatility and flexibility in models and options The Zone of Care Four widths Four-caster brake and steer No transfer gap Three-position rail Slick patient transfer mattress system Higher quality, self-lubricating casters Specialty options (bariatric, pediatric, etc.) Superior support and service Longest warranty in the business
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closing the sale

Using a Trial to Close the Sale
A trial is the most effective way to get the decision makers to become advocates for Hausted. And the key to a successful trial is doing it right. Be sure to review the Trial Guidelines in your kit.
Closing a Sale with Stock Units

In order to meet the needs of the customer, there may be times when timeliness is the best way to meet their needs. Most of our competitors have a lead time of 45 days to deliver their products. Ready-to-use stretcher systems Accessories such as pads included Pricing that is not bound by corporate contracts
Setting Expectations
The best way to close the sale is to gain commitment for the sale prior to the trial.
whats in it for you?

As a Hausted Account Manager, you have some unique strengths that your competition does not have. You can provide complete system solutions and comprehensive service and support to meet all of the needs of your customers. So whats in it for you? Repeat orders Relationships throughout the facility Opportunities for full system selling
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commitment to action
The best place to begin is to determine whos who and get to know your customers. As you spend time at your accounts, be sure to complete these charts.
Director: Supervisor: Head Technician:
OR / PACU
Labor & Delivery

GI
Transportation
IDN Opportunities
Select two influential Integrated Distribution Networks (IDN)s in your territory: 1. 2.
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commitment to action
Action Planning to Accelerate Sales
Select one facility and brainstorm strategies to accelerate patient transportation and positioning sales. Think about the information in this guide, project opportunities, clinical opportunities, opportunities for standardization, etc.
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patient transportation and positioning FYI Sales education quiz

1. Which of the following is a trend in the market? A Patients are getting smaller Stretchers need to serve as a platform for surgical procedures B C Workloads are decreasing D Hospitals need fewer stretchers
The goal of hospitals is to admit patients as quickly as possible. 2. A True B False
3. What is the Zone of Care? A The radiolucent section of the mattress B The base of the stretcher C The foot of the stretcher D The ability to never lose eye contact with the patient
4. Which department would most likely need a knee flex? A OR / PACU B Admitting C Emergency Department D Radiology
5. When would you position a powered stretcher in the ED? A Never B Always C Where there is a need for extended patient observation D To improve asset management
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patient transportation and positioning FYI Sales education quiz

6. If a hospital has a GPO, you should not attempt to sell patient transportation and positioning systems. A True B False
7. How can you position stretchers as an asset management tool? A By making the patient as comfortable as possible B By offering a knee flex C By improving patient flow and efficiency D By focusing on specialty stretchers
8. Infection control is a hot button in the Emergency Department? A True B False
9. Which of the following would be the best way to position Hausted against Hill-Rom? A Name recognition B Service C Distribution D Superior quality and durability
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key customer issues

You are not on contract!
Response
Would the customer consider buying off contract because of our clinical benefits (i.e., infection prevention benefits, bariatric care needs...)? Is there a secondary GPO to which they belong? Many facilities participate in more than one GPO. We may have a contract with the secondary GPO to which they belong. Is the customer part of an IDN? To gain access into the hospital, position our unique specialty units which will typically not be on National Agreements (Bariatric Care Stretcher, Converge, Pediatric, VIC, MBC).
Do you have a fifth wheel?

Response
Yes. Center track steering is an available on most Hausted units. Qualify your customers needs: Is center track steering needed? Does the customer need to maneuver around short hallways and tight turns? You may discover your customers needs may best be met by corner steering.
A stretcher is a stretcher!
Response
Zone of Care (Proprietary to Hausted) Superior patient safety design features Superior staff safety design features Durability Five year parts (except casters, pneumatic springs, and pads) and one (1) year labor warranty on Hausted units
Price!
Response
Features and benefits with our units vs. competitors Emphasize our value vs. our competitors ASP Five year warranty on Hausted units
I prefer brakes located at the head and foot of the unit!

Response
Zone of Care (Proprietary to Hausted) can only be achieved through our central brake and steering system. We incorporate four wheel braking and steering so the unit can be tipped on end and totally cleaned and disinfected.
I prefer the appearance of your competitors equipment!

Response
Superior material selection is incorporated into our designs (i.e., stainless steel vs. aluminum) Functionality not sacrificed for appearance (i.e., no cosmetic hubcaps that may trap dirt and contaminants)
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Support materials
Hospital Flow Chart Trial Guides General Information
hospital flow chart

This Reference Tool gives you quick access to key facts and background information on key departments and patient flow.
Understanding the path that a patient follows within a hospital is paramount to understanding the equipment needs of that hospital. The path a patient follows during treatment is called the patient flow. Fortunately, most facilities follow a similar general patient flow process. By understanding that process, you can understand how to position Hausted products. This reference tool is a basic patient flow chart that indicates the purpose of focus departments within a hospital. It will walk you through the path that a patient might follow and the patient transportation and positioning systems that the patient might encounter during their hospital stay.
GI Suite
Intensive Care Unit Operating Room Radiology Department Pain Management
Cath Lab
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hospital flow chart
Triage
Purpose: Assess condition of the patient and determine the appropriate treatment intervention and level of acuity. Initiate patient records. Procedure: Measure vital signs: Pulse, respiratory rate, temperature, blood pressure Hausted Equipment: APC Horizon Hydraulic
X-Ray
Purpose: Utilize X-ray to generate a visual image of the internal anatomy (skeletal and soft tissue).
Operating Room
Purpose: Safely induce, perform elective and non-elective surgical procedures, and recover patients.
Observation Room
Purpose: Monitor the patient for a period of time (up to 23 hours) to ensure stability. Determine whether to admit the patient to the hospital or to discharge them. Procedure: Continuous monitoring of vital signs IV pain managemen Blood Test Hausted Equipment: Horizon powered
Procedure: Skeletal fractures Cardiac flow studies Upper & lower barium studies Identification of cranial hemorrhage Hausted Equipment: X-ray Trauma Fluoro-Track
Nuclear Medicine
Purpose: Diagnosis, therapeutic, investigative study using radionuclides. Administer radioisotopes to help determine blood flow, cell mass (spread of cancer), and bone density. Procedure: Cardiac flow studies Bone scan Thalium heart scan Hausted Equipment: Fluoro-Track Horizon radiolucent top
Emergency
Purpose: Initial point of evaluation and treatment. Primary point of care for patients with limb or life-threatening injury. Primary point of care for non-emergent conditions in which patients cannot see their primary physician (i.e., No available appointments, after primary physicians office hours, patient doesnt have the proper insurance).
Pre-Op
Purpose: Prepare the patient for the surgical procedure. Procedure: Perform pre-surgical evaluation Pre-op training Start IV Anesthesiologist consult
Hausted Equipment: Horizon
Radiology Department
Treatment Bay
Purpose: Utilizing advanced technologies, such as X-rays, CAT Scans, and MRI, generate visual images of the internal anatomy (skeletal and soft tissue).
Surgical Suite
Purpose: Safely induce the patient and perform the desired surgical procedure. Procedure: Opthalmic
Trauma Bay
Purpose: Rapid evaluation, resuscitation, and stabilization of a patient. The care is provided simultaneously by the entire trauma team. Level 1 - Capable of handling life-threatening situations. Trauma team, comprised of a General Surgeon, Neurologist, Radiologist, Emergency Physician, and a support staff, is located in-house. Level 2 - Capable of handling life-threatening situations. Members of the trauma team may not be located in-house (may be on call). Level 3 - Basic resuscitation and general procedures. Procedure: Thoracotomy to stop internal bleeding X-rays (internal damage, obstructions) Diagnostic peritoneal lavage for internal bleeding
Purpose: Evaluation, diagnosis, and treatment which is performed in an easy-to-access area which is subdivided by a curtain. Procedure: Bone splinting Start IVs Spinal taps Holding area until in-house room is available
Speech Pathology
Purpose: Generate visual imagery of the esophagus for physician analysis. Procedure: Barium swallow Modified barium swallow studies Hausted Equipment: VIC
Arthroscopy (knee, elbow, hip, ankle) Plastic (e.g., Septoplasty) ENT (Tonsillectomy, pollip removal) Hausted Equipment: Surgi-Stretcher Surgi-Chair Horizon Bariatric Horizon (transfers)
EKG Hausted Equipment: Horizon Hydraulic APC
Exam Room
Purpose: Enclosed room where privacy is desired for evaluation, diagnosis, and treatment. Procedure: Gynecological exams Care of psychiatric patients Care of combative patients Evaluation of patients with a known infectious disease Hausted Equipment: Converge Horizon Hydraulic APC
Mammography
Purpose: Use of radiography to diagnose breast cancer. Procedure: Mammography Mammography with needle localization Hausted Equipment: MBC
Cardiac arrest Emergency C-Sections Advanced cardiac life support Multi-system failure resulting from motor vehicle accident, gun shot, etc. Hausted Equipment: X-ray Trauma Fluoro-Track
PACU/Recovery
Purpose: Ensure patient stability post operative. Procedure: Transition from assisted-ventilation to self-ventilation Monitor vital signs until stable Hausted Equipment: Horizon w/knee flex Horizon Bariatric
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hospital flow chart

Other Focus Departments
GI Suite
Purpose: Educate, exam, and diagnose digestive conditions utilizing non-invasive technologies.
Pain Management
Purpose: Emerging discipline emphasizing an interdisciplinary approach with a goal of reducing pain and suffering. Hausted Equipment: Fluoro-Track
Holding Room
Purpose: Provide education to the patient and their family. Establish pre-op expectations. Procedure: Education Start IV
Hausted Equipment: APC
Procedure
Purpose: Provide patients with safe, comprehensive, digestive diagnostic examinations utilizing non-invasive technologies. Procedure: Gastroscopy Colonoscopy Esophageal studies ERCP Hausted Equipment: Horizon APC Fluoro-Track
Cath Lab
Purpose: Insert catheters into the cardiovascular system for the purpose of inspecting vasculature, inflating balloons, placing stents, and rotodrilling arterial plaque. Hausted Equipment: Horizon with radiolucent top Horizon Series Fluoro-Track
Stage I Recovery
Purpose: Stabilize the patient after the procedure. Procedure: Monitor the patients vital signs Post-procedure teaching Discontinue IV (if possible)
ICU
Purpose: Address the needs of critically ill patients who require constant monitoring and potentially require immediate intervention. Hausted Equipment: APC APC with scale
Hausted Equipment: Horizon APC
Stage II Recovery
Purpose: Continue to monitor the vital signs of patients needing an extended recovery time to ensure no complications develop. Procedure: Post-procedure teaching Discontinue IV
Patient Transportation
Purpose: To ensure patients are moved safely between departments within a hospital. Patient transportation will provide individuals (transports) to perform basic transport responsibilities. Capital equipment (e.g., stretchers) may also be provided by this department to facilitate the movement of patients. Hausted Equipment: Horizon Series
Hausted Equipment: APC
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Chair trial guide

What: Establishing a Successful Trial
Change can often be a difficult proposition. By agreeing to a trial, our customers are agreeing to a possible change in their current process. To ensure this change results in an improvement to their process, it is important to verify what they consider to be a successful trial. To ensure success you should: Determine what your customers needs are as they pertain to performance. Determine what outcomes they desire after using our equipment. Determine the acceptance rate: As you know, not all people readily accept change. Establish with your customer what is an acceptable percent of positive responses If x% of the responses are favorable, the trial will be considered a success.
Where: Identify Trial Departments

** All-purpose (APC) Chairs
Ideal Departments:
Emergency Departments GI Surgery Centers/Ambulatory Surgery
Surgical (ESCEYEST) Chairs
Ideal Departments:
Emergency Departments Surgery Centers/Ambulatory Surgery Oncology
When: Length of Trial

The ideal trial period is two weeks. This trial period will provide you with an adequate time frame to closely monitor the trial while elevating the enthusiasm of the staff.
Why: Enhance the Efficiency of the Emergency Department

As stated in the Big Picture section of this kit, a growing number of procedures are being performed in the Emergency Department. As the number of procedures grows, so too do the number of procedural applications for our APC and ASC chairs.
Why: Enhance Patient Care in the Emergency Department

The ED staff can place a patient on an APC or EPC chair, perform the initial assessment, and administer additional care for the patient while keeping him or her on the same unit. No transferring of the patient is required. Care can be administered on a platform that is comfortable for the patient. Creating a comfortable, non-threatening environment, will help to ease stress and can help improve patient outcomes. ** Note: This Trial Guide is based on an APC chair trial. This format may be adapted to specifically address other chair applications such as the ESCEYEST chair.
How: Speak Value to the Customer!

In-services should be scheduled for each shift immediately after the chair is received at the account. Review Tips and Techniques: Dos and Donts of the Selling Strategies section of this kit. The in-service should last about 10 to 15 minutes.
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chair trial guide

It should be done in the Emergency Department and should involve personnel from each shift. Script: Hi, I am ____________ with Hausted Corporation. I am here today to discuss our multi-purpose ________ chair which your department will be evaluating over the next two weeks.
Use these questions to solicit answers that accentuate the benefits of our chair.
Before I begin, I am somewhat familiar with your department, but I am not as comfortable with YOUR individual needs: Would you walk me through an example of how a patient enters into your department, and the process by which they are transported from Triage to a Treatment Room? What are some of the things you like about your process? If you could improve your patient transportation process, what would you do? Would you reduce the number of patient transfers? Would you increase the number and types of procedures performed on your transportation systems? Would you allow for better interface with your patients? Would you allow for better maneuverability among the portable supply carts, wheelchairs, and medical equipment in the department?
Based on the responses received from the questions above, demonstrate our APC chair to best show how our chair can meet their needs......... Possible responses may be similar to the following: ...Now that I have a better understanding of your needs, I want to discuss how our APC chair may help make your job easier, help make you more efficient, and help simplify your efforts in caring for your patients. Although this demonstration will only last 10 to 15 minutes, the information that I will provide will hopefully benefit you for years. Hausted is the innovator of the all purpose chair. Our first model, released in 1987, set the stage for future advancements. The advancements we have made in this market since that time are apparent in our multi-functional APC chair which your department will be trialing. This chair is specifically designed to meet your patient handling, clinical, diagnostic and procedural needs....Let me show you how it will work for you... Select a volunteer patient. Escort patient to the chair. Make sure the chair is in its lowest position. Illustrate the following: How easy it is to raise and lower the side rails How easy it is to position the patient in the chair How easy it is to secure the patient in the chair with the side rails in the up position Comfort of the chair (minimizing the environmental stress for the patient) Zone of care (accessibility of the controls, braking system, steering system) How easy it is to accommodate the patients positioning needs with the adjustable foot rest How easy it is to hydraulically elevate the patient How easy it is to elevate and lower the foot and head sections (independently or simultaneously) How it can adjust to supine and Trendelenburg in a matter of seconds (Think Emergency!) How easy it is to steer and maneuver Padded arm rest for patient comfort and easy patient transfer How easy it is to hydraulically elevate the chair. In the fully elevated position, with the side rail lowered, the patient can be assisted off the chair directly into a standing position.
51
chair trial Guide

Note: Make sure to discuss accessories as needed. Educate how to properly remove the patient from the chair lower the side rail, rotate the patient, and assist Note: him or her out of the chair...Do not encourage the patient to push up on the side rail in the up position to lift up from the chair. Note: Do not encourage patients to use the foot rest to step up or down from the chair. I hope you all share my excitement about how our APC chair may help to address many of the diagnosis, transportation, and procedural concerns you mentioned earlier. To ensure that the chair is working up to your expectations, I plan on following up with each of you during this two week trial period. I would appreciate any feedback you may have, as well as help to answer any questions you may have. Your thoughts are VERY important to me. I will be leaving evaluation forms to ensure your thoughts are heard. Your feedback on these forms is critical to gauge the success of the trial...so please fill out one of the forms and return it in this trial envelope. Thank you again! I will see you later this week.
How: Follow Up
After placing the units in the facility, it is important to follow up. Frequently follow up with not only the person coordinating the trial, but also the staff who will be physically utilizing the chair. Make sure to address any concerns that are brought to your attention, and resolve them while in the facility!... also, make sure to have positive feedback recorded on the evaluation forms!
How: Secure the Order

Upon completion of the trial, reinforce with the decision maker the mutually agreed upon definition of What is a successful trial? Review the evaluation forms, targeting responses in the focus areas. Ask for the order!
52
multiple purpose trial guide

What: Establishing a Successful Trial
Change can often be a difficult proposition. By agreeing to a trial, our customers are agreeing to a possible change in their current process. To ensure this change results in an improvement to their process, it is important to verify what they consider to be a successful trial. To ensure success you should: Determine what your customers needs are as they pertain to performance. Determine what outcomes they desire after using our equipment. Determine the acceptance rate: As you know, not all people readily accept change. Establish with your customer what is an acceptable percent of positive responses If x% of the responses are favorable, the trial will be considered a success.
Where: Identify Trial Departments

HORIZON Series
Prior to establishing a trial location, clarify with your customers who is responsible for patient transportation. Many facilities may have a designated department which is responsible for transporting patients. Other facilities may, or may not, have designated individuals within a department to handle their transportation needs. Ideal Departments: Transportation Departments (Patient Services) Emergency Departments Radiology OR
When: Length of Trial

The ideal trial period is two weeks. This trial period will provide you an adequate time frame to closely monitor the trial while elevating the enthusiasm of the staff.
Why: Enhance the Efficiency of Transporting Patients

As stated in the Big Picture section of this kit, the number of surgical procedures is growing. While the number of surgical procedures is growing, so too are the number of locations where they are being performed. To effectively manage the transportation of these patients is to effectively manage patient flow: Confirm the importance of time, case turnover, and productivity when discussing patient care with your customers. The Hausted HORIZON Series of stretchers may directly assist your customers in obtaining these objectives.
How: Speak Value to the Customer!

In-services should be scheduled for each shift immediately after the stretcher is received at the account. Review Tips and Techniques: Dos and Donts of the Selling Strategies section of this kit. The in-service should last about 10 to 15 minutes. It should be done in the identified trial department. For the purposes of this Trial Guide, we have identified the OR/PACU as the site for this trial. It should involve personnel from every shift within the OR/PACU who are responsible for patient transportation. Script: Hi, I am ____________ with Hausted Corporation. I am here today to discuss our multi-purpose Hausted HORIZON Series stretcher which your department will be evaluating over the next two weeks. HAUSTED Patient Handling Systems, LLC 53

Use these questions to solicit answers that accentuate the benefits of our stretcher.
Before I begin, I am somewhat familiar with your department, but I am not as comfortable with YOUR individual needs: Would you walk me through an example of how a patient flows through your department: How they enter the OR, how you prep the patient for surgery, how you transport them to the surgical suite, and then how you transport them to PACU after the procedure? What are some of the things you like about your current process? If you could improve your patient transportation process, what would you do? ...Would you simplify patient transfers? ...Would you allow for better interface with your patients?
Based on the responses received from the questions above, demonstrate our HORIZON Series stretcher to show how it can meet their needs. Possible responses may be similar to the following: ...Now that I have a better understanding of your needs, I want to discuss how our Hausted HORIZON Series stretcher may help make your job easier, help make you more efficient, and help simplify your efforts in caring for your patients. Although this demonstration will only last 10 to 15 minutes, the information that I will provide will hopefully benefit you for years. Our Hausted HORIZON Series stretcher was specifically designed to meet your patient handling, clinical, and diagnostic needs. Let me show you how it will work for you... Select a volunteer patient. Escort the patient to the Hausted HORIZON Series stretcher. Make sure the stretcher is in its lowest position. Illustrate the following: How easy it is to raise and lower the side rails How easy it is to position the patient on the stretcher How easy it is to secure the patient on the stretcher with the side rails in the up position How easy it is to hydraulically elevate the patient to the proper height for a safe patient transfer onto and off of the surgical table The mechanics of our side rails allow for a zero transfer gap Zone of Care (accessibility of the controls, braking system, steering system) How easy it is to accommodate the patients positioning needs by demonstrating our easy-to-use 0-90 degree pneumatic-assist fowler. The cable-free design makes this important feature durable, while the placement of the controls makes it easy to access for the nursing staff. How easy it is to flex the knee utilizing the knee gatch Depending on their pressure management needs, emphasize the selection of mattress thicknesses we offer. How easy it is to steer and maneuver How beneficial it is to have built-in handles at the head of the stretcher to ensure better mechanics during patient transport. Note: Qualify with the customer whether or not the powered option may be desired. I hope you all share my excitement about our HORIZON Series stretcher and how it may address the transportation and diagnosis concerns you mentioned earlier. To ensure that the stretcher is working up to your expectations, I plan on following up with each of you during this two-week trial period. I would appreciate any feedback you may have, as well as the opportunity to answer any questions you may have. Your thoughts are VERY important to me. I will be leaving evaluation HAUSTED Patient Handling Systems, LLC 54

forms to ensure your thoughts are heard. Your feedback on these forms is critical to gauge the success of the trial, so please fill out one of the forms and place it in this trial envelope. Thank you again! I will see you later this week.
How: Follow Up
After placing the units in the facility, it is important to follow up. Frequently follow up with not only the person coordinating the trial, but also the staff who will be physically utilizing the stretcher. Make sure to address concerns brought to your attention, and resolve them while in the facility! Also, make sure to have positive feedback recorded on the evaluation forms!
How: Secure the Order

Upon completion of the trial, reinforce with the decision maker the mutually agreed upon definition of What is a successful trial? Review the evaluation forms, targeting responses in the focus areas. Ask for the order!
55
general information
We reserve the right to make changes at anytime in prices, materials, equipment, specifications, accessories and models, or to discontinue items at anytime consistent with the latest design trends or factors beyond our control. LIMITED WARRANTY
We warrant that our patient-handling and optional accessories equipment, with the exception of casters, pneumatic springs, pads, mattresses and weighing systems and electric components, will be free from defects in workmanship, material and operation for a period of five years from the date of delivery to the purchaser provided such equipment has been properly installed and maintained and has not been misused and abused. The determination of proper installation, maintenance and use shall rest solely with Hausted. Exempt five year warranty items include: Casters Pneumatic gas springs Pads and mattresses Patient weighing systems Optional accessories All electrical components 1 year warranty 1 year warranty 1 year warranty 1 year warranty 1 year warranty 1 year warranty
If you claim that any defect has developed in the workmanship, material or operation of any equipment within the stated warranty periods, and we confirm the existence of such defect resulting from other than normal wear and tear, we shall fulfill the warranty obligation by providing the necessary part(s) and labor during the first year of the warranty, for the repair or defect. The balance of the warranty period is limited to replacement parts only. Such correction will be the sole remedy for the defect. This statement constitutes our entire warranty with respect to the aforesaid equipment. WEMAKE NO OTHER WARRANTY OR REPRESENTATION, EITHER EXPRESSED OR IMPLIED, EXCEPT AS SET FORTH HEREIN. THERE IS NO WARRANTY OF MERCHANTABILITY AND THERE ARE NO WARRANTIES OF FITNESS FOR ANY PARTICULAR PURPOSE. IN NO EVENT SHALL WE BE LIABLE HEREUNDER FOR INCIDENTAL OR CONSEQUENTIAL DAMAGES ARISING FROM OR IN ANY MANNER RELATED TO SALES OR USE OF ANY SUCH EQUIPMENT.
Damaged Merchandise
ICCRegulations require that claims for damaged merchandise must be made with the carrier within 15 days of receipt of merchandise. DAMAGED CARTONS ARE TO BE PUT ON HOLD UNTIL DOCUMENTATION CAN BE MADE BY A SURVEY. NOTIFICATION OF RELEASE WILL BE SENT WHEN SURVEY IS COMPLETE. DO NOT ACCEPT DAMAGED SHIPMENTS UNLESS SUCH DAMAGE IS NOTED ON THE BILL OF LADING OR DELIVERY DOCUMENTS AT THE TIME OF RECEIPT. Upon prompt notification, Haustedwill file freight claim with the appropriate carrier for damage incurred. Claims will be limited in amount to actual replacement cost. In the event that information is not received by Haustedwithin the 15 day period following delivery of merchandise, or the damage was not noted on the bill of lading or delivery documents at the time of receipt, the customer will be responsible for payment of the original invoice in full. Replacement parts will be shipped when acknowledgment of a filed freight claim is given to Hausted by the carrier. Claims for any short shipment must be made within 30 days of invoice. All telephone calls regarding merchandise returned must be made to Haustedwithin 7 calendar days of receipt of the merchandise. An authorization number will be provided to you to return the merchandise. Transportation expense, plus a 15 percent restocking charge will be paid by the customer. SPECIAL, MODIFIED OR DISCONTINUED ITEMS ARE NOT SUBJECT TO RETURN.
Cancellations
Orders that are cancelled within 30 days of scheduled week of delivery are subject to a 15 percent cancellation fee. Estimated week of delivery is stated on the order acknowledgment you will receive from Hausted following placement of your order.
Order Delays
A request to delay a scheduled delivery must be received in writing 30 days prior to scheduled delivery. Orders will be rescheduled for delivery in consideration of factory schedules. In the event that a request for delay is within 30 days of scheduled delivery, customer must contact Haustedto make a mutually agreeable arrangement for disposition of the order.
Return Authorization
Merchandise cannot be returned without specific written approval from the Hausted Customer Service Department (call 877-706-5151).
Copyright August 2010 by Hausted Patient Handling Systems, LLC 2511 Midpark Road, Montgomery, AL 36109 All rights reserved. Printed in U.S.A.
56
2511 Midpark road MontgoMery, aL 36109 334.215.5151 main 877.706.5151 toll Free 334.215.5150 Fax www.Hausted.Com
2010 Hausted Patient Handling Systems, LLC. All Rights Reserved
Hausted Horizon Series Multi-Purpose Stretcher Electric/battery powered Models
Standards
The stretcher meets the applicable requirements of the following standards: CSA C22.2 No. 601.1-M90, (as certified by ETL Testing Laboratories, Inc.) EMC Directive 89/336/EEC EN60601-1:1990+A2:1995 EN60601-1-2:1993 CE Marked to the Medical Device Directive 93/42/EEC UL2601-1 2nd Ed., as certified by ETL Testing Laboratories, Inc.
Design Features
Horizon Stretcher with AirGlide Rails (Typical only - some details may vary.)
Application
The Hausted Horizon Series MultiPurpose Stretcher is intended for transport, treatment and recovery of patients intra- and inter-departmentally in healthcare facilities.
Description
The Hausted Horizon Stretcher is a multifunction stretcher which can perform a wide range of duties in any department. The extra wide patient surface provides maximum patient comfort. The electric/ battery powered controls provide safety and convenience for the patient and care provider. The electric/battery powered patient surface can be adjusted through a variable range of positions to include stretcher height adjustment, backrest adjustment, and knee flex capability. Easy-rolling casters provide full mobility and maneuverability.
Central brake and steer system with 8" (203mm) casters has three modes of operation: center track steering, neutral, and brake. Brake and steer levers for this system are accessible at all four corners of the stretcher base. The electric/battery powered positioning and adjustment system features a hand held control for use either by the patient or care provider. Hand held control provides height adjustment, backrest angle, and knee flex capability. An alternate set of controls, accessible only by the care provider, is located at the foot end of the stretcher. The foot end control
The Selections Checked Below Apply To This Equipment

Model 4E2-DPA-ST (120 Volt model) 4D2-DPA-ST (230 Volt model) ME2-DPA-ST Hausted POWERTRAN Series Stretcher Option (120 Volt model) ND2-DPA-ST Hausted POWERTRAN Series Stretcher Option (230 Volt model)
Item Location(s)
SD657 (6/12/10)
Heavy duty non-marking corner bumper system protects walls from being marred. Dual accessory wells at all four corners provide versatility in adapting accessories. AirGlide Rails provide maximum patient security with full-length patient coverage. Two release levers, located at head and foot end of stretcher, release rail to tuck under the stretcher top. A permanently mounted telescoping I.V. rod at the head end eliminates the inconvenience of missing I.V. rods.
reverse speeds up to 1.5 mph. The POWERTRAN stretcher is operated using a control handle providing battery charge level status through a LED readout. A 10' (3 m) cord is connected to a 115 VAC, 60 Hz (for domestic markets) or 230 VAC, 50/60 Hz (for international markets) charging system and 24 VDC (2-12 VDC) batteries.
Material Specifications
Base Frame Made from 1" (25mm), 12 gauge, square, high-strength tubing, powder-coated finish. Base cover is thermoformed ABS plastic. Columns Made of extruded aluminum. Top Frame is made from 1-1/4" (32mm), 16 gauge, powder coated, carbon steel tubing. Patient surface is stainless steel. AirGlide Rails Made from 7/8" (22mm) diameter, 16 gauge, chrome-plated carbon steel. Mattress Pads High-density polyurethane foam covered with a latex-free vinyl fabric.
Foot End Control
panel can be used for all the adjustments of the hand held control plus 12 Trendelenburg and reverse Trendelenburg. The foot end control panel also includes a simple to use lock-out knob which disables any one or all of the hand held controls. A manually controlled emergency release lever is provided to override electric/battery powered control of the backrest in emergency situations (electric/battery powered function resumes without having to reset). Electric/battery powered controls operate from a standard 120 VAC supply (230 VAC model also available). A 24 VDC integral backup battery provides positioning and stretcher adjustment when not plugged in. The thermoformed base cover is seamless and easy to clean. Base design includes a built-in oxygen tank holder and storage area for patient belongings. Dual pedestal base construction ensures patient stability. The adjustable patient surface is powder-coated steel for durability and aesthetics. Electric/battery powered functions on the hand held control or the foot-end control panel allow for height adjustment, backrest positioning between 0-90, and knee flex capability of 0-50. Patient mattress pads can be ordered separately in a variety of thicknesses.
Hand Held Control
HAUSTED Patient Handling Systems Montgomery, Alabama is an ISO 13485 certified facility. The base language of this document is ENGLISH. Any translations must be made from the base language document.
MOTORIZED optional feature

The Hausted POWERTRAN Series Stretcher Option is a motorized patient transport intended to assist in the transfer of patients to and from the bath, beds, chairs, treatment modalities and transport vehicles. This option provides a variable speed drive system for motor-assisted forward and reverse movement of the stretcher. POWERTRAN stretchers are capable of forward speeds up to 3.4 mph and
2
Standard features
Casters: 8" (203mm) Tente Brake/Steer Levers: 4; one at each corner Electric/battery Powered Controls: Hand held control and foot-end control IV and Accessory Wells: One IV and one Accessory Well at each corner Backrest Adjustment range: 0 - 90 Minimum Height: 22" (559mm) Maximum Height: 29-1/2" (749mm) Trendelenburgs: 12 Fifth wheel for center track steering 24 VDC integral battery backup

Maximum weight capacity

625lbs (284kg)
Electrical Specifications
E2DPA Model 4 Input Voltage: 120 VAC, +5%, 60 Hz Amperage: Max. 3.5 Amps Duty Cycle: 10% 6 min. in 1 hr. 4D2DPA Model Input Voltage: 230 VAC, +10%, 50 Hz Amperage: Max. 1.9 Amps Duty Cycle: 10% 6 min. in 1 hr.
AirGlide Rail Tops

atient Surface Dimensions: P 32" x 77" (813mm x 1956mm) Overall Width: 34-3/4" (883mm) Overall Length: 83" (2108mm) Side Rails: 15" x 77" (381mm x 1956mm) 0-50 Knee Flex
Dimensions shown here are typical, and subject to change without notice. REFER TO HAUSTED EQUIPMENT DRAWINGS FOR COMPLETE AND DETAILED INSTALLATION SPECIFICATIONS.
Hausted Horizon Multi-Purpose Stretchers Electric/battery Powered Models (with AirGlide Rails)
B D D
AirGlide Side Rail Shown
A E
Electric Column 1-1/2" (38 mm) Clearance with the POWERTRAN Option Hand Held Electric/battery Powered Control Backrest Actuator
Foot End Electric/battery Powered Control
Optional Knee Flex Shown 0-50 (Typical)
0-90 (Typical)
Horizon Stretcher with AirGlide Rails
35" 83" 77" 15" 22/29-1/2" (889 mm) (2108 mm) (1956 mm) (381 mm) (559/749 mm)
12 Reverse Trendelenburg 12 Trendelenburg
Brake and Steering Lock Pedals (at each corner)
For further information, please contact:
334.215.5151 Main 877.706.5151 Toll Free 334.215.5150 Fax 2511 Midpark Drive Montgomery, AL 36109 www.hausted.com
This data is intended for the exclusive use of Hausted Customers, including architects or designers. Reproduction in whole or in part by others is prohibited. SD-657 2010, HAUSTED Patient Handling Systems All rights reserved. MC (6/12/10)
Hausted Horizon Series Multi-Purpose Stretcher hYDRAulic Models
462 Horizon Stretcher with AirGlide Rails (Typical only - some details may vary.)
462 Horizon Stretcher with Retracto Rails (Typical only - some details may vary.)
Application
The Hausted Horizon Series Multipurpose Stretcher is intended for transport, treatment and recovery of patients intra- and inter-departmentally in healthcare facilities.
surface can be adjusted through a variable range of positions to include stretcher height adjustment, backrest adjustment, and (optional) knee flex capability. Easy-rolling casters provide full mobility and maneuverability.
Design Features
Central (462) and corner (461) brake and steer system with 8" (203mm) casters has three modes of operation: steer, neutral, and brake. Brake and steer levers for this system are accessible at all four corners of the stretcher base for the 462 model series. The hydraulic positioning and adjustment system features hands-free foot pedals located at both sides of the stretcher base. Pedals control height adjustment as well as 16 Trendelenburg or reverse Trendelen burg positioning. Additional pedals placed at the foot end are available.
Description
The Hausted Horizon stretcher is a multi-function stretcher which can perform a wide range of duties in any department, while providing patient comfort and mobility. The dual pedestal design provides maximum stability for patient transport, treatment and recovery. To assure patient comfort, the patient
Standards
The stretcher meets the applicable requirements of the following standards: CSA C22.2 No. 601.1-M90 EN60601-1:1990+A2:1995 CE Marked to the Medical Device Directive 93/42/EEC UL2601-1 2nd Ed.
The Selections Checked Below Apply To This Equipment

Foot Pedal Position q 461 Two Position Brake and Steer Dual Side Hydraulics, Seamless, Thermoformed Base Cover (built-in oxygen tank holder, and storage area for patient belongings) q 462 Four Position Brake and Steer Dual Side Hydraulics, Seamless, Thermoformed Base Cover (built-in oxygen tank holder, and storage area for patient belongings) q M62 120 V Model Hausted POWERTRAN Series Stretcher Option for the 462 Model Stretcher Series (not available with the 461 Series) q N62 230 V Model Hausted POWERTRAN Series Stretcher Option for the 462 Model Stretcher Series (not available with the 461 Series) Top Size and Finish Retracto Rails q EMC-ST Regular Width, Powder-Coated Steel Finish Patient Surface: 25 x 76" (635 x 1930mm); Overall: 30 x 83" (762 x 2108mm) q FMC-ST Extra Wide, Powder-Coated Steel Finish Patient Surface: 30 x 76" (762 x 1930mm); Overall: 34-1/2 x 83" (876 x 2108mm) q GMC-ST Regular Width, Powder-Coated Steel Finish, Knee Flex Option Patient Surface: 25 x 76" (635 x 1930mm); Overall: 30 x 83" (762 x 2108mm) q HMC-ST Extra Wide, Powder-Coated Steel Finish, Knee Flex Option Patient Surface: 30 x 76" (762 x 1930mm); Overall: 34-1/2 x 83" (876 x 2108mm) Top Size and Finish AirGlide Side Rail q APA-ST Regular Width, Powder-Coated Steel Finish Patient Surface: 28 x 76" (711 x 1930mm); Overall: 31-1/2 x 83" (800 x 2108mm) q CPA-ST Regular Width, Powder-Coated Steel Finish, Knee Flex Option Patient Surface: 28 x 76" (711 x 1930mm); Overall: 31-1/2 x 83" (800 x 2108mm) q DPA-ST Extra Wide, Powder-Coated Steel Finish, Knee Flex Option Patient Surface: 32 x 77" (813 x 1956mm); Overall: 34 x 82" (864 x 2083mm)
Item Location(s)
SD664 (6/12/10)
The
Floor Level Hydraulic Foot Pedals
retracto rail patient protecting rails offer three positions: full height for maximum patient security; mid-position to provide patient access while maintaining patient security; and fully lowered for patient transfer.
Material Specifications
Base Frame Made from 1" (25mm), 12-gauge, square, polymer coated high-strength tubing. Base cover is thermoformed acrylonitrile butadiene styrene (ABS) plastic. Top Frame for APA, CPA and DPA Models Made from 1-1/4" (32mm), 16-gauge, polymer coated with a polyester epoxy, carbon-steel tubing. Patient surface is powder-coated. Top Frame for EMC, FMC, GMC and HMC Models Made from 1-1/4 x 1/2" (32 x 13mm), 14-gauge, polymer coated with a polyester epoxy, carbon-steel channel. Patient surface is powder-coated. AirGlide Rails Made from 7/8" (22mm) diameter, 16-gauge, chrome-plated carbon steel. Retracto Rails Made from 3/4" (19mm) diameter, 16-gauge, stainless steel. Top section is made from extruded and injection molded poly vinyl chloride (PVC). Mattress Pads High-density urethane foam covered with a latex-free vinyl fabric.
HAUSTED Patient Handling Systems Montgomery, Alabama is an ISO 13485 certified facility. The base language of this document is ENGLISH. Any translations must be made from the base language document.
The thermoformed base cover is seamless and easy to clean. Base design includes a built-in oxygen tank holder and storage area for patient belongings. Dual pedestal base construction ensures patient stability. The adjustable patient surface is provided in a powder-coated finish. A pneumatically assisted, cable-free fowler allows for patient backrest positioning adjustment between 0-90. Patient top can also be equipped with an optional 0-70 knee flex capability. Patient mattress pads can be ordered separately in a variety of thicknesses. Heavy duty non-marking corner bumper system protects walls from being marred. Dual accessory wells at all four corners provide versatility in adapting accessories. Side rails can be ordered in one of two styles:
AirGlide
Standard retracto rail stretcher patient surface is 25" (635mm) wide, but an extra-wide 30" (762mm) patient surface is also available.
MOTORIZED optional feature

The Hausted POWERTRAN Series Stretcher Option is a motorized patient transport intended to assist in the transfer of patients to and from the bath, beds, chairs, treatment modalities and transport vehicles. This option provides a variable speed drive system for motor-assisted forward and reverse movement of the stretcher. POWERTRAN stretchers are capable of forward speeds up to 3.4 mph and reverse speeds up to 1.5 mph. The POWERTRAN stretcher is operated using a control handle providing battery charge level status through a LED readout. A 10' (3 m) cord is connected to a 115 VAC, 60 Hz (for domestic markets) or 230 VAC, 50/60 Hz (for international markets) charging system and 24 VDC (2-12 VDC) batteries.
rails provide maximum patient security with full length patient coverage. Two release levers, located at head and foot end of stretcher, release rail to tuck under the stretcher top. Standard AirGlide stretcher patient surface is 28" (711mm) wide, but an extra-wide 32" (813mm) patient surface is also available.
Standard features
Casters:
Maximum weight Capacity

500lb (227 kg)
retracto rail tops

P atient
8" Tente (203mm) levers: four; one at each corner (462 model); two - one at two corners (461 model) Hydraulic controls: foot pedals on both sides, or both sides and foot end Corner steering (461 only) Center track steering (462 only) Head mounted IV pole (462 only) IV and accessory wells: one IV and one accessory well at each corner Pneumatic-assist, cable-free backrest, 0-90 Buckle restraint strap (462 only) Minimum height: 22" (559mm) Maximum height: 34-3/4" (883mm) Trendelenburgs: 16
Brake/steer
airglide rail tops

Patient
surface dimensions (regular): 28 x 76" (711 x 1930mm) Patient surface dimensions (extra wide): 32 x 77" (813 x 1956mm) Overall width (regular/extra wide): 31-1/2 / 34-3/4" (800 / 883mm) Overall length: 84" (2134mm) Side rails: 15 x 77" (381 x 1956mm) 0-70 knee flex: optional
surface dimensions (regular): 25 x 76" (635 x 1930mm) P atient surface dimensions (extra wide): 30 x 76" (762 x 1930mm) O verall width (regular/extra wide) 29-1/2 / 34-1/2" (749 / 876mm) O verall length: 80-1/4" (2038mm) S ide rails 15-1/4 x 60" (387 x 1524mm) 0 -70 knee flex: optional
Hausted Horizon Multi-Purpose Stretchers Hydraulic Models (with AirGlide Rails)
AirGlide Rails Shown
B D
A E
1-1/2" (38 mm) Clearance with the POWERTRAN Option Backrest
Optional Knee Flex Shown
0-90 (Typical)
0-70 (Typical)
AirGlide Rails Regular Top
31.5" 83" 76" 15" 22-1/4/34-3/4" (800 mm) (2108 mm) (1930 mm) (381 mm) (565/883 mm)
16 Reverse Trendelenburg 16 Trendelenburg
AirGlide Rails 35" 83" 76" 15" 22-1/4/34-3/4" Extra-Wide Top (889 mm) (2108 mm) (1930 mm) (381 mm) (565/883 mm)
Brake and Steering Lock Pedals (at each corner - 462 Series) (at two corners - 461 Series)
Hausted Horizon Multi-Purpose Stretchers Hydraulic Models (with Retracto Rails)
Retracto Rails Shown
D A E
Fowler Backrest Optional Knee Flex Shown
0-90 (Typical)
0-70 (Typical)
Retracto Rails Regular Top
30" 83" 77" 15-1/4" 22-1/4 / 34-3/4" (762 mm) (2108 mm) (1956 mm) (387 mm) (565/883 mm)
Retracto Rails 34-1/2" 83" 77" 15-1/4" 22-1/4 / 34-3/4" Extra-Wide Top (876 mm) (2108 mm) (1956 mm) (387 mm) (565/883 mm)
16 Reverse Trendelenburg
16 Trendelenburg
Brake and Steering Lock Pedals (at each corner - 462 Series) (at two corners - 461 Series)
For further information, please contact:
This data is intended for the exclusive use of Hausted Customers, including architects or designers. Reproduction in whole or in part by others is prohibited. SD-664 2010, HAUSTED Patient Handling Systems All rights reserved. MC (6/12/10)
HORIZ ON H Y DRA ULIC STRETCHER SERIES
multi p l e p u r p o s e s t r e t c h e r s
General Specifications
Minimum Height Maximum Height Trendelenburgs Overall Length Side Rails IV and Accessory Wells Fowler Casters Brake/Steer Pedals Hydraulic Controls Maximum Weight Capacity 22.25 in [56 cm] 34.75 in [88 cm] 16 83 in [210 cm] 15 x 75 in [38 x 191 cm] 4 IV wells; 4 accessory wells Pneumatic-assist, cable free, 0-90 8 in Tente [20 cm] 4; one at each corner Foot Pedals on both sides 500 lbs [227 kg]
Multi-purpose transport, treatment and support
Hausted Horizon Hydraulic Stretcher Series
MODEl Specifications
Model Overall Width Side Rails Knee Gatch Rail Type Patient Surface Dimensions 462-APA-ST 31.5 in [80 cm] 15 x 75 in [38 x 191 cm] No Airglide 28 x 76 in [71 x 193 cm] 462-CPA-ST 31.5 in [80 cm] 15 x 75 in [38 x 191 cm] Yes Airglide 28 x 76 in [71 x 193 cm] 462-DPA-ST 35 in [89 cm] 15 x 75 in [38 x 191 cm] Yes Airglide 32 x 77 in [81 x 196 cm] 462-EMC-St 30 in [76 cm] 15.25 x 60 in [39 x 152 cm] No Retracto 25 x 76 in [64 x 193 cm] 462-FMC-ST 34.5 in [88 cm] 15.25 x 60 in [39 x 152 cm] No Retracto 30 x 76 in [76 x 193 cm] 462-GMC-ST 30 in [76 cm] 15.25 x 60 in [39 x 152 cm] Yes Retracto 25 x 76 in [64 x 193 cm] 462-HMC-ST 34.5 in [88 cm] 15.25 x 60 in [39 x 152 cm] Yes Retracto 30 x 76 in [76 x 193 cm]
H Y DRAULIC STRETCHER SERIES
The Horizon Hydraulic Stretchers are designed to provide versatility, lasting and consistent performance, and ease of use. These easy-to-clean units can support a patient during induction, transport, treatment, and recovery functions, avoiding unnecessary patient transfers to other equipment. Operational benefits Continuous attention to the patient is possible with our unique Zone-of-Care feature that allows all functions to be performed at the patients side Easy to maneuver: built-in central steering and braking systems with pedals conveniently located at all four corners. Easy to position: hydraulic foot pedals on both sides of the stretcher base allow simple, hands-free height adjustment and Trendelenburg positioning Convenient: dual-purpose accessory wells at all four corners allow attachment of IV poles and other accessories Ample storage: open base design holds oxygen tanks and patient belongings Economic benefits Reduces number of patient transfers: Horizon Hydraulic Stretchers versatility saves time and effort Protect facility walls and the stretcher with our heavyduty, shock-absorbing, non-marking bumpers Easy-to-operate casters and brakes to help reduce safety risks to healthcare personnel
Easy-to-use hydraulic foot pedals adjust height and Trendelenburg from either side of the stretcher.
Patient outcome and safety benefits Full-length patient protection with side rails that are higher and longer Safe patient transfers with zero transfer gaps Latex-free, non-conductive, vinyl-covered PressureCare mattress provides patient comfort for extended stays in any department Maximum patient comfort: backrest can be easily and consistently set at inclines from 0 to 90 degrees with our cable-free, pneumatic-assisted fowler knee-flex capability from zero to 50 degrees is an optional feature of the Hydraulic Series Stretchers The Horizon Hydraulic Stretchers are reliable, durable, versatile, and very easy for healthcare staff to use. As a result, they perform consistently, are easy to clean, allow for patient needs, and reduce the time, effort, and injury risk for patients and healthcare personnel.
Hausted Horizon Hydraulic Stretchers support a patient during induction, transport, treatment and recovery.
Model 462-CPA-ST shown with Slick Patient Transfer System.
Model 462-CPA-ST shown All Horizon Series Stretchers can be lowered to the very lowest heights to assist patient egress.
Model 462-EMC-ST shown - Intermediate siderail position offers maximum patient access without compromising patient or staff safety.
T e c h n i c a l S p e c i f i c at i o n s
multi p l e p u r p o s e s t r e t c h e r s
standard features 8 in (20 cm) easy rolling casters Four wheel brake and steer caster system operable from all four corners Easy to clean thermoformed base cover with O2 tank holder and ample storage space Dual pedestal support for maximum stability Power controls: Height adjustment and Trendelenburg positioning Backrest Knee flex Patient/staff hand held control Staff control panel with power lock-outs Emergency backrest release lever to override the electric/battery powered backrest Battery back-up allows power functions when not plugged in Accessory wells at all four corners Full perimeter bumper system with heavy duty, non-marking corner bumpers Patient safety straps with buckle optional accessories Vertical O2 Tank holder Self storing push handles Wide variety of head/foot boards: Stationary, folding extension, with or without chart holder, monitor shelf, defibrillator tray Universal patient tray/instrument tray Armboard (1 in (2.5 cm) pad; height adjustable) IVS-Tow (mobile I.V. stand attachment) Heel stirrups Mounting adapter clamps for heel stirrups/leg holders Side rail pads Articulating head piece Slick Patient Transfer Mattress System Preventive Maintenance Agreements available
General Specifications
Model Minimum Height Maximum Height Trendelenburgs Patient Surface Dimensions Overall Width Overall Length Air Glide Rail Height Air Glide Rail Angle Fowler Knee Gatch Maximum Weight Capacity 4E2-DPA-ST 22.25 in [56.5 cm] 29.5 in [75 cm] 12 32 x 77 in [81 x 195.5 cm] 35 in [89 cm] 82 in [208 cm] 15 in [38 cm] 75 in [190.5 cm] 90 50 625 lbs [284 kg]
Designed to Meet Your Bariatric Patient Management Needs
Hausted Horizon Electric/Battery Powered Stretcher
Versat i l e , E a sy t o U s e , Ti m e E f f i c i e n t
a)
32" (81 cm.)
Safety and Convenience (a) hand held control (b) staff control panel with lockouts (c) emergency backrest release lever to override electric/battery powered control in emergency situations
b)
The AirGlide Full length stainless steel rail tucks completely out of the way to eliminate transfer gap.
c)
operational benefits Extra-wide litter top (32 in/81 cm) and PressureCare mattress provide patient comfort for extended stays in any department Weight capacity of 625 lbs (284 kg) is designed to meet your bariatric patient management needs Lightweight and maneuverable: this unit fits easily through doorways and is much lighter than other bariatric units and beds Easy-to-use electric/battery powered controls: rechargeable battery offers convenience and mobility when not plugged in Economic benefits Reduce or eliminate patient transfers: this versatile unit can be used in every phase of care from patient transport and clinical procedures to recovery Reduce or eliminate dedicated bariatric units: this versatile stretcher eliminates the need for designated units for bariatric care, extended stays and patient transport patient outcome and safety benefits Patient preference: hand-held control allows patients to position the stretcher for their own comfort (to assure safety, all adjustments can be locked-out by the care provider) Safe patient egress and reduced risk of back injury to the care providers with the Horizon's low height
Versatility (d and e) Trendelenburg / Reverse of 12 (f) low height of 22 (56.5 cm) (front cover) back rest and knee flex adjustments
d)
f)
e)

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HAUSTED Patient Handling Systems, LLC

the big picture

HAUSTED Patient Handling Systems, LLC

the science behind the solution

Patient Transportation and Positioning In the Beginning

What Happened to Yesterdays Healthcare?!

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the science behind the solution

Implications for Our Customers

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

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4E2DPAST (110 VAC); 4D2DPAST (230 VAC)*

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

Multiple Purpose Stretchers

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HAUSTED Patient Handling Systems, LLC

HAUSTED Patient Handling Systems, LLC

system solution selling

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system solution selling

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decision makers & their hot buttons

Key Decision Makers

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decision makers & their hot buttons

The Zone of Care

decision makers & their hot buttons

Safety for patients

Safety for staff

 Slick patient transfer mattress system Zero transfer gap

HAUSTED Patient Handling Systems, LLC

decision makers & their hot buttons

Patient comfort and recovery

Safety for patients

What are your biggest concerns with patient safety?

Rail coverage Bariatric stretcher Zero transfer gap Zone of Care

Bariatric stretcher Bariatric stretcher

HAUSTED Patient Handling Systems, LLC

decision makers & their hot buttons

Safety for staff

HAUSTED Patient Handling Systems, LLC

Stretchers & Chairs

Stretchers & Chairs

Slick patient transfer mattress system Zero transfer gap

The goal of hospitals is to admit patients as quickly as possible. 2. A True B False

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