Mercantil Laboratorio SAC

1. Mercantil Laboratorio SAC Mercantil Laboratorio SAC Calle Santorin N° 243 Urb. El Vivero Monterrico Surco - Lima 33 Telef. 4342727 Fax 4360138 www.mercantillab.com.pe ventas@mercantillab.com.pe

2. CappAero™ Pipettes Product training Pipetting Concepts, Product Review and Selling Information

3. Who are we? • Capp A/S is a Danish manufacturer of pipettes and immunowashers • Established 1984 • World-wide distributor network of local laboratory suppliers and selective private brand agreements • An ISO 9001 Certificated Company

4. Where are we? • Production and salesoffice worldwide: • Capp A/S - Landbrugsvej 10 - DK-5260 Odense S - Denmark • Tel. +45 66 13 61 40 - Fax. +45 66 13 27 70 - info@capp.dk

5. Capp Profile • Company vision • To develop, produce and market high quality pipettes and related equipment for liquid handling in laboratories. • Strategic goal • To reach a globally strong position by means of a consistent and determined focus on a high quality profile.

6. Capp Profile • Operating principles • To develop products of the highest quality with emphasis on unique benefits to users. • To be a serious trading partner conducting business with the highest degree of credibility. • To choose suppliers and subcontractors based on high quality, continuity, capacity and proximity and with emphasis on lasting, stable relationships. • To choose distributors with emphasis on long lasting, stable relationships based on trust and open two-way communication. • To promote and to increase the awareness of the pipetting concepts (the five elements of pipetting).

7. Pipetting General principles & background

8. Forward Pipetting • The ”normal” pipetting technique • Push to 1st stop • Draw up liquid • Dispense • Blow-out to 2nd stop

9. Reverse Pipetting • Useful e.g. for viscous samples • Push to 2nd stop • Draw up liquid • Dispense to 1ststop • Liquid mayremain in tip!

10. Aspiration • Techniques for correct aspiration: • Dip tip only a few mm into solution • Do not immerse too deeply • Keep the pipette vertical during aspiration!

11. Pipetting Guidelines • Aspirate evenly and with consistent timing • Uneven rhythm/timing and/or piston movement:Up to 2% error (1.5% and 0.5% resp.) • Immerse tip vertically to maximally 1 cm • Up to 1% error • Keep pipettes, tips and liquid at same temp. • Up to 0.3% error/°C (RT to 0°C: 6%) % values of nominal volume

12. Pipetting Guidelines • Prewet pipette tip before use • Up to 2% error • Also important for handling vapour pressure • Wipe tip on vessel wall • Up to 3% error • Do not reuse pipette tips • Up to 4% error % values of nominal volume

13. Pipetting Guidelines • Choose correct pipette tips! • Up to 40% error! • Test: Fill tip, hold vertically – check for drops • Specifications ONLY valid with CappExpel™ • ISO 8655-2, section 7.6:”When using pipette tips not delivered by the pipette supplier, the supplier’s declaration or the certificate of conformity does not apply” % values of nominal volume

14. Accuracy • Definition • ”Difference” between the set volume and observed mean volume: Example • CappAero™ 5-50 l : 1.5% (0.075 l) at 5 l 0.7% (0.35 l) at 50 l

15. Precision • Definition • Reproducibility of a given volume delivered repeatedly. Given as coefficient of variance, Cv: Example • CappAero™ 5-50 l at 50 l: 0.3% ( 0.15 l)

16. Determining Accuracy & Precision • Control/register environmental cond. • Temperature (humidity and atm. Pressure) • Use appropriate balance • 4-6 places (depends on volume), calibrated. • Carry out # weighings • Accuracy: 5; Precision: 10-15 • Calculate • Compensate for spec. density (temp.), evaporation.

17. Standards • National / international • ISO 8655 is the guideline for piston-operated volumetric apparatus. • Our products comply with essential requirements of Annex VIII of the IVDD (In vitro Diagnostics Directive 98/79/EC) and ISO 8655-2:2002/ISO 8655-6:2002.Capp has a Quality System in place based on DN/EN ISO 9001:2000.

18. The CappAero™ Pipettes Product descriptionFeatures & benefits

19. CappAero Pipette Volumes • Single channel • 0.2-2; 05-10; 5-50; 10-100;25-200; 100-1000 ul; 1-5 ml • 8- and 12-channel • 0.5-10; 5-50; 25-200; 50-300 ul • 16-channel • 0.2-2; 0.5-10; 5-50 ul

20. Standard,Grey Standard,Transparent ColourLine,Single SoftLine CappAero Pipette Types

21. Main Feature / Benefit Groups • Ergonomics / User friendliness • Volume controllers • Tip handling • Pipetting performance • Robustness

22. Ergonomics and user friendliness • Ergonomical design • Pipetting may result in strain in hand/arm and shoulder/neck regions • Capp design philosophy is based on minimising strain and risk of adverse effects (RSI)

23. Force requirements • Relates to hand, wrist and arm problems • Sum of 3 actions • Aspiration (to first stop) • Blow-out (to second stop) • Tip ejection (third stop or separate action) • The lower, the better!

24. Force requirements

25. Force requirements 2

26. Work position – shoulder issues • Shoulder most often raised • Need to keep pipette vertical • Pipette length • Shorter pipette the only solution! • Standard pipette length: 24-27 cm • CappAero™ Short: 19 cm • First short pipette available!

27. Other friendly features • Volume controller ”turns” • Accommodates right- and left-handed users • Finger hook • Allows relaxed hand and micro-pauses • SoftLine hook is flexible – • automatically adjusts to user’s finger!

28. Other friendly features • Thumb positioned correctly • Position optimal when most force required • SoftLine “rubber” handle • Ultimately comfortable • ColourLine • Brings colour to your work! • Even clearer identification of volume range

29. The CAPP volume controllers • Switch variable  fixed volume • Quickest, most precise and easy • Fixed controllers calibrated at exact volume • Ideal for ”routine assays” • Additional fixed volumes available • Any volume in range is possible • Also additional variable controllers (use as fixed?)

30. The CappAero volume controllers • User friendly • Always visible, not obscured by hand • Slider locks volume setting • Economical • ”Two for one” • Very cheap compared to full fixed vol. pipette • Reduces down-time

31. The CappAero volume controllers • Ordering volume controllers • Variable volume: • xxx-VZ – where xxx = max volume of pipetteExample: 200-VZ for 25-200 µl pipettes • Fixed volume: • xxx-FZ yy – xxx = max volume; yy = controller vol.Example: 200-FZ 50 – 50 µl controller for 25-200 ul

32. Tip handling • O-rings on all tip bases • (except the 16-channels) • Double o-rings is standard; single on 1000 ul pipettes • Provides excellent sealing • Accommodates wider tip range • Smaller contact area between pipette & tip • Significant reduction in ejection force

33. Precision/Accuracy At least equal to competitors Conforms to standards Multi channel data equals single channel levels Pipette performance

34. Pipette Performance • Temperature affects precision... • There is air between the pipette piston and the liquid in the tip • When the pipette is warmed by the hand, the air bubble also gets warmer and expands • The expanding air leaves less room for the liquid • the warmer the pipette gets, the less liquid is dispensed.

35. ‚  Pipette Performance • The CappAero™ principle • The air in the hollow handle actsas insulation • When the knob is pressed down,warm air is expelled • When the knob goes back up,ambient temperature air is drawninto the pipette

36. CappAero™ Performance: Results

37. Robustness and reliability • Steel, aluminium, polycarbonate... • Very high chemical resistance • Aluminium tolerates organic solvents better than plastic • Fully autoclavable • Much more break resistant

38. Robustness and reliability • Tip bases easy to change • Individual tip bases can be changed on the multis • Easy to service • Reduces need for (costly) external service • Minimal down-time

39. Capp in the market • Positioning • Competitor information

40. ? Market Positioning

41. Competitive Comparison

42. Competitive comparison * 0 Capp level / +  Harder / –  Easier * Depending on tip mounting pressure

43. Possible drawbacks • Slightly heavier • Choice of steel and aluminium vs plastic • Work in progress to substitute materials to reduce weight – without compromising benefits • Numbers in variable controller • Some find them small • Detachable volume controllers • Risk getting lost in teaching labs...?

44. Possible drawbacks • ”2 ul setting” on 25-200/50-300 • Made to reduce no. of turns • All pipettes can be locked in place “in between” • Competitors settings may be deceptive in precision

45. Selling the CappAero™ General selling pointsTips & Tricks

46. Precision and accuracy General argument Know the data and definitions Every pipette sells on this Capp also have Ergonomically optimal design Short pipette available Simple and robust construction Detachable volume controllers Chemical resistance Autoclavability General selling points • Find the argument(s) that make your customer ”tick”

47. Hands-on selling • The customer’s hands, that is... • ”It sells itself” (well, almost) • Experience from other distributors • CappAero very well suited to small shows • Lots of points to talk about • Use ”the look”! • ColourLine and SoftLine does well here!

48. Selling the singles • Low force requirement • ”Plunger-to-plunger” demo • Look out for Gilson users ejecting the tip when aspirating  • Materials • Autoclavability • Break resistance • Tip handling • vs Rainin LTS: same idea but with standard tips!

49. Selling the Short • Show Universal & Short together • Point out ”they’re the same” • Hammer-and-Nail analogy • Explain benefits • Shoulder relief • Enhanced tip control • You’re better off vs competitors! • Labsystems introduced short pipette Nov ‘01

50. Multi channel selling • Tip handling, tip handling and ... tip handling! • ”Have you ever had trouble mounting and ejecting tips on your current multi channel pipette?” • ”How easy is it to mount the tips on your current multi?” • Add the other benefits as necessary …