Strengthening the sales structure through sales and educational activities for medical institutions and the use of distributors

「Continued use at existing facilities advanced significantly through briefings highlighting efficacy and safety and proposals for new surgical techniques. The number of contracted facilities expanded to 125 nationwide, and orders increased substantially toward the end of the fiscal year, including a record monthly total of 30 cases in March.」

「Going forward, we will accelerate the nationwide rollout of key facilities and strengthen information dissemination and awareness-building activities using the web.」

「In cooperation with NIDEC CORPORATION, which handles sales, the company will improve product awareness among general ophthalmologists at major medical conferences and disseminate information on treatment outcomes, while putting in place initiatives to directly promote treatment to potential patients, thereby contributing to higher sales.」

「Although the number of eligible severe-burn cases remained low, orders began to recover as the company strategically accelerated departmental briefings, exhibitions at regional medical conferences and seminars, taking into account changes in patient transport routes and facility conditions. The company secured orders broadly from medical institutions different from its traditional specialist burn facilities, as well as from institutions that had not placed orders for several years. Its vigorous expansion of JACE sales proved effective.」

「For cartilage defects of the knee, we will promote evidence-based improvements in treatment outcomes and aim to further expand sales.」

「For epidermolysis bullosa, we will further strengthen cooperation with patient associations to raise awareness among potential patients and increase their willingness to seek treatment, with the aim of expanding sales.」

「The contract term shall be five years from 1 December 2021. However, unless either party expresses its intention to object by no later than two months before expiry of the term, the contract shall automatically renew for an additional one-year period, and the same shall apply thereafter.」

「JACE sales in the cumulative second-quarter period were ¥475.399 million, up 8.5% year on year. Sales increased year on year as the company held online study sessions for physicians treating severe burns, accelerated the referral of patients from across Japan to hub facilities for congenital giant pigmented nevus, and implemented measures including study meetings for physicians treating epidermolysis bullosa.」

「Although sales activities were restricted by the impact of COVID-19, sales increased year on year as a result of holding online study sessions for physicians treating severe burns, promoting awareness of early treatment intervention for congenital giant pigmented nevi, and implementing measures such as study groups for physicians treating epidermolysis bullosa.」

「JACE sales for the cumulative third quarter were ¥671.558 million, up 5.9% year on year. Although sales activities were restricted by the impact of COVID-19, targeted measures proved effective, including distributing treatment-procedure videos on DVD for severe burns, providing focused follow-up to key facilities for congenital giant pigmented nevi, and providing physicians with information using seminar proceedings for epidermolysis bullosa. As a result, sales increased from the same period of the previous year.」

「JACE sales for the cumulative second quarter period were ¥438.198 million, up 3.6% year on year. Sales activities remained restricted amid the continuing impact of COVID-19, including outpatient closures or restrictions at medical institutions, visitor restrictions and difficulties securing surgical slots, as well as patients avoiding or being reluctant to attend outpatient appointments because of the spread of infection or to prevent infection. Within the scope of activities that could be conducted, we carefully carried out sales activities such as distributing a DVD video on burn-treatment procedures produced in cooperation with medical institutions for severe burns, providing intensive follow-up to core facilities for congenital giant pigmented nevi, and providing physicians with information using a collection of seminar recordings for epidermolysis bullosa. We also focused on IT-based sales activities, including webinars led by physicians with extensive experience using JACE and proactive use of online meetings.」

「While taking the impact of COVID-19 into account, we will continue working to restore orders and further promote JACE by raising awareness through active information activities using the web and online meetings, in addition to academic conferences, study groups, seminars and patient meetings.」

「To accelerate this initiative and bring forward its contribution to sales, we began selling Fujifilm medical equipment, including this product, during the fiscal year.」

「We will focus on developing additional new facilities and securing stable orders from existing facilities using JACC. We will also pursue synergies with knee diagnosis using Fujifilm's 3D image analysis system to expand orders.」

「To demonstrate the benefits of this change, we are compiling comprehensive evidence, including clinical data, while also pursuing synergies with knee diagnosis using Fujifilm's 3D image analysis system “SYNAPSE VINCENT.” We will increase repeat use, develop new facilities and expand orders.」

「For the JACC approval obtained in January 2019 for less invasive treatment and simplified transplantation procedures, involving a specification change under which a collagen membrane is used instead of the patient's own periosteum during JACC transplantation, we began promotional activities targeting facilities with high JACC usage. Physicians who have used the collagen membrane have responded positively, citing reduced patient burden and shorter surgery times. We also promoted the change at the Japanese Orthopaedic Society of Knee, Arthroscopy and Sports Medicine conference held in June, but its effect on first-quarter sales remained limited.」

「In addition to evaluation by an independent committee of knee treatment specialists and feedback on medium-term clinical data through presentations at academic conferences, increased awareness from Fujifilm Group's television commercials contributed to an increase in orders from new facilities. In October 2018, we exceeded the record high for the number of transplant cases in a single month set in July.」

「In addition to providing feedback on five-year use-results survey data as medium-term clinical data through evaluation by an independent committee of knee treatment specialists and presentations at academic conferences, increased awareness from Fujifilm Group's television commercials contributed to an increase in orders from new facilities. In July, we recorded the highest number of transplant cases in a single month to date.」

「From April to May, Fujifilm Group's technical advertising campaign, “The world can be changed, one step at a time,” featured autologous cultured cartilage technology, resulting in a substantial increase in inquiries from patients and medical institutions. In addition, we undertook information activities for physicians, including reporting five-year post-market surveillance data for JACC at JOSKAS, the Japanese Orthopaedic Society of Knee, Arthroscopy and Sports Medicine, held in June.」

「In February 2018, we published an interview between the doctor who performed the transplantation surgery and a patient who underwent it on “Regenerative Medicine Navi,” an information website about regenerative medicine for the knee.」

「We prepared and began distributing a “Patient Notebook” to help patients undergoing autologous cultured cartilage transplantation better understand the condition of their own knees and communicate closely with their physicians about treatment and postoperative rehabilitation schedules. Going forward, in addition to physicians and medical institutions, we will strengthen efforts to deepen patients' understanding of JACC.」

「JACC sales for the cumulative second quarter period increased slightly from the same period of the previous year. As of the end of September 2017, sales activities had resulted in 271 medical institutions being able to use JACC, a steady increase, but we were unable to build up sufficient orders from new medical institutions. This was due to the continuing effects of the COVID-19 pandemic, including outpatient closures or restrictions at medical institutions, visitor restrictions and difficulties securing surgical slots, as well as patients avoiding or being reluctant to attend outpatient appointments to prevent infection or because of the spread of infection.」

「Sales increased from the same period of the previous year as a result of active information activities, including a luncheon seminar held at the 9th Japanese Orthopaedic Society of Knee, Arthroscopy and Sports Medicine (JOSKAS) conference in June to introduce the latest advances in knee cartilage treatment using JACC.」

「In addition to educational activities for healthcare professionals, we are also focusing on initiatives to raise awareness of autologous cultured cartilage transplantation, the treatment method using JACC, among the general patient population. These initiatives include launching a dedicated website featuring a professional soccer player who underwent the transplantation procedure and adding content on sports, knees and self-checks.」

「In April 2016, we launched a dedicated website featuring a professional soccer player who had undergone this transplantation procedure.」

「To improve the efficiency of sales activities aimed at expanding sales, we will make greater use of distributors, review sales responsibilities and staffing allocation, and work to improve and strengthen the sales structure.」