Demonstration Criteria and Logistics Teledyne Isco Confidential 1.

Teledyne Isco Confidential

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Demonstration Criteria

and Logistics


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Demo Terminology■ Engineering Prototype – systems built by engineering for use

internally for development testing – can NOT be sold

■ Manufacturing Prototype – systems built by manufacturing to test engineering design, develop assembly instructions, and are used for Beta testing in the field. Can be used for demonstrations for a limited period but can NOT be sold

■ Pilot Build Units – systems built by manufacturing to validate the assembly instructions. These unit normally are purchased for demonstration purposes and can be sold to end users.


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Availability of Demo Units Through the EOY

■ One Pilot Build Unit will go to Switzerland for trade show and subsequent demos.

■ One Pilot Build Unit will go to the EU after CE Mark is complete for demonstrations Unit currently there will be returned to US.

■ Three units will be available for US field demonstrations (these are manufacturing prototypes)

■ Located in: California, New England, Mid Atlantic


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Demonstration Qualification■ Priority given to:

Funded Now Opportunity

Key Accounts where potential for multiple unit orders

Multiple demo site University labs where outside visitors can be invited in

Industrial labs with multiple potential users

■ Use the Demo Qualification Form


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Demo Timing■ Target is to do no more than a week long

demonstration at a site First day is install and verify system is functioning

Second day is customer samples

Final day is tear down and pack up


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Demo Timing■ Before you ship a system confirm they have:

The ability to get the system from receiving to the lab

Bench Space

A source of Nitrogen at the necessary pressure and that you have the necessary adapters to connect the ¼” gas line

No resource conflicts


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What is Not Going to Happen■ System is not going to sit at a site forever

■ We are not going to do a demo for a start up or single lab where there is no money

■ A system is NOT going to sit in a storage facility unless it is there for less than a week between demos


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Demonstration Logistics■ Must be a two-person lift

Either you and a volunteer or 2 volunteers

You cannot ask a specific person to help – you must ask for a volunteer or volunteers

If there is only one person working with you, you must ask that person if they can find a volunteer – or volunteers

■ The unit must be secure when transporting - Strapped


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Demonstration Logistics

■ No rental cars – due to damage risk U-Haul small truck 2-person lift rule applies U-Haul rents carts and dollies


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Demonstration Logistics■ A demo can only be done on a cart if there is a

roll-in hood

■ Confirm storage of boxes, crates and the pallet

■ Keep the system busy or keep it moving

■ Ship it demo ready


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Key Markets

PharmaceuticalDrug Discovery Natural

Products

AgriculturalChemistry Foods

and Flavors

Petrochemicals

Demonstration Criteria and Logistics Teledyne Isco Confidential 1.

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