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Environmental Market Solutions Joe Konschnik Technical Marketing & Business Development Manager
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
Environmental Testing Market
Academic & Research Institute Labs
Environmental Testing Market
Private/Manufacturer Labs
Environmental Testing Market
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…
Key Environmental Solutions
Use RESTEK Resources to “Build” the Solution
Product Tools Web Tools Printed Tools Solution
Environmental Market Solutions
Gary Stidsen Product line Manager, Sample Handling
Laboratory Workflow
Sample Collection Sample Preparation Separation / Chromatography
Data Acquisition & Analysis
Restek Solution
Key Environmental Solutions
Work-Flow Example: Extractable Compounds
CRMs
Sample Prep
GC & LC Accessories
GC & LC
Columns
Key Environmental Solutions
Key Environmental Solutions
Work-Flow: Extractables in Water, Soil & Waste Product Tools & Brands
CRMs
Sample Prep
GC & LC Accessories
GC & LC
Columns
Extractable Compounds in Water, Soil & Waste Analysis of Pesticides by GC: Product Tools & Brands
CRMs
GC Pesticides
Mixes
Sample Prep
SPE Tubes Silica Gel & Florisil
GC Accessories
Sky Liners, Connectors, Replacement
Parts
GC Columns
Rxi-5ms Rxi-5Sil MS
Rtx-CLPesticides
Key Environmental Solutions
Rtx-CLPesticides Column Set Separates Chlorinated Pesticides in 7.0 minutes using Hydrogen Carrier Gas with GC/micro-ECD Detection
Key Environmental Solutions
Rxi-5Sil MS Column Can Easily Resolve a Broad Range of Pesticide Chemistries at 500pg with GC/MS-SIM Detection
Key Environmental Solutions
Extractable Compounds in Water, Soil & Waste Analysis of Pesticides by LC: Product Tools & Brands
CRMs
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
Key Environmental Solutions
Carbamate Pesticides on Ultra Carbamate HPLC Column by HPLC/UV-MSD
Key Environmental Solutions
Phenylurea Herbicides on Raptor C18 Column by HPLC-PDA
Key Environmental Solutions
204 Compound Multi Residue Pesticides Kit on Raptor TM ARC-18 by LC/MS-MS
Key Environmental Solutions
Key Environmental Solutions Extractables in Water, Air, Soil & Waste Workflow
Analysis of PAHs by GC Product Tools & Brands
CRMs
GC PAH Mixes
Sample Prep & Air Sampling
SPE Disks, ASE Supplies, SDVB Resin
GC Accessories
Sky Liners, Connectors, Replacement
Parts
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
Key Environmental Solutions
Extractable Compounds in Water, Air, Soil & Waste Analysis of PAHs by LC: Product Tools & Brands
CRMs
EPA 8310 PAHs Mix
Sample Prep
Syringe Filters
LC Accessories
Preventive Maintenance Kits,
Replacement Parts, Tools
LC Columns
Pinnacle II PAH, Pinnacle DB PAH Guard Cartridges
Key Environmental Solutions
Analysis of 17 PAHs in 17 Minutes by HPLC-UV on Pinnacle II PAH HPLC Column
Key Environmental Solutions
Analysis of Pesticides & PAHs by GC & LC in Water, Air, Soil & Waste Web Tools: Videos, Interactive Search
Key Environmental Solutions
Web Tools: New! Custom CRM Search Tool
Key Environmental Solutions
Analysis of Pesticides & PAHs by GC & LC in Water, Air, Soil & Waste Web Tools: On-Line Articles
Key Environmental Solutions
Analysis of Pesticides & PAHs by GC & LC in Water, Air, Soil & Waste Printed Tools
Key Environmental Solutions
Workflow: Volatiles in Water, Air, Soil & Solid Waste GC & LC Product Tools & Brands
CRMs
GC Accessories
GC & LC Columns
Key Environmental Solutions
Volatiles in Water, Soil & Solid Waste Analysis of Volatiles by GC Product Tools & Brands
CRMs
GC Volatile Compound Standards
GC Accessories
Sky Liners, Replacement
Parts, Headspace Vials, Crimpers
GC Columns
Rtx-VMS
Rxi-624Sil MS Rxi-1301Sil MS
Key Environmental Solutions
Analysis of 105 Volatile Compounds on Rxi-624Sil MS Column by Purge & Trap GC/MS
Key Environmental Solutions
Analysis of 18 Glycol Ethers by GC/MS on Rxi-1301Sil MS Column
Key Environmental Solutions
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,
etc.
Key Environmental Solutions
Whole Air Canister GC/MS Analysis of 65 Volatile Compounds on Rxi-624Sil MS Column
Key Environmental Solutions
Volatiles in Air Analysis of Aldehydes & Ketones in Air by LC Product Tools
CRMs
DNPH-Derivatized Aldehydes &
Ketones Mix
LC Columns
RaptorTM C-18, Guard Cartridges
LC Accessories Guard Columns,
Preventive Maintenance Kits,
Tools, etc.
Key Environmental Solutions
Aldehydes & Ketones-DNPH Calibration Mix on RaptorTM C18 by UHPLC/UV
Key Environmental Solutions
Volatiles in Water, Soil & Wastewater Web Tools: Videos, Interactive Search
Key Environmental Solutions
Volatiles in Water, Soil & Wastewater Web Tools: On-Line Articles
Key Environmental Solutions
Volatiles in Water, Soil & Waste Printed Tools
Key Environmental Solutions
Volatiles in Air Printed Tools
Key Environmental Solutions
Environmental Market Solutions
Christine Vargo Director of Sales
Environmental Market Solutions Discussion
Questions & Comments
Environmental Market Solutions Discussion
Can you share a success story based on your experience when selling Restek products to an environmental laboratory customer ?
Environmental Market Solutions Discussion
Which applications are most often requested by your Environmental Laboratory customers?
Environmental Market Solutions Discussion
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)
Environmental Market Solutions Discussion
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
List
Injection Technique
Drinking water
Waste water
Soil
Solid waste
Air
Split
Splitless
Direct
On- column
LVI
SPME
Gas Sampling
Loop
Manual?
Automated?
GC-FID
GC- ECD
GC-NPD
GC-MS
GC-MS/MS
GC-TOF
LC-UV
LC-MS
LC-MS/MS
1 2 3 4 5 6
Request copy of
compound list:
PAHs
PCB Congeners
Aroclors
Dioxin/Furan
Phenols
Nitrosamines
Pharma/PCPs
BFRs
Other
Method Used
ASTM
DIN
EN
EPA
HJ (GB)
JP
MOE
Customer method
Country specific
Detector Sample Prep
Solvent extraction
SPE disk
SPE tube
ASE
Microwave
Sorbent
Cartridge
Manual?
Automated?
Environmental Market EXTRACTABLES WORKFLOW – NEEDS ASSESSMENT
Customer Needs
Current Product
Used
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
for?
How would that benefit
you?
Faster run time
Improved resolution
More
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
FMS
Tekmar
Agela
CEM
Instrument
Agilent
Bruker
Hitachi
Jasco
Perkin Elmer
Shimadzu
Thermo
Waters
Other
Sample Matrix
Environmental Market VOLATILES WORKFLOW – NEEDS ASSESSMENT
Detector
Drinking water
Waste water
Ground water
Surface water
Soil
Solid waste
Air
GC-FID
GC- PID
GC-MS
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:
Gases
Halogenated
hydrocarbons
Aromatics
Ethers
Ketones
Nitriles
Acetates
Acrylates
Sulfurs
Others
Method Used
DIN
EN
EPA
NIOSH
OSHA
MOE
ASTM
Customer method
Country specific
Sample Prep Solvent
extraction
SPE tube
SPE disk
Cryo trap
Thermal desorption
Gas sampling
loop
Direct injection
Static headspace
Purge & Trap
Manual? Automated?
Sampling Sorbent tubes
TDU
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
Used
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
for?
How would that benefit
you?
Faster run time
Improved resolution
More
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
Split
Direct
On- column
Gas Sampling
Loop
Direct via Transfer
line
Manual?
Automated?
Instrument
Entech
Nutech
EST
GLScience
Tekmar
OI
Agilent
Bruker
Perkin Elmer
Shimadzu
Thermo
Markes
Wasson
