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Positioning Products to Customer in the Target Markets Varian HPLC systems are used around the world in many different industrial, research and educational settings. There is steady growth of the number of installed systems for conventional HPLC and Semi Prep LC – made up of genuine growth in the total number of systems and replacement of existing older systems. The new integrated systems have significant benefits to customers. The general benefit bundles are different common across the markets for the analytical customer and the semiprep customer. Analytical Benefit Features Expected Performance Waters/Agilent State of play with specs equivalent or better than Viable Data solution Client server, compliant and fully featured with improved ease of use Vendor support Consumables, service, training, support world wide and at a consistently high level Semi Prep to Prep Benefit Features Versatility Extended detection, materials and flow range via options Reliability New fraction collector and advanced control of collection Easy scale-up Fully automated scale up through Scale-Up Module and Galaxie Environmental The environmental application area is very significant for Analytical HPLC systems today. Nearly one quarter of the demand for HPLC comes from independent testing laboratories, government regulated sites and industry effluent test labs. Low detection limits, regulatory compliance and high productivity are the key drivers for the analysts. Our new HPLC offers competitive detection limits with improved system reliability and productivity Common applications Trace organic pollutants in drinking water, ground and surface water, effluents, toxic wastes, soils and seawater. There are a variety of well established regulatory methods for PAHs, PCBs etc around the world with EPA, DIN and other regulatory organizations. Reference list on this DVD. Customer Benefit Bundles – The most important benefits for the environmental market are highlighted below: Performance – sensitivity and precision Data compliance and features - for regulated methods Reliability and low operating costs – for throughput and low downtime Key Competitors – Waters and Agilent have the largest shares of the environmental market worldwide. Shimadzu is strong in Asia. Varian’s Offering The most appropriate system for environmental applications contains a gradient pump with degas, autosampler, column oven and both absorbance and fluroscence detection with Galaxie software and Varian applications columns. The choice of PDA or Variable UV driven by need and budget. Varian Customer Examples – PPS Water Authority, Korea Institute Sea Research (CNR), Italy Zhuhai Water Supply Co., China Gewasser und Bodenschutz, Switzerland Sierra Environmental Monitoring, USA Ministry of Environment & Energy, Canada Heritage Labs, USA Water Eco Science, Australia Pennsylvania American Water, USA Korea Water Resources Corp., Korea Department of Underground Water, Thailand Chemical & Petrochemical This market has been very soft in recent years due to low product prices and high raw goods prices. There is a significant quantity of old equipment in these accounts that is due for replacement when the economy favors this segment. Most chemical industry applications are for QA/QC or environmental monitoring - the latter is certainly a target market. In addition low and room temperature GPC and petrochemical characterization are specific niche markets that the PL line of products targets. There is a tendency for instrumentation to be regarded as a “tool” so systems dedicated to an application function are common. Common applications Environmental effluent monitoring as per regulated methods Production raw materials, final product, inorganic and organic impurities. Competitive product analysis. Fine chemicals where purity is an issue - photographic, petrochemicals, plastics, catalysts. Dissolved materials in organic solvents and cleaning solutions Customer Benefit Bundles – The most important benefits for the chemical / petrochemical market are highlighted below: Performance – in terms of separation Price – justified by productivity gains Reliability – long life and up time in challenging environments Key Competitors – Waters, Agilent and Shimadzu. Waters is particularly strong in polymer characterization. Dionex for IC applications Varian’s Offering The integrated or modular system offerings. Isocratic and Gradient pumps are relevant depending on the application. Injection automation improves productivity and specific add on detectors in addition to UV are widely used – ELSD and RI are the most popular. Application specific columns for GPC and Galaxie applications for petrochemicals should be considered. Varian Customer Examples Ricca Chemicals, USA Poco Graphite, USA Union of German Cement Factories, Germany Merck, France Ciba Specialty Chemicals, Switzerland Santoku Chemical Industries Co., Japan Agriculture & Food These applications areas have much in common with Pharma and Environmental. Many of the water and soil pollutant environmental analyses are relevant to food analysis. Similarly most agro chemicals are very similar to comparable work done for pharma samples. Food and Beverage analysis for various forms of sugars, vitamins, amino acids and organic acids is a rich area for HPLC. Common applications Soils, crops, feed, fertilizer for pollutants and major components Simple sugars and organic acids for foods Trace contaminants in food Beverage analysis for organic acids, sugars and alcohols Major and minor components in agricultural pharmaceuticals Customer Benefit Bundles – The most important benefits for the agriculture / food market are highlighted below: Price in terms of cost per sample vs the product quality benefit Ease-of-use in the hands of technicians or factory staff Performance for the challenging matricies Key Competitors – Agilent, Waters, Dionex, Shimadzu. Waters was historically very strong in the food area, Dionex for complex high resolution saccharides. Varian’s Offering The integrated system offering allows dedicated “analyzer” like operation for these customers. Gradient pumps are relevant for demanding applications. Injection automation improves productivity and specific add on detectors in addition to UV/PDA are widely used – ELSD and RI are the most popular. Varian Customer Examples – Agriquem, Spain Forschungsanstalt Agriculture, Germany University for Agriculture Science, Germany Pepsi (JVA), Ireland Ag Labs (Agmin Chelates), Australia University of Giessen, Germany Government & Academic Applications are numerous and varied, including basic analysis, environmental and biological research, measurement, agricultural / food samples, i.e., covering all of the market segment applications discussed in this document. Common applications Universities and regional colleges including consulting labs and analytical chemistry courses University research especially environmental studies, pharmacy, biology Forensic science Government research labs Medical research Life sciences Customer Benefit Bundles – The most important benefits for the government & academic market are highlighted below: Performance – rangeing from student teaching to high end research Price – driven by fixed grants and budgets Reliability – for low consumables costs Key Competitors – Waters, Shimadzu, Dionex and Agilent with a host of other low cost vendors. Varian’s Offering For teching labs the modular systems will remain popular – for research purposes full loaded systems with gradient pumps, degas, cooled autosamplers with PDA detection will be relevant. Secondary detection including Fluorescence and ELSD will be of value in many cases. Varian Customer Examples MultiLab (State Veterinary Inst.), Liechtenstein University of Melbourne, Australia Laurentian University, Canada Max Planck Institut Fuer, Germany State Agency for Standardization & Metrology, Bulgaria University of West Virginia, USA University of Colorado, USA Songkhla University, Thailand University of Bordeaux, France University of Nebraska, USA Pharmaceutical This market is the most visible user of conventional HPLC and semi-preparative LC. Generally divided down the lines of small molecule drugs or biomolecule theraputics in terms of applications. Small molecule drug makers remain the major users of LC. Common applications – Impurity analysis at the 0.1% level for final products and process control Research and Development of new pharmacueticals including analysis and preparation Cleaning validation and FDA driven tests Dissolution testing Discovery and Medicinal Chemistry analysis for characterization and purification of reaction products Customer Benefit Bundles – The most important benefits for the metals & engineering market are highlighted below: Performance in terms of adequate sensitivity and rock solid precsion Data – compliance and complete feature set for processing and auditing data Reliability – both instrumental and service response and attentiveness Key Competitors – Waters and Agilent are dominant players – with software being a very significant element to control of accounts. Varian’s Offering – Integrated Analytical systems with Gradient degas, automated injection, pda detection and column heating. Galaxies compliance features for IMS, IQ/OQ and CFR are frequently critical items. For Semi prep systems – binary gradient with automated sample injection and fraction collection, UV detection and the automation of scale up with the SUM and Galaxie bring a new level of productivity and unattended operation to these semi prep users Varian Customer Examples Pfizer, USA GSK, UK Novartis, Switzerland