Business case.ppt - Waters Corporation · 2012. 12. 3. · ii ti d fiil hllincreasing competion and...

11/19/2012

1

©2012 Waters Corporation 1

How do I make my lab more efficient?

AgendaAgenda

Waters Corporate –Mission, business model etc.

–Example statements from customers

Waters strategy–How to help customer find money for investments?

Exercise – identification of bottlenecks in your lab


11/19/2012

2

Customer Success is our MissionCustomer Success is our Mission

The Science of What’s Possible brand platform is firmly grounded in Waters defining attributes. For Waters, our attributes

characterize the qualities that make us a leader in our industry and the active role we play with our customers success.

Purposeful InnovationPioneering valuable

and sustainable breakthroughs

Keen UnderstandingUnparalleled insight

into customer laboratory operations

Meaningful ImpactFundamental, systemic

contributions to our customers’ success around the world


True and Enduring PartnershipA collaborative and symbiotic working style that enables

positive advancements to science and humanity

Resulting in

Real Case Studies/Business Impact Real Case Studies/Business Impact

“With the ACQUITY system, we developed and validated methods...what would have normally taken 88 man methods...what would have normally taken 88 man days... we managed to do it in something like 20-30 days. We hit the target filing date and we hope to be one of the first generic companies that will launch this product.”

Jeremy Desai, Ph.D. E ti VP R h & D l t A t


Executive VP, Research & Development, Apotex

11/19/2012

3

Real Case Studies/ScienceReal Case Studies/Science

"I depend on manufacturers, like Waters, to take cutting-edge technology that academicians are cutting edge technology that academicians are investigating and formulating and put that into a package that allows me, as a biochemist, to utilize."

Julie Leary, Ph.D.Professor, Department of Molecular and Cellular

Biology, University of California - Davis


PerformancePerformance

Our Business ModelOur Business Model


ServiceService PricePrice

11/19/2012

4

Core Competencies: Core Competencies: A Total Systems Solution ApproachA Total Systems Solution Approach


Vertical MarketsVertical Markets

Pharmaceuticals & Life Science Food & Environment


Clinical Chemical Materials

11/19/2012

5

Breakthrough TechnologyBreakthrough Technology

1963 1973 19781963First liquidseparations SystemALC-100

1973High-performance liquid chromatography M6000 HPLC Pump

1978Solid phase ExtractionSep-Pak®

Cartridges

1988PC-based Chromatography softwareMaxima Software

1996Quadrupole Time-of-flight MSQ-TofTM

Mass


Spectrometer 2004First UPLC® System ACQUITY UPLC® System

2006High-Definition MSSYNAPT HDMSTM

System

2008/2009XEVOTM TQ MSXEVO QTof MS

Real Case Studies/Customer Real Case Studies/Customer ShowcaseShowcase

"We got some phenomenal results with UPLC , which we could just not do with HPLC. [ACQUITY UPLC] has could just not do with HPLC. [ACQUITY UPLC] has constituted the biggest step change in mainstream chromatography in the last 25 years."

Philip Grace, Ph.D.Principal Scientist, Quotient Bioresearch


11/19/2012

6


How do I Make my lab more How do I Make my lab more efficient?efficient?

Most, if not all, organisations worldwide is looking to make their operations more efficient to cope with the ever i i ti d fi i l h llincreasing competion and financial challenges

–Outsourcing

–Lean 6 Sigma

–Removal of ”non-value” added tasks

–Reducing number of employees

–Moving to other parts of the world


Moving to other parts of the world

–Approval processes

–Not investing

–Etc

11/19/2012

7

How to find room for investments?How to find room for investments?

Challenge is to find a valid, financial, argument that senior management will approvemanagement will approve–”It is more expensive not to invest then to invest”

Return of Invest–Need to back up business cases with actual savings in $,

o Example, replacing 3 HPLC systems with 1 UPLC =>

• Savings on Mobile Phase


g

Lab space

Service contracts

Etc

”Money Talks!””Money Talks!”

Waters strategy – creation of business cases– Find the problems together with the customer – ask us to help Find the problems together with the customer ask us to help

you!

– Work out / understand where the ”process” can be optimized based on our expertise and experiences

– Translate technical solutions into financial arguments – assist in creating a thourough valid business case


creating a thourough, valid, business case

– Present the business case as part of annual budget process, or other occations

o If business case suggest a saving per day if HPLC can be exchanged to UPLC – it is financially wise to speed up investments

11/19/2012

8

WorkflowWorkflow


WorkflowWorkflow

Sample preparation – SPE, LLE, Protein Crash etc

Separation – separation of compounds on LC, GC or CC

Detection – UV, PDA, FLR, QQQ, QTOF etc.

Processing – Quan, Qual, Screening etc

Reporting – Submitting report to internal or external stakeholder


Reporting Submitting report to internal or external stakeholder

Data Management – transfer of raw data, meta data, back up etc

Asset Management – optimizing utilization on exisiting equipment

11/19/2012

9

Examples Examples -- Sample PrepSample Prep

Bottleneck–Manual Sample Preparation sample by sample – takes a lot of

d ftime and is a source for errors

Solution–Implementing a semi-automated or fully automated sample

prep process utilizing 96 format and multi pipettes, tecan robots etc


96 well format (Ostro / Oasis)

Examples Examples -- SeparationSeparation

Problem–We currently have very difficult separation and cannot achieve

h h l d l dthe separation we want. This leads to a manual and time consuming integration process.

Solution–We would like to try out the new UPC2 system, if we can solve

the separation problems we´re having we would save 2 hours of work each day as we don´t have to manually integrate the


chromatograms

UPC2 instead of GC or LC

11/19/2012

10

Examples Examples –– Detection / processingDetection / processing

Problem–I have to perform manual sample prep in order to get the

sensitivity required to measure my compounds. This takes a lot of time.

Solution–With a new, more senstitive MS, I could skip the manual

sample prep steps I have to do today and simply inject after a easy protein crash. This would save 1h work every day and also


remove the cost for expensive sample prep equipment.

More sensitive MS (Xevo TQ-S)

Examples Examples -- ReportingReporting

Problem –We have to print the chromatograms and get our manager to

h l f l hsign the actual paper as part of our quality process. The manager is always busy with meetings or out travelling so it happens quite often that this step takes several days

Solution–There is software solutions that automatically can send

hyperlink, or PDF files, to the one responsible for reviewing and


approving the reports. This would ensure my manager can review and approve reports at any time, and remove the risk of reports not beeing approved

Nugenesis 8, Empower 3 or Unifi

11/19/2012

11

Examples Examples –– Data ManagementData Management

Problem–Sometimes we have to go back to the rawdata and double

h k h h f h b k lcheck certain things. The reason for having to go back can also be for auditing purposes, Swedac, FDA, MPA etc. It could also be when I have to defend my scientific article. This is very time consuming as there is no smart way to search for the rawdata. I’m also worried that my data may have been deleted which would have caused significant problems

Solution


Solution–Investing in software, I can automatically ensure that all my

data is backed up. Furthermore, it makes the data searchable so I quickly can go back and search for it.

Nugenesis 8

Examples Examples –– asset managementasset management

Problem– It seems like most of our LC systems is just sitting on the bench

not beeing utilized. However, there are systems that always are g , y ybusy.

Solution– Since we´re on Empower Network we can ask Waters to help us

investigate how our systems are beeing used, if we have a surplus of instruments. They could probably also help us with recommendations on how to make our business more efficient –


recommendations on how to make our business more efficient I’m quite sure they can see the total HPLC runtime we have today and help us count what a transfer from HPLC to UPLC would mean in terms of less number of LC systems, reduced servicecost for our operations etc

RMR = Resource Management Report

11/19/2012

12

ExerciseExercise

Divide into 4 groups

– ExerciseExercise

• identify 1 bottleneck each per sample step (sample prep, separations, detection/ processing, reporting & data management)

• Formulate a ”valid” argument what the benefit would be of removing the bottleneck


removing the bottleneck

SummarySummary

Ask us to help you!


11/19/2012

13


"Many people in my field see personalized medicine as the future in the development of simple diagnostic the future in the development of simple diagnostic tests to discover if a person has any one of a diverse set of diseases. The technology utilized in Waters Protein Profiling System will be key in the development of personalized medicine and the screening for a variety of diseases."

G C


Greg CaveyLab Manager, Core Life Sciences Laboratory,

Southwest Michigan Innovation Center


"For the work that we do in Phase 1 Clinical Trials, we need very sensitive and robust instrumentation that need very sensitive and robust instrumentation that produce high quality data. I ask the staff in my lab to evaluate the instrumentation they work on... and to get their feedback and get them on board, the instrumentation must be good. The feedback I've been getting back on the Waters ACQUITY UPLC/MS System is really good!


Frank Mullins, Ph.D.Technical Director of Bioanalytical Services, ICON

Development Solutions

Business case.ppt - Waters Corporation · 2012. 12. 3. · ii ti d fiil hllincreasing competion and...

Documents

Transcript of Business case.ppt - Waters Corporation · 2012. 12. 3. · ii ti d fiil hllincreasing competion and...