© 2008, TSI Incorporated 2008 Channel Partner Meeting Special Programs Review.
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Transcript of © 2008, TSI Incorporated 2008 Channel Partner Meeting Special Programs Review.
© 2008, TSI Incorporated
2008 Channel Partner Meeting
Special Programs Review
© 2008, TSI Incorporated
Channel Initiatives
• Assessing Plans to Build-out Sales in:– Southeastern Europe (√ Stamatios Pothos)– Eastern Europe– China– SE Asia (√ Mike Khoo)– India
© 2008, TSI Incorporated
2008 Marketing Initiatives
• Special emphasis placed on:– Filter Testing – Engine Emissions – Air Quality/Environmental Monitoring – Pharmaceutical – Laser Printer & Photocopier Emissions
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
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)
© 2008, TSI Incorporated
Environmental Monitoring
© 2008, TSI Incorporated
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, TSI Incorporated
2008 Particle Service Build-out
• Created replacement parts & maintenance kits price catalog
• Created Standard Service Procedures for major products
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
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’
© 2008, TSI Incorporated
Contracts
Must be submitted with order Word format template
Company Name
Address
Model
Serial Number
Dates
Price
Quotation Number
Signatures
© 2008, TSI Incorporated
Literature Re-branding
• 2008 Activities:– CPCs (√)– 8130/8127 Filter Testers (√)– Filter Test Catalog (√)– New Catalog! (Aug.!!)– APS– SMPS
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
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!
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
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
© 2008, TSI Incorporated
Final Remarks
Let’s work hard & work together!!
Let’s have FUN & make lots of SALES!!
© 2008, TSI Incorporated