Docking Stations

The Future of Gas Detection

Goals for Today

• Increase your understanding of the capabilities and functions of Industrial Scientific Docking Stations

• Selling Docking Stations– To Who? When? Why? What?

• Selling Docking Solutions– Management and Labour Benefits

• Why Sell Docking Solutions?

General Market Observations of our opposition

• Our Opposition is mainly reactive not proactive – Wait for the tender – then rely on price.

• They are willing to compete on price not performance• Calibration is not a high priority.• Tell customers what they want to hear.• They sell monitors NOT solutions.• They often hide from problems or issues arising from

their inferior product.• Docking Stations LOCK OUT our opposition.• Industrial Scientific wants to serve our customers for

life! They do not.

The DS2 Docking Station Function & Capability

Automated…

• Instrument configuration assurance

• Determination of calibration necessity

• Calibration and function testing

• Instrument shut-off, turn-on and charging

• Documentation of function testing and calibration

• Storage of data logged components

Why the DS2 over other Docking Stations

• Up to 100 instruments can be docked at one time any where in the world – Speeds up docking process

• Utilises a centralised database – all records can be accessed by any authorised person anywhere on the network.

• Single network server supports many individual docking stations – World wide or locally

• Automatically instigates a calibration should an instrument fail a bump test

• Charges instruments• Can schedule bump tests and calibrations• Diagnostics check• Instrument can be on or off to connect• Automated printing of test reports• iGAS

Selling - Docking StationsM-Cal / Cal Plus / DS2

• Who?– Every existing and potential customer– Every market– Every application

• When?– Every sales call– Close every sale of a monitor with a docking

station, printer, cal gas and regulators

Selling - Docking StationsM-Cal / Cal Plus / DS2

• Why purchase the docking station?– Ask a few questions of your customer?

• Who bumps? Who calibrates?

• Are they doing it? How do you know? Do you audit?

• Any other issues?

• Is it important to you (bump/cal)?

• Can you prove you did it? How?

• Do you document the results?

Simple Selling - Docking StationsM-Cal / Cal Plus / DS2

• What?– Ask a few questions of your customer?

• What monitors? – M40, GB Plus, iTX, VX500, GP Pro

• Centralized? Decentralized?

• PC vs No PC

• Server / Network vs PC

Simple Selling - Docking Stations M-Cal / Cal Plus / DS2

• Selling Solutions:– Management Benefits

• Control the process• Audit Trail• Pease of mind• Reduce your own liability • Reduces Instrument down time

– Labour Benefits• I can do it myself• Paperwork – SELL documentation!

Simple Selling - Docking Stations M-Cal / Cal Plus / DS2

You Must Remind The Customer 1. Simple, simple, simple for them2. Reduces time spent on instrument calibration tasks3. Little to no training on instrument maintenance when

employee turnover occurs4. Assurance of compliance and safety5. The Docking Station represents the path to the lowest

total cost of ownership for gas detection equipment

.

Benefits to you the distributor

• Why Sell docking station solutions?- More Sales Revenue vs. just the monitor

- 3-4 times $$$ (Docking station, cal gas, printer, regulators)

- Long Term Customer Relationship- Lock in the customer to ISC – systemic

- Solving customers problems

- Hard to be kicked out of a customer!

- Lock in Spec- No competition

Instant “Calibration Report”For M40 Monitor from M-Cal Station

Instrument S/N

Calibration Time and Date

Calibration Results

Hand write cylinder lot number and technician initials

Next Calibration Date

Instant “Bump Test Report”For M40 Monitor from M-Cal Station

Instrument S/N

Bump Test Time and Date

Bump Test Results

Hand write cylinder lot number and technician initials

www.GasBadge.com

Sample Calibration Certificate

www.GasBadge.com

Sample Bump Test Certificate

Sample Event log

DS2 Ver.5.0

• Full support of MX6• Two instruments – One IDS

– Supports both diffusion and pump models.

Ver5.0 is International

• Requirement for US English OS is gone

• Ver5.0 can be installed on any international version

– Windows Server 2003

– Windows XP Professional

Docking Station Server Admin Console (DSSAC)

Instrument Locations are taken from

Docking Stations

Instruments can be taken out of service rather than

deleting

Ver5.0 IDS Enhancements

• Clock removed from IDS display• More diagnostic information added to

display

Unavai l abl e Gas(H2S)

SN: 0511061- 023

Unavai l abl e Gas(H2S Expi red)

SN: 0511061- 023

Unavai l abl e Gas(H2S Empty)

SN: 0511061- 023

• Option for automating configuration and assignment of gas cylinders to DS2

• Identifies cylinder type, part number, gas concentrations, lot number, expiration date and solenoid connection

• Optional pressure switch for signaling low pressure cylinders

What is i-GAS?

• “Smart Card” attached to all ISC cylinders identifies all contents, part number, lot number and expiration

i-GAS

DS2 Ver5.0

• Dock it…and walk away!

• Stay tuned next time….– DS2 Ver5.X and the MX4