1. Sales Objections and FAQ’s 940-LC Analytical to Preparative Systems

2. FAQ 1: Why Integrated? “Some of the largest selling HPLC systems have been integrated – here is why” Consistent plumbing between units gives assured day to day, system to system, site to site results – a big benefit in the world of inter-laboratory studies. Servicing and maintenance is easier – as the “stack” does not have to be dismantled to access the pump Scale-up is much easier and more reliable – the system comes assembled and tested from the factory – with full software control The software driver can be a “system” driver – leading to many ease-of-use improvements – no double entries of information such as run times!

3. FAQ 2: Your old pumps came the way I wanted them! “Virtually all user purchased the same configurations – and those that did not – purchased more in addition to the standard parts” By the system arriving pre-configured you are assured of –A factory tested configuration at start up –A consistent configuration to return to for trouble shooting –Fast change over to optional heads or materials –Superior results more easily –Automated scale up with reliability Confidence in methods transfer from unit to unit – as they are consistent fluidics and configurations Versatility is a feature that we value – let us know what you want to do.

4. FAQ 3: Your detectors are not as sensitive? “Varian specifications are system specification – so relate to the way that you will use them – these are higher than – dry, module specifications” Detector specifications are stated for a running system This is a more effective measure of “real performance” Varian detectors perform at the level of the premium vendors – however it is stated Signal to Noise – appropriate values of the total method and instrument is what Varian aims for

5. Paste in a gradient run at 200ul/min replicates annotation for precision noise etc etc Is the analytical performance adequate?

6. FAQ 4: It’s big? “Preparative systems require heavy duty components” The 940-LC system is very compact – similar in overall volume to leading analytical systems The access to fluidics is outstanding – assisting maintenance and visual checks The motors, valves etc. are built for long, reliable life – which does create weight. Appropriate benches etc should be used. Lift points and instrument rotation moldings assist in day to day work with the systems

7. I cannot risk a new, unreliable fraction collector The 485 fraction collector is new! The software/ hardware interface is an evolution of a very well tested design The mechanism has been extensively tested, and is an evolution of a unit that has had thousands installations As with all Varian product – this reliable new unit is covered by performance warranties This fraction collector brings a range of important new benefits to the prep user – improved reliability is one of them

8. FAQ 5: I do not use Galaxie? “My lab doesn’t use Galaxie – so your system is out” Galaxie can run on a stand alone PC and is compatible with your overall data strategy Galaxie has a range of benefits that justify its presence in your laboratory – especially in the tracking of fractions collected Unlike your present data systems - Galaxie is flexible enough to run your existing Agilent systems – maybe you should change to Galaxie?

9. FAQ 6: There is no front panel! “I want to see what the system is doing!” The Galaxie user interface shows you all the systems important parameters at a glance –Faults –Key status –Where you are in the run The monitor is your new front panel - larger and more effective than an old style keypad Priming, flushing and other manual steps are easy to access and do from the Galaxie keyboard

10. FAQ 7: Does Galaxie work with GC and MS? “Varian software solutions are available for most technologies” Galaxie is fundamentally an LC and GC tool today The software packages for other Varian instruments are compatible in terms of data exchange Each package is tailored to the instrument under control – with export tools to assist with unified reports that include multi-instrument data Hyphenated systems – LC/ICP/MS, LC/MS, LC/NMR all have smoothly integrated software solutions from Varian

11. FAQ 8: Can I get a demo? “Where can I get a demo of these magnificent system?” Demo units are already in place in Melbourne, Paris and Chicago, with more to come soon after…

12. FAQ 9: Delivery Lead Time? “What is the delivery lead time?” 940-LC will begin shipping around Jan 28th from Melbourne. There are delivery slots available for the 920-LC as early as late February and March… BUT, you have to get in quick as these slots will go fast!

13. FAQ 10: Uptime / Reliability? “I heard that the Varian 325 and 335 had poor reliability?” We did have some reliability problems with the UV detectors when first released, but we have worked closely with our customers to overcome these early hiccups. Over 1000 installs of the Varian UV/PDA detectors Currently no open escalations

14. This is the end.