1. BC 2800 Vet

2. Content 1. Vet market overview 2. BC-2800Vet selling points
3. Competitors
3. Unique benefits of BC-3000Plus

3. Veterinary Diagnostic Market
Commercial Animal Production
Companion Animal Health
900 Mio $
+ 6%
+ 2%
600
Mio $
Source: In vitro diagnostics, Merrill Lynch, | Animal Pharm Report 2004

4. West EU & USA

5. Fast facts 60 56 5
33,000
Cat, dog and horse in millions 72 81 7
40,000
EUROPE
USA
Source: National Pet Owners Survey, APPMA, | Eurostat Database

6. USA Dogs Cats Horses Percent of households owning 37.2% 32.4% 1.8%
Percent of households owning
37.2%
32.4%
1.8%
Number of households owning
43,021,000
37,460,000
2,087,000
Average number owned per household
1.7
2.2
3.5
Total number in United States
72,114,000
81,721,000
7,295,000
Veterinary visits per household per year (mean)
2.6
Veterinary expenditure per animal (mean)
$200
$81
$92
Source: National Pet Owners Survey, APPMA,

7. Veterinary Diagnostic Lab (VDL)
USA as an example:
Most of VDLs are associated with Universities
- Veterinary schools
- Land-grant colleges – Veterinary Science or Animal Science Departments
Some are linked solely to the state Department of Agriculture
Some are private for-profit laboratories specializing in companion animal biopsy, microbiology and clinical pathology services
Some are resources for a specific function
- zoos and wild animal parks
- State Departments of Fish and Game

8. Electrolyte and Blood gas
In-house VDL
Station
Hematology
Electrolyte and Blood gas
Centrifuge
Chemistry
Microscope

9. “ Profile ” Common Tests in VDL Test Significance Serum Chemistry
“Biochemical profile”: Glucose, BUN, Creatinine, Albumin, Cholesterol, …
Electrolyte: critical for choosing appropriate fluid therapy and for working up patients with polyuria and polydipsia
Hematology
CBC: help to assess infection and anemia;
White cell differential: help to monitor infection cause and drug treatment;
Coagulation time: useful in diagnosing possible rodenticide toxicosis, liver failure, or disseminated intravascular coagulation.
Reticulocyte …
Urinalysis (UA)
Urine specific gravity : localizing azotemia;
Urine sediment examination : help diagnosing renal disease , assessing the risk of urolith formation;
pH, protein, glucose …

10. Profile + £ 29 Full hematology Biochemistry Pathologist interpretation
Comprehensive routine laboratory data
£ 29
Full hematology
Biochemistry
Pathologist interpretation
Fibrinogen included routinely for horse +

11. IDEXX General Health Profile
Price
£ 32.00
£ 61.88
IDEXX General Health Profile
(Biochemical: ALB, ALKP, ALT, AMYL, BUN, Ca, CHOL, CREA, GLOB, GLU, PHOS, TBIL, TP )
An example biochemical profile price in a UK veterinary practice
£ 92.00
Combine offer for CBC+DIFF and urinalysis in the same practice

12. Diagnostic service s in VDL are soaring …

13. 2 interesting numbers …
$1,400
70%

14. Industry Players Top 10 Veterinary Diagnostic Companies in 2007
Revenue in Mio $

15. The Product The Concerns Easy operation Less manual review (accuracy)
Save Time
Less maintenance
Save Investment
Economy instrument
Low running cost

16. Content 1. Vet market overview 2. BC-2800Vet selling points
3. Competitors
3. Unique benefits of BC-3000Plus

18. Basic features
3-part differentiation of WBC,18 parameters +3 histograms for 7 animals;
Throughput: 25 samples per hour;
13 animal species (dot, cat, horse, rabbit, rat, mouse, camel, cow, buffalo, monkey, sheep, goat, pig ) +3 self-defined animals
Time-pack reagent kits
Optional parts: external printer, Bar code scanner and Vet DMS (Data Management Software)
7.8” Large color LCD display ;

19. Benefits of BC-2800Vet Easy-of-Use Accurate Economical
Large Display; Convenient data input; Easy operation
Accurate
Reliable technology; Original reagents; QC programs;
Economical
More animal; Low reagent consumption; Less maintenance

20. 7.8inch Color Screen
One-screen information display

21. Easy Operation Press one button to finish a sample test
Press the aspiration key
The result show up in 2.5min
Report print out

22. More Animal Species
Animal types with 3-diff results
18 pameters+3 histograms for Dog, cat, horse, rat, mouse, rabbit, Cow, Monkey
12 parameters +3 histograms for Sheep, buffalo, pig
8 parameters +2 histograms for Camel, goat

23. Convenient Data Transfer
Input: keypad, external keyboard and barcode scanner;
Output: thermal printer, display or external printer (optional);
Vet Data Management Software;

24. Proven Technologies
DC Impedance sizing
U = R * I

25. Proven Technologies
Cell-Orientation: Advanced focused cell suspension in single file

26. Proven Technologies % fl
RBC and PLT Counting: According to the value of MCV, The discriminator will automatically shift for more accurate PLT counting. %
18fl
20fl
RBC
PLT fl

27. Consistency

28. Original Time-pack Reagent Kit
Support at least 140tests in total.
Configured with lyse(180ml);Rinse(2.3L) and Diluent (5.5L)

29. Low reagent consumption
Only 13ul whole blood sample volume;
Only 3 routine reagents;
Low reagent consumption;

30. Less Maintenance Auto flush Zero daily maintenance;
Auto clean time setting;
Easily troubleshooting such as ZAP and flush to remove clog;
Auto flush
Auto zap

31. Benefits summary

32. Content 1. Vet market overview 2. BC-2800Vet selling points
3. Competitors
3. Unique benefits of BC-3000Plus

33. Key Competitors Idexx laboratories/ Lasercyte Abaxis/ HM II
Heska / Hematrue
Scil/ Vet ABC

34. Idexx laboratories http://www.idexx.com
Founded in 1985,USA
Business focus: Pet health
Products lines, Chemistry • Hematology • Urinalysis • Electrolytes • Endocrinology • Coagulation • Blood Gas

35. Idexx
IDEXX is a worldwide leader in innovative products and services for veterinary, food and water applications. Major business sectors including companion animal and equine businesses and food and water businesses.
In Mio $
2008
Vs 2007
Revenue
1024
+11.0%
Profit
529.8
+14.3%
Margin
51.7%

36. Idexx Vet-lab suites PC (Computer) Blood gas analyzer
Electrolyte analyzer
Hematology analyzer
Chemistry analyzer
Lasercyte hematology analyzer is launched in 2002.
Vet-lab suite is very popular and prefered by vet clients in USA and West europe market

37. Dry-slide Products Individual chemistries Pre-packaged panels
ALB, ALKP, ALT, AMYL, AST, BUN, Ca, CHOL, CK, CREA, GGT, GLU, LAC, LDH, LIPA, Mg, NH3, PHOS, TBIL, TP, TRIG, URIC
Pre-packaged panels
6 chemistries per profile ALKP, ALT, BUN, CREA, GLU, TP
13 chemistries per panel , ALB, ALKP, AST, BUN, Ca, CK, CREA, GGT, GLOB, GLU, LDH, TBIL, TP
6 chemistries per panel, ALB, AST, Ca, GLU, TP, URIC, GLOB

38. Why Idexx No1? Success Vetlab suites Information station
Aggressive marketing promotion
Dry-slide chemistry technology
Own big ref lab
Lower regulation limitation in vet market
Success

39. Lasercyte Limitation Expensive price and high running cost
EUR14000/USD20000(Street price)
Poor correlation with manual counting
Limit animal species
Dog Cat Horse
95ul blood sample
Slow speed
Need 10minutes for one test

40. Lasercyte – Limitations
Correlation studies on manual WBC differential
Lasercyte
BC-5300Vet
Evaluation site
Forest Veterinary Center, UK
Peking University Hospital, China
Specie
Cat (44)
Dog (42)
Cat (129)
Dog (67)
Lym%
0.76
0.69
0.89
0.95
Mon%
0.05
0.29
0.50
0.06
Neu%
0.55
0.72
0.90
0.96
Eos%
0.60
0.82
0.84
0.81

41. Idexx销售情况 在英国市场的年装机量为120台（反馈来自 liyu)
爱尔兰(Pan Vet代理）和芬兰也是No1 market share
瑞典是（Scandivet）代理

42. Scil animal care http://www.scilvet.com
New headquarter：North America
Revenue in 2009:
Products
Hematology /Clinical chemistry /Monitoring
Surgical systems

43. Scil Hematology 2 hematology models
Scil Vet abc is 3-part diff machine, Without thermal recorder, it should be configured with an external printer. The extreme narrow display is apparently not convenient for operators.
Scil Vet Focus 5 is suitable for those who need true multi-species and 5-differential of WBC. It’s OEM model from Drew scientific (USA).

44. Scil Vet abc Limitations
Extreme narrow display
Only 2lines display
No internal printer
Limit memory
Can’t store sample results
No ZAP function
No efficient way to remove clog
Big reagent dead volume
Over 30% lyse residual
dog, cat, horse, rat,
Animal species: pig, cattle, rabbit, sheep, mouse, monkey, ferret

45. Heska http://www.heska.com
Headquarter: USA
Founded in 1988
Products: pharmaceuticals • vaccines • diagnostic products • monitor

46. HemaTure Color touch screen Button On board reagents Barcode reader
Tube Mixer
Aspiration
True 20 sampling
On board reagents
Color touch screen
Button
Barcode reader
Barcode reader: QC assay sheets
HemaTrue, OEM from Boule Medonic

47. HemaTrue Limitations Limit animal species Un-necessary on board mixer
Customer prefer to use their separate outer mixer.
Capillary blood testing mode
No need to predilute, operator have to do the testing inner 50seconds, which is object to their practice habits.

48. Abaxis Founded in USA, annual revenue in 2008 over USD100mil
Abaxis Ranked 11th of the"200 Best Small Companies" by Forbes Magazine
Main products,
Dry chemistry (self designed)
Hematology (OEM from diatron)

49. Product Portfolio VetScan Profiles VetScan VS2 Vet Scan Classic
VetScan HM2
VetScan HM5

50. Vet scan HMII Smaller Display Sample volume
Need to roll screen to see a complete result
Sample volume
25ul(WB)/50ul(PD), which means more reagents is needed.

51. Nihon Kohden MEK6318K+QP635Vsoftware Sample volume 30 ul 8 parameters
No differentiation for WBC
5 species only
Storage for 500 results

52. Melet Schloesing MS4-3Vet No zap function Small mono screen
100 results with histogram
Closed reagent system

53. Sysmex Poch-100iv diff No zap function 20 results with histogram
4 species
Need to roll screen to review a complete result

54. ACT Diff with vet software
Beckman-Coulter
ACT Diff with vet software
8 parameters
No differentiation for WBC
3 species
250 results with histogram
Mono-chromatic screen
Cat, dog, horse

55. Thank You!