Labtech International, Laboratory equipment, consumables and service; company and product overview,

1. ! INTRODUCTION TO LABTECH
Corporate summary
• History
• Operations
• Sales and marketing
• Product & services
• Customers
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2. Corporate Summary
!
Science + Service + Support = labtech.com
• Labtech is a leading supplier of innovative
instrumentation, consumables and service for the Life
Science arena.
• Labtech offers a number of benefits to manufacturers
wishing to establish themselves or develop their markets
in the UK, France and Ireland.
• Labtech also supplies a range of OEM products
globally.
• Sales and service business has increased from
£360,000 in 1994 to over £5,400,000 in 2011
!

3. HISTORY – IN BRIEF
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• 1993 Founded in January by Dr. Brian Page – UK
distributor for products into life science.
• 1995 Developed additional strategy to incubate small
start ups, since there have been 8 key acquisitions
and mergers and businesses sold since then
• 2004 Labtech France is acquired
• 2009 Labtech become ISO 9001 accredited
• 2010 Labtech integrate GRI sales team
• 2011 Labtech Ireland is established
• 2011 Labtech Ventures is established
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4. !
CORE STRENGTHS
• Technical sales specialist organisation, post grad
qualifications & high level technical knowledge & ability
• Team approach for complex sales cycles – telesales , field
sales, product/applications, service and marketing. Active
selling NOT a catalogue company
• Well established customer base (over 30,000 contact
names), leveraging these relationships to provide rapid
route to market backed by point 1 & 2.
• First class service team to support products
upon which customers depend (5 engineers in UK)
• ISO9001:2008 accredited.
• Small, innovative and quick to act e.g. against competitors
• Strong WIN:WIN culture
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5. ! KEY OBJECTIVES/STRATEGY
• Keep product portfolio innovative and specialised.
• Work closely with our colleagues; share resources
best practices and optimise efficiency.
• Growth – by product, by geography and financially
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6. OPERATIONS
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• Head Office and UK warehouse in Ringmer, East
Sussex
• Storage facilities included controlled temperature
storage for reagents.
• Product QC checked, stored and shipped to provide
customers with rapid delivery of products in good
condition
• Small satellite sales & marketing office in
Walton on Thames, Surrey.
• French operate from Palaiseau, Nr Paris
(sales & service)
• Small warehouse facility in Ireland
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7. Labtech Interna onal Organisa onal Chart
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Dr. B. Page -
Managing Director
Sales and Export Manager –
Development – Dr B Page S Nicklin Opera ons – P Sturgess Administra on
ONLINE
BUSINESS Logis cs – P Finance – P
MICROPLATE COLD STORAGE CELL BIOLOGY MICROSCOPE SERVICE Sales Sturgess Sturgess V. Derrick - PA
DEVELOPMENT
L. Tucker – Online S. Davis- R. Jafrato - P Nicklin – D. Swatman - P. Lungmuss - A. Longhurst – K Bean – S. Bloxham - L. Bartup -
Development Cell Biology and Microscopes and J. Barnard – Spectro and Marke ng & JP Mouscadet - Opera ons Management A. Page – Admin/
Div Manager - Div Manager-Cold Diagnos cs Service Manager Field Sales Internal Sales IRELAND FRANCE Payroll Manager
Manager Microplate Technology Storage Laboratory Manager Manager Dbase Manager Comms Manager Accountant
A. Panne – Service Dr J MacDonald C.Thorne J. Crawford -
L. Gubby - Contractor Co- N. Tuppen - P. Kay -
JP Mouscadet D. Brown – Sales E. Balhoo – Warehouse/I.T./ S. Hawkins -
Dr J Nu all – Cold Storage (France) ordinator Technical Sales Product Manager Consultant Accounts Accounts Recep onist
Product Manager Representa ve Sales Support UV/Vis Q.A. Manager Controller
Admin
A. Davis - W. Deacon - T. Marques – P. Richardson - M. Thakker -
Dr S Patel – J. Mu mear – S. Murrell -
Cold Storage Service Engineer Technical Sales Technical Sales Warehouse Accounts
Product Manager Sales Support Representa ve Assistant
Engineer Representa ve Assistant
M. Kaur - M Millot –
Dr P. Ridley – C. Stringer -
Technical Sales Technical Sales
Service Engineer Sales Support Representa ve
Representa ve
R. Powell – R. Chitnis - P Duhutrel –
Service G.Johnson - Sales Techincal Sales
Technical Sales Support
Engineeer Representa ve Representa ve
Dr A. Birnie - B Bonhomme –
Technical Sales S. Homard – Technical Sales
Representa ve Sales Support Representa ve
Dr S. Nayab - R Brami –
Technical Sales Marke ng &
Representa ve Maintenance
Dr M. Hodson - F d’Hubert –
Technical Sales Demonstra ons
Representa ve & Maintenance
L Simon –
Nanodrop
Maintenance
P Kandassy – C-
Chips & Serums
QMF82 REV8 05.01.12
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8. UK Sales Coverage
Joni Macdonald, Dave Swatman,
Ph.D. B.Sc. (SM)
Mark Hodson,
PhD.
Mandeep Kaur,
M.Sc.
Suraj Patel,
James Nuttall, Ph.D.
Ph.D.
Andrew Birnie,
Ph.D.
Will Deacon,
M.Sc.
Saima Nayab,
Ph.D.
Rohit Chitnis,
M.Sc. Kirstie Bean, BSc Internal Sales.Paula Lungmuss &
(marcoms). team (4)

9. SALES AND MARKETING STRATEGY
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Since 1993 Labtech UK has been building relationships
with customers in the life science markets.
• Telesales & telemarketing
• Email campaigns
• Internet marketing – website, SEO, social media
• Direct field sales
• Technical demo & application support
• Testimonials and referrals
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10. CUSTOMERS
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Organisations:
• Universities
• Hospitals
• Government research e.g. Health Protection Agency,
Medical Research Council
• Pharmaceutical and Biotechnology companies
Customer types:
• Scientists – Principal investigators, PhD students,
research scientists, biomedical scientists
• Technicians & laboratory managers
• Procurement and budget holders
• Facilities and Health & Safety managers
• Department heads and senior management
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11. PRODUCT AREAS:
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cell biology
molecular biology
protein biology
detection
image analysis
cold storage
pathology
service
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12. !
CELL BIOLOGY KEY PRODUCTS
• Cell lines
• Cell culture serum & media
• Micro-carriers and automated cell
culture instrumentation
• Transfection systems
• Live cell imaging
• Electrophysiology
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13. !
MOLECULAR BIOLOGY KEY PRODUCTS
• PCR & Real-time PCR
• DNA size selection
• PCR enclosures
• DNA concentration
• DNA/RNA sample storage
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14. !
PROTEIN BIOLOGY KEY PRODUCTS
• Gels
• Tanks
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15. !
IMAGE ANALYSIS KEY PRODUCTS
• Gel documentation
• Western blot imaging
• Blot processors and washers
• Transilluminators
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16. !
QUANTIFICATION
• Microlitre spectrophotometers
• Microlitre fluorometers
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17. !
MICROPLATE INSTRUMENTS
• Readers; absorbance, luminescence
and multi-detection
• Washers
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18. !
COLD STORAGE
• Ultra low temp freezers (-80°C)
• Low temp freezers (-40°C)
• Laboratory refrigeration(+4°C / -20°C)
• Accessories incl. racking
• Alarms and data monitoring.
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19. !
PATHOLOGY
• Cytogenetics – FISH
• Qf-PCR
• Hormonal ELISA kits
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20. !
SERVICE
Labtech service a wide variety of
laboratory equipment incl:
• Spectroscopy
• Microplate instruments
• PCR
• Refrigeration -80°C to +4°C
• Incubators
• Centrifuges
• And more…
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