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PI Channel Partner Performance YTD

2008 Channel Partner Meeting. PI Channel Partner Performance YTD. Oliver F. Bischof TSI - Aachen. Particle Instrument CP’s EUMEA, Thessaloniki - August 24, 2008. Outline. How are sales in your territories? Review of 2007 bookings in EUMEA PI total and by PI product line

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PI Channel Partner Performance YTD

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  1. 2008 Channel Partner Meeting PI Channel Partner Performance YTD Oliver F. Bischof TSI - Aachen Particle Instrument CP’s EUMEA, Thessaloniki - August 24, 2008

  2. Outline • How are sales in your territories? • Review of 2007 bookings in EUMEA • PI total and by PI product line • By distributor (normalized) • 2008 YTD sales bookings vs. PY • Period for analysis is January 1 until August 15 • Booking highlights • By distributor • By product line (Tier1 ) • Summary

  3. Review of 2007 Bookings EUMEA PI Total • TSI’s 2007 plan called for growing Particle Instrument sales in EUMEA by a staggering 33% • Considered it an aggressive target – and blew it completely out of the water! • Ended 2007 at 160% of plan! • 201% of PY (50% growth) • Distributed sales already contributed 21% to 2007 PI EUMEA bookings • Distributed sales even grew by 56% !!

  4. Review of 2007 Bookings EUMEA By PI Product Line

  5. Review of 2007 Bookings EUMEABy Distributor (normalized) Size of Net bookings 2007

  6. 2008 YTD Sales Bookings By Distributor Share

  7. 2008 YTD Sales Bookings vs. Target & Compared to PY

  8. 2008 YTD Highlights By Distributor • ECM Group Complete calibration system for national standards lab (SMPS 3936L85, 3940, Electrometer, APS, VOAG) • Luchsinger Complete meas. systemfor incinerator (SMPS 3936NL75 + APS); FMPS • Labtronic 3x CPC 3772, UCPC; APS • Stölzle-Obgl. 6x EECPC 3790; SMPS 3936N85 • Alava SMPS 3936NL75; APS • Danalytic Complete engine emission system (EEPS, EECPC and all RD thermodiluter options) • jj bos bv SMPS 3936NL75; APS

  9. 2008 YTD Highlights By Tier1 • Aerosol generators • Sales more than doubled compared to last year • 113% or $0.3M more YTD • Electrospray biggest contributor with $144k (6 units) • Used in calibration systems, one of the hot applications! • Automated Filter Testers • Sales are currently down, just 10% of last year • Reason 2 large AFTST orders from one customer in 2007 • Also have not sold single 3160 AFTST (2 units in PY) • Need to capitalize on EN143 offering • Only good news is AFT-Service, which is up 153%

  10. 2008 YTD Highlights By Tier1 (2) • Air Monitoring • Overall Airmo sales are slow • Nephelometers sales are as expected • Sold 2 units, which is 2 more than at same time PY • UFP monitor 3031 sales have not picked up yet • We have created a lot of momentum and get attention • Customers have expressed much interest • Unfortunately, as a “quasi regulatory” measurement, requires investment budget different from research • Expect sales to pick up significantly once funding comes through

  11. 2008 YTD Highlights By Tier1 (3) • Counters and sizers remain bread & butter to our business • Particle Counters • Sold many more CPC’s than at same time last year • 67% or $1.4Mmore YTD • EECPC 3790 sold far beyond expectations • 40 units more than at same time PY • Pending regulation based on PMP program drove sales • 377X-series butanol-CPC’s remains successful • Only WCPC sales are down (by $140k)

  12. 2008 YTD Highlights By Tier1 (4) • Particle Sizers • 33% up or $0.7MmoreYTD • SMPS 3936-series sold really well • Have not lost (anything?) to competition • Currently at 252% of where we were at same time last year • YTD $540k more, responsible for much of growth in sizers • Like last year have not sold any 3034 SMPS • Still have two units in sales inventory we can offer at significantly reduced price • APS sales ~10% down but still at high level • Fast Sizers stable by number of units sold

  13. Conclusions • We realized incredible growth in EUMEA last year • That includes all the business you closed • Particularly growth in Eastern Europe was impressive • Austria, Spain & Italy also very strong • Thank you for your hard work! • Particle Instrument sales will continue to grow • Growing need to measure particles in engine exhaust, urban air, nanotechnology and for climate change & health effects • Market indicators positive • Forecasts at least as promising as at same time last year • Can expect strong sales in last quarter • Will be able to further capitalize on our strengths • That’s what we will focus on today

  14. Any Questions?

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