Teledyne Isco Confidential

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RediSep Columns and Column Plans

Teledyne Isco Confidential

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RediSep Sales Performance    2009 2010   2011   2012  

    Annual Annual

% Growth from

Previous Year

Annual

% Growth from

Previous Year

Annual

% Growth from

Previous Year

750G GOLD NORMAL PHASE Line Qty 43 51 19% 51 0% 87 41%

  NetSales 35,159 29,594 -16% 36,972 20% 53,103 30%

1.5KG GOLD NORMAL PHASE Line Qty 38 75 97% 68 -10% 131 48%

  NetSales 36,093 63,264 75% 61,708 -3% 107,656 43%

3.0KG GOLD NORMAL PHASE Line Qty   1 #DIV/0! 39 97% 161 76%

  NetSales   1,230 #DIV/0! 40,596 97% 140,282 71%

                 

750G NORMAL PHASE Line Qty 367 270 -26% 341 21% 342 0%

  NetSales 190,734 140,061 -27% 158,069 11% 139,574 -13%

1.5KG NORMAL PHASE Line Qty 435 292 -33% 296 1% 294 -1%

  NetSales 322,509 209,861 -35% 196,117 -7% 170,330 -15%

3.0 KG NORMAL PHASE Line Qty   9 #DIV/0! 48 81% 224 79%

  NetSales   5,775 #DIV/0! 25,102 77% 102,059 75%

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Column Plan

■ How it works

■ Why sell it?

■ What can go wrong

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How the Column Plan Works

■ When Rf is connected to a network when internet connection

■ Rf sends daily column usage data to website – www.mycombiflash.com

■ When a box of columns is used – a replacement order is generated

■ Software looks at daily usage versus estimated ship time and might generate an order for additional boxes

■ Software also looks at daily usage for other column sizes on plan for short term shortages and attempts to consolidate shipments

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How Column Plan Works -2

■ When Rf is not on a network

■ Rf records column usage - once box is used a code is generated and displayed on screen

■ User either copies down the code or copies the code to a thumb drive

■ Code is entered on the www.mycombiflash.com website

■ Replacement order is generated and a replacement box is shipped

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How to Get Started

■ The column plan all starts with a quote

■ At the time of quote the plan worksheet needs to be included with the request

■ The column sizes the plan covers

■ Contact Name

■ Lab address where columns are to be shipped (Not central receiving)

■ No more information is needed when the order is placed

■ When instrument is ready to be installed we need two days notice

■ During those two days, we review worksheet

■ Discuss any changes the user might want

■ Go over what is needed at install

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How to Get Started - 2

■ On day of install

■ First order of business is to call with MAC address and Serial Number

■ Account is then added to database and is ready for testing

■ Test connection

■ Plan must be in database

■ If any errors – review and correct while onsite

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Initial Shipment

■ Two boxes of each size column on the plan is shipped initially

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Follow up

■ Periodic Physical Inventory Count

■ Needs to be planned ahead

■ Results need sent the same day so database count can be reconciled

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Why Sell a Column Plan

■ Fixes the customer costs for the year – Tisco assumes the financial risk

■ One time sale

■ University may not have to pay an internal markup on consumables

■ Decreases the opportunity for competitors to compete

■ Customer has consistent stock on hands without having to carry excessive inventory

■ Columns supplied on actual usage – no odd sizes needed

■ Customer does not have to choose column sizes and mix quantities at time of order

■ Customer does not have to place additional PO every time they need additional columns

■ Columns automatically shipped before stock is depleted

■ Column mix can be changed when needs change

■ Should result in lower discount percentages for Tisco

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Limitations

■ Only for RediSep Silica

■ Does not work on Rf 150

■ Does not work on Companion

■ Domestic Only

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What Can Go Wrong

■ Improper Solid Load Cartridge Choice

■ Misplaced Columns and Cartridges

■ Using stacked columns

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Key Markets

PharmaceuticalDrug Discovery Natural

Products

AgriculturalChemistry Foods

and Flavors

Petrochemicals