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

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Presentation on theme: "BC 2800 Vet. 3. Unique benefits of BC-3000Plus 2. BC-2800Vet selling points 1. Vet market overview 3. Competitors Content."— Presentation transcript:

1 BC 2800 Vet

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

3 Veterinary Diagnostic Market Companion Animal HealthCommercial Animal Production 900 Mio $ 600 Mio $ + 2% + 6% Source: In vitro diagnostics, Merrill Lynch, 2000-11 | Animal Pharm Report 2004

4 West EU & USA

5 Fast facts 6056 5 33,000 Cat, dog and horse in millions 72 81 7 40,000 EUROPE USA Source: National Pet Owners Survey, APPMA, 2007-2008 | Eurostat Database

6 USA DogsCatsHorses Percent of households owning 37.2%32.4%1.8% Number of households owning 43,021,00037,460,0002,087,000 Average number owned per household 1.72.23.5 Total number in United States72,114,00081,721,0007,295,000 Veterinary visits per household per year (mean) 2.61.72.2 Veterinary expenditure per animal (mean) $200$81$92 Source: National Pet Owners Survey, APPMA, 2007-2008

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

9 Common Tests in VDL TestSignificance 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 … “ Profile ”

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

11 Price IDEXX General Health Profile (Biochemical: ALB, ALKP, ALT, AMYL, BUN, Ca, CHOL, CREA, GLOB, GLU, PHOS, TBIL, TP ) £ 32.00 £ 61.88 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 Concerns The Product Save Time Less manual review (accuracy) Less maintenance Save Investment Economy instrument Low running cost Easy operation

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

17

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 Reliable technology; Original reagents; QC programs; 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 keyThe result show up in 2.5min Report print out

22 More Animal Species 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 Animal types with 3-diff results

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 RBC and PLT Counting: According to the value of MCV, The discriminator will automatically shift for more accurate PLT counting. 0 fl % 20fl 18fl PLT RBC

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

31 Benefits summary

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

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

34 Idexx laboratories http://www.idexx.com 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 $ 2008Vs 2007 Revenue1024+11.0% Profit529.8+14.3% Margin51.7%

36 Idexx Vet-lab suites PC (Computer) Chemistry analyzer Electrolyte analyzer Hematology analyzer Blood gas 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 – 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 1.Vetlab suites 2.Information station 3.Aggressive marketing promotion 4.Dry-slide chemistry technology 5.Own big ref lab 6.Lower regulation limitation in vet market

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 LasercyteBC-5300Vet Evaluation site Forest Veterinary Center, UK Peking University Hospital, China SpecieCat (44)Dog (42)Cat (129)Dog (67) Lym%0.760.690.890.95 Mon%0.050.290.500.06 Neu%0.550.720.900.96 Eos%0.600.820.840.81 Correlation studies on manual WBC differential

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

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

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

47 HemaTrue Limitations Limit animal species – 6 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 VetScan HM5 VetScan VS2 VetScan HM2 Vet Scan Classic VetScan Profiles Product Portfolio

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

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

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

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

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

55 Thank You!


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