Environmental Market Solutions -...

transcript

Environmental Market Solutions

Joe Konschnik Technical Marketing & Business Development Manager

Environmental Market Solutions Take-Aways

– Definition of the Market

– Identify 3-5 target customers to follow-up with or visit

– Awareness of selling solutions and RESTEK resources

– Confident in your success in selling these solutions to your customers

Environmental Market Definition

Any testing laboratory with capabilities dedicated to the Protection of Human Health and the Environment from Hazardous Substances & Agents

Environmental Market Definition

Four Categories of Laboratories Government Academic Private Company (Manufacturer) Contract

Environmental Testing Market

Government Labs

Academic & Research Institute Labs

Private/Manufacturer Labs

Contract (Independent) Labs

Environmental Market Sample Types

Soil Ambient Air Stationary Sources Soil Vapor

drinking water Wastewater/Sludge Surface Water Landfill gas, leachate

Environmental Market Key Analytes

• Hazardous Substances: Carcinogens, Suspected Carcinogens and Endocrine Disruptors

– Solvents, Fuels & Plasticizers • VOCs & Semi-Volatiles: aromatic, aldehydes, chlorinated, aliphatic

HCs, chlorinated and nitrosamines, ketones, plasticizers, etc. – PCB Congeners & Aroclors – dielectric & coolant fluids – PAHs, Dioxins & Furans – combustion products, fuels, defoliant – Pesticides & Herbicides – chlorinated, nitrogen & phosphorus containing,

carbamate, phenyl urea, etc. – Disinfectant By-Products – water treatment – Explosives – military operations & public protection

Environmental Market Key Analytes

• Emerging & Recent Analytes:

– Perfluorinated Compounds (PFCs) – Teflon & Stain resistant coatings • PFOS (perfluorooctane sulfonic acid) • PFOA (perfluorooctanoic acid) Teflon, Goretex • Persistent and stable, products now banned in US

– BFRs – Brominated Flame Retardants (PBDEs)

– Dissolved Gases – • Hydraulic Fracturing Operations – Groundwater

– Glycol Ethers • Cleaners, degreasers, coatings for consumer products

Environmental Market Key Analytes & Needs

• Emerging & Recent Analytes:

– Pharmaceutical, Personal Care & Transformation Products • Therapeutic drugs, drugs of abuse, steroids, hormones • “… the PAHs of the Future.”

– Chlorophenols – chlorination of drinking water, deodorizer, moth repellent

– Nonylphenols & Nonylphenol ethoxylates

– Bisphenol A (BPA)

– Veterinary drugs in wastewater and drinking water

Key Environmental Solutions

Analysis of 77 Pharmacologically Active Substances in Wastewater by LC/MS-MS on RaptorTM ARC18 HPLC Column in 10 Minutes!

Terence Hetzel, Dr. Thorsten Teutenberg and Dr. Jochen Tuerk from IUTA Institut für Energie- und Umwelttechnik e.V. (IUTA – Institute of Energy and Environmental Technology) Duisburg Germany

Environmental Market Trends & Observations

• Consolidation Continues – Large Lab Networks continue to purchase other labs

• Labs Adding New Testing Capabilities

• What do you see & hear?

Environmental Market Chromatographic Instrumentation

Thermal Desorption Cryo-Trapping Static Headspace Purge & Trap

GC/MS & GC/MS-MS GC/FID, ECD, FPD, HPLC/UV, LC/MS, LC/MS-MS SCD, TCD Fluorescence

Environmental Market Customer Types & Concerns

On-Time Delivery Failure

Missed Hold Time

Operating Cost

PressureData

Defensibility

Employee Retention & Education

Instrument Down-Time

Whole Lab Owner, GM • • • • • •Organics Dept

Director or Manager • • • • • •

Organics Dept

Supervisor or Group Leader • • • • • •

Organics Dept Chemist/Tech • • • • •Volatiles Dept

Supervisor or Group Leader • • • • •

SVOCs / Pest / PCBs

Supervisor or Group Leader • • • •

Customer Concerns

Customer Type

Environmental Market Customers & Concerns

• They Need

– On-Time Delivery of Data & Reports – Meet Holding Times – Control Costs – Trained, Competent Chemists – Instruments running & productive – Accurate, Reliable and Legally Defensible results – A Solution…

Use RESTEK Resources to “Build” the Solution

Product Tools Web Tools Printed Tools Solution

Gary Stidsen Product line Manager, Sample Handling

Laboratory Workflow

Sample Collection Sample Preparation Separation / Chromatography

Data Acquisition & Analysis

Restek Solution

Work-Flow Example: Extractable Compounds

Sample Prep

GC & LC Accessories

GC & LC

Columns

Work-Flow: Extractables in Water, Soil & Waste Product Tools & Brands

Sample Prep

GC & LC Accessories

GC & LC

Columns

Extractable Compounds in Water, Soil & Waste Analysis of Pesticides by GC: Product Tools & Brands

GC Pesticides

Sample Prep

SPE Tubes Silica Gel & Florisil

GC Accessories

Sky Liners, Connectors, Replacement

GC Columns

Rxi-5ms Rxi-5Sil MS

Rtx-CLPesticides

Rtx-CLPesticides Column Set Separates Chlorinated Pesticides in 7.0 minutes using Hydrogen Carrier Gas with GC/micro-ECD Detection

Rxi-5Sil MS Column Can Easily Resolve a Broad Range of Pesticide Chemistries at 500pg with GC/MS-SIM Detection

Extractable Compounds in Water, Soil & Waste Analysis of Pesticides by LC: Product Tools & Brands

Pesticides Mixes

Sample Prep

Syringe Filters,

Silica Gel

LC Accessories

Preventive Maintenance Kits,

Replacement Parts

LC Columns

Ultra Carbamate, Raptor C18,

Pinnacle DB Aq C18

Carbamate Pesticides on Ultra Carbamate HPLC Column by HPLC/UV-MSD

Phenylurea Herbicides on Raptor C18 Column by HPLC-PDA

204 Compound Multi Residue Pesticides Kit on Raptor TM ARC-18 by LC/MS-MS

Key Environmental Solutions Extractables in Water, Air, Soil & Waste Workflow

Analysis of PAHs by GC Product Tools & Brands

GC PAH Mixes

Sample Prep & Air Sampling

SPE Disks, ASE Supplies, SDVB Resin

GC Accessories

Sky Liners, Connectors, Replacement

GC Columns

Rxi-PAH,

Rxi-5Sil MS, Rxi-17Sil MS

Automated Solvent Extraction of Organics in a Marine Sediment SRM by GC/MS-SIM on Rxi-PAH Column

Extractable Compounds in Water, Air, Soil & Waste Analysis of PAHs by LC: Product Tools & Brands

EPA 8310 PAHs Mix

Sample Prep

Syringe Filters

LC Accessories

Replacement Parts, Tools

LC Columns

Pinnacle II PAH, Pinnacle DB PAH Guard Cartridges

Analysis of 17 PAHs in 17 Minutes by HPLC-UV on Pinnacle II PAH HPLC Column

Analysis of Pesticides & PAHs by GC & LC in Water, Air, Soil & Waste Web Tools: Videos, Interactive Search

Web Tools: New! Custom CRM Search Tool

Analysis of Pesticides & PAHs by GC & LC in Water, Air, Soil & Waste Web Tools: On-Line Articles

Analysis of Pesticides & PAHs by GC & LC in Water, Air, Soil & Waste Printed Tools

Workflow: Volatiles in Water, Air, Soil & Solid Waste GC & LC Product Tools & Brands

GC Accessories

GC & LC Columns

Volatiles in Water, Soil & Solid Waste Analysis of Volatiles by GC Product Tools & Brands

GC Volatile Compound Standards

GC Accessories

Sky Liners, Replacement

Parts, Headspace Vials, Crimpers

GC Columns

Rtx-VMS

Rxi-624Sil MS Rxi-1301Sil MS

Analysis of 105 Volatile Compounds on Rxi-624Sil MS Column by Purge & Trap GC/MS

Analysis of 18 Glycol Ethers by GC/MS on Rxi-1301Sil MS Column

Volatiles in Air Analysis of Volatiles in Air by GC: Product Tools

Air Sampling

Gas Standards, Canisters, Sorbent Tubes, Bags,

Flow Controllers, Canister Cleaning, etc.

GC Columns

Rtx-1, Rtx-VMS Rxi-624Sil MS

GC Accessories

Flow meter, Leak Detector, Tools, Liners,

Whole Air Canister GC/MS Analysis of 65 Volatile Compounds on Rxi-624Sil MS Column

Volatiles in Air Analysis of Aldehydes & Ketones in Air by LC Product Tools

DNPH-Derivatized Aldehydes &

Ketones Mix

LC Columns

RaptorTM C-18, Guard Cartridges

LC Accessories Guard Columns,

Tools, etc.

Aldehydes & Ketones-DNPH Calibration Mix on RaptorTM C18 by UHPLC/UV

Volatiles in Water, Soil & Wastewater Web Tools: Videos, Interactive Search

Volatiles in Water, Soil & Wastewater Web Tools: On-Line Articles

Volatiles in Water, Soil & Waste Printed Tools

Volatiles in Air Printed Tools

Christine Vargo Director of Sales

Environmental Market Solutions Discussion

Questions & Comments

Can you share a success story based on your experience when selling Restek products to an environmental laboratory customer ?

Which applications are most often requested by your Environmental Laboratory customers?

Here are some we have heard in recent years:

• Combined PAH & PCBs Analysis – (France)

• Hydrocarbons (ISO 9377-2 ) (Germany)

• Pharmaceuticals & Transformation Products (France & Germany)

• Pesticides & Metabolites (Germany)

What additional tools would be helpful for you, to increase your success rate in selling to the Environmental lab market?

Environmental Market Solutions Take-Aways

– Better Definition of the Market?

– Can you identify 3-5 customers to follow-up with or visit?

– Better awareness of selling solutions and RESTEK resources?

– Are you more confident in your success in selling these solutions to your customers?

Sample Matrix

Environmental Market EXTRACTABLES WORKFLOW – NEEDS ASSESSMENT

Analyte

Injection Technique

Drinking water

Waste water

Solid waste

Splitless

Direct

On- column

Gas Sampling

Manual?

Automated?

GC-FID

GC- ECD

GC-NPD

GC-MS/MS

GC-TOF

LC-MS/MS

1 2 3 4 5 6

Request copy of

compound list:

PCB Congeners

Aroclors

Dioxin/Furan

Phenols

Nitrosamines

Pharma/PCPs

Method Used

HJ (GB)

Customer method

Country specific

Detector Sample Prep

Solvent extraction

SPE disk

SPE tube

Microwave

Sorbent

Cartridge

Manual?

Automated?

Environmental Market EXTRACTABLES WORKFLOW – NEEDS ASSESSMENT

Customer Needs

Current Product

Restek Solutions

Customer Benefit

Sampling: ________

Sample Prep:

_______

Columns: _______

Liners: ________

Standards: ________

Service: _________

What are

your biggest challenges?

What would you like to improve?

What are

your customers asking you

How would that benefit

Faster run time

Improved resolution

analytes in less time

Efficiency

Lower Cost/

Analysis

Less maintenance

Maintain

instrument calibration

Low conc

Capacity

LC Accessories

GC Accessories

Air Sampling

7 8 9 10

Automated Prep

System

Horizon

Tekmar

Instrument

Agilent

Bruker

Hitachi

Perkin Elmer

Shimadzu

Thermo

Waters

Sample Matrix

Environmental Market VOLATILES WORKFLOW – NEEDS ASSESSMENT

Detector

Drinking water

Waste water

Ground water

Surface water

Solid waste

GC-FID

GC- PID

GC-MS/MS

GC-TOF

GC-SCD

GC-FPD

GC-TCD

GC-ECD

1 2 3 4 5 6 Analyte

List Request copy of compound list:

Halogenated

hydrocarbons

Aromatics

Ethers

Ketones

Nitriles

Acetates

Acrylates

Sulfurs

Others

Method Used

Customer method

Country specific

Sample Prep Solvent

extraction

SPE tube

SPE disk

Cryo trap

Thermal desorption

Gas sampling

Direct injection

Static headspace

Purge & Trap

Manual? Automated?

Sampling Sorbent tubes

Tedlar bags

Cannisters

Encore

VOA vials/ Jars

Condenser

Resin Cartridge

Organic vapor monitoring

Radiello tubes

Diffusive badges

Passive

sampling tubes

Environmental Market VOLATILES WORKFLOW – NEEDS ASSESSMENT

Customer Needs

Current Product

Restek Solutions

Customer Benefit

Sampling: ________

Sample Prep:

_______

Columns: _______

Standards: ________

Liners: ________

Service: _________

Are there any

issues that your are having?

What would you like to improve?

What are

your customers asking you

How would that benefit

Faster run time

Improved resolution

analytes in less time

Efficiency

Lower Cost/

Analysis

Less maintenance

Maintain

instrument calibration

Low conc

Capacity

LC Accessories

GC Accessories

Air Sampling

7 8 9 10

Injection Technique

Direct

On- column

Gas Sampling

Direct via Transfer

Manual?

Automated?

Instrument

Entech

Nutech

GLScience

Tekmar

Agilent

Bruker

Perkin Elmer

Shimadzu

Thermo

Markes

Wasson

Environmental Market Solutions -...

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