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June 6, 2013

June 6, 2013. BioResearch Update. Andrew Altman VP BioResearch BRM Offsite Portsmouth, NH August 12, 2013. Objectives for this Meeting. Get to know each other – Have some fun Share my present and future vision of the BRM Discuss ideas to help us accomplish our goals

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June 6, 2013

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  1. June 6, 2013 BioResearch Update Andrew Altman VP BioResearch BRM Offsite Portsmouth, NH August 12, 2013

  2. Objectives for this Meeting • Get to know each other – Have some fun • Share my present and future vision of the BRM • Discuss ideas to help us accomplish our goals • Align all elements of BRM to enable growth • Updates on Products and Strategies

  3. My Journey to IDEXX

  4. Domino and Snickers

  5. The Children

  6. Hobbies • Golf • Mountain and Road Cycling • Theater

  7. Professional Background • Capital Equipment Sales, Sales Mgt - 25 years • HPLC • LC/GC Mass Spectrometry • NMR • Imaging (MRI and PET) • CEO IT Imaging – Breast Cancer screening by MRI • GM – Thermo Fisher • HPLC – San Jose, Basel Switzerland and Odense Denmark • Integration of Dionex product line • Environmental and Food Safety

  8. Business Philosophy • Customer Focused • Where can we add value? • Alignment – • Communication up, down and across the organization • No silos! • Measurable goals • Quarterly Scorecard Review • Empower employees to • Innovate • Solve problems • Sins of commission are easily forgiven, sins of omission are not

  9. Why I joined IDEXX • Organization open to change • History of innovation • Domain expertise • Looking for direction in the BioResearch space

  10. Initial Thoughts and Take-Aways • RADIL team and products are well regarded globally • Peer to Peer Commercialization • Opportunity for WW distribution • Extraordinary team with world class domain expertise • Everyone wants to win! • BRM today is a loose collection of 3 business • Opportunity for cross leveraging - a consistent brand message • Applying CAG practices and positioning to research mkt

  11. Frustration!

  12. 2013 Initial Focus

  13. View from 2013 Budget

  14. Strategic View Today

  15. A Shift in Focus

  16. Shucking ACLAM

  17. What is this?

  18. Inside – Outside Leadership

  19. Join and Grow!

  20. Top 20 Account Strategy + DBS

  21. Key Goals for 2013 - Zebrafish (Zf) Today: Near-term: The Vision: • Recent launch of Zf diagnostics • Suite of diagnostic offerings that provides the basis for Zf health monitoring • Client consultations provided by Zf expert • Ongoing R&D to improve and expand offering • Zebrafish Advisory Panel • Expanded range of services for clients • New revenues from Zf testing • Opens doors to competitive take-away accounts for diagnostics, preclinical, and analyzer business IDEXX Bioresearch has an international reputation as the One-Stop-Shop for Zf needs. Known as: • The Lab for Zf health monitoring • The Experts on Zf diseases and Dx • The Source for Certified Zebrafish (CZf) • Zf with certified health and genetic status • Zf food • Zf informatics

  22. ZEBRAFISH - Progress Certified ZebrafishTM Launched Zf Testing services Q2 Advisory Board to Meet in October Areas of need Potential solutions Strategic analysis by Caola Team Assess market size

  23. Expand Test Portfolio • Emerging Animal Health Concerns • Proteus mirabilis • Validate existing assays to other species • Zebrafish • Develop new pre-clinical tests targeting areas of focus • Diabetes • Weight Loss • New Biomarkers

  24. Research to Routine

  25. Total BRM P&L – Worldwide – July 2013

  26. Total BRM P&L – Americas – July 2013

  27. Labs BRM P&L – Americas – July 2013

  28. VetLab BRM P&L – Americas – July 2013

  29. Sales Rep Analysis

  30. Instrument Placements Notes: 2013 placements through July All hematology placements to date are ProCyte

  31. PreClinical Revenue PreClinical revenue (excluding impact of Catalyst Bio) has grown 26.5% YOY, driven by growth in Northeast, Western and Mid-Atlantic territories.

  32. DBS Adoption

  33. DBS Adoption

  34. How do we achieve this?

  35. Appendix

  36. YTD Mix

  37. Need for Pre-Clinical GLP

  38. Join to Grow Radil Vet Lab Pre-Clinical

  39. Join to Grow Columbia Westbrook Sacramento

  40. YTD Mix

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