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[Virtual Presenter] KARL STORZ Vathin in Flexible ENT/Airway High-Level Competitive View & Market Positioning Analysis Market Insights Discussion Starter Date May 2026 Presenter Nima Moghimi Department Market Insights Duration 5 minutes.

[Audio] KARL STORZ Why Vathin is Appearing in ENT Discussions Three key pillars driving Vathin's positioning in the flexible ENT/Airway market Established Single-Use Value Key Driver Office/Outpatient Fit Growing Ecosystem & Credibility Proprietary monitors - DVM-A1/A2/B1/B2 Office-based ENT workflows & outpatient settings No reprocessing required - eliminates crosscontamination risk Olympus distribution in select regions Always ready availability, faster room turnover Plug-and-play setup - portability & ease of training Big Green Australia - TGA approved Riveted snake bone patent technology CAPEX-light model with predictable per-case cost Activity noted in Victoria - outpatient trials Zero reprocessing staff time & equipment Former KS employee now works for them Appeals to infection control-focused accounts Target: Victoria outpatient settings Growing credibility in market Risk: Medium Risk: High Risk: Low.

[Audio] KARL STORZ Vathin Product Architecture & Market Position Diagnostic vs therapeutic scopes, monitor ecosystem, and distribution channels Scope Specifications Active Distribution & Market Presence 3.2mm 4.9-5.0mm Diagnostic OD Therapeutic OD 110° FOV 3-100mm DOF Olympus - US & EMEA Big Green - Australia 2.2mm channel 210° deflection Active Distribution TGA Approved Working Length 300mm Deflection 210°/210° E-SteriScope - Brand Vathin - Manufacturer Channel Olympus Exclusive Global 2.2mm (therapeutic) Material Riveted snake bone Key Positioning Monitor Ecosystem DVM-A2 - Advanced Display Target Market Value Proposition DVM-A1 - Digital Video Monitor DVM-B2 - Standard Display Single-use convenience Office-based ENT, Outpatient DVM-B1 - Basic Monitor Resolution Risk Factor Key Advantage 720x1080 HD No reprocessing needed Higher per-case cost Compatibility Vathin scopes only.

[Audio] KARL STORZ Competitive Comparison: Vathin vs KARL STORZ Key advantages, disadvantages, and competitive positioning in the flexible ENT/Airway market Vathin - Single-Use Specialist Active KARL STORZ - Reusable Leader Active Single-use convenience - No reprocessing required, always ready availability Low Risk Superior image quality - Industry-leading optics and maneuverability Low Risk Infection control - Zero cross-contamination risk, reduced staff exposure Low Risk Durability & longevity - Long-term value, lower TCO over time Low Risk Lower upfront cost - CAPEX-light model, predictable per-case pricing Medium Risk Broad ENT ecosystem - Comprehensive solutions, training, integration Low Risk Higher upfront CAPEX - Initial investment required Medium Risk Image quality limitations - Typically below high-end reusable systems High Risk Reprocessing complexity - Staff time and equipment needed Medium Risk Limited upgrade pathways - Dependency on proprietary ecosystem Medium Risk.

[Audio] KARL STORZ Risk & Opportunity by Account Type Where Vathin resonates vs where KARL STORZ maintains advantage, plus hybrid conversation opportunity Vathin Resonates High Risk KS Advantage Low Risk Hybrid Opportunity Strategic High-throughput - Tertiary ENT & voice labs Balanced Approach Office-based ENT - Outpatient/day surgery settings Combine reusable KS platform for routine use with single-use for isolation cases, after-hours, or specific infection-risk workflows. Image quality - Teaching/training environments Reprocessing constraints - Limited scope inventory Long-term value - Enterprise integration CAPEX-sensitive - Budget-constrained accounts Workflow flexibility - Balance throughput & risk Performance-driven - Repeat-use settings Rural/remote - Surge/backup needs Cost optimization - Targeted single-use Target: Victoria outpatient trials Strength: Superior image quality.

[Audio] KARL STORZ Discussion & Recommended Response Strategic recommendations for countering Vathin positioning and driving market conversation Recommended Response Strategy Active Discussion Questions 3 Questions 1 Lead with Clinical Confidence Emphasize KARL STORZ image quality, maneuverability, and documentation in demos. Focus on superior optics and reliable performance. Which ANZ accounts show the strongest single-use pull (reprocessing limits/CAPEX sensitivity)? High Priority 2 Sharpen Economics Story Show TCO vs per-case models over 12-36 months. Include reprocessing efficiencies and long-term value calculations. Where should we prioritize hybrid pilots (e.g., Victoria outpatient settings)? Medium Priority 3 Solve Workflow Pain Offer loaners, rapid turnaround, and portable visualization solutions for office setups. What tools or data would help teams counter single-use infection-control claims most effectively? Low Priority 4 Hybrid Narrative Focus on accounts with reprocessing constraints and CAPEX sensitivity Position reusable + single-use where appropriate to balance throughput and risk..