AnnuAl RepoRt

LPA MissionThe mission of the Laboratory Products Association is to enable its members to constantly improve their global and commercial success by providing them with unique opportunities in networking, market information, and education.

LPA Vision The LPA will be the leading association in North America, representing manufacturers, distributors, and other related companies in the laboratory products industry and providing its members with a global perspective for success.

Here is what some of our members are saying . . .

The LPA provides an opportunity to gain valuable market information and remain current regarding industry news and trends. The Association also offers a collegial network of the industry’s most experienced leaders willing to share their knowledge and perspective.

Steve Goodman Senior Vice President

Category Management VWR International

The membership of the LPA represents a diverse mixture of distributors and manufacturers. LPA’s value has been shaped over decades and provides companies with the opportunity to interface with, learn from, and explore opportunities with individuals possessing a wide array of experiences and knowledge. In addition, programs include pertinent information on market trends, business principles, regulations, as well as motivational and critical thinking techniques.

Brad Mahood Executive Vice President

Marketing & SP Scienceware Sales SP Industries

The LPA provides its members with an ever increasing and powerful range of benefits. The market reports are insightful and the education programs are both up to date and useful to personnel at all levels in our member organizations.

David Koi Senior Vice President

Global Portfolio Management Thermo Fisher Scientific

We have enjoyed the many benefits of belonging to the LPA over the past year. The ability to network with many companies that make up the LPA has been invaluable to our company. We have had at least one representative from our team at each of the LPA events this past year, and we’ve used what we have learned to better promote our brand as well as explore new business ventures.

Michael Faulkner President

Biomedical Polymers, Inc.

NetworkiNgDeveloping business relationships is a major key to success in the lab products industry. Through its various meetings and events, the LPA continues to offer innovative ways to connect members and provides opportunities for senior-level executives and decision makers to connect and develop those crucial relationships.

ProFeSSioNAL DeVeLoPMeNt The LPA holds a number of professional development events each year, giving members various opportunities to acquire a strategic education regarding the industry and business. The Annual Meeting is held in the fall and promotes content aimed at executive and senior management, while the Spring Meeting is geared for upper- and mid-level management. The LPA also arranges sales and marketing workshops and webinars in order to keep members’ continuing education relevant and engaging.

MArket iNForMAtioNHaving a solid understanding of current events in the lab products market is vital for any company in this industry. The LPA provides its members with exclusive and valuable reports that include:

• The Annual Forecast and Analysis of the Lab Products Market and the Mid-Year Market Report, a compendium of both primary and secondary research on the global lab products market, with market size, history, and forecast included;

• The quarterly Laboratory Business World newsletter, which summarizes end-user markets, international markets, and company financial results;

• The annual Laboratory Purchasing Trends Report, which focuses on lab personnel changes, budgets, and equipment purchases in multiple product categories;

• The monthly Flash Report, a voluntary quick survey snapshot of members’ general sales activities; and

• Periodic surveys on the use of green products in the laboratory and eCommerce trends.

The Laboratory Products Association (LPA) was founded in 1918 as the Scientific Apparatus Makers Association. LPA member companies are manufacturers, distributors, and suppliers of lab products and services such as glass and plasticware, chemicals, equipment, and supplies used in scientific research and applied science and life science worldwide. The Optical Imaging Association (OPIA) is an affiliate association of the LPA whose members are manufacturers of microscopy instruments and components.

In today’s competitive global environment, it is imperative that companies have the resources and tools they need to be successful. The LPA enables its members to constantly improve their global and commercial success by providing them with unique opportunities in networking and professional development, while utilizing exclusive market information.

The Laboratory Products Association

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The LPA provides members with exclusive use of meeting and networking rooms at Pittcon, Analytica, and Achema.

Members attended the optional wine tasting and tour at Andretti Winery

during the 2014 Annual Meeting.

I am thrilled to report that the past year has once again been a very successful and productive one for the LPA. During the past year, we have had a number of accomplishments in terms of membership growth and development of new initiatives as they relate to the LPA Strategic Plan, which was updated this past year. I would like to touch on a few of the highlights.

In an effort to make the voices of our members heard, the LPA expanded its reach into the legislative and regulatory affairs area and was involved in grass roots initiatives on behalf of its members. The LPA has been at the forefront of a proposed EPA regulation on coolants used in lab freezers and refrigerators. We held an informational conference call on this issue for our members and posted comments on the EPA regulation website. Various members reached out to their Members of Congress to educate them on this important issue and requested their support by signing a letter that was sent to the EPA. We also made arrangements for our members to go to Washington to meet with their lawmakers to further express their concerns regarding the potential impact of this regulation. In addition to the proposed EPA regulation, the LPA has supported the repeal of the Medical Device Tax and was engaged in efforts in this area as well.

Perhaps the most unique benefit of LPA membership is the outstanding and exclusive market information we provide our members. Through our relationship with Frost & Sullivan, the LPA produces the Annual Forecast and Analysis of the Lab Products Market each fall and a Mid-year Report & Analysis in the spring. K.C. Associates produces an insightful annual Laboratory Purchasing Trends Survey and started a new E-Commerce in the Lab Survey this past year. These reports and surveys, which you will not find anywhere else, continue to be invaluable strategic tools for our members.

Our meetings remain a focal point for business networking and professional development. The 2014 LPA Annual Meeting, held in Napa, California, was the best-attended annual meeting the LPA has ever had with 141 attendees from 82 member companies. The meeting had an excellent education program as well as new opportunities for members to connect and network. In addition, the LPA held a well-attended Spring Meeting in Philadelphia, Pennsylvania and successful Sales and Marketing Workshop in Atlantic City, New Jersey.

Partnerships with others are always important to the success of any organization and the LPA has developed a number of partnerships over the past few years that bring much added value to the membership. For the fifth consecutive year, the LPA was a gold sponsor at the SLAS 2014 Conference. We also continued our partnership with Pittcon and continued to further develop a positive dialogue with its leaders.

Another great benefit of membership is the meeting and networking rooms the LPA has at Pittcon. Meeting rooms are a practical and useful way the LPA helps members connect with colleagues. Members have access to these rooms on the show floor for meetings, networking, or just taking a break. I use these rooms extensively and they are an invaluable resource.

The LPA also had a meeting room at Analytica in Munich, Germany this past year for meetings and networking. The room was well-received by LPA members and we are thrilled to have developed a great relationship with the Analytica leadership. We plan to continue this arrangement at Analytica 2016.

On the benevolent front, we established a relationship with SeedingLabs, a non-profit organization that focuses on providing laboratories in developing countries with much needed lab equipment. By the end of 2014, LPA members had donated over $200,000 in equipment in support of their efforts.

Lastly, as we expand our reach, our membership continues to grow. At the end of the fiscal year in June, we had 117 member companies with 11 companies joining during the year.

Many people have contributed to the success of the LPA. I want to thank all of our committee chairs and members for their efforts. I also want to thank the members of the LPA Board of Directors, for their dedicated guidance, as well as the LPA staff.

As we move forward, 2015 will be an exciting year as the LPA continue to increase the value of membership and meet the ever-changing needs of its members. As always, don’t hesitate to contact me, or the LPA office with ideas and suggestions on how we can make your membership more valuable.

Sincerely,

Christine Stannard, LPA ChairVice President of SalesPanasonic Healthcare Company of North America

LPA Chair Christine Stannard

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Chair’s Message

NetworkiNg & ProFeSSioNAL DeVeLoPMeNtSales & Marketing workshopA sales & marketing workshop was held in February at The Revel Resort in Atlantic City, New Jersey, featuring Hamid Ghanadan. Hamid concentrated on the right marketing mix between lead generation and brand building. Focusing on ways to maximize revenues, Hamid presented ways that marketers can effectively serve both objectives simultaneously using content-marketing models. He also shared the invaluable results of his research on how science marketers are spending their funds and the activities they are engaged in, as well as research that supports the best way to reach scientists and decision-makers.

Spring Meeting The 2014 Spring Meeting was held at the Radisson Blu in Philadelphia, Pennsylvania. The meeting featured a diverse education program that included: Gene Marks, who opened with Opportunities & Growth: Economic, Political, and Tech Trends that Will Affect Your Business Tomorrow; K.C. Warawa of KC & Associates presented the 2014 Laboratory Purchasing Trends & E-Commerce Report; Mac McIntosh elaborated on sales tactics In the Race for Sales—What Marketing Strategies, Tactics, and Media Will Give You the Traction Needed to Win; Christi Bird of Frost & Sullivan digested the Mid-Year Market Report for members, allowing specific questions to be answered on the spot; J.W. Wilson engaged members with his take on Transforming the Workplace through Neuroscience; and an uplifting closing keynote was delivered by Jim Larranaga, Head Coach for the University of Miami men’s basketball team. There were ample networking opportunities during breakfasts and breaks, as well as an optional group outing to a Philadelphia Phillies baseball game at Citizen’s Bank Park.

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Jim Larranaga, Head Coach for the University of Miami signed a basketball for Steve Daley, Avantor Performance Materials, as well as a few other lucky members at the 2014 LPA Spring Meeting,

A Look Back at 2014 . . .

Annual Meeting The 2014 Annual Meeting was held at The Meritage Resort & Spa in Napa, California and was the best-attended annual meetings the LPA has ever had with 141 attendees from 82 member companies. The program opened with economics expert and former Labor Secretary Robert Reich, who presented The Slow Recovery and a Five-Year Look Ahead; Jim Knight pumped attendees up with his Culture that Rocks presentation; Christi Bird of Frost & Sullivan reviewed the Annual Market Report and answered questions on-site; Elizabeth Iorns of Science Exchange revealed a faster, cost-effective way to get results through online collaboration; and Peter Leyden closed by proving the importance of embracing technology while making long-term strategic plans. With our annual golf tournament and wine tour/brunch to choose from before the meeting, as well as an off-site wineries tour and picnic lunch at the close of the meeting, there were plenty of opportunities to build relationships.

LPA events at Pittcon Given that a large number of LPA members exhibited at or attended Pittcon, the LPA sponsored several events for its members at the show. A complimentary member networking lounge gave members an opportunity to relax, get off their feet, and network with fellow members, while the LPA also provided members with quiet meeting space for meetings with customers or potential customers off the busy show floor. In addition, the LPA sponsored the Product Manager’s Breakfast and an International Breakfast, with presentations focused on tech trends, product management, market growth, and other relevant topics to attendees.

LPA at Analytica germanyGiven that more and more LPA members participate in Analytica Germany, the LPA had a meeting room available this past year for meetings with customers, networking, and to use as a base of operations during the show, much like what is offered at Pittcon each year. Since this was well-received by the members, the LPA looks forward to continuing this relationship with Analytica in 2016.

Steve Gound, Labconco Corporation; Al Jurgela, Environmental Express; and

Steve Goodman, VWR International enjoyed dinner in Trinitas’

wine cave in Napa, CA.

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The LPA provides its members with exclusive reports of the lab products market and industry containing information largely unavailable from other sources. These reports provide members with strategic insights on market trends and key benchmarks to improve their financial and operations performance.

Annual Forecast and Analysis of the Lab Products MarketThis valuable and insightful report is produced for the LPA by Frost & Sullivan. It covers the global and U.S. markets for laboratory products to include the size and growth of the total laboratory products market, as well as the product segment markets and end-user market segments. It is the only report of its kind covering the prospects of lab products industry.

Mid-Year Report & Analysis of the Lab Products MarketFor the second year in a row, Frost & Sullivan produced a Mid-Year Report & Analysis of the Lab Products Market for the LPA. This report, a result of LPA member feedback, contained updated information from the Annual Forecast as well as key econometric data on various geographic regions.

North American Survey of Laboratory Purchasing TrendsThis in-depth survey, conducted for the LPA by K.C. Associates, surveyed scientists working in the laboratory to better understand the dynamics of the laboratory products market. The survey addresses such areas as: personnel issues to include the number of people in the laboratory, hiring, and workload changes; spending for lab products by categories; capital and non-capital equipment budgets; and more.

Green Laboratory Products and eCommerce in the Laboratory StudiesNew this year, K.C. Associates produced a Green Laboratory Products Study and an eCommerce in the Laboratory Study. These tailored studies provided insightful information on changing dynamics in the lab in these areas.

Laboratory Business World Newsletter To provide valuable insight into the world lab products market, the LPA continued to produce a 12-page quarterly review of the global marketplace which included: industry news, end-user markets, international market review, financial results table, and company reports. The report is produced by UK-based Instrument News.

Monthly Flash Report LPA members participated in this monthly survey that provided an immediate read on what was happening in the industry, with a comparison of member’s durable and non-durable sales by month, quarter and current year-to-date to last year’s sales.

MArket iNForMAtioN

Christi Bird of Frost & Sullivan presents the Annual Forecast & Analysis of the Lab Products Market at the 2014 Annual

Meeting.

government & regulatory Affairs AdvocacyThe LPA expanded its reach into the legislative and regulatory affairs area in an effort to make the voices of its members heard on crucial issues. Repeal of the Medical Device Tax and urging the EPA to push back a proposed deadline on the use of certain coolants used in lab refrigeration products were demonstrated areas of grassroots efforts.

LPA Reporter Monthly Newsletter The LPA Reporter, the association’s monthly newsletter, shared current and upcoming events of the LPA, industry news briefs, networking opportunities, and resources for everyone in the lab products industry. The LPA Reporter also provided member companies with an outlet for sharing their company news, press releases, staff changes, and accomplishments.

Demand Metric Business tools and templates LPA continued its partnership with Demand Metric, a web-based consulting firm that researches business best practices and builds practical Microsoft Office business-oriented tools and templates, to provide a value added program for its members. This members’ benefit made available over 600 practical business templates and tools, which saved them time and money and delivered added value to their companies.

LPA Linkedin group As the value and participation in social networking groups rose, so did membership in LPA’s LinkedIn group. By the end of 2014, the group had over 2,500 members. The group was open to all who are in the lab products and life sciences areas—LPA members as well as end users—and was a great resource for making new connections and possible business leads.

LPA CoLLABorAtioN AND PArtiCiPAtioN

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LPA Facebook group The LPA realized an opportunity to reach its members on a personal level and add value to the relationships built within the organization by creating a Facebook page. The goal was to harness social media to engage LPA members and non-members alike, in order to collaborate and connect in a more casual way, no matter where their work takes them. The LPA posted pictures from meetings and tagged friends of the LPA, and will continue to do so.

LPA and SLASThe LPA once again partnered with the Society for Laboratory Automation and Screening (SLAS). The LPA was a Gold Sponsor at SLAS 2014 and sponsored a luncheon in the expo hall, as well as hosted a breakfast program.

LPA and gAMBiCAThe LPA continued its partnership with its UK counterpart, GAMBCIA (Group of Associations of Manufacturers of British Instrumentation, Control and Automation), once again for an evening networking reception amongst the two organizations during Pittcon that was very well attended.

LPA and Seeding LabsThis past year, the LPA partnered with Seeding Labs, a non-profit organization working to provide laboratories in developing countries with desperately needed lab equipment and supplies. By the end of the year, LPA members had donated over $200,000 worth in equipment to Seeding Labs to help in their effort.

Members of the LPA and GAMBICA gathered at the British Consulate-General’s private residence in Chicago, IL during Pittcon.

LPA President Clark Mulligan (right) met with the Analytica leadership team in Munich, Germany in April.

Avantor Performance Materials proudly displays their LPA Member status at Pittcon 2014.

Looking Ahead to 2015 . . .LPA members can count on their industry trade association to constantly improve members’ global and commercial success by providing them with the unique opportunities in networking, market information, and professional development needed to excel in today’s competitive environment. The LPA will continue to increase its value proposition by focusing on members’ needs. For example, the LPA will have a meeting room at Achema in Frankfurt, Germany for use by members attending the show, and a “Capitol Hill Day” to give members the opportunity to connect with their lawmakers on important issues.

2014–2015 LPA Board of DirectorsChAIrChristine Stannard, Vice President of Sales,

Panasonic Healthcare Company of North America

VICe ChAIrJohn Tobin, Global Business Director, Corning Life Sciences

PresIdenTClark Mulligan, CAE, Laboratory Products Association

dIreCTors 2012–2015Stephen Brinkmann, President & CEO, BrandTech Scientific, Inc.Jim Dawson, President, Heidolph North AmericaDavid Koi, Senior Vice President, Global Portfolio Management,

Thermo Fisher ScientificArnie Shedlow, Senior Corporate Vice President, Andwin ScientificCharles Simmons, Vice President, Marketing & Category

Management, Thomas Scientific

dIreCTors 2013–2016Jason Apter, Vice President and Managing Director, Asia Pacific,

SigmaAldrich, Inc.Steve Goodman, Senior Vice President, Category Management,

VWR InternationalLeRoy House, President, LabChem, Inc.Brad Mahood, Executive Vice President, SP Industries

dIreCTors 2014–2017Bambi Cahilly, President & CEO, Excel Scientific, Inc.Dale Gordon, Head of Global Sales Operations, Millipore Corp.Dan Hensler, Jr., Vice President, Sales & Marketing,

So-Low Environmental Equipment Co.Kelly Williams, SVP, Channel Management, Control CompanyJohn Woods, Director of Corporate Accounts,

Eppendorf North America

oPIA LIAIsonStephen Ross, General Manager, Product & Marketing Department,

Nikon Instruments

Shedlow

Brinkmann

GordonCahilly

Mulligan

WoodsWilliams

Tobin

Apter

Goodman

Simmons

Koi

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Dawson

Stannard

House

Ross

Mahood

Hensler

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The Optical Imaging Association (OPIA) is a sub-group of the LPA. The OPIA represents companies that manufacture microscopes and/or products, components and peripherals for microscopy and the microscopy imaging market. The OPIA produces several valuable market statistical reports for its members such as the quarterly U.S. Microscope Report, Video Report, Shared Data Report, and the semi-annual International Microscope Report. In addition, the OPIA members meet several times per year in conjunction with industry trade shows to discuss the statistical reports and issues of common interest amongst the members.

oPIA MembersBrukerCarl Zeiss Chroma Technology Hamamatsu Leica Life Technologies/

Advanced Microscopy GroupLumen Dynamics Nikon Olympus Prior Scientific Qimaging

LPA committees help connect members with the association by giving them a stronger voice in the decision making process and enabling them to contribute their expertise and talents in shaping policies that will effect the association. These committees include:

GoVernMenT AFFAIrsobjective: To develop and implement initiatives in

government and regulatory affairs on issues potentially impacting members and the industry. committee chair: Dale Gordon

InTernATIonAL TrAde objective: To provide opportunities for an exchange of ideas,

experiences, instruction by invited speakers, and ongoing communications between members and to provide material on international activities, resources, and other industry specific information. committee chair: Jason Apter

MArKeT InForMATIon objective: To explore, develop and maintain data gathering

tools to provide timely and meaningful industry information to the membership. This information includes customer buying behaviors and tendencies, sales and market reports and forecasts, and other pertinent information. committee chair: David Koi

MeeTInGs objective: To develop programs and oversee activities of

the Annual Meeting and Spring Meeting. committee chair: Ed Hiegersell

MeMBershIP & CoMMUnICATIons objective: To establish and implement programs for

continuous membership development, recruitment, and retention. To promote the value of LPA to members and the market place. To build recognition of LPA throughout the industry. committee chair: Karen Brooks

sALes & MArKeTInG objective: To develop programs and activities within

LPA that will enhance the sales and marketing capabilities of member companies. committee chair: Bill Halsey

LPA Committees

LPA Member Companies

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Not an LPA Member? Join Today!Membership in the LPA can be a vital and strategic investment in your company’s future. Visit www.lpanet.org/preview for more information on how to join or call 703.836.1360.

A&D WeighingAdam Equipment, Inc.Advantage Business MediaAhlstrom Filtration LLCAmazonSupplyAmerican Laboratory/labcompareAndwin ScientificAqua Solutions, Inc.AR Corporation, Inc.Avantor Performance Materials, Inc.Bibby ScientificBinder Inc.BioCisionBiomedical Polymers, Inc.BioMedical Solutions Inc.Bioscience International, Inc.BiotixBoekel ScientificBrady CorporationBrandTech Scientific, Inc.Branson Ultrasonics CorporationBYK Gardner USACadence, Inc.Caron Products & Services, Inc.Control CompanyCorning Incorporated, Life SciencesCrystal Technology & IndustriesCTR Scientific-MexicoDragonLab, LLCDURAN Group GmbHEberbach CorporationELGA LabWaterEMD Millipore CorporationEnvironmental Express, Inc.Eppendorf North AmericaEquipar S.A. DE C.V.Erlab, Inc.Esco Technologies Inc.Excel Scientific, Inc.Fritsch USA, Inc.

GFS Chemicals, Inc.Glas-Col, LLCGlobal Laboratory SolutionsGovernment Scientific SourceGrainger, Inc.Grant InstrumentsHarvard BioscienceHeathrow ScientificHeidolph North AmericaHelmer ScientificHettich Instruments LPHirschmann, Inc.Horiba Instruments Inc.I.W. Tremont Co., Inc.IKA-Works, Inc.Integrated Liner Technologies Inc.InterMetro Industries CorporationJ. & H. Berge, Inc.J.G. Finneran Associates, Inc.Jeio Tech, Inc.KD ScientificKimble Chase LLCKNF Neuberger, Inc.Krackeler Scientific, Inc.LabChem IncLabconco CorporationLABREPCO, Inc.LabX & Lab Manager MagazineLancer Sales USALAUDA-Brinkmann LPLEVGOMedline IndustriesMettler-Toledo, Inc.Nor-Lake ScientificNuAire Inc.Ohaus CorporationPall Life SciencesPanasonic Healthcare Company

of North AmericaParker Hannifin Corporation

Parr Instrument CompanyPlas-Labs, Inc.Porex CorporationQorpakQuartzy, Inc.Reagents, Inc.Rees ScientificRicca Chemical CorporationRichland GlassSaintGobain Performance PlasticsSartorius Mechatronics CorporationSavillex CorporationScientific Industries, Inc.SCILOGEXSeastar Chemicals Inc.Sheldon Manufacturing, Inc.Sigma-Aldrich, Inc.So-Low Environmental

Equipment Company, Inc.Soltec, Inc.SP Industries, Inc.Spectrum Chemicals &

Laboratory ProductsSPEX CertiPrep., Inc.Sterlitech CorporationStockwell ScientificThe Baker Company, Inc. Thermo Fisher ScientificThomas ScientificTroemner LLCUVP LLC.VACUUBRAND, Inc.Velp Scientific, Inc.VistaLab Technologies, Inc.VWR InternationalWheatonWisconsin Oven Distributors, LLCWorldwide Glass Resources, Inc.Yamato Scientific America Inc.

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2015 LPA Calendar

MAy 5–6, 2015

LPA SPRING MEETINGRadisson Blu Hotel Philadelphia, PA

www.lpanet.org/spring

MARCH 10–11, 2015

LPA AT PITTCoNNew orleans, LA

www.lpanet.org/pittcon

NoVEMBER 8–10, 2015

LPA ANNUAL MEETINGFour Seasons Palm Beach Palm Beach, Florida

www.lpanet.org/annual

www.lpanet.org/calendarBe sure to check out the LPA Calendar

for industry-specific meetings!

P.o. Box 428 Fairfax, VA 22038

703.836.1360 phone 703.836.6644 fax

www.lpanet.org

LPA oFFICE

Clark Mulligan, CAEPresidentcmulligan@lpanet.org

Angela ErreraDirector of Membership, Marketing, & Communicationsaerrera@lpanet.org