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Biotech / Medical : Laser Vision Centers, Inc. (NASDAQ: LVCI) -- Ignore unavailable to you. Want to Upgrade?

To: HerbVic who wrote (216)	4/11/1999 11:12:00 PM
From: W Shakespeare	Read Replies (1) \| Respond to of 413

A discussion of Laser Vision's strategy from the filing for a secondary stock offering: BUSINESS STRATEGY Our strategy is to provide eye surgeons cost-effective access to surgical equipment used for excimer laser and cataract procedures. Our business strategy includes the following elements: - Offering a Flexible Delivery System. Our focus on a flexible delivery system of mobile and fixed locations is unique. Our mobile system incorporates patented technology and provides us with advantages over our competitors. We are able to address growing markets and meet the needs of customers who do not initially and may never have the procedure volume to warrant the fixed investment of purchasing an excimer laser. In addition, our flexible delivery system allows us to provide our customers with options to address changes in demand. For eye surgeons with increased procedure volumes, we provide fixed site lasers. This allows surgeons to continue to take advantage of our support services while avoiding the risks associated with purchasing their own equipment. - Increasing Penetration in New and Existing Markets. We intend to increase our market penetration in existing markets and to expand into new markets. We primarily target eye surgeons in smaller or middle sized markets that would not otherwise be able to support the substantial investment required to purchase and maintain a laser. These underserved markets typically have less competition. For any new market, our mobile lasers allow us to enter with lower initial procedure volume because we can spread our investment over multiple locations. It also allows us to enter a new market with less risk because we do not have to make a large fixed investment, and can easily discontinue service to a location if procedure volumes do not increase sufficiently. We provide access to our excimer lasers to eye surgeons or practice groups who intend to perform as few as five procedures. We seek to increase the number of eye surgeons and locations we serve. We continue to expand our geographic coverage by adding mobile and fixed excimer lasers. We anticipate adding six mobile lasers and twelve fixed site lasers in fiscal year 2000. - Maximizing the Use of Our Equipment. We attempt to maximize the use of each of our lasers and cataract equipment. For our mobile systems, we try to reduce the size of the geographic region served by each mobile system and to increase the number of eye surgeons and locations served within a region. We also strive to optimize the routing schedules of our equipment. For eye surgeons at both mobile and fixed sites our support services help identify ways to increase case volume. In addition, all of our certified engineers are trained by the laser manufacturer and Laser Vision to service, repair and maintain the laser, which helps us reduce the set-up and down time of our equipment. - Providing Value-Added Services to Eye Surgeons. Our value-added support services help surgeons to adopt excimer laser surgical procedures and enhance their practices and procedure growth. These services include training, technical support and equipment, maintenance, marketing, clinical advisory service, patient financing and clinical practice satelliting. For a more complete description of these services see "Value-Added Services" at page 36. - Expanding Our Products and Services. Our eye surgeon customers need many types of equipment and services to perform various surgeries. We intend to explore expansion of our equipment and services to help us provide additional value to our current customers as well as attract new ones. We seek to internally develop or acquire these products and services. Our acquisition of MSS and RSR are two recent examples. The RSR acquisition allows us to provide equipment complementary to our existing laser surgery business. The MSS acquisition has allowed us to expand into the cataract market which we did not previously serve.