Sales Objections and FAQs 940 LC Analytical to

Sales Objections and FAQ’s 940 -LC Analytical to Preparative Systems

FAQ 1: Why Integrated? “Some of the largest selling HPLC systems have been integrated – here is why” • Consistent plumbing between units gives assured day to day, system to system, site to site results – a big benefit in the world of inter-laboratory studies. • Servicing and maintenance is easier – as the “stack” does not have to be dismantled to access the pump • Scale-up is much easier and more reliable – the system comes assembled and tested from the factory – with full software control • The software driver can be a “system” driver – leading to many ease-of-use improvements – no double entries of information such as run times!

FAQ 2: Your old pumps came the way I wanted them! “Virtually all user purchased the same configurations – and those that did not – purchased more in addition to the standard parts” • By the system arriving pre-configured you are assured of – A factory tested configuration at start up – A consistent configuration to return to for trouble shooting – Fast change over to optional heads or materials – Superior results more easily – Automated scale up with reliability • Confidence in methods transfer from unit to unit – as they are consistent fluidics and configurations • Versatility is a feature that we value – let us know what you want to do.

FAQ 3: Your detectors are not as sensitive? “Varian specifications are system specification – so relate to the way that you will use them – these are higher than – dry, module specifications” • Detector specifications are stated for a running system • This is a more effective measure of “real performance” • Varian detectors perform at the level of the premium vendors – however it is stated • Signal to Noise – appropriate values of the total method and instrument is what Varian aims for

Is the analytical performance adequate? Paste in a gradient run at 200 ul/min replicates annotation for precision noise etc

FAQ 4: It’s big? “Preparative systems require heavy duty components” • The 940 -LC system is very compact – similar in overall volume to leading analytical systems • The access to fluidics is outstanding – assisting maintenance and visual checks • The motors, valves etc. are built for long, reliable life – which does create weight. Appropriate benches etc should be used. • Lift points and instrument rotation moldings assist in day to day work with the systems

I cannot risk a new, unreliable fraction collector The 485 fraction collector is new! • The software/ hardware interface is an evolution of a very well tested design • The mechanism has been extensively tested, and is an evolution of a unit that has had thousands installations • As with all Varian product – this reliable new unit is covered by performance warranties • This fraction collector brings a range of important new benefits to the prep user – improved reliability is one of them

FAQ 5: I do not use Galaxie? “My lab doesn’t use Galaxie – so your system is out” • Galaxie can run on a stand alone PC and is compatible with your overall data strategy • Galaxie has a range of benefits that justify its presence in your laboratory – especially in the tracking of fractions collected • Unlike your present data systems - Galaxie is flexible enough to run your existing Agilent systems – maybe you should change to Galaxie?

FAQ 6: There is no front panel! “I want to see what the system is doing!” • The Galaxie user interface shows you all the systems important parameters at a glance – Faults – Key status – Where you are in the run • The monitor is your new front panel - larger and more effective than an old style keypad • Priming, flushing and other manual steps are easy to access and do from the Galaxie keyboard

FAQ 7: Does Galaxie work with GC and MS? “Varian software solutions are available for most technologies” • Galaxie is fundamentally an LC and GC tool today • The software packages for other Varian instruments are compatible in terms of data exchange • Each package is tailored to the instrument under control – with export tools to assist with unified reports that include multi-instrument data • Hyphenated systems – LC/ICP/MS, LC/NMR all have smoothly integrated software solutions from Varian

FAQ 8: Can I get a demo? “Where can I get a demo of these magnificent system? ” Demo units are already in place in Melbourne, Paris and Chicago, with more to come soon after…

FAQ 9: Delivery Lead Time? “What is the delivery lead time? ” 940 -LC will begin shipping around Jan 28 th from Melbourne. There are delivery slots available for the 920 -LC as early as late February and March… BUT, you have to get in quick as these slots will go fast!

FAQ 10: Uptime / Reliability? “I heard that the Varian 325 and 335 had poor reliability? ” We did have some reliability problems with the UV detectors when first released, but we have worked closely with our customers to overcome these early hiccups. • Over 1000 installs of the Varian UV/PDA detectors • Currently no open escalations

This is the end.