Battlecard - Precision Series (for sales)
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Title
Battlecard - Precision Series (for sales)
Keywords
Hydrogen, nitrogen, zero air, battle, card, sale, sales aid, h2, n2, za, competition, market, offer, objection, handling, service, warranty, protected, generator, performance, sold
Product Range
Precision
Language
UK English
Company Brand
Peak Scientific
Extracted text
Battlecard - Precision Series
Precision gas generators deliver ultra high purity hydrogen, nitrogen and zero air for carrier, detector and makeup gas for Gas Chromatography. The
main selling points are convenience and safety (especially with regard to H2) with improved GC workflow (faster, easier, zero hassle). ROI may not be
a relevant factor due to relatively low flow rates.
Configure system to match customer’s specific needs with the
most cost efficient price point
Compact stackable system including a dedicated air compressor
module
•
Frees up limited laboratory floor or bench space, gets rid of gas
cylinders from customer lab
Minimal storage of gas within generator, leak detection alarm and
auto-shutdown on H2 models
•
Eliminate all safety concerns and hazards associated with having
pressurized gas cylinders in the lab, including potential risk of
explosion or manual handling injuries
•
12 month comprehensive ‘all-inclusive’ warranty with on-site
repair service and 3 year PEM cell warranty on H2
•
Complete peace of mind, and minimal downtime in unlikely event
of problem. Unlike competitors all components are covered, with
generator repaired at customer site - not sent back to manufacturer
•
Gas on demand, produces H2, N2 and/or Zero Air in the lab at
push of a button 24/7
•
Streamlines workflow and productivity, eliminates hassle of
changing out cylinders and the risks of introducing contaminants
to gas lines while changing over
•
Low running costs with predictable and well-managed maintenance
•
Eliminate recurring gas costs including hidden costs of cylinder
rental and admin, and avoid unpredictable price increases
•
Environmental - Mixture of GC-MS and GC-FID, GC-ECD. Will
depend on method used.
Food/Beverage – Mixture of GC-MS and GC-FID. Will depend on
method used.
Oil & Gas – GC-FID popular in this market – lots of detector
supply potential as well as some options to change carrier gas on
key methods. Managers targeted on lab safety.
CRO (contract) labs – Likely to be very focused on ROI. Carrier
gas change to hydrogen best route to fast ROI.
Government/University – Will involve a wide variety of
applications.
Forensics – Blood alcohol analysis is a very common method,
carried out in every city. Nitrogen carrier may be suitable.
•
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Position Precision for labs with > 3 GCs
Zero Air can give faster ROI. Try to establish sales of Zero Air and
then follow up with Nitrogen and Hydrogen
Both Hydrogen and Nitrogen can be used as alternative carrier
gases, but it is not always possible or desirable for customers to
change
If the customer wants to use helium carrier gas, focus on detector
supply
All flame detectors (FID, FPD, SCD, NPD) require Hydrogen and
Zero Air
Recommend Nitrogen for makeup gas
Recommend Nitrogen for Headspace samplers
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Selling Tactics
•
Benefits
•
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Key Market Segments
Modular solution with H2, N2 and Zero Air at varying flow rates
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Features
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Overview Table
Function
Precision
H2 Trace
GC Calculator
Purity
Flow (cc/min)
99.9999%
Carrier gas,
Detector gas
Precision H2
Standard
99.9995%
Detector gas
Precision
N2 Trace
99.9995%
0.05 ppm
THC
Carrier gas,
Make-up gas
250
600
1000
80
Precision N2
Standard
99.9995%
Make-up gas
250
600
1000
80
Precision
Zero Air
0.05 ppm
THC
Flame support,
Purge gas
250*
100
1500
500*
200
3500
300
7000
*multiple generators can be connected for higher flow requirements.
18000
100
450
30000
100
80/100
Competition
Parker
• Notoriously bad service worldwide
• Generator must be shipped for repair
• Pd purifier in Parker PEM-Pd H2 generators less robust than PSA and
costly to replace
• Parker ZA require costly CAT chamber replacement every 24 months
Proton
• 3rd party service provider
• Lack of focus on lab gas market resulting in poor service and customer
care
Vici DBS
• 3rd party support/maintenance
• H2 uses a DI-bag, which offers less robust cell protection than DI cartridge
in Precision
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Output
Pressure
(psi)
Product
Objection Handling
Carrier Gases - Key Points
Hydrogen Carrier Gas
• Using Hydrogen carrier gas offers faster analysis
• Reduced analysis time increases work flow & revenue
• It is much simpler to convert carrier gas for GC-FID than GC-MS
• See FAMEs analysis and DHA analysis app notes
• Allows for lower operating temperature, increasing column lifetime
• Can reduce system maintenance requirements
Nitrogen Carrier Gas
• Nitrogen carrier gas is better at lower flow rates
• Nitrogen is inert so will have little interaction with the sample
• If the customer is only analysing a few compounds it is often a viable option
• See Blood Alcohol Content app note
• Nitrogen can be used at higher flow rates if there is enough separation
between peaks
Customer is asking for >500cc/min Hydrogen, what can I offer them?
Establish method and check actual flow rates. H2 trace generators can be
cascaded, offering redundancy.
•
Is 99.9999% Hydrogen pure enough - the competition offer 99.99999%?
The hydrogen Trace is approved by Agilent for GC and GC/MS carrier gas.
This level of purity is overkill and the customer will be charged extra when
they don’t need it.
•
Cylinders are much cheaper than Precision generators
Cost of ownership of generators is very low, maintenance is minimal, they
are safe and convenient. No price increases, ordering or changeover.
•
Producing Hydrogen in the lab is dangerous
A typical lab would require 2000-5000L of H2 to have an explosive
atmosphere. An H2 cylinder could release this volume of gas very quickly,
whereas for a generator it would take days
Online calculator to help identify the ideal stack of Precision generators for a lab. Simply insert lab requirement
information and generate a report of a suggested GC gas solution.
NB: This is an internal tool not to be shared out-with Peak staff. The report generated can be shared with the customer.
www.peakscientific.com/gasflow