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June 19, 2002
FOR: ZOLL Medical Corporation
INVESTOR CONTACT: A. Ernest Whiton
Chief Financial Officer
ZOLL Medical Corporation
PRESS CONTACT: Robert Minicucci
Corporate Communications Manager
ZOLL Medical Corporation
+1 (978) 421-9832
FOR IMMEDIATE RELEASE
ZOLL CLOSES IN ON TARGET OF 60 SPECIALTY DISTRIBUTORS TO EXPAND MARKET FOR NEW ZOLL AED PLUS
BURLINGTON, MA Wednesday, June 19, 2002 – ZOLL Medical Corporation (Nasdaq: ZOLL), a manufacturer of non-invasive cardiac resuscitation devices, today announced that it has reached agreement with nearly 60 specialty and regional distributors for marketing of its new automated external defibrillator, the ZOLL AED Plus. The company’s target was to sign a total of 60 distributors by the end of its fiscal year and it has already signed 58 distributors and an additional 19 manufacturers representatives.
These new ZOLL distributors and manufacturers representatives will target businesses and industries throughout the U.S., as well as recreational facilities, airlines, health clubs, schools and corporate and industrial settings.
Earlier this month, ZOLL announced a multi-year distribution agreement with GE Medical Systems Information Technologies for the sale of the ZOLL AED Plus to the nearly 250,000 physicians’ offices and clinics throughout the U.S. ZOLL also employs a North American direct sales force of more than 125 representatives, targeting sales of the ZOLL AED Plus to EMS, police and fire departments and municipalities.
“We are pleased that our strategic goals for building distribution are being met and in some cases we are exceeding expectations, due to the very positive response from distributors and the market in general. We will continue to expand our distribution channels, as planned, to match the vast market potential for automated external defibrillators,” said Rick Packer, President, ZOLL Medical. “We now have solid representation in market segments ranging from private medical practices to health clubs, airports and industrial facilities. Multiple distribution channels will enable ZOLL to have an immediate impact in many diverse markets and bring this important new device into the community, where it can save lives.”
A number of distribution agreements are bringing the ZOLL AED Plus into unique new markets. For example, CamCare Health Educational and Research Institute at the Charleston University Medical Center in West Virginia specializes in supplying basic life support training and medical devices to the coalmining industry. Other distributors represent such diverse markets as dental offices, schools and school athletic departments and the oil and gas industry. Lifesaving Resources in New Hampshire provides basic life support training, medical equipment and supplies to swimming pools nationwide.
“The advantages of the ZOLL AED Plus in these diverse market segments are compelling and experienced distributors are quick to realize the market potential for our new device,” said Patrick E. Nestor, General Manager, First Responder / Public Access Defibrillation, ZOLL Medical. “By the end of 2002, we expect to double our distributor management team and continue to expand our sales and marketing activities. After all, AEDs are only effective when they are available in the places where we live and work.”
The ZOLL AED Plus is the first AED to feature a combination of simple, step-by-step illustrations and audio coaching. These features help to make a stressful and challenging medical crisis a more manageable and controlled rescue, especially for trained individuals not routinely responsible for responding to victims of sudden cardiac arrest. The ZOLL AED Plus helps the rescuer more calmly think through the appropriate steps and administer necessary life-saving treatment as defined by the American Heart Association guidelines.
AEDs are used to treat sudden cardiac arrest resulting from ventricular fibrillation (VF),
a spontaneous, mostly fatal interruption of normal heartbeat and a leading cause of death in the United States. Recent estimates from the Centers for Disease Control and Prevention (CDC) indicate that sudden cardiac death (SCD) takes the lives of approximately 400,000 people each year. According to the American Heart Association (AHA), nearly 49 percent of those who die from sudden cardiac arrest could be saved with public access defibrillation. The AHA states, “Public access defibrillation, which places AEDs in the hands of trained laypersons, has the potential to be the single greatest advance in the treatment of VF cardiac arrest since the development of CPR.”
ZOLL Medical Corporation, headquartered in Burlington, MA, designs, manufactures and markets an integrated line of proprietary, non-invasive resuscitation devices and disposable electrodes. Used by health care professionals to provide both types of cardiac resuscitation – pacing and defibrillation – these products are essential in the emergency treatment of cardiac arrest victims, both inside and outside the hospital. ZOLL also designs and markets software that automates collection and management of both clinical and non-clinical data for emergency medical service providers. ZOLL has operations in the United States, Canada, United Kingdom, Germany, France, the Netherlands and Australia, and business partners in all of the world’s major markets. For more information about ZOLL and its products, visit the ZOLL web site at www.zoll.com.
Certain statements contained in this press release, including statements regarding the anticipated development of the Company's business, the intent, belief or current expectations of the Company, its directors or its officers, primarily with respect to the Company's business model and future operating performance of the Company, including expectations regarding results in future periods, operating performance and contributions to results from the Company’s new Public Access Defibrillation product, and other statements contained herein regarding matters that are not historical facts, are “forward-looking” statements (as defined in the Private Securities Litigation Reform Act of 1995). Because such statements are subject to risks and uncertainties, actual results may differ materially from those expressed or implied by such forward-looking statements. Factors that could cause actual results to differ materially from those expressed or implied by such forward-looking statements include, but are not limited to, those factors discussed in the section entitled “Risk Factors” in the Company's Annual Report on Form 10-Q filed on May 15, 2002, the future performance of the direct sales operations, the outcome of a pending patent infringement suit relating to the ZOLL AED Plus, as well as uncertainties regarding the market, acceptance and profitability of the ZOLL AED Plus, the length and severity of the current economic slowdown and its impact on capital spending budgets, the reduction in overall capital equipment expenditures in the hospital and pre-hospital markets, the potential disruption in the transportation industry on the Company’s supply chain and product distribution channels, and the desire or ability of other parties to purchase the Company's products.
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