1. August 21 2013 Nasal and MDI products overview © Copyright 2006-2013 Proveris Scientific Corporation Dino J. Farina, MS, EME Founder & CEO, Proveris Scientific Corporation Case Study: Proveris Scientific as a Massachusetts Manufacturer and Exporter

2. 2 © Copyright 2014 Proveris Scientific Corporation Overview: – Proveris and our products Export activity: – How long, how structured, key markets, etc. Channels used for reaching markets and how to establish them Effective Business Development and Marketing strategies Outlook for the future for export growth and expansion Best practices Challenges and how we’ve addressed them Agenda

3. 3 © Copyright 2014 Proveris Scientific Corporation Proveris: – Based in Marlborough, MA – Private company founded in 1995 – 20+ people – Leaders in pharmaceutical spray and aerosol testing systems and development – Certified to ISO9001:2008 (11 years) Products and Services: – Automated actuators – Laser-based characterization for spray pattern and plume geometry – Robotic systems for shot weight and content uniformity testing Overview

4. 4 © Copyright 2014 Proveris Scientific Corporation First export made in 1995 About 50-60% of total business is export Process – Export Compliance Manual with flowchart and checklists – Experienced freight forwarder – Incoterms 2010: DAP or CIP – AES and SED 100% to pharmaceutical-related organizations – North America, Europe, Eurasia, Asia Proveris’s Export Activities

5. 5 © Copyright 2014 Proveris Scientific Corporation Search for Industry-known entities in foreign countries – Ask customers who they already work with – Gov’t sponsored conferences, workshops, and networking events – Industry tradeshows Selection Process for Channel Partners – Check sales/service philosophy for congruence with your ideals – Track record in industry, reputation with customers Develop Relationships with Channel Partners – Establish a champion and stay in weekly contact – Plan regular visits with them and customers – Work diligently to keep your company “top of mind” Channels – How to find and develop them

6. 6 © Copyright 2014 Proveris Scientific Corporation For Proveris, best BD strategies: – Need sales materials in native language (e.g. Chinese) – Face-to-face meetings with customers – Have Channel Partners coordinate customer visits and help with language/cultural translations (if necessary) – Empower Channel Partners with all the sales tools they need (e.g. brochures, presentations, catalogs, etc., in native language if possible/necessary) – Teach Channel Partners your sales process and best practices for reaching customers and closing sales Channel Partners are your “face” to the customer – They need to reflect your company’s ideals Business Development and Marketing Strategies

7. 7 © Copyright 2014 Proveris Scientific Corporation Strong demand globally, especially in Asia New pharmaceutical quality regulations in emerging markets are driving need for Proveris instrumentation & expertise Local manufacturing mandates (i.e. no imports) in many emerging markets are driving additional demand for Proveris instrumentation & expertise Existing customers are adding facilities worldwide to satisfy local market demands Increasing our product offerings to satisfy new testing requirements Outlook

8. 8 © Copyright 2014 Proveris Scientific Corporation Work with the MA Export Center Design your products for a global market – Power requirements, safety requirements, etc. Understand US Export compliance laws and regulations – Go to seminars, workshops, websites – Work with experienced advisors (freight forwarder, legal, regulatory, export, safety, etc.) – Understand and use proper ECCNs for your products Understand the regulatory requirements for your target market countries (e.g. CE Mark in Europe, CCC Mark in China, RoHS, etc.) Best Practices

9. 9 © Copyright 2014 Proveris Scientific Corporation Keeping up with changing requirements/rules – Regularly check for changes in laws Subscribe to an update service for regulatory updates (e.g. IEC for product safety regulations) Export commodity code changes Handling temporary exports for tradeshows – ATA Carnet process April 5, 2014 – Need to include in the export value domestic portion of insurance and freight charges Developing new markets abroad – Go to those countries and visit with prospects – Leverage relationships with cooperative partners Challenges