Techniques. High Performance Liquid Chromatography: Compounds of a mixture are separated using a liquid moving phase

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1 Definition: the separation of a mixture by passing it in solution or suspension or as a vapor (as in gas chromatography) through a medium in which the components move at different rates. Techniques High Performance Liquid Chromatography: Compounds of a mixture are separated using a liquid moving phase Gas Chromatography: Compounds of a mixture are separated using a gas moving phase Other Leading Suppliers: Manufacturers of high quality chromatography products Competing Instrument Manufacturers HPLC Instruments: Agilent 1290 Waters Acquity GC Instruments: Agilent 7890 Shimadzu GC-2010

2 COLLECTION Sample Collection PROCESS Sample Preparation ANALYSIS Sample Separation Lead with Fisherbrand portfolio for competitive customer pricing and increased compensation. Bags Bottles Chemicals/Standards Glassware Peristalic Pumps ph Meters Refrigerators/Freezers Safety/Sanitation Supplies Shippers Storage Cabinets/ Carriers Tubes Vials and Caps Identify ongoing sales opportunities of equipment, consumables and chemicals bundled in any Chromatography research facility during process and preparation. Automated SPE Instrumentation Balances Chemicals/Standards Crimpers/Decappers Evaporators Flash Cartridges Filtration Pipets/Tips Stirrers/Hotplates SPE Columns Storage Racks/Bins Vacuum Manifolds Vials, Inserts and Closures Specify products that directly compete with all other brands delivering solutions to capture the full chromatography spend. Chemicals/Standards Flowmeters Gas Generators GC and LC Columns Guard Columns HPLC, GC and IC Instrumentation Instrumentation Leak Detectors Liners, Ferrules and Septa Regulators Syringes

3 Key Words Analyte: The substance to be separated during chromatography. Bonded Phase: A stationary phase that is covalently bonded to the support particles or to the inside wall of the column tubing. Chromatography: the separation of a mixture by passing it in solution or suspension or as a vapor (as in gas chromatography) through a medium in which the components move at different rates. Chromatogram: The visual output from the detector with peaks and patterns corresponding to the components of the mixture. Eluent: Term for mobile phase in IC. GC Column: Gas chromatography column separates volatile components of a mixture using gas as a carrier. GC : Gas Chromatography Gradient: HPLC method that utilizes varying concentrations of solvents throughout the analysis. HPLC: High Pressure Liquid Chromatography HPLC Column: High pressure liquid chromatography column separates compounds that are dissolved in solution using a liquid as a carrier. uhplc Ultra High Pressure Liquid Chromatography Headspace: The gas space in a chromatography vial above the sample. Headspace analysis is the analysis of the volatiles or semi-volatiles present in that gas. Immobilized Phase: A stationary phase that is immobilized on the support particles, or on the inner wall of the column tubing. Isocratic: HPLC method that uses one concentration of solvents throughout the entire analysis. Mobile Phase: The sample being separated/analyzed and the solvent that moves the sample through the column. OEM Original Equipment Manufacturer Peak: The part of the chromatogram where the detector response is caused by an analyte. Purge and Trap: The process to remove the gases in a water sample prior to analysis. Retention Time: The characteristic time it takes for a particular analyte to pass through the system. Reverse Phase: The most common type of HPLC separations. Typical phases are C18 and C8. Sample: A single component or mixture of components that when treated in the course of an analysis, the phase/phases containing the analytes of interest is/are referred to as the sample whereas everything out of interest separated from the sample before or in the course of the analysis is referred to as waste. Solid Phase Extraction (SPE): Separates compounds according to their physical and chemical properties; used to prepare samples for chromatographic analysis. SOP Standard Operating Procedure Stationary Phase: The substance that is fixed in place for the chromatography procedure such as the silica layer. VOCs: Volatile Organic Compounds have significant vapor pressures, thus a tendency to vaporize. VOAs: Volatile Organic Analysis.

4 IDENTIFYING THE OPPORTUNITY Are you using Chromatography in your applications? GC HPLC Solid Phase Extraction (SPE) * note: SPE is used to purify samples before HPLC or GC Solvents: Global Chemicals GC Resolv Grade Methanol, Acetonitrile, Water Vials/Syringes: National 2mL vials, 10mL or 20mL Headspace Vials, Closures, Inserts Hamilton Gastight Syringes Fitting/Valves: Injection Port Liners Injection Port Septa SS Tubing and Fittings Rheodyne Injection Valves Columns: TraceGOLD GC Columns TG-1, TG-5 Be sure you ask for the following information: Phase, Length, ID, Film Thickness Instrumentation: Trace 1300 GC Parker domnick hunter Gas Generators Solvents: Global Chemicals Optima or HPLC Grade Methanol, Acetonitrile, Water, Hexane, 2-Propanol Vials/Syringes: 2mL and 4mL vials, Closures, Inserts Hamilton Gastight Syringes Fitting/Valves: Viper Fittings Upchurch Scientific PEEK Fittings and Tubing Rheodyne Injection Valves Columns: Hypersil Gold, Accucore, Syncronis HPLC Columns C18, AQ, C8 Be sure you ask for the following information: Phase, Length, ID, Particle Size Instrumentation: Ultimate 3000 HPLC Solvents: Global Chemicals Optima, HPLC and GC Resolve Grade Methylene Chloride, Ethyl Acetate, Hexane, Heptane, Chloroform, Ether, Sodium Sulphate SPE Cartridges: SOLA HyperSep Hypercarb OnGuard and InGuard Instrumentation: Autotrace 280

5 Where do you find chromatography opportunities and what strategies do you use? Here are two helpful ways to get you started. CONVERSION STRATEGY Identify the application in the Lab What chromatography applications are you using? REP: reference previous page on what products are sold by application Determine the consumable opportunity What are your consumable needs with this application? REP: reference page 6 for a breakdown of consumables Position Fisher Scientific for their Chromatography needs Are you aware of Fisher Scientific s breadth of Chromatography products and support? REP: reference the Chromatography Capabilities brochure, (BN032012) What are your considerations when selecting a supplier for your products? REP: response will help position your product and Fisher Scientific: product quality, availability, selection, price, etc Identify Opportunity Knowing Fisher Scientific has one of the largest Chromatography offerings and support, what products would you look to us for? REP: reference previous page on products sold by application What can Fisher Scientific do for you today that will help you save time and money? Rep: typical responses: price quote on top products, stocking,etc What are your future chromatography requirements? REP: used to identify equipment of consumable purchases-long and short term KEY MARKETS FOCUS There is an opportunity for chromatography in every market. Environmental Assay testing labs, QC/QA labs Pharmaceutical/Biotech R&D labs, drug discovery, QA/QC labs Industrial Petrochemical, Nutriceutical, Food and Beverage, Waste & Wastewater, Mining, QA/QC labs Government Agriculture, Health Sciences, Forensics (trace analysis) Academic Chemistry Dept, Biochemistry, Engineering

6 Product Group Key Products Competitor Customer Concern CHROMATOGRAPHY Fisher Scientific Response Potential Revenue* Vials 2mL/4mL Crimp, Snap or Screw top, Headspace Waters Advised by instrument mfg that a non-mfg vial cannot be used. Few actual vial mfgs Instrument mfgs simply OEM the product Thermo: primary vial mfg - vials compatible with all instruments - no damage; warranty not voided $6,000 annually Solvents Optima Grade, Methanol, Acetonitrile, Water, Hexane Sigma Aldrich EMD Chemicals JT Baker B & J Quality and Price Fisher Chemical offers: 5,000 chemicals Highest quality (dry reagents, acids, solutions, solvents) Mfg d in ISO certified facilities Rigorous quality assurance (lot-to-lot and bottle-to-bottle consistency) $4,000 annually Tubing/ Fittings PEEK One-Piece fingertight fittings, PEEK tubing, SS nuts/ ferrules, SS tubing, unions, Graphite/Vespel Ferrules Waters Supelco Phenomenex Fisher Scientific works with the most strategic tubing and fittings mfgs. $1,000 annually GC Replacement Components Injection Port Septa, Injection Port Liners, Inlet Seals Shimadzu Perkin Elmer Supelco VWR Instrument warranty voided if replacements parts are not purchased through orginal mfg. Fisher Scientific offers: Replacement parts mfg d by leading chrom. mfgs in North America $3,500 annually HPLC Replacement Components UV lamps, Piston Seals, Check Valves, Pistons Waters Instrument warranty voided if replacements parts are not purchased through orginal mfg. Fisher Scientific offers: Replacement parts mfg d by leading chrom. mfgs in North America $1,000 annually Sample Prep Products SOLA, Hyper- Sep Waters Supelco Phenomenex Method is written into an SOP. Fisher Scientific and Thermo Scientific can work with you and help in the conversion by offering method development and application support. $5,000-$10,000 annually Columns Hypersil Gold, Accucore, Syncronis, Trace Gold Waters Phenomenex Method is written into an SOP. Fisher Scientific and Thermo Scientific can work with you and help in the conversion by offering method development and application support. $4,400 annually * Potential revenue is an estimate only

7 Application Support Literature BN # Vendor Description Catalogs/Brochures BN Fisher Scientific Chromatography Capabilities BN Fisher Scientific Chromatography RESULTS Application Workflow Columns and Consumables Chemicals Instruments Misc. Web Tools BN Restek Restek Chromatography Catalog BN Thermo Scientific Thermo Scientific Chromatography Columns and Consumables BN Thermo Scientific Thermo Scientific Trace GC Columns and Consumables BN Fisher Chemical High Purity Solvents Data Sheet BN Fisher Chemical Laboratory Reagents Handbook BN Chromatography Hot List BN Thermo Scientific Accucore Brochure BN Thermo Scientific SOLA SPE Cartridges BN Thermo Scientific Dionex Product Overview BN Optima LCMS Chemicals BN Parker domnick hunter Hydrogen Generator BN Wheaton Crimpenstein BN Fisher Scientific Chromatography Hot List BN Fisher Scientific Chromatography Cheat Sheet BN Fisher Scientific Chromatography Check List iconnect Chromatography Page Continued on next page

8 delivering solutions An application driven, 10_2697 DC/SL 5/10 solutions CHROMATOGRAPHY Application Support Browse Fisher Scientific s portfolio of chromatography products Look for new and exciting promotions Share technical resources and references with your customers Local Trade Show Support US - Banner Stands and Tabletop Displays Available on Carpenter Connection site Booth trade show graphics found: US - Login (case-sensitive): User Name: Fisher Research Password: dan Canada - Banner Stands and Tabletop Displays Available in Trade Show Database on Psyche/Lotus Notes Tailored Print Solutions Login (case-sensitive): User Name: Your address Password: Your User ID is your password Same as your computer/network log on All users are associated with a GL# similar to the Lit Services program Available to US Sales Representatives only iconnect Single location for chromatography needs Fisher Scientific D.O.N.U.T. Days! Discover One New Useful Tool Chromatography delivering Product Feature: Special Promotions: Questions? results Autosampler Vials and Inserts Chemicals Columns and Guard Columns Filtration and Preparation GC Instrumentation HPLC Instrumentation Safety and Personal Protection Sample Collection Services Specialty Grade Solvents CHROMATOGRAPHY Please contact your Fisher Scientific Sales Representative Donuts will be served! results technology-focused program delivering solutions for your research. Continued on next page

9 Application Support Technical Support Vendor Contact Number Acros Organics (800) Parker domnick hunter (716) Fisher Chemical (201) Hamilton (888) IKA Works (910) Grace (800) EMD Millipore (888) Thermo Scientific National (865) Restek (800) Vendor Contact Number Rheodyne (707) SGE Analytical (512) Spex Certiprep Inc. (800) Sun SRi (865) Thermo Scientific Columns (814) and Specialty Consumables Thermo Scientific GC (800) Instrumentation Upchurch Scientific (800) Wheaton (800)

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