Interview with: Michael Guirlinger, CEO - featuring: their video language interpretation services, providing pharmacies and medical facilities with professionally trained interpreters 24/7.

Language Access Network Inc. (LANW-OTC: PK)

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Hospitals and pharmacies across the United States are turning to Language Access Network to help them better communicate with their customers, lower costs and provide better service with their video conferencing interpretation services

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On Demand Video Language Interpretation

Language Access Network Inc.

111 West Rich Street – Suite 150
Columbus, Ohio 43215
Phone: 614-355-0900

Michael Guirlinger
Chief Executive Officer

Interview conducted by:
Lynn Fosse, Senior Editor
August 31, 2006

Michael Guirlinger, Chief Executive Officer

Mr. Guirlinger was appointed to serve as Chief Executive Officer and Chief Operating Officer on June 1, 2006. From 2000-2006, Mr. Guirlinger was the Managing Director for Profit Technologies, an international/national consulting firm to financial services companies. Mr. Guirlinger was also the Client Manager and Lead Salesperson for a five state area. Mr. Guirlinger called upon C-level executives to present and close contracts to deliver revenue enhancement and cost control strategies, ideas, and methodologies. Mr. Guirlinger was instrumental in producing contracts from $500,000 to $20,000,000 as new revenue for clients.

From 1992-2000, Mr. Guirlinger acted as President and CEO of the Banc Stock Group, a publicly traded, full-service financial services firm, with subsidiaries, that provided market making, advisory services, mutual funds, brokerage accounts, equity funding, and research for financial services firms in the U.S. Mr. Guirlinger also held additional positions including Treasurer, Board, and Executive Vice President.

Company Profile:
Language Access Network Inc. (LANW.PK), based in Nevada is a pioneer in video language interpretation services with operations in Columbus, Ohio. A publicly traded company, Language Access Network provides pharmacies and medical facilities with professionally trained interpreters 24 hours a day, seven days a week through our centralized video language center, interpreting more than 150 different languages via real-time, interactive video technology.

CEOCFO: Mr. Guirlinger, you are fairly new to the company; what attracted you?
Mr. Guirlinger: “Three things attracted me to the Language Access Network. First, I had an opportunity to meet the current management team, which includes Andrew Panos, the president and one of the original founders and people like Amy Paul, communications manager and others from about January to June. When I had those meetings and the introductions, I was confident that these folks really had their arms around a dynamic idea and really wanted to do good in the market and serve their clients. The second and probably the most specific reason is that I ran a public company in the past and the  general counsel for that company is a gentleman named Lawrence Sturtz and he is the chairman of the board of this company. Larry called me late last year (2005) about Christmas time and said, “Michael, I’m going to be working with this new company and I think you ought to pay attention to it and let me know what you think.” Thirdly, when the opportunity was presented to me to be the CEO and the COO, it really gave me a chance to work with a wonderful team of people at the early stages of its growth and to help create the plan for its national rollout. And, quite honestly, it would get me a little bit off of the road from things I have done in the last six years, which was primarily consulting in the financial services industry.”

CEOCFO: What is Language Access Network all about?
Mr. Guirlinger: “The Language Access Network offers on demand and 24 hours a day, 365 days a year, video conferencing interpretation services. Our primary market at the moment is to help the healthcare industry, serving hospitals and pharmacies. Essentially, what happens for someone who is a limited English proficient individual today is that person may go to a hospital and need help with his or her language difficulties. They may bring a relative or a child, or encounter a live interpreter at that particular facility, but that interpreter is often as a full time employee and very expensive, pulled in a variety of directions, and may not be there when the patient needs help. Confronted with this, probably the most common way of doing interpretation services now is audio. There are companies out in the marketplace that provide phone services connected to interpreters. Therefore, if you walk into the hospital, you basically play ‘pass the phone around’, so that you can pass the phone to the doctor, nurse and patient to do the interpretation, but it is not very efficient and doesn’t work at all for ASL (American Sign Language) needs.”

CEOCFO: Tell us more about your solution?
Mr. Guirlinger: “We provide an on-demand, live interpreter via a video conferencing screen, which is a mobile unit and it has its own battery pack. Therefore, if you move from registration to the emergency room it is very portable; it is as if it were a television on top of a set of wheels. It is on an articulating arm, so even if a patient is on a gurney, the screen can be moved around so that the person can view our interpreter back in our service center here in Columbus, Ohio and have a direct view of that individual and help with interpretation. At the hospital location, the camera is a bit of a wide angle, so it can capture the patient room or additional people inside of the environment in which the interpretation is happening. What specifically happens is that the healthcare specialist, will go up to our unit and take down what looks like a TV remote and press the red button. A few moments later, a person back in our offices welcomes them to the Language Access Network, asks them what language they need, and about 30 seconds later, they are in front of a live interpreter with their language specialty and the interpretation proceeds. What is financially different and compelling to all chief financial officers at healthcare facilities is that we charge for an interpretation about $2.00 per minute and so the hospitals and even the pharmacies are paying just for the time in which the interpretation is actually happening. For instance, a few nights ago, we had a patient for a hospital call. She was brought in and was pregnant and felt that the baby was going to be coming soon and needed help with interpretation. We had the system turned on and over about a 12 to 18 hour period, we only needed to talk with her for about 30 minutes as apposed to having an interpreter with them for hours. It clearly saved the hospital lots of money, the patient was also delighted that they were speaking with someone who knew her language, things proceeded smoothly, and everything turned out fine. Therefore, everybody turned out happy.

On the pharmacy level, we deployed units here in central Ohio with the Walgreen Company (NYSE: WAG) pharmacies June 1, 2006, and there instead of it being a mobile unit, it is actually attached to an articulating arm at the pharmacy counter. When an individual without English proficiency comes to the pharmacy to drop off their prescription, they can provide their prescription, relate to the pharmacist what the doctor may or may not have said and use our interpreter to help with that interpretation. When the person comes back to pick up their prescription, it is probably even more critical because the pharmacist and the doctor both want to be sure that the patient understands the directions for the prescription. For example, in Spanish, the word that we would spell “ONCE” and identified as an once, meaning one individual unit, is often pronounced ‘on-say’ in Spanish and it means eleven, so of course there is great potential for confusion over what that word means. You want to be sure that you are able to help that customer understand exactly what they are being provided and how they take that medicine. I would add one other thing about the pharmacy setting is that many pharmacies now are actually producing prescriptions in the language of that individual, whether it is Spanish or French or whatever. However, often when they go back to have that prescription refilled, that particular pharmacist at the desk is not familiar with that particular language. Therefore, they are able to press the button and turn our screen on and our interpreter is able to read that prescription back to the pharmacist in English so that pharmacist can understand fully what needs to be done and refill that prescription.”

CEOCFO: Where are the interpreters?
Mr. Guirlinger: “The interpreters are physically in a downtown services center in Columbus Ohio.”

CEOCFO: Are you charging the businesses or hospitals for the equipment or just the usage?
Mr. Guirlinger: “We provide the hardware and the usage is charged to the end-user.”

CEOCFO: So it is a pretty good deal?
Mr. Guirlinger: “We think so. Especially when you compare to the costs of full time interpreters who are on staff.”

CEOCFO: How far out is the deployment of this?
Mr. Guirlinger: “I am delighted to tell you that we are deployed here in central Ohio and it has gone very well. We have received quite a bit of press coverage on this deployment over the last six months and it has caused a lot of interest. And as you can imagine being involved with Walgreen’s which is a very reputable and very fine organization, has certainly helped us as well. I can tell you that in the last 90 days, we have presented contracts to hospitals in Florida, Texas, California, and Oregon. We expect to see signed contracts in the next 30-45 days in those four states; additionally we have seven other target states that we are going to be visiting over the next 30 days to present to large medical centers across the country. Continuing in terms of the pharmacy market, there are about 30 major retailers that have pharmacy stores inside their units and it shouldn’t be too hard to figure out who those major retailers are. We are approaching the major supermarket and major drugstore chains and have had great reception and hope to announce in the next 30-45 days additional contracts to serve the pharmacy units.”

CEOCFO: How have you decided where to target first?
Mr. Guirlinger: “If you think about the concentration of limited English proficient people, it shouldn’t be too hard to figure out that it is on coastal states that are along the Atlantic, the gulf Coast and the Pacific coast. Those are some of our target markets, but that doesn’t exclude places such as Minneapolis MN. Here in Columbus Ohio, we had the second largest Somali population in the country; San Diego happens to be third, but for some strange reason Minneapolis has the largest. I am not sure how the Somali community had felt about moving to one of the coldest cities in the nation.”

CEOCFO: How do you have enough interpreters on hand that know enough different languages and know a fair enough amount of medical terminology?
Mr. Guirlinger: “Let’s consider American Sign Language. We a have a school for the deaf in Columbus Ohio, and we have to have the 6th largest population of deaf and hard of hearing people in the US, so we do have a pretty good crop of American Sign Language interpreters that we can choose from, and we have people on the staff that are very skilled. In terms of the other languages, we actually look to provide to each one of our clients, the 5-8 core languages that they need for their demographics. Here in central Ohio, it is Somali, Hispanic, Russian, ASL, some Pacific Rim languages; those are our primary languages, which cover about 90% of the needs. In terms of what our interpreters do, besides being attracted to our work environment, because of their skill and their language and their understanding of English, we actually also do a tremendous amount of training and specific focus on understanding medical terminology. We support their individual efforts to become more skilled in their chosen profession. For example in terms of learning more, the Walgreens people were nice enough to share the 500 most common drugs they dispense over their counter through their description methodologies, so that we would have those things at hand.

Each week and month we have a very specific series of education programs that we provide either in house from our own staff or bring in outside sources so that our interpreters are constantly being updated about healthcare language and what is going on in the medical community. One other really interesting thing about our company and team of interpreters. We look for that terrific skill that they have in their language, but we look for another thing that distinguishes us from everybody else. Because we believe, that about 70% of language is really non-verbal and it is a great way to get that across by using a video screen. We look for the people that we hire to have a real reach into their ethnic community. They know the religious leaders in the community, they know how to get to the doctors office and get the word out, and they know the local radio stations that serve specific languages. They are really not only interpreters, but also ambassadors for their ethnic community and our clients, so that they get a much better understanding of the cultural diversity of any community. In addition, our staff of interpreters do not wear uniforms. They wear their normal garb, for example, if you saw one of our Somalia interpreters, she or he might be in a flowing robe. When that screen comes on, the individual will have the opportunity to see that person and get a great understanding that what we are providing here is someone that they can recognize and feel comfortable with.”

CEOCFO: What are the barriers to entry into your field; are you able to patent your system?
Mr. Guirlinger: “Quite honestly, anyone can buy the technology off the shelf although it is expensive. In fact, that is really good for our customers because we are not experimenting with some technology that may or may not work. The distinguishing factors are the 24 hour on demand service, and that we have the ability for a nationwide reach. Most anyone that is using the video now is doing it almost like an intranet system in individual hospitals, because they have been so frustrated with the audio. I also mentioned about the quality about our interpreters. The barrier of entry into this service is really if someone else out there is able to gather together the environment within which people will be happy to come to work, provide the interpretation and serve people around the country and we can do that. Anyone else has a long way catch up to us.”

CEOCFO: What is the financial picture of the company?
Mr. Guirlinger: “We are not a profitable company yet. Our projections take us into 2007 and we are hopeful that we will be at breakeven at the end of 2007 and then profitable in 2008.”

CEOCFO: Why should potential investors be interested and what should they know that doesn’t jump off the page?
Mr. Guirlinger: “If I were an investor, I think the question I would ask is what distinguishes The Language Access Network from other services that are out there for people who are limited English proficient now. It’s simple, we are the only company positioned to deliver interpretation services across the country in the healthcare industry and investors will soon see announcements about other industries in legal/government/home sales, and financial services where we will be offering our services. I would also note, we know that speaking with doctors and pharmacists and other markets where our video conferencing will be deployed over the next two or three years that there is an enormous frustration with the lack of the ability to provide an interpretation service. And let’s take it from the CFO position from the   hospital level; right now someone who comes into the hospital and says my stomach hurts, but right now they have a very hard time getting that information across. Maybe what the doctor decides is I want to be really careful and I am going to send them off for a half a dozen tests. However, if the interpreter from our company had been there to ask the right questions, we would have found out that what really happened was that fourteen year old had three pizzas last night loaded with pepperoni and that is why their tummy hurts now. There is a great opportunity for us to lower the cost across the hospital and healthcare market. Ultimately, we get to do something good for both our clients, and the customers of the clients. When you do that kind of thing, you have the cheapest marketing costs in the world, because they are going to tell their friends and they are going to use our services as well.”

CEOCFO: Any final thoughts for our readers?
Mr. Guirlinger: “My coming to this company has heightened my sensitivity to individuals we call limited English proficient, and it reminded me of my own relatives coming to this country a hundred years ago and maybe the struggles they may have had with going to the bank, the hospital, or finding services some way. I am just delighted that everybody out there gets to know that the Language Access Network breaks down those barriers, elevates trust, and lowers the blood pressure of everybody who is nervous about these things. We think we have a delightful business model and we hope that your investor group will pay attention to us.”


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“The distinguishing factors are the 24 hour on demand service, and that we have the ability for a nationwide reach. Most anyone that is using the video now is doing it almost like an intranet system in individual hospitals, because they have been so frustrated with the audio. I also mentioned about the quality about our interpreters. The barrier of entry into this service is really if someone else out there is able to gather together the environment within which people will be happy to come to work, provide the interpretation and serve people around the country and we can do that. Anyone else has a long way catch up to us.” - Michael Guirlinger does not purchase or make
recommendation on stocks based on the interviews published.