1. Product Line Review
August 2016

2. 1 2 3 4 Agenda Introduction to MicroCare Contamination & Cleaning
Sticklers® Product Line Review 4
Sticklers® Selling Strategy

3. 1
Introduction to MicroCare

4. Introduction to MicroCare Corp
MicroCare is the World Leader in Critical Cleaning Products, Founded 1983
MicroCare Is Global, with Facilities and Staff in US, Singapore, Mexico, Belgium, UK
ISO-registered Manufacturer
Technical expertise and product compliance to RoHS, REACH and GHS
Sticklers® Is the Brand Name for our Fiber Optic Cleaning Product Line

5. 2
Contamination & Cleaning

6. Sources of End Face Contamination
Sources of Dust Contamination
Connector friction wear debris
Lint from paper wipes and cloth
Opening cardboard boxes
Dead skin and hair
HVAC and equipment cooling fans
Electrostatic charge
Sources of Residue Contamination
Accidental contact with skin
Cross contaminated IPA
Outgassing of connector end caps
Atmospheric humidity
Coastal salt fog

7. Issues with Isopropyl Alcohol
Cross Contamination Issues:
Hygroscopic meaning it attracts water molecules
Menda bottles pull in air to dispense the cleaning fluid
Presaturated wipes experience package degradation
Shipping & Storage Issues:
Flammable
High vapor pressure

8. Contamination Issues – Residues
Residues on the connector end face changes the refractive index of the medium
The higher the frequency of the light signal, the greater the refractive angle
Changes in the refractive angle of the incoming signal cause a phenomenon called chromatic aberration which causes lost data
Light Refraction Through Glass & Water
Chromatic Aberration
60°
35°
Glass
60°
41°
Water

9. Contamination Issues – Particulates
Back reflectance loss
Dust interferes with physical contact creating small air gaps and permanent end faces defects
Residues in signal path change index of refraction between the connector pair causing signal loss
Insertion loss
Absorption loss

10. Contamination Issues for Fusion Splicing
Fiber Ø
125μm
Fiber Core (nominal)
Ø 9μm Singlemode
Ø 50μm for OM3 & 4
Dust from paper based wipe
Water residue from cross contaminated IPA
Dust from cross contaminated IPA
Dirty electrodes and dust in fiber grooves

11. Importance of Cleaning Connector End Faces
Contamination is the most common issue with optical network interconnects
IEC Defines contact zones for inspecting optical connector end faces

12. 3
Sticklers® Product Line Review

13. Fiber Optic Splice & Connector Cleaner® Fluid
Use for cleaning bare fibers for fusion splicing and connector end faces
Rapid evaporation leaves no residues behind and prevents cross contamination
Triton cap offers three ways for dispensing cleaning fluid on wipes, sticks, and flushing ports
Hermitically sealed cans prevent cross contamination and spills
Product compliance to GHS, RoHS and REACH standard - non toxic chemistry and air ship safe
Use of fluid creates electrostatic dissipative medium

14. CLEANSTIXX® Optical Grade Stick Advantages
Cleaning tip cleans the entire end face and contamination from the adapter sleeve
Cleaning tip material has superior capillary action for wicking contamination away from ferrule end face
Crimping of the cleaning tip allows it to retract into handle to prevent damage from excessive pressure
When used with the cleaning fluid, it creates a dissipative medium for eliminating electrostatic charge

15. CLEANSTIXX® Optical Grade Stick Overview
P/N
Ferrule Type
Color Code
Applications
S12
Ø1.25mm
Green
LC, MU, ODC/RDC socket
S25
Ø2.5mm
Blue
SC, ST, FC, OptiTap, MIL (TFOCA) socket
P25
Pin Termini
Yellow
MIL pin termini, ODC/RDC pin termini, E2000
S16
Mil-Aero
Orange
M28876, M3899, & M29504 socket
XMT MT
Pink
MT, MPO/MTP, Optitip/HFMOC
EB12
Ø1.2mm
Purple
M mm expanded beam termini
Best practice is to moisten stick and rotate in same direction 6x to 8x in same direction
Do not over saturate stick – less is more

16. CLEANWIPES® Optical Grade Wipes Advantages
Five different packaging options
Use for cleaning both base fiber for fusion splicing and connector end faces
Excellent absorbency for removing resides, oils, and dust particulates
High shearing strength to prevent fraying

17. CLEANCLICKER® Cleaner Advantages
1.25mm & 2.5mm are 750 cleanings and refillable
MPO cleaner is 600 cleanings and **NEW** eliminated top orientation key
Color coded labels based on ferrule type
Cleans in adapter and on assembly connectors quickly and consistently

18. STICKLERS® Field Cleaning Kits Advantages
Perfect for field installation crews
Ability to clean bare fiber for splicing on pigtail assemblies and cleaning assembly end faces
Distributors are adding value to their customers by offering complete solution for doing the job right the first time
Opportunity for distributor to resupply the consumables which creates customer loyalty

19. STICKLERS® Field Cleaning Kits Overview
P/N
Target Demographic
FK03
Premises networks with up to 540 fibers
Enterprise installers, splicing trailers, small carriers
FK08
FK03 contents
Plus 1.25mm & 2.5mm CLEANCLICKER 750 cleaners
Ideal for fiber counts up to 2000 fibers
Large data centers and central offices, construction companies
FK05
Ideal for military and commercial aviation with M29504 termini for M38999, M28876, M83526 connector systems
Contents have assigned US & NATO NSN numbers

20. 4
Sticklers® Selling Strategy

21. Step 1: Identify The Need – Target Questions
What type of connectors are in your network?
How many connector pairs are you working with?
Are you doing any fusion splicing?
What products are you using today to clean?
Where are the connectors located? (i.e. indoors, outside plant)
What types of contamination do you commonly run into?
What kind of problems do you have with the products you are currently using?
Who makes the final decisions on what products you use to clean?
What does it take get our products approved for use?
When do you usually buy the cleaning products for your projects?

22. Step 2: Solve the Customer’s Problem
Recommend products that are the best fit for the customer’s needs
Kits are ideal for field installation projects
CLEANWIPES® 400 boxes are idea splicing pigtails
CLEANSTIXX® sticks prevent particle migration, clean the adapter sleeve, and dissipate electrostatic charge
Create Value by Explaining what makes Sticklers different
Using optical grade products enables you do the job right the first time
Fast evaporation and no residues of the Fiber Optic Splice & Connector Cleaner ® fluid prevents cross contamination
The single fiber CLEANCLICKER® 750 cleaners are refillable for lowering the cost per clean and self aligning for consistent quality performance for cleaning assemblies and in adapter connectors

23. Step 3: Create a Strategy that Leads to an Order
Focus on cost per clean and what it will cost the customer to successfully complete the project
Higher fiber counts and mission critical applications will value Sticklers performance consistency with faster results
Do not forget to factor in labor costs
Deemphasize cost per unit
Cost per unit is frequently a deceptive measurement when comparing fiber optic cleaning options
Lower quality products require more items and uses which increases the project costs
Using a products that have been cross contaminated will make things worse

24. Step 3: Create a Strategy that Leads to an Order
Focus on Doing the Job Right the First Time
Investing quality cleaning products will enable the operators to be more effective and efficient
Profits are reduced and time is lost when a technician has to go back to the site to troubleshoot and correct a problem
If you did not have time to do it right the first time, do you have the time to fix it?
Bundle the fiber cleaning products
Make the cleaning products an essential ancillary item to support the sales of test gear and cabling systems
Cleaning consumable are usually < 1% of the total installation cost of fiber installation project

25. Step 4: Close The Sales
Make sure you are negotiating with the right person who has decision making authority
Know what products you are competing against
Make sure you know the timeframe on when the project will need the Sticklers products
Emphasize that using Sticklers fiber cleaners will enable the customer to the job right the first time
Don’t forget, ALWAYS ASK FOR THE ORDER

26. Essential Field Sales Tools
Sticklers Product Brochure
Sticklers Field Cleaning Kit
Cable Assembly
Inspection Scope with Tips

27. Final Thoughts Superior Product Quality and Innovation
The ONLY Source for Fast and Easy Wet-Dry Cleaning
The ONLY Products that Can Clean Any Connector, Any Size, Any Configuration
Excellent Customer Service & ISO 9001 Quality and Consistency
Wide Industry Acceptance & Strong Marketing and Branding Support