3. Who We Are
Headquartered in Largo, Florida, BioDerm is one of the nation’s leading manufacturers of proprietary
hydrocolloid products for urinary management, infection control and skin protection. The company
challenges accepted inferior standards of care by creating products that reduce infection rates, add
comfort and reliability, and vastly improve quality of life.
Company Evolution
1991: BioDerm, Inc. is founded as a research and development organization.
1997: FDA rules the External Continence Device (ECD) as 510(k) exempt.
2000: Began initial testing of proposed direct-to-consumer sales models.
2006: BioDerm begins testing sales of a redesigned and improved Liberty catheter with integral collection chamber;
Medicare Part B reimbursement is granted under HCPCS Code A4326; First international sales begin to the UK
and the Netherlands.
2011: Launched full scale, national direct-to-consumer sales campaign; Gary Damkoehler, formerly CEO of JSA
Healthcare Corp, takes over as CEO; BioDerm receives code verification from the Center for Medicare and
Medicaid Services to support billing under HCPCS Code A4326.
2012: BioDerm rebrands as Men’s Liberty in the consumer market and Safe n’ Dry in the acute care market; Introduces
new adjunct product lines: BioPlus+, FreeDerm and CathGrip.
2013: BioDerm brings on an independent sales team and national sales manager to drive growth; BioDerm awarded a
U.S. Federal GSA Schedule contract under Schedule 65 II A—Medical Equipment and Supplies.
2014: BioDerm awarded Catheter Securement supplier agreement with the Premier Healthcare Alliance; Launch of
BioDerm Penile Clamp; Acute Care sales partnerships established with specialty distribution groups. Attended
Medica tradeshow to increase international sales.
2015: Launch of new products to the CathGrip securement line, PEGprotect and WingSeal. Established new
international distribution agreements in Canada, Australia and the Middle East. Built on-site clinical support
team for patients, sales reps and healthcare professionals.
4. What We Do
BioDerm® specializes in the manufacture of urology, skin interface, and catheter securement products.
All BioDerm’s products are made from the company’s proprietary hydrocolloid formulation that
is hypoallergenic, latex free, and moves like a second skin. All BioDerm products aim to provide a
superior patient experience through added comfort, reliability and safety.
Men’s Liberty™ is an innovative alternative to traditional male external catheters. It is completely
external and applied just once a day. This discreet, one-size-fits-all option manages men’s
urinary incontinence in a safe, healthy way. More than 3 million units have been used with zero
attributable adverse events, including urinary tract infections.
Safe n’ Dry™ is a male external catheter designed for institutional and hospital use. It is
completely external and seals gently and securely to the tip of the penis with BioDerm’s
proprietary hydrocolloid adhesive XtraDerm™. Safe n’ Dry is currently private labelled for
Eloquest Healthcare® as ReliaFit®.
CathGrip® is a universal catheter securement system. With soft no-slip grips that secure
tubes from 2-47Fr and three sizing options for the hydrocolloid base, CathGrip can meet all
your securement needs in only 13 SKUs, making it the new standard of care sought after by
physicians, nurses and purchasing teams. CathGrip now includes speciality securement for
PEG/PEJ and epidural tubes.
FreeDerm™ is the only adhesive remover on the market to instantly release hydrocolloid and
other adhesives by breaking the bond between the adhesive and the skin. With a no-sting,
flash dry formula, FreeDerm ensures painless removal of any hydrocolloid products even on
compromised skin.
5. Our Sales Approach
OUTPATIENT
BioDerm’s products are sold through its world-class customer service center, based in Largo, Florida. Customer
service reps are trained to understand the conditions associated with urinary incontinence, and are extremely
knowledgeable about all BioDerm’s products. BioDerm also provides on site clinical support and a robust
quality auditing program to ensure the highest quality service and support.
ACUTE CARE
BioDerm’s CathGrip product line is sold through a growing network of specialty distributor and independent
representatives targeting acute care, long term care and other surgical centers. Our representatives are
introducing CathGrip into ICUs, Interventional Radiology, Wound Care and more.
BioDerm’s urinary management products for acute care are currently sold by Eloquest Healthcare as ReliaFit
and the ReliaFit Kit with CathGrip.
Executive Management
Gary Damkoehler, Chairman and CEO
John DeBella, Chief Operating Officer
Wendy LaTorre, Chief Strategy Officer
Byron Dyke, Chief Financial Officer
James Terpstra, National Sales Manager
Joe Carrens, VP of Quality and Regulatory Affairs
Steve Babb, VP of Technology
Media Contact: Sarah Woodward, (727) 507-7655 ext. 2019 or swoodward@bioderminc.com
You can find more info here: www.BioDermInc.com
6. REFERENCES: 1. Catheter Stabilization Device/Catheter Securement Devices Market by Product, Application, End User – Global
Forecast to 2020, Research and Markets, June 2015, Available online: http://www.researchandmarkets.com/reports/3287155/
catheter-stabilization-devicecatheter-securement. 2. Global Male External Catheters Market 2015-2019, TechNavio Insights,
Published April 2015. Available online: http://www.researchandmarkets.com/reports/3150284/global-male-external-catheters-
market-2015-2019#pos-0
Drivers of Business Growth
Based on several independent research publications and market studies, BioDerm expects to
continue delivering strong revenue and profit growth through the next 5-10 years.
Key growth estimates include:
• The global catheter stabilization device market is expected to reach $1,372.35
Million by 2020 from $957.26 Million in 2015, growing at a CAGR of 7.47%
between 2015 and 2020.1
• The Global Male External Catheters market was valued at US$152.11 million
in 2014 and is expected to reach US$200.13 million by 2019, growing at a
CAGR of 5.64%.2
However, BioDerm has been increasing its sales at over 47%
annually since 2011.
• The major drivers for both of these markets include: increasing healthcare
expenditure, growing aging population, increasing prevalence of lifestyle
diseases, and increasing demand for minimally invasive surgeries/treatment
options.1, 2
Key internal growth drivers include:
• BioDerm was awarded a contract as a national provider of securement devices
for drainage and catheters by the Premier Healthcare Alliance, opening up
nearly 3,000 acute care facilities for BioDerm sales.
• Grown direct to consumer advertising programs by more than 50% since 2013.
BioDerm continues to acquire a record number of new customers each month
at a highly competitive cost per acquisition.
• Launched aggressive international distribution partnerships, projected increase
of international revenue by 100% in 2015.
• Established sales coverage for the acute care channel through a network of
specialty distribution groups and independent reps.
7. “BioDerm continues to grow by exceeding our
clients expectations at every turn. We’re committed
to delivering the best products that make a real
difference in our customers daily lives.”
~Gary Damkoehler, CEO, BioDerm, Inc.
8. Accomplishments
Success is a collaborative effort. BioDerm’s executive team has reduced manufacturing costs by over 60%,
increased sales revenue by over 47% each year since 2011, increased staff to support growth, expanded
manufacturing, and updated its technology to improve efficiency and facilitate growth.
In addition, we have:
• Reduced carbon footprint by replacing the majority of our products’ plastic packaging with
recycled and biodegradable materials
• Expanded call center operations to handle increased customer volumes; updated technology
and introduced a Noble Dialer system
• Installed an updated, secure CRM solution to manage client files safely and ensure that
minimum HIPAA guidelines for data security are exceeded
• Grown direct-to-consumer advertising programs, generating a record number of new customers
each month at a highly competitive cost per acquisition
• Successfully launched and maintained a content marketing program that has established
BioDerm as an industry thought leader; pioneered direct-to-consumer blogging and social
media campaigns on incontinence that have cultivated a growing following
• Established new partnerships with major U.S. and international distribution partners to expand
product penetration into the acute care market
• Worked with Enterprise Florida, the Small Business Development Center and the Chamber of
Commerce to grow our international sales program and raise awareness of our brands.
• Developed tradeshow calendar for domestic and international sales including the Medica show
in Dusseldorf, Germany.
• Secured 15 patents and patents pending for entire product suite
• Launched a new catheter securement product line to expand reach into the acute care and
hospital market
• Launched and expanded on-site clinical support team in our Largo offices including support
for clinical trials, evaluations and value analysis. Support ongoing development of acute care
marketing collateral including videos, white papers, brochures and other materials as needed.
• Introduced manufacturing automation in 2014 to reduce costs
• Successfully completed ISO-13485 certification for manufacturing and exporting to major
international markets
• Launched a new penile clamp product in 2014 for the out-patient market
• Registered with the Better Business Bureau and secured an A+ rating
9. John DeBella
Chief Operating Officer
DeBella has more than 30 years of
experience in manufacturing operations,
including Manufacturing Management
for Square D Corporation. He received
his Bachelor’s degree in Industrial
Technology from the University of
Dayton, and his Masters in Business
Administration from the Florida Institute
of Technology. DeBella is also an adjunct
professor teaching courses on Six Sigma
Techniques, Quality and Statistical
Processes at St. Petersburg College.
Wendy LaTorre
Chief Strategy Officer
LaTorre is a marketing and sales executive
with more than 20 years of experience,
including 16 years in the direct response
industry. Since joining BioDerm in 2012,
she has developed and led branding
and marketing efforts that have boosted
company and product awareness and
supported sales revenue growth by
more than 47% each year. LaTorre was
previously director of marketing for a $30
million direct response company. LaTorre
holds a Bachelors degree in Marketing
from Eckerd College.
Jim Terpstra
National Sales Manager
Prior to joining BioDerm, Jim was
Director of Corporate Accounts for
Eloquest Healthcare where he was
responsible for negotiating contracts
with GPOs, distributors and integrated
health networks for product distribution,
building and supporting a growing sales
team and generating real term revenue
growth to meet and exceed corporate
goals. Before Eloquest, Jim spent 9
years with Sage Products, where he
held leadership positions in corporate
account development and was regularly
recognized as Sales Person of the Year.
Joe Carrens
VP of Quality & Regulatory
Affairs
Carrens is an FDA compliance inspection
veteran with more than 35 years of
experience in medical device product/
process development. His expertise
encompasses production, testing,
validation, quality assurance (QA),
regulatory affairs and FDA product
submissions. Carrens oversees BioDerm’s
development and implementation of all
processes for new and existing product
lines, including market feedback.
Byron Dyke
Chief Financial Officer
Dyke has 25 years of experience in
corporate financial leadership in public
and private enterprises encompassing
start-up, developing and rapid-growth
environments. His expertise spans
managed growth, strategic planning,
fiscal troubleshooting, mergers and
acquisitions, process re-engineering.
He has also overseen information
technology implementations. Mr. Dyke
holds a Bachelor of Science degree in
Business Administration/Accounting
from Ohio State University.
Steve Babb
VP of Technology
Babb is a leader with 30-plus years
of experience in medical device,
chemical processing, aerospace, nuclear,
information technology and business
consulting industries, Babb excels at
creating chains of value and quality
extending from suppliers through
customers. Since joining BioDerm in
2007, he has created and patented several
new consumable medical products, and
released them to market. Babb earned his
Bachelor of Science degree in Chemical
Engineering from Georgia Institute of
Technology, and his Masters in Chemical
Engineering from the University of
Florida.
Leadership
Gary Damkoehler, Chief Executive Officer
Damkoehler is a veteran healthcare industry executive and former Chairman of the Board of JSA Healthcare Corporation. After successful
stints at USAID and Westinghouse’s Health Systems Division, he joined the predecessor company to JSA in 1984. Damkoehler founded
JSA’s Government Services Division, which grew from $120,000 in sales in 1984 to $21.4 million in 1989, an achievement that placed
the company on the Inc. 500 List. He was appointed President of JSA in 1985 and Chairman of the Board in 1988. Damkoehler holds a
Bachelor’s degree in Economics from the University of Alabama and a Masters degree in Economics from the University of Alabama.
10.
11. Making a Difference in Our Community
BioDerm is proud of our ongoing partnership with all of our clients to deliver the best quality
products and services. It truly is a collaborative effort that all our employees find rewarding.
Just listen to the comments from a few of our clients over the years to understand the impact of
making good medical products available to the people who need them.
“After many complications with
prostate surgery, I was left with
complete incontinence. Every
day was miserable and I did not
want to go anywhere. After my
doctor offered the Liberty external
catheter, life has been much better.
I can now drink what I want and
lead a more normal life. I am
very thankful there was a product
like the Men’s Liberty that has
given me some normalcy in my
life and allowed me to be active
again.”
~ Phil C.
“First, thank you for your product.
In this age of product hype and
overpromises it is truly refreshing
to find a manufactured good that
does everything as promised. My
since of security is returning and I
am now able to conduct my affairs
outside our home with confidence
that I will not be embarrassed by
leakage or smell. Again, you have
my gratitude.”
~Cliff C.
“I love your products. My skin was
happy for one of the first times in 5
years. They don’t cause itching, or
pain. After you remove them you
cannot tell where they were. They
are sturdy and they didn’t fall off
(or even lift) and the clasps didn’t
break no matter how many times
you opened and shut them. The
BioPlus+ didn’t cause any itching
either. You have an awesome
product and it truly does what it
claims to do!”
~ Kelly I., CathGrip User
“This product has made a large impact on our lives. The most
degrading thing that my husband can think of is being in a diaper.
Your product helped him to avoid that bit of humiliation. We were
able to utilize this product so that he could attend our daughters’
graduation in comfort and without the fear of an “accident” that
would further embarrass him.” ~ Tina P.
12. BioDerm, Inc.
12320 73rd Court N
Largo, FL 33773
(727) 507-7655
CustomerCare@BioDermInc.com
www.BioDermInc.com
