© 2008, TSI Incorporated 2008 Channel Partner Meeting Special Programs Review.

© 2008, TSI Incorporated

2008 Channel Partner Meeting

Special Programs Review


Channel Initiatives

• Assessing Plans to Build-out Sales in:– Southeastern Europe (√ Stamatios Pothos)– Eastern Europe– China– SE Asia (√ Mike Khoo)– India


2008 Marketing Initiatives

• Special emphasis placed on:– Filter Testing – Engine Emissions – Air Quality/Environmental Monitoring – Pharmaceutical – Laser Printer & Photocopier Emissions


Filter Test Initiative

• Phase I– Target 99 NIOSH-approved

respirator manufacturers• New literature• New application notes• Series of mailers• Conducted sales training • New ad• Trade shows

• Phase II– EN-equivalency (EN 143)

• Phase III– Media testing


Pharmaceutical Initiative• The APS (3321) and

Impactor Inlet (3306) provide manufacturers of pulmonary drugs and inhalable drug delivery devices a faster, less labor intensive alternative to cascade impactors – Theme: Save time & money– Direct mail campaign

• 3 targeted mailers

– New application notes• Available on web site

– Trade shows


Engine Emissions

• PN emission regulations for Euro 5– Sept. 2011

• Only 3 years away!!

• Heavy-duty inter-lab testing has begun– Fully expect PN limit for

Euro 6 (2014)


Environmental Monitoring


Laser Printer & Photocopier Emissions

• Laser printers and photocopiers have very high UF particle emission rates – Recent scientific publications have

shown particle number emission rates from 108 to 1013 particles/hour 1)

• Maximum is close to cigarette smoking!– Source of indoor pollutants and thought

to contribute to:• Asthma and allergic inflammation of

airways• Irritation of skin and eyes• Sick building syndrome

• Detecting UF particles is TSI’s core competence!

• New application note on web• Poster presentation at EAC• EU Blue Angel eco-label expected to

have UF particle limits1) E. Uhde, C. He, M. Wensing (2006). Characterization of ultra-fine

particle emission from a laser printer. Proc. Int. Conf. Healthy Building

2006, 2, 479-482.


2008 Particle Service Build-out

• Created replacement parts & maintenance kits price catalog

• Created Standard Service Procedures for major products


Service Build-out (cont’d)

• Enhancing EU service capabilities– Hired 2 new service technicians – Adding EECPC & EEPS calibration benches

• Established authorized service center with Tokyo Dylec (Japan)

• Assessing future service center plans for China and SE Asia

• Establishing QualityGuard service agreements


QualityGuard Service Agreements1 year or 3 year terms

Annual factory maintenance and calibration

Technical support via phone or e-mail

Return to factory service for any instrument problem as needed

Factory repair and calibration:- Review written instructions or explanation of problem from customer- Initial inspection- Update manual, software and firmware as necessary- Clean instrument- Inspect and replace consumable components as needed- Leak check- Calibrate flow rates, voltages, and temperature control (if applicable)- Align optics- Zero check- Calibration (if applicable)- Final electrical checkout and performance verification

The QualityGuard TSI Service Agreement includes:

How is this different from a warranty? Extended coverage + annual service and calibrationService contract overrides warranty

US Beta test onlyInternational launch September


Upfront fixed costs

Optimal data accuracy

Trouble-free operation

Avoid unscheduled downtime

Instrument and firmware updates

Quality

Technical Expertise

Value

Customer Delighters

Find the ‘Win-Result’


Contracts

Must be submitted with order Word format template

Company Name

Address

Model

Serial Number

Dates

Price

Quotation Number

Signatures


Literature Re-branding

• 2008 Activities:– CPCs (√)– 8130/8127 Filter Testers (√)– Filter Test Catalog (√)– New Catalog! (Aug.!!)– APS– SMPS


Managing Sales Inventory• Top priority to manage our assets • Policy for selling demo instruments at a discount

– Open to all channel partners– Discounts depend on instrument age (e.g. 12 months old = 10% discount

from list price)

• Why is this important?– Ensures sales team has newest/latest designs to demo– Great tool to compete against competition and preserve list price

• Need your support to sell demo equipment before it gets 12 months old!

• Contact your TSI sales manager or Alissa Kroening for all inquiries


Trade-in Program

• The Particle Instruments trade-in program has been extended indefinitely– No changes to the program – 15% trade-in for specific products only– Contact your TSI sales manager for details

• Use it to beat the competition and preserve our list price!


2009 Price Catalogs

• Will be distributed by Nov. 1, 2008

• Expect 5% price increase across the board – Due to raising costs of energy, transportation, raw

materials, etc. – For 2009 budgetary quoting purposes, begin

adding 5-8% to 2008 prices to be safe


Delivery Lead Times• Began 2008 with strong backlog position

– Bookings on-track thru first half of 2009• Delivery cycle time goal of 20-30 business days (4-6 weeks) for

most Particle Instruments (excludes 3160 & few other products)• Manufacturing improvements:

– Moved inventory (parts) to the manufacturing floor– Optimized work cells for the APS, Classifier, CPCs, etc.– Separating repair service (RGs) from production

• Will be complete by end of 2008

• Major focus to optimize parts procurement and inventory levels• Sales can help to minimize lead times

– Provide advance notification about large orders (anomalies)– Get customer to open the L/C as fast as possible

• TSI doesn’t begin building the instruments until we’ve received the L/C!– Provide NRC forms at time of order– Get advance approval for special payment terms – Get advance approval for discounts


Final Remarks

Let’s work hard & work together!!

Let’s have FUN & make lots of SALES!!


© 2008, TSI Incorporated 2008 Channel Partner Meeting Special Programs Review.

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