scientific systems, inc. 349 n. science park road state college, pa 16803 welcome !!! distributor...

Scientific Systems, Inc. 349 N. Science Park Road State College, PA 16803

WELCOME !!!

Distributor Training

Pittcon - 2009


Your HostsJohn Melonas President / General Manager

Kert Ivie V.P. / Chief Corporate Technologist

Jeff Field Sales Engineer / Product Manager

Gail Laird Account Manager / Finance

Nancy Ma Electrical Engineer / Programmer

Dr. Tony Brand Agilent Product Specialist

John2009 Business Outlook Status of RoHS Compliance

Jeff New LabAlliance Website

New Pump Products Prep-250Versa Grad


Agenda TonyAgilent Detectors

PDAUVFluorescence

Kert Systems

Component Selection How to Quote

Pre-Configured Systems


Primary Markets

$0

$1,000

$2,000

$3,000

$4,000

$5,000

$6,000

$7,000

2006 2007 2008 2009

Total Separations Instrumentation Market(in $ Millions)

7.1 %Growth

6.7 %Growth

6.1 %Growth

$ 5,526

$ 5,918 $ 6,312

$ 6,694


Market Segment Share 2007 – 2008

Growth Rate 2008 Market

Size

HPLC 59.4 % + 8.0% $ 3.75 B

GC 22.9 % + 2.5% $ 1.45 B

IC 5.8 % + 9.4% $ 366 M

LPLC 5.1 % + 4.7% $ 322 M

CE 3.1 % + 8.2% $ 196 M

Flash 1.5 % + 7.0% $ 95 M

Other 2.3 % + 7.9% $ 145 M

Total Separations Instrument

Market


Major Economic and Business Factors The world-wide recession is becoming a significant concern to our

industry. Most suppliers are seeing a slowdown with uncertainty.

Waters expects up to a -9% sales decline, with growth still possible (although “back-end loaded”). UHP will drive demand.

Pharma business is currently sustained, along with environmental and food safety. Industrial customers and Universities are down.

Government stimulus may help our markets with capital flowing into medical research, alternative fuels and environmental testing.

Or industry is in better shape than most: Not tied to construction, automotive or retail. Waters expects China to be steady in 2009.

Companies that do not rely on credit, maintain manufacturing and have a solid reputation will survive and prosper after recovery.

2009 Outlook


2009 Outlook

The Situation So Far for SSI-LabAlliance

Business is steady across our customer base - OEM and Distribution

The First Quarter will be down from previous years, but manageable

We are planning for a favorable year with minor revenue improvement and reasonable profits, although Sales Growth may be negative (“cautiously optimistic”)

Areas for SSI Growth

Ultra High Pressure and UltraFast Flow Chromatography18,000 p.s.i. and 5 ml/min

Pump Kits for OEM Customers

Complete Systems for Distribution

Demand Driven ByCost Reductions due to Fast Analysis

Green Chemistry (lower solvent use)

Innovative Separations (proteins, etc.)

Future25,000 – 30,000 p.s.i.


Specialty Pumps (only from SSI)Thermoelectrically Cooled CO2 Pumps

High Performance Flash Chromatography Pumps (up to 300 ml/min)

250 ml/min (+) Pumps (High Pressure) for Preparative LC and Process Applications

Demand Driven By:Green Chemistry (CO2 used as solvent)

Fast Screening of Drug Candidates

Limited Suppliers of High Flow, High Pressure Pumps Serving Specialty Markets



Wide Portfolio of ProductsFull Range of Value-Oriented Single-piston and Dual-Piston Pumps for a Variety of Instrument and Application Needs

Complete Detector Line able to Integrate with Pumps for High Performance Systems

Other Hardware and Software Components, including Fluid Path, Data and Control

Demand Driven By:Need for Mid-Tier Suppliers Providing a Diverse Offering in a Competitive Market

Limited Suppliers with a Full Range of Modular HPLC Components and the Ability to Customize for Customer Needs



2009 Outlook

Initiatives

Establish Agilent - SSI Business Partnership (agreement signed)

Utilize the Agilent offering to its full potential

Keep the product development pipeline full to support this and other opportunities – focus on defined, higher level systems

When problems occur, over-react to customer service

Convey the Message: Design & Manufacturing for over 40 years

Continue investment into Design & Manufacturing capability

Update and improve Websites / Specifications / Performance Data


New System with Agilent Components


2009 Outlook

Our Commitment

SSI-LabAlliance will survive the downturn - The business model is strong and sustainable

Our diverse customer base and product offering give us a buffer against market fluctuations

We are committed to a strong LabAlliance Distribution business, and will support it with:

Best possible sources for Detectors, Software, etc.

Ongoing Pump Development to meet market needs

Training, Service and Sales Support

Like all instrument manufacturers in our industry, SSI is in the process of making changes to our product line to achieve RoHS compliance. As you may know, the current Directive on Restriction of Hazardous Substances (RoHS), 2002/95/EC (created by the European Union), restricts placing on the market equipment containing six substances: cadmium, lead, mercury, hexavalent chromium, and certain polybrominated flame retardants.

Although laboratory instruments (like HPLC systems and components) are currently exempt from RoHS requirements (and are expected to remain exempt for several years), our industry is proactively making the conversion. SSI plans to be fully RoHS compliant by June, 2009.

The primary change in the products affects the Printed Circuit Boards, or PCBs. These components have traditionally been assembled with standard tin-lead solder.


RoHS Compliance

Current Board Series-III Board Set

New RoHS Compliant Board Set

For RoHS compliance, a silver solder process is used. There are also other minor parts that are affected, such as chromate conversion coatings on metal brackets. These changes do not affect form, fit or function.

NOTE: The RoHS compliant PCBs are distinguished from the old-style board by color. RoHS boards are RED, as shown above.


RoHS Compliance


RoHS Compliance

Item Detail Comments

Elimination of Battery

The lithium-ion “watch battery”, used in the past for memory back-up, has been eliminated in the new RoHS compliant PCBs. Memory is held in a solid state circuit that does not require a power source.

No Change in EPROM

The pump control firmware, programmed on to an EPROM chip does not change. When replacing boards, the EPROM can be transferred from old-style to RoHS compliant boards

No Change in External Connectors

All rear external connectors (RS-232, remote control I/O, etc.) are unchanged in the RoHS compliant PCBs. The function of each terminal is unchanged.

100% Backward Compatible

The bracket mounting configuration, along with the EPROM & connectors (see above) are fully backward compatible with existing surface mount PCBs

SERIAL NUMBER TRACKINGThe cutover to the RoHS compliant PCBs will be tracked at SSI by Serial Number. In the future, for service needs, SSI will have records showing the board version in your customer’s pump.

SPARE PARTSThe RoHS compliant PCBs used for spare parts will be assigned a new Part Number. You will be advised on the change for your particular product. As in the past, the spare PCB will likely include the proper EPROM for your product, already installed. General purpose spare boards (without EPROM) will also be available.


RoHS Compliance

.

MANUALSIf you receive a manual with your pump, it will be updated to reflect the board change. Primarily, the Spare Parts List will change, with the battery spare part removed and a new Part Number for the spare PCB. In some cases, a manual may cover both old-style and RoHS compliant PCBs. In this case, the customer will be told to identify which version of the PCB is in the pump (by color) and choose the correct spare part accordingly. Other than battery and PCB replacement, there are no maintenance procedures affected.

FULL RoHS COMPLIANCEThis change in PCB does not certify the pump as RoHS compliant. Other minor changes are in process, primarily dealing with documentation from SSI’s suppliers that show that all incoming parts and materials are RoHS certified. Once complete, you will be advised that your product is now RoHS compliant. Each pump will indicate compliance with a sticker or silk screened marking on the back, and will be shipped with a RoHS certificate. A schedule for completing this process is found on our website www.ssihplc.com


RoHS Compliance

scientific systems, inc. 349 n. science park road state college, pa 16803 welcome !!! distributor...

Documents

outlook slide

ssi growth slide

high performance systems

versa grad scientific

optimistic slide

sales support slide

preconfigured systems

higher level systems