2018 Global Laboratory Pipetting Company of the Year Award

1. 2018 Global Laboratory Pipetting
Company of the Year Award
2018

2. BEST PRACTICES RESEARCH
© Frost & Sullivan 2018 2 “We Accelerate Growth”
Contents
Background and Company Performance ........................................................................3
Industry Challenges..............................................................................................3
Visionary Innovation and Performance and Customer Impact.....................................3
Conclusion...........................................................................................................6
Significance of Company of the Year.............................................................................7
Understanding Company of the Year.............................................................................7
Key Benchmarking Criteria ....................................................................................8
Best Practices Award Analysis for INTEGRA Biosciences...................................................8
Decision Support Scorecard ...................................................................................8
Visionary Innovation and Performance ....................................................................9
Customer Impact .................................................................................................9
Decision Support Matrix ......................................................................................10
Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best
Practices .................................................................................................................11
The Intersection between 360-Degree Research and Best Practices Awards.....................12
Research Methodology ........................................................................................12
About Frost & Sullivan ..............................................................................................12

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Background and Company Performance
Industry Challenges
Liquid handling plays an important role in the life science research community; scientists
spend a significant amount of their time pipetting. Many applications require pipetting
techniques that transfer samples and reagents from one container to another (e.g. tubes to
wells). In applications where this happens repeatedly, manual pipetting can become a
mundane, tedious, and time-consuming task that can put the quality of results at risk. At
the same time, musculoskeletal strain on the neck, shoulders, and upper limbs has been
widely reported, and can have a significant effect on productivity. Distraction and a lack of
concentration can also result in missing rows or confusing samples while pipetting. State-of-
the-art pipettes with innovative design focus on removing physical stresses and strains,
creating an error-free pipetting experience.
While some labs with high throughputs turn to automated robotic solutions for liquid
handling, those with lower demands still rely on handheld pipettes and so are susceptible to
these problems of inaccuracy and poor reproducibility, sometimes due to worn or failing
pipette parts (such as tips and dispensers).
Frost & Sullivan points out that companies must encourage product upgrades by developing
high-end, next-generation product features that balance costs, while simplifying research
techniques. Updating technologies with modern automation trends, integrating many
capabilities into a single product, and increasing usability and efficiency will truly
revolutionize scientific workflows.
Visionary Innovation and Performance, and Customer Impact
Frost & Sullivan proudly recognizes INTEGRA Biosciences as the recipient of the 2018 Global
Company of the Year Award for the laboratory pipetting market. Founded in 1965, INTEGRA
Biosciences entered the liquid handling market in 2009, and has headquarters in Zizers,
Switzerland, and Hudson, NH, USA. The company is an innovative provider of small-scale
liquid handling tools and high-tech solutions that fulfill the needs of customers in research,
diagnostics, and quality control within life sciences.
Addressing Unmet Needs
Pipetting is a crucial part of laboratory workflows but many labs still rely on unreliable
manual options simply because the alternatives are not affordable. INTEGRA has
revolutionized this by offering a full range of affordable and innovative manual and
automated pipetting solutions, automating many steps such as tip spacing adjustments and
tip pick-up and ejection.
Frost & Sullivan’s independent analysis found that INTEGRA scores highest on the
innovation index score when compared to its competitors. The reason for this is that the

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company understands the challenges experienced in the liquid handling workflow, and has
designed its products to match these market needs. For instance, INTEGRA’s electronic
pipettes are growing in popularity in cases where ergonomics and throughput are important
considerations. Labs that have chosen INTEGRA pipettes are now achieving a new level of
productivity, reproducibility and accuracy, transforming their workflows.
Frost & Sullivan recognizes that the key features of INTEGRA’s pipetting solutions are:
a) Trouble-free tip pick-up — INTEGRA’s unique GripTips have been specially designed
to optimize alignment between pipettes and tips. This eliminates loose connections
that cause samples to leak or tips to fall off, problems often experienced with
universal generic tips. GripTips feature low attachment forces with positive feedback,
and low ejection forces, ensuring secure tip attachment while simultaneously
reducing strain on the user.
b) Rapid manual volume adjustment — While automated pipetting is becoming
increasingly popular, there is still a big demand for manual pipettes. INTEGRA’s
EVOLVE manual pipette range tackles the problems commonly encountered with
traditional manual pipettes; they use three number lock dials rather than single
rotating plungers, which makes setting sample volumes quicker, more consistent,
and less likely to cause repetitive strain injuries from continuous pipetting. INTEGRA
has recognized the importance of improving user handling and focussed on natural
hand positions, resulting in a truly ergonomic range of pipettes.
c) Reformatting workflows — Research workflows often require constant sample
transfers between different plate formats. INTEGRA developed VOYAGER, the only
electronic pipette on the market that offers automatic tip spacing adjustment at the
touch of a button. As a result, sample transfers can be performed with the
throughput of true multichannel pipetting, instead of resorting to single-channel
pipettes. This significantly increases the throughput and speed of experiments.
d) High throughput at low cost — High throughput microplate pipetting has historically
only been possible through significant investment into expensive benchtop or liquid
handling robots, which also required specialized training. In response, INTEGRA
developed the VIAFLO 96/384 benchtop pipettes, which increase efficiency and
productivity in high throughput experiments — such as drug testing panels — while
maintaining the ease of use of handheld pipettes.
e) Affordable small-scale automation — INTEGRA has designed the ASSIST range of
pipetting robots to automate repetitive processes, such as serial dilutions,
reformatting, and setting up assay plates. A combination of various pipettes and
consumables can be loaded onto the ASSIST robots to achieve small-scale
automation, improving reproducibility. INTEGRA pipettes and the ASSIST base unit
are secured with a wireless connection and an easy-to-use software interface,
increasing efficiency.

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Frost & Sullivan analysis finds that INTEGRA Biosciences is truly committed to creating
innovative solutions that fulfill the needs of every life science laboratory scientist and quality
control measure, thereby establishing new industry best practices for a revolutionary
pipetting experience.
Implementation of Best Practices and Customer Customization:
In mature markets like liquid handling, Frost & Sullivan finds that innovation is typically
stale, and the competitor base tends to be saturated with ‘me too’ products that undercut
price. However, INTEGRA is forward thinking and drives new design features by finding
unmet market needs. It operates with a direct sales force in its key markets, with more
than 90 distribution partners, providing the company with a robust worldwide sales network.
The company has the broadest range of electronic pipettes – from single-channel to
multichannel pipettes and including models with variable tip spacing. As such, it holds a
very unique position in the pipetting market.
The company’s strong brand reputation is the result of the ease of use, reliability and
performance of its products. Prior to launching its handheld electronic pipetting systems,
INTEGRA established this reputation with the PIPETBOY (pipette controller) range, which
sold over 300,000 units worldwide. The company also has a strong, promotion-led sales and
marketing strategy, including discounts on bundled offerings, trade-in offers for other
brands of pipettes, and numerous giveaways to the research and scientific community, all of
which help to build its market share in this highly competitive field.
Pipetting solutions from INTEGRA Biosciences cover a comprehensive range of volumes,
from 0.5 to 5,000 µl. The pipettes are light, well-balanced and ergonomic, and are
complemented by INTEGRA’s specially designed GripTips pipette tips. The tips form a
reliable seal, without the need for hand tightening, and come with low attachment and
ejection forces to deliver consistent sample pick up. INTEGRA pipettes offer the broadest
range of options that cover, or are adjustable to multiple well formats, volume ranges,
manual or electronic configurations and different pipetting modes. This vast portfolio
provides customers with unrivalled flexibility and customization that result in truly
productive pipetting.

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Conclusion
Founded in 1965, INTEGRA has thrived for nearly 54 years thanks to its firm commitment
to developing high-quality, reliable products that customers trust. The laboratory pipetting
market demands incredibly accurate and precise products made to strict quality
standards, in accordance with ISO 9001 regulations. INTEGRA’s products address unmet
market needs, with easy to use and productivity enhancing features. The company’s full
range of automated and manual liquid handling products helps scientists to achieve better
pipetting results in less time, by eliminating fatigue and physical stress.
Frost & Sullivan applauds INTEGRA’s handheld pipetting and liquid handling automation
portfolio for containing truly remarkable, cutting-edge, high-value products designed to
meet the needs of the life science community. The company offers disruptive products to
a mature marketplace, which clearly sets it apart as a distinguished player in the liquid
handling sector.
Its strong overall performance earns INTEGRA Biosciences the 2018 Frost & Sullivan
Global Company of the Year Award.

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Significance of Company of the Year
The Frost & Sullivan Company of the Year Award is defined by two main criteria –
visionary innovation and performance, and customer impact. In order to be successful in
these areas, candidate companies must be market leaders and must demonstrate
excellence in: demand generation; brand development and competitive positioning, in
their relevant markets.
Understanding Company of the Year
Demand, brand strength, and competitive differentiation all play a critical role in delivering
unique value to customers. Companies showing excellence in these areas also show high
levels of growth, innovation and leadership.

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Key Benchmarking Criteria
Frost & Sullivan analysts independently evaluated visionary innovation and performance,
and customer impact, according to the criteria identified below.
Visionary Innovation and Performance
Criterion 1: Addressing Unmet Needs
Criterion 2: Visionary Scenarios through Mega Trends
Criterion 3: Implementation Best Practices
Criterion 4: Blue Ocean Strategy
Criterion 5: Financial Performance
Customer Impact
Criterion 1: Price and Performance Value
Criterion 2: Customer Purchase Experience
Criterion 3: Customer Ownership Experience
Criterion 4: Customer Service Experience
Criterion 5: Brand Equity
Best Practices Award Analysis for INTEGRA Biosciences
Decision Support Scorecard
Frost & Sullivan employs a customized Decision Support Scorecard to support the
evaluation of best practices across multiple business performance categories. This allows
our research and consulting teams to objectively analyze performance, and assign ratings
according to the key benchmarking criteria. The tool follows a 10-point scale that allows
for nuances in performance evaluation. Ratings guidelines are illustrated below.
RATINGS GUIDELINES
The research team confirms the veracity of this weighted scorecard through sensitivity
analysis, which confirms that small changes to the ratings for a specific criterion do not
lead to a significant change in the overall relative rankings of the companies.
The analysis results are shown below. To remain unbiased and to protect the interests of
all organizations reviewed, the other key participants will be referred to as competitors 2
and 3.

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Measurement of 1–10 (1 = poor; 10 = excellent)
Company of the Year
Visionary
Innovation and
Performance
Customer
Impact Average Rating
INTEGRA Biosciences 9.0 10.0 9.5
Competitor 2 8.0 9.0 8.5
Competitor 3 7.0 7.0 7.0
Visionary Innovation and Performance
Criterion 1: Addressing Unmet Needs
Requirement: implementing a robust process to continuously unearth customers’ unmet or
under-served needs, and creating the products or solutions to address them effectively.
Criterion 2: Visionary Scenarios through Mega Trends
Requirement: incorporating long-range, macro-level scenarios into the innovation
strategy, thereby enabling ‘first-to-market’ growth opportunity solutions.
Criterion 3: Implementation of Best Practices
Requirement: best-in-class strategy implementation characterized by processes, tools, or
activities that generate a consistent and repeatable level of success.
Criterion 4: Blue Ocean Strategy
Requirement: strategic focus on creating a leadership position in a potentially
‘uncontested’ market space.
Criterion 5: Financial Performance
Requirement: strong overall business performance in terms of revenue, growth, operating
margin, and other key financial metrics.
Customer Impact
Criterion 1: Price and Performance Value
Requirement: products or services offer the best value for the price, compared to similar
offerings in the market.
Criterion 2: Customer Purchase Experience
Requirement: customers feel they are buying the optimal solution that addresses their
unique needs and constraints.
Criterion 3: Customer Ownership Experience
Requirement: customers are proud to own the company’s product or service, and have a
positive experience throughout the life of the product or service.
Criterion 4: Customer Service Experience
Requirement: customer service is accessible, fast, stress-free, and of high quality.

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Criterion 5: Brand Equity
Requirement: customers have a positive view of the brand and exhibit high brand loyalty.
Decision Support Matrix
Once all companies have been evaluated according to the Decision Support Scorecard,
analysts then position the candidates on the matrix shown below, enabling them to
visualize which companies are truly breakthrough and which are not yet operating at best-
in-class levels.
High
Low
Low High
CustomerImpact
Visionary Innovation and Performance
INTEGRA
Biosciences
Competitor 2
Competitor 3

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Best Practices Recognition: 10 Steps to Researching,
Identifying, and Recognizing Best Practices
Frost & Sullivan follows a 10-step process to evaluate award candidates and assess their
fit with best practice criteria. The reputation and integrity of the awards are based on
adherence to this process.
STEP OBJECTIVE KEY ACTIVITIES OUTPUT
1
Monitor,
target, and
screen
Identify award candidates
from around the globe
• Conduct in-depth industry
research
• Identify emerging sectors
• Scan multiple geographies
Pipeline of candidates who
potentially meet all best-
practice criteria
2
Perform
360-degree
research
Perform comprehensive,
360-degree research on all
candidates in the pipeline
• Interview thought leaders
and industry practitioners
• Assess candidates’ fit with
best-practice criteria
• Rank all candidates
Matrix positioning of all
candidates’ performance
relative to one another
3
Invite
thought
leadership in
best
practices
Perform in-depth
examination of all candidates
• Confirm best-practice criteria
• Examine eligibility of all
candidates
• Identify any information gaps
Detailed profiles of all
ranked candidates
4
Initiate
research
director
review
Conduct an unbiased
evaluation of all candidate
profiles
• Brainstorm ranking options
• Invite multiple perspectives
on candidates’ performance
• Update candidate profiles
Final prioritization of all
eligible candidates and
companion best-practice
positioning paper
5
Assemble
panel of
industry
experts
Present findings to an expert
panel of industry thought
leaders
• Share findings
• Strengthen cases for
candidate eligibility
• Prioritize candidates
Refined list of prioritized
award candidates
6
Conduct
global
industry
review
Build consensus on award
candidates’ eligibility
• Hold global team meeting to
review all candidates
• Pressure-test fit with criteria
• Confirm inclusion of all
eligible candidates
Final list of eligible award
candidates, representing
success stories worldwide
7
Perform
quality check
Develop official award
consideration materials
• Perform final performance
benchmarking activities
• Write nominations
• Perform quality review
High-quality, accurate, and
creative presentation of
nominees’ successes
8
Reconnect
with panel of
industry
experts
Finalize the selection of the
best-practice award recipient
• Review analysis with panel
• Build consensus
• Select winner
Decision on which company
performs best against all
best-practice criteria
9
Communicate
recognition
Inform award recipient of
award recognition
• Present award to the CEO
• Inspire the organization for
continued success
• Celebrate the recipient’s
performance
Announcement of award
and plan for how recipient
can use the award to
enhance the brand
10
Take
strategic
action
Upon licensing, company
able to share award news
with stakeholders and
customers
• Coordinate media outreach
• Design a marketing plan
• Assess award’s role in future
strategic planning
Widespread awareness of
recipient’s award status
among investors, media
personnel, and employees

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The Intersection between 360-Degree Research and Best
Practices Awards
Research Methodology
Frost & Sullivan conducts a 360-degree
research methodology to ensure analytical
rigor in the candidate evaluation process.
Companies often make important growth
decisions based on a narrow understanding
of their environment, leading to errors of
both omission and commission. However,
successful growth strategies are founded
on a thorough understanding of seven key
aspects of their business: the market;
technical, economic, and financial factors;
customers, best practices, and
demographics. Frost & Sullivan uses these
seven research methodologies to gain a
comprehensive view of industry
challenges, trends, and issues, to
benchmark industry participants and to
identify those performing at best-in-class
levels.
About Frost & Sullivan
Frost & Sullivan, the Growth Partnership Company, enables clients to achieve best-in-class
positions in growth, innovation, and leadership. The company's Growth Partnership
Service provides teams with disciplined research and best practice models to drive the
generation, evaluation, and implementation of powerful growth strategies. Frost & Sullivan
leverages more than 50 years of experience in partnering with Global 1000 companies,
emerging businesses, and the investment community from 45 offices on six continents. To
join our Growth Partnership, please visit http://www.frost.com.
360-DEGREE RESEARCH: SEEING ORDER IN
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