TRL-TOC Marketing

JUNE 2014, ANKARA

Tacettin Öztürk

The Applications that we are in

Type of Water TOC (mg/L or %C) IC (mg/L)Biomass up to 50% <0,1%Solid waste up to 50% up

to 5%Soil up to 30% up

to 10%Waste water (influent/effl.) 5-1000 5-300Municipal wastewater >10 ~25Surface Water, polluted >10 ~200Drinking Water 1 – 5 ~50Seawater 1 - 5 ~25Ground Water <1 5-300Surface Water <10 ~200Process Water (UHP) 0.005 - 0.1 <0.05Purified Water 0.1 - 1 low!Water for Injection 0.05 - 0.5

low!Clean In Place (CIP) 0.20 - 50 ppm

low!

Who are the customers for those applications?

1. Research Institutes, Env. Eng. Dept. (waste water, biomass)2. Soil Laboratories, Soil Science Dept. (soil)3. Solid Waste Management Facilities (classification of their sample)4. Municipal Laboratories due to regulations5. State Laboratories to monitor surface water6. Contract Environmental Laboratories (includes all above)

TRL-TOC is designed for;

The customer whose focus is TOC analyisis for both solid and liquid OR only solid samples.

It is not a regular TOC analyzer (from liquid perspective), and it is not a regular carbon analyzer (from solid perspective). It is between them which makes it unique.

Shimadzu and A.Jena are the strongest competitors in the market however they do not have a working solution for solid samples. They offer ‘solid module’. Shimadzu’s SSM-5000 is the same unit in the last 30 years. No improvements.

Our weakness; if the customer has only liquid samples with low concentration value, A. Jena and Shimadzu are very dominant and aggresive.

Features of TRL-TOC

• Main advantages:

1. StandaloneTOC analyzer for solid samples and liquid samples

2. Can handle high amount of sample (up to 9g), by this way, heterogeneous samples can be analyzed without difficult sample preparation techniques.

3. Onl system with universal autosampler

4. Extension of life time with the help of dual furnace design

5. Only TOC analyzer offers TN option for solid samples

TRL-TOC AS Specifications

Sample Loading Fully Automated

Autosampler 18 solid +17 liquid samples

Analysis Parameters TC, TC-IC, NPOC, TN and possible combinations

Analysis Time 2-10 depending on sample nature

Sample Volume Up to 9 grams

Carbon Range 5 ug to 500 mg C (0,5ppm to 100%)

Carbon Detection Limit 5 ug C

Nitrogen Range 20 ug to 30 mg N (2 ppm to 100%)

Nitrogen Detection Limit 20 ug N

Furnace Temperature Decomposition furnace up to 1100 C, Catalyst furnace up to 600 C, adjustable

RUNNING COST

• by using TRL-TOC-SS

TC-TN solid runs $1780 per 1500 run $1.18 per run

TC-TN liquid runs$1780 per 1500 run $1.18 per run

IC runs $ 510 per 1500 run $0.34 per run• by using TRL-TOC-AS

TC-TOC-TN solid runs $2400 per 1500 run $1.6 per run

TC-TOC-TN liq. runs $ 700 per 1500 run $0.46 per run

IC runs $ 510 per 1500 run $0.34 per run

TOC Analyzer Manufacturers

1. Shimadzu2. Analytic Jena3. Elementar4. Teledyne Tekmar5. GE Instruments6. OI Analytical7. Scalar8. StarTOC9. UIC10.Hach Lange11. Thermo Scientific

Competitors_1 (Japan)• Shimadzu, new TOC-L Series with SSM-5000

- Good reputation (+)- Strong place in the literature (maybe more than 90%) (+)- Very old technology of solid module, never improved (-)- manual loading of sample, manual acid addition (-)- effect negatively the main unit (-)- With limited sample size, low repeatibility (-)- L-Series is new ( autodilution, MFC, etc. All for liquid samples) (-)- Please make them watch below video at youtube and easily understood how it is difficult to operate; (-)- http://www.youtube.com/watch?v=G8plNBgyHF8- No TN option for solid samples (-)

Competitors_2

Analytic Jena’s 2100 (Germany)

- Good reputation and aggressive in new markets (+)

- They have automation option for the analysis of TC in solid samples but probably too expensive (-)

- A separate module for TC in solid samples, another module for TIC module, lots of space and cost (-)

- Operational costs are very high, consumes the halogen scrubber in a couple of analysis if you load high amount of sample (-), limited sample size

- For separeta module there is no automation for sample loading or acidification (-)

A.Jena’s HT 1300 Details

A.Jena’s HT 1300 Details

Competitors_3 Elementar (Germany)

Vario TOC Cube- Getting more visible in the market- They are more focused on CHNS, CN and IRMS market (-)- Vario TOC Cube has very strong specifications for liquid applications (+)- It has an automation for TC analysis of solid samples, only the carousel is

changed. However they still need a seperate module for IC in order to do the difference method (TC-IC) (-)

- Elementar has unique design and approaches than other manufacturers (+)- Switching from liquid to solid is not that easy for standard operators

(http://www.youtube.com/watch?v=4YpTQarwFs4)

Competitors_4 Teledyne Tekmar (USA)

• Do not have an solid option for 6-7 years.• Model Boat 183 discontinued• New combustion based Torch has

good specifications like autodilution, MFC,

Overrange (I can convince to to buy one),

SP-NDIR• Not a competitor if customer has wastewater

or solid analysis.• You can cooperate with Teledyne Tekmar’s distributor in your country.

Best Configuration of the World ; (Fusion+TRL-TOC), can produce very good results for any type of samples.

Teledyne Tekmar’s Combustion System

Competitors_5 Sievers (USA)

Innovox utilizes a new technology called supercrticial oxidation

Claims;• Sievers is very strong at pharmaceutical industry and they would like • to jump to environmental market• SCWO is a very strong oxidation technique, best for samples with particles or

colloids.• Does not have the drawbacks of high temperature oxidation.However,• To do analysis of solid, you should prepare solution (take 0,5 g of sample

homogenize with 250 ml of water)• Does have other expensive consumables (valves, pump tubings due to high

temperature and pressure reactor• Complies only with one international method (standard method 5310)

Competitors_6 OI Analytical (USA)

Aurora 1030C TOC Analyzer

Solid Module

Visible in US market, but does not have a strong distributor network in EMEA region

Gas sampling device (patent pending) collects carbon dioxide (CO2) from sample combustion for quantitation and analysis of intra-sample replicates.

One emerging trend in TOC is the analysis of solids. Jeff Lane, a TOC specialist at OI Analytical (College State, TX), says his company is working on a new solids module that captures CO2 in a sampling bag that collects oxidized material from replicate samples. “Solids work because samples are not always as homogeneous as liquids or suspensions,” says Mr. Lane. “A collector bag helps overcome heterogeneity.”

Competitors_7 Skalar (The Netherlands)

Their core business is robotic analyzers (CFA, Discrete etc.)

OPTION 1FormacsHT

High Temperature Total Organic Carbon Analyzer and addson module for solid

Poor analytical performance when compared to others.Baseline stabilization takes hoursIt is for liquid samples but even their UV-Persulfate system cannot do drinking water applicationVery expensiveLiquid Delivery, peristaltic pumps, lot of tubings and diffucult to operate

Competitors_7 Skalar (The Netherlands)

PrimacsSLC the solution only for solid samples

• Measurement of TC, TIC and TOC

• Dual furnace design• Back flush system for

accurate low level analysis• Re-usable quartz crucibles• Sample weights up to 3 grams• Automatic balance interfacing• Unique vertical bottom-to-top

sample• Unique vertical bottom to top

sample introduction systemMeasuring range :0.001 – 100%Analytical Range :0.005 – 120 mg C AbsoluteAnalysis time :Approx. 3 - 5 minutesSample size Solid samples: up to 3 gram (100-500 mg nominal)Liquid samples: up to 1000 mg (µl)Furnace Temperature: 1050°CReproducibility :< 2 % RSD, FSD (full scale deflection)Data processing Area calculation

Competitors_8 StarTOC (or TOCSystems Inc.) (USA)

They had cooperation with Thermo but ended couple of years ago. It is a liquid system. It is the only system which applies all 5 oxidation techniques (combustion, UV-persulfate, UV-heated,ozone promoted etc.) They have 5 year warranty for NDIR. There is DUAL NDIR system.Very attractive specs; but they are not in the market, maybe in USA.

Competitors_8 StarTOC (or TOCSystems Inc. )(USA)

Automatic loading of sample is possible, but positioning sample crucible is difficult. They do not have automatic acid addition

Solids - Slurries - Sludge - Liquids

A True, Stand-Alone Solids, Slurries, Sludges & Liquids Analyzer(Not Just an “Add-On” Module

Competitors_9 UIC (USA)

They have a very different approach then other manufacturers. NDIR technology is accepted and used by all manufacturers. UIC is the only company who used coulometric detection. Coulometric detection is very sensitive and do not need calibration. On the other hand, it bring lot of work to the operator, for instance preparation of electrolyte solution, maintanence of electrodes. NDIR is maintanance free and almost no operational cost.UIC has more than 10 models; CM120, CM130, ...CM540. Each models is designed for spefici application.

Very old solution, they released a new boat system

Competitors_10 Hach Lange (Germany)

The agreement was between Analytic Jena and Hach Lange. Since Hach Lange is already very strong in waterlabs and they serve variety of instruments, probes etc. They agreed to have A. Jena’s system under their brand.The lifetime of this projest was couple of years.Hach Lange was very agressive and offered very competitve prices. Waterlabs, who alread uses photometers, or their other products rely on Hach Lange’s reputation. But the story did not have a happy ending. Hach Lange and A. Jena ended the agreement

You can cooperate with Hach Lange’s distributor. TOC systems are still complementary product for them. Due to photometer kits’s traffic, they are always in contact with the customer.

Competitors_11 Thermo Scientific (USA)

Like A.Jena-Hach Lange, the agreement between StarTOC and Thermo did not work

You can cooperate with Thermo’s distributor. TOC systems are still complementary product for them. TOC is a must for big package projects.

CONCLUSION

There are more than 10 TOC manufacturers in the world.The market was shaped by Shimadzu, A. Jena, Elementar with their old way of thinking (main application is liquid, solid is just a module)Every year, number of research increases which uses TOC analysis of solid samples (soil, sediment, solid waste, biomass)We are the only manufacturer who offer true solution for all matrixes.

We have complete solution for;- Contract environmental laboratories- Soil laboratories- Solid waste, biomass research- Wastewater contains lot of particles- Central laboratories of universities- Forestry departments.

Thanks, ready to answer questions