How to get Compliance Buy in Tracy Horridge Export Manager/Facility Security Officer Thermo Scientific Portable Analytical Instruments Inc

2 Thermo Scientific Portable Analytical Instruments Molecular analysis – Leading field-deployed analytical instruments for human health and public safety, delivering lab-accurate analysis at the point of need Elemental analysis – The pioneer in x-ray fluorescence (XRF) analysis, bringing the lab to the field with speed, accuracy, and ease of use Stats: More than 400 employees worldwide Headquartered in Tewksbury MA Analyzer excellence recognized globally Molecular – More than 6,000 instruments deployed since 2005 Elemental – More than 35,000 analyzers deployed since 1994

3 Department of Order Prevention and Denial AKA Exports Compliance adds complicated steps to simple processes for no apparent reason We make everything more difficult Non –Value Add Not always easy to show your value if you do a good job

4 Training Start at the Top! Getting Buy in from Senior Leadership will show everyone that compliance is important to your company Employees and Government Officials Then work from the Ground Up The more eyes and ears you have the better Look at each department and give them training targeted to their job function Use relevant examples Compliance is everyone’s responsibility Let them know what they can do to help  Deputize everyone!

5 Training Why is Compliance Important to me? Adverse Publicity Fines Jail Legal Fees Disruption of Business Loss of Job The more relevant to their job, the better chance they will understand the importance.

6 Procedures Good Written Procedures are the key to a strong program They don’t have to be complicated: the simpler, the better Work with the department you are writing procedures for to see how they do things now. Add in to their existing procedures as opposed to creating new ones Ask for their help If they help to create a procedure and feel they have input, then they are more likely to adapt to it Be flexible whenever possible

7 Be Helpful Be a Resource to your company If sales wants to explore new markets offer to research the requirements Get to know product management, what are they working on Help your customers – carefully Assist with re-export licensing Share training resources Always advise them to seek their own counsel Show how compliance can help save money Brokers Shipping IncoTerms Be proactive Some advance work can make things easier later

8 Be Positive - Don’t just say NO ! Suggest alternatives or other options If there are no alternatives – explain that Explain why you can’t do something Show them the regulations Explain the consequences If there is another way but it is just too complicated or cost prohibitive explain that. Let them make the decision whether or not the opportunity is worth all of the effort that will have to go into doing it correctly or if we’d be better off letting it go.

9 Questions