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Industrial markets and applications review
- 1. The world leader in serving science Proprietary & Confidential Introduction to Handheld XRF business
- 2. 2 Proprietary & Confidential 1. Industrial market trends 2. Key Markets and Applications 3. Niton Handheld XRF product line 4. Product positioning 5. Future Development 6. Competitive review Contents
- 3. 3 Proprietary & Confidential Industrial Market Trends
- 4. 4 Proprietary & Confidential • Majority of the sales still to core metals market • Metals fabrication is the largest market segment inside metals • Scrap, mining and precious metal markets slowly recovering • Pb in paint and regulatory market continues to decline Key handheld XRF Markets
- 5. 5 Proprietary & Confidential PAI unit sales 2007 2016 • Metals is still our core market • Precious metal market grown significantly • Regulatory market dropped significantly 2016 2007
- 6. 6 Proprietary & Confidential Market Outlook 2017 – Handheld XRF Portable Applications PMI and Quality Control Mining Custom Applications Environmental Consumer goods Scrap Metal Recycling Precious Metals
- 7. 7 Proprietary & Confidential • Market situation and increasing competition has been eroding our market share and margins • All the main competitors can do the basic applications Market Situation • Differentiate from competition with a new high value applications • Increased market share and average selling price
- 8. 8 Proprietary & Confidential Key Markets and Applications
- 9. 9 Proprietary & Confidential Oil & Gas - Positive Material Identification Customers • Inspection companies • Oil refineries • Petrochemical plants Application Requirements • Accurate alloy grade ID and chemistry • Access to measure tight places and corners • Retro PMI of hot and vibrating samples • Accurate weld analysis • Easy sample naming, reporting and data logging
- 10. 10 Proprietary & Confidential Power Generation – Positive Material Identification Customers • Inspection companies • Fossile fuel Power plants (coal, oil, natural gas) • Nuclear power plants Application Requirements • Accurate alloy grade ID and chemistry • Access to measure tight places and corners • Retro PMI with hot and vibrating samples • Accurate weld analysis • Easy sample naming, reporting and data logging • Accurate specialty alloy analysis of gas turbines and Zr control rods in nuclear • Low Cr analysis for FAC (Flow Accelerated Corrosion)
- 11. 11 Proprietary & Confidential General Fabrication Customers • machine shops • automotive • aerospace • medical etc. • Valve, pipe, heat exchanger, boiler, pump etc. manufacturers Application Requirements • Accurate alloy grade ID and chemistry • Weld analysis • Coating thickness • Analysis certificate
- 12. 12 Proprietary & Confidential Automotive Fabrication Customers • Automotive companies • Automotive supply chain and subcontractors • Coatings suppliers Application Requirements • Accurate material verification, new advanced automotive alloys • Coating thickness measurement, conversion and passivation coatings • End of life vehicles (ELV), hazardous elements analysis (Cd, Pb, Hg, Cr)
- 13. 13 Proprietary & Confidential Toys, Consumer Goods and Electronics Customers • Consumer safety regulatory agencies • Custom agencies • Manufacturers • Inspection laboratories Application Requirements • Accurate Pass-Fail heavy element analysis. • Typical elements include Pb, Hg, Cd, Cr, Br, Sb, Ba, Se • Complex sample analysis, small details and layers • Easy sample naming and reporting • Bench-top measurement
- 14. 14 Proprietary & Confidential Precious Metals Customers • Pawn shops and cash for gold-type firms • Refiners/recyclers • Banks • Jewelry manufacturing Application Requirements • Accurate Karat analysis • Plating detection • Gold purity analysis (LOD, trace element analysis) • Analysis speed and ease of use • Small spot analysis • Easy reporting and Pricing (combination of weight and gold content)
- 15. 15 Proprietary & Confidential Scrap Recycling Customers • Recycling companies • Foundries and primary metal manufacturers • Decommissioning companies Application Requirements • Analysis speed • Ease of use • Ruggedness and reliability • Various sample shapes and forms • Unknown and exotic metals • Trace and tramp elements
- 16. 16 Proprietary & Confidential Mining and Ore Exploration Customers • Mining companies • Exploration companies • Geological institutes Application Requirements • Reliable analysis of heterogeneous samples • Drill core analysis • Ruggedness and reliability • Easy, reporting and GIS integration • Rare earth element analysis • Precious metal and Au pathfinder analysis
- 17. 17 Proprietary & Confidential Soil Screening Customers • Environmental consulting companies • Construction companies • Environmental agencies Application Requirements • Low limits of detection for heavy elements, especially Cd and Hg • Field portable bench-top application due to the LOD requirements and sample preparation • Direct screening of contaminated soil • Ruggedness, weight and portability • Easy reporting and data management • GPS and GIS integration
- 18. 18 Proprietary & Confidential Museums, Art and Archaeometry Customers • Universities • Art conservation • Museums Application Requirements • Easy spectral comparison and interpretation • Often qualitative or semi-quantitative analysis • Small spot analysis • Easy reporting and documentation • Ability to modify calibrations and build user calibrations • Wide elemental range
- 19. 19 Proprietary & Confidential • Drive high growth opportunities • Oil & gas • Fabrication • Aluminum • Develop emerging and underpenetrated applications • Advanced PMI • Automotive • New applications • Expand into new markets • carbon steel • Food What Industries Should We Target?
- 20. 20 Proprietary & Confidential New Potential Applications
- 21. 21 Proprietary & Confidential Current Product Portfolio Product Positioning
- 22. 22 Proprietary & Confidential Niton Product Line - Common Features • Quality and reliability • Accurate analysis and wide analysis range • Speed of analysis • Ease of use • Lightweight, Ergonomic design • Rugged, moisture- and dust-proof • Long battery life • Market leading XRF instruments Niton XL5 Niton XL3t Niton XL2 Niton DXL
- 23. 23 Proprietary & Confidential Niton XL2 Product Line Summary Niton XL2 Niton XL2 GOLDD Model 100 100G 500 700 800 950 970 980 Primary Application Precious Metals Metals Mining Regulatory Metals Mining Regulatory Metals Detector PIN 6 mm SDD X-ray tube 38 kV-Ag 45kV-2W-Ag Light Elements No Yes Camera No Yes Small Spot No Cal Modes P G D,M B,H,Ap G D,M B,H,Ap G Accessories Mobile Stand None Mobile Stand Portable Test Stand None Mobile Stand Portable Test Stand None
- 24. 24 Proprietary & Confidential Niton XL3 & XL5 Product Line Summary XL3t XL3t GOLDD XL3t GOLDD+ XL3t Ultra XL5 Model 500 800 700S 950 970 980 955 975 985 n/a Primary Application Mining Metals Reg Mining Reg Metals Mining Reg Metals Metals Detector PIN 6 mm SDD X-ray tube 50 kV-2W-Au 50kV-2W-Ag 50kV-5W-Ag Light Elements No Yes Camera Micro Micro / Macro Small Spot Optional Cal Modes D,M G B,H,Ap D,M B,H,Ap G D,M B,H,Ap G G
- 25. 25 Proprietary & Confidential Current Niton Metal analyzer portfolio Performance & Features Distributor price $12K $30k $40k
- 26. 26 Proprietary & Confidential XL5 Comparison Key Features XL2 100G XL2 800 XL2 980 XL3t 985/980 XL5 Weight and Size 1.6 kg 1.6 kg 1.6 kg 1.6 kg 1.3 kg X-Ray Tube Power • Heavy element detection (Ba, Sb, Pb, Sn, Cd) 38kV – 2W 45kV – 2W 50kV – 2W 50kV – 2W 50kV – 5W Detector Technology • Improving light element analysis (Mg-S) / overall performance Si-PIN Si-PIN SDD 25mm2 SDD 30mm2 SDD 25mm2 SDD Available Modes General Metals All All All + SS / He General Metals Design/ features • tilt-screen display, hot swap, GPS, SW Tilt screen, GPS Tilt screen, GPS Tilt screen, GPS, Hot swap Camera & Display • Identify textures, store image with analytical results, macro camera NA Micro Micro Micro Micro + macro Small spot sample positioning • Analyze mineral grains, breccia clasts, vein bands NA Weld mask Weld mask 3mm collimator 3mm collimator
- 27. 27 Proprietary & Confidential Fabrication, Manufacturing QA/QC XL2 100G XL2 800 XL2 980 XL3t 980 XL5 Routine alloy ID & analysis, No light elements required Perform QA/QC of in-process components and final assemblies Recover unknown assets & inventory (LE possible) Light alloy analysis: Aluminum , Titanium, Magnesium alloys Measure light elements in bronzes, super- alloys and steels Small sample and weld analysis Coating weight/ Coating thickness analysis Released Q1 2017
- 28. 28 Proprietary & Confidential PMI – Oil & Gas and Power Generation XL2 100G XL2 800 XL2 980 XL3t 980 XL5 Routine alloy ID & analysis, No light elements required Sulfidation corrosion Si > 0.1%. Residual elements in HF alkylation units Ni+Cr+Cu < 0.2% Trace element analysis, tramp and residual elements Flow accelerated corrosion (FAC) Low Cr analysis (0.10%). Small sample and weld analysis Non-metal analysis: sludge, deposit, refractory materials Released Q3 2017
- 29. 29 Proprietary & Confidential Scrap Recycling XL2 100G XL2 800 XL2 980 XL3t 980 XL5 Stainless steel sorting 304/316 etc Non-Ferrous: Cu, Ni, Co, Zr alloy analysis High temperature alloys, Ni superalloy sorting Light alloy sorting: Aluminum , Titanium, Magnesium alloys Measure tramp/trace elements for guaranteed melt chemistry Precious metal scrap analysis, Au, Ag, Pt, Audit Catalytic converter Pt, Rh, Pd analysis Released Q4 2017
- 30. 30 Proprietary & Confidential XL2 100G XL2 800 XL2 980 XL3t XL5 Niton Product Positioning for General Metals • Ideal for scrap market • Value, simplicity and ruggedness • Most affordable unit in the Niton product line designed for simple operation, fast and accurate analysis. • Rugged construction plus high performance and light element analysis • Only analyzers on the market to offer an integrated camera as a standard feature on low-end and mid-range analyzers. • Extended elemental range • Optional micro camera and small spot for comprehensive weld analysis and component inspection • Adjustable screen for best ergonomics • Premium offering, improved LOD and rapid analysis • Improved field use with access to tighter testing spots and hot swappable battery • Modern user interface and wireless communication
- 31. 31 Proprietary & Confidential • Maintain Niton market position as a premium offering • Grow market share in high end with new XL5 • Offer XL3 for multipurpose and non-metal applications • Protect market share aggressively in price sensitive markets with XL2 High level product strategy
- 32. 32 Proprietary & Confidential Competitive Comparison COMPANY CONFIDENTIAL For internal use only
- 33. 33 Proprietary & Confidential 2017 Competitive Landscape
- 34. 34 Proprietary & Confidential XL5 has multiple unique selling points against all the competitors • Smaller size (can access more measurement points than any other competitor) • Lighter weight • Best light element performance • More powerful 5W X-ray tube • Ingress protection- IP54 • Faster Processor • Cutting edge feature set • Macro camera • Hot swap battery • Internal GPS • Best small spot analysis in the market • User Profiles • Pseudo Elements Summary – High End Competition Fast. Light. Powerful.