Presentation Transcript

1. Analyzer Business Updates

   BRM Sales Meeting August 2013
2. First a note about placements
3. Agenda BRM Analyzer Product Offering SmartService – recap & highlights from training BRM  CAG  Sysmex rep engagements “after-sale” support : who does what. Helping customers achieve GLP compliance Wish list items
4. BRM Hematology Product Offering PDx & XT-2000iV Hematology Analyzers Uniquely engineered for animal research Solid positioning against competition Sample size Species Algorithm development Easy to use Data Export IDEXX & Sysmex support SNCS & SmartService Optimum Technology for measurements (Laminar Flow, Impedance & Optical Fluorescence) Cyanide free HgB method Minimal hands-on customer maintenenace
5. Cont’d -BRM Analyzer Product Offering Catalyst Dx Chemistry Analyzer Pros: Single test flexibility, long reagent stabilities, low maintenance, CSV output functionality Cons: Not all tests internally validated, sample size an obstacle for some researchers VetStat Electrolyte & Blood Gas Pros: GLP compliance, sample size Cons: lack of internal validation for research species Coagulation Analyzer Pros: sample size, ease of use Cons: lack of internal validation for research species, results subjective to protocol Urinalysis Analyzer Sample size for strip isn’t practical for most research species
6. Smart Service All CS reps are trained on SmartService – support is product centric (i.e. SS for PDx is thru PDx CS team) CS manages elevations (FTS, LOB) for out of the ordinary questions. This ensures we capture the issue & resolutions. Capabilities differ between IPU & IVLS agents We get install base data back from IVLS for analyzers that are connected to it (CDx, CAG PDx, etc) CS can log in to the IPU for troubleshooting
7. Working with CAG & Sysmex BioResearch Market encompasses all animal testing that is not diagnostic CAG CAG reps should be handing all research leads to you. In turn we should pass diagnostic leads on to them. Sysmex Existing account transition – customer communication is being developed by Sysmex; We need to work with their reps to ensure on-going support. A spiff is provided for any new lead that we close
8. After Sale Support (excluding XT-V) Customer Support is 1st line support for all cases If they are unable to answer something they have elevation paths to FTS & LOB. This makes sure we’re capturing both your & our customers needs in a measurable way We have introduced some scenario’s that CS isn’t trained on but they are familiar with them Linearity Placements in BSL 3 or 4 facilities Tough SmartService, network configuration questions Atypical sample types or testing protocols It’s best that these cases get captured in our CRM database so that as we grow we create data to support future investments!
9. Helping customers meet their GLP goals Code of Federal Regulations Title 21: Food and Drugs Compliance is determined by customers’ SOP’s & inspectors and can vary by customer Part 58 : Good Laboratory Practice for Nonclinical Laboratory Studies Subpart D: Equipment; Maintenance and calibration of equipment Installation Qualification Operation Qualification Annual Preventative Maintenance Quality Assurance Program Part 11 : Electronic Records; Electronic Signatures
10. Wish list items & prioritization Improve SS functionality for PDx: agent updates Data integration: single user interface for all analyzers Additional menu Additional platforms (large chemistry system) LIS integration: specifications & requirements Electronic ordering What else?