Sales Conference Guide

smart manual VWR Americas Sales Conference 2015

Enabling the Smart Lab with More Confidence The smartest laboratory solutions are the ones your customers never have to think about because they can focus on doing the science they need to do. The way they want to do it. Making it easier to do their job, lowering costs, and helping them to get there faster.

In the smart lab, your customer has the lab equipment and consumables needed to deliver breakthrough discoveries to save and improve lives. A smart lab helps them ramp up productivity to lower costs and increase profitability, or test more samples in less time.

How can you help your customers to make their laboratory smarter?

Understanding different application solutions will give you the tools you need to help your customers and meet your sales targets. Our goal is to help you achieve your goals, as easy as 1-2-3.

We think that’s smart.

Anatomical Pathology

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Sample Preparation

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Cell Culture

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Sample Storage

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Western Blotting

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Electrochemistry

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Chromatography Columns and Consumables

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Chemical Analysis

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Smart Notes

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Anatomical Pathology Researchers and clinical histotechnologists must maintain the integrity of samples from collection to preparation to diagnosis. The Thermo Scientific™ Anatomical Pathology portfolio includes an extensive portfolio of histology and immunohistochemistry (IHC) instruments and consumables to help researchers and clinical histotechnologists effectively and efficiently deliver quality tissue samples throughout the entire workflow.

Methodology: Researchers and clinical histotechnologists expect quality products and services that produce reliable results efficiently, safely, and ergonomically.

Protocol:

Cassette Labeling

Tissue Processing

Embedding

Microtomy

Coverslipping

IHC Staining

H&E Staining

Slide Labeling

Materials: •

Cryostats

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IHC Instrumentation and Reagents

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Disposable Blades

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Disposable Cytofunnels

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Tissue Processors

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Charged Adhesion Slides

Tough Challenges Require

Smart Solutions Handling gross tissue and harmful reagents safely Using unreliable instruments with improper ergonomics • Decreasing workflow specimen idenitifcation errors due to hand-labeling • workflow interruptions from sub-optimal sectioning, tissue processing, and ineffective staining • Minimizing the risk of tissue lost from improper microscope slides • •

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IF YOUR CUSTOMER ASKED YOU, CAN YOU ANSWER THESE TRICKY QUESTIONS?

What adhesion slide works best for IHC applications?

What coverglass works best in automated coverslippers and humid environments?

What is new with the Thermo Scientific™ PrintMate™ AS cassette printer?

What is new with the Thermo Scientific™ SlideMate™ AS slide printer?

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smart tips for Smarter Selling Cryostats are instruments that freeze and cut fresh tissue samples so that they can be placed on slides, stained, and viewed under a microscope. The new family of Thermo Scientific™ NX series cryostats offers exceptional sectioning quality, unmatched ergonomics and safety, and greater energy efficiency.

• Optimized sectioning quality with new microtome designs • Improved ergonomics with instruments designed completely around the user • Energy cost reduction without compromising performance • Optional height adjustment and cold disinfection for maximum user comfort and safety • Three instruments to span any application level The Thermo Scientific™ Ultra Blades are ideal for sectioning soft and hard tissues, thin sectioning, biopsies, and recuts on any cryostat or microtome.

• Features Pink Technology, a proprietary steel hardening technology for extended cutting life • Unique angle profile facilitates faster ribboning • Experience cost savings through increased blade life • A routine blade that is ideal for a range of tissue types The innovative new Thermo Scientific™ Excelsior™ AS tissue processor provides enhanced tissue quality, unmatched user safety, and ease of use and intelligent reagent management for lowest cost of ownership. We also offer a complete line of high-quality formalin-, alcohol-, xylene-, and paraffin- processing reagents.

The Thermo Scientific Portfolio includes flexible, reliable and affordable IHC instrumentation, antibodies, and detection systems.

Thermo Scientific™ Superfrost Plus™ slides offer dependable workflow performance with strong tissue adhesion and less background staining.

Materials Safety Data Sheets:

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Application Notes:

Manuals & Maintenance:

NOTES :

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Sample Preparation From freezers to fractions, the Thermo Scientific™ sample preparation portfolio provides the exacting performance needed to conduct protocols with easy-to-use, safe, and reliable products. Most important, the portfolio ensures consistent and repeatable results.

Methodology: Workflows often start with a frozen sample that needs to be defrosted and rehydrated, then diluted and grown before being separated with a centrifuge, filtered, or subjected to another analytical process.

Protocol: •

Reconstitution

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Mixing, Stirring

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Incubation

Materials: •

Refrigerated Circulating Baths

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Shaker Flasks Conical Tubes Hotplates, Stirrers, and Rockers

and Water Baths

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Orbital Shakers

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Water Purification Systems

Tough Challenges Require

Smart Solutions

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Receiving consistent results each time a sample is prepared

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Eliminating catastrophic failures during critical processes

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Focusing on difficult set up and use of equipment instead of key research

DO YOU KNOW THE ANSWERS TO THESE CUSTOMER QUESTIONS?

What is the most common temperature General Purpose baths are set to?

How does the Thermo Scientific™ VersaCool™ Refrigerated Circulating Bath maximize its “Work Area to Foot print” ratio?

How can you monitor the temperature within a flask on a hotplate stirrer?

What type of water purity is delivered by the Thermo Scientific™ GenPure™ xCAD system?

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smart tips for Smarter Selling We offer a full line of reliable, innovative temperature control products from Thermo Scientific™ Precision™ baths and Thermo Scientific™ ARCTIC and SAHARA bath circulators, to Thermo Scientific™ ThermoFlex™ and Polar Recirculating Chillers - all backed by our extensive global reach for the best service and support.

Optimize incubated or refrigerated environments for cell growth.

• Thermo Scientific™ Orbital Shakers • High-performance: Thermo Scientific™ MaxQ™ orbital shakers have triple-eccentric drives for smooth, even shaking • Reliable: Our orbital shakers have a lifetime drive warranty • Configurable Platforms: Advanced, configurable solutions meet a variety of application needs Purify water for analytical and life science applications.

GenPure xCAD Plus Water Purification System • Delivers 18.2 megohm type 1 quality water for the most sensitive applications • Includes integrated feed water monitoring and leak detection to protect the system and the lab • Quick connect cartridges easy-to-maintain systems with reduced downtime • Unique xCAD remote dispenser with full control so no need to access unit to perform basic functions • Volumetric dispensing frees up hands and time – push a button and walk away!

Thermo Scientific™ Nunc™ concial tubes and Thermo Scientific™ Nalgene™ shaker flasks make the perfect companion in the smart lab.

Nalgene shaker flasks: • Sterile and single use: Reduces contamination risk • Collapses when autoclaved: Reduces biohazardous waste • Graduated for quick volume assessment • Supported by extensive validation documentation Nunc conical tubes: • Environmentally friendly, recyclable plastic rack minimizes risk of contamination and reduces waste in lab • Tubes are sterile 10-6 SAL • Large writing area provides more space for sample traceability • RCF rating enables greater range of applications from low-speed to high-speed centrifugation • USP class VI, non-pyrogenic, non-cytotoxic, and RNase- / DNase- free to ensure the highest performance • Compatible with many fixed-angle or bucket rotors

Scientific Resources:

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Circulating Baths:

NOTES :

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Cell Culture Optimizing growth of healthy cells is critical for advancing life changing research and discovery in cell biology, drug discovery, personalized medicine, regenerative medicine, vaccine production, and more. The Thermo Scientific™ cell culture portfolio offers a total solution that safeguards research at every stage and passage, ensuring that cells can thrive - healthy, viable, and free of contamination.

Methodology: Discover the surfaces, nutrients, and environments that, together, keep researchers confidently on track, throughout their entire cell culture process.

Protocol:

Cell Isolation & Preparation

Materials:

Growth & Passage

Scale Up

Characterization & Analysis

Harvest

Storage

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Filter Units

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CO2 Incubators

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Flasks, Dishes, Plates, and Tubes

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Centrifuges and Rotors

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Large-Scale Cell Culture Systems

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Cryopreservation and Storage

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Pipetting Systems

Tough Challenges Require

Smart Solutions

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Maintaining a sterile or contamination-free environment

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Ensuring reproducibility and maximizing the yield of functionally viable, healthy cells

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Removing cells from culture safely and preparing for imaging and analysis

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Protecting and streamlining retrieval of valuable samples following storage

WHAT WOULD YOU TELL YOUR CUSTOMER IF THEY ASKED . . . ?

What are two great discovery questions to determine the best centrifuge to fit the customer’s laboratory needs?

What are three key benefits of Thermo Scientific™ Fiberlite™ carbon fiber rotors?

What are the top two reasons why it is so important for the Thermo Scientific™ ClipTip™ Pipette Tip to be locked in place until the user decides to eject them off the ClipTip pipette?

Can you list 3 different surface options within the Thermo Scientific™ Nunc line we offer within our cell culture line?

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smart tips for Smarter Selling Maximize productivity, performance, and ease-of-use at every stage of the cell culture process: Our centrifuges feature innovative Thermo Scientific™ technologies like push-button Auto-Lock™ rotor exchange, certified Thermo Scientific™ ClickSeal™ biocontainment lids certified by Public Health England, Porton Down, UK, and Fiberlite carbon fiber rotors.

Contaminant-free environment promotes strong, healty cell growth and passage: More scientists worldwide trust their valuable cultures to Thermo Scientific™ CO2 incubators than any other brand. They depend on our proven reliability, exceptional contamination prevention, and optimal growing conditions.

Heighten pipetting performance by combining security and reproducibility: Thermo Scientific™ pipetting solutions offer the broadest portfolio of pipettes and tips to meet virtually any liquid-handling need.

Optimize the growth of healthy, viable cells: Thermo Scientific™ Nunc™ tissue culture flasks feature the Thermo Scientific™ Nunclon™ Delta surface for optimizing growth of adherent cell lines, and our ergonomic design and quality manufacturing provide consistent, reliable results.

The last line of defense against cell culture conamination: Guard against contamination during cell isolation and preparation with safe, reliable filter solutions.

Thermo Scientific™ Nalgene™ filter units come in multiple sizes, with various membrane and pore sizes, to meet the full range of research and performance needs.

Application Notes: Filtration:

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Pipetting:

CO2 Incubators:

Centrifugation:

NOTES :

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Sample Storage Sample integrity and recovery are paramount to effective sample storage. The Thermo Scientific sample storage portfolio is specifically designed for peace of mind when valuable samples are stored between +4°C and –196°C.

Methodology: The goal of sample storage is the long-term preservation of biologic materials including DNA, RNA, protein, and cell cultures. Keeping samples at a stable temperature prevents degradation and loss of material.

Protocol: •

Refrigeration

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Standard Freezing

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Cryopreservation

Materials: •

Ultra-Low Temperature Freezers, Refrigerators, and Cryopreservation Systems

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Cryogenic Tubes, Accessories, and Equipment

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Wireless Monitoring Systems

Tough Challenges Require

Smart Solutions

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Maintaining sample integrity

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Maintaining temperature stability and uniformity

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Recovering temperatures quickly after a door opening

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Monitoring and tracking samples easily and reliably

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Reducing energy use

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Increasing storage capacity

MAKING SAMPLE STORAGE SMARTER .

Why is Thermo Scientific™ Smart-Vue™ helping your customers to protect their samples?

At what temperature does the Thermo Scientific™ CryoMed™ and Thermo Scientific™ CryoExtra™ freeze samples?

How does the new Thermo Scientific™ XBF Blast Freezer work and benefit customers?

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smart tips for Smarter Selling Preserve sample integrity during cold storage: Our freezers, refrigerators, and cryopreservation systems offer outstanding performance, ease-of-use, low energy consumption, and a high capacity per footprint.

Protect your customers’ samples and the environment, too: From water-blown foam insulation and an environmentally friendly mix of refrigerants, to an energy-saving mode option, Thermo Scientific™ Revco™ UxF Series freezers protect more than just your customers’ samples.

Protect and track DNA, RNA, protein extracts and cell cultures for the long-term: Thermo Scientific™ Cryogenic Tubes, Accessories, and Equipment • Standard cold storage through automated long-term biobanking • Leak-proof sealing • Virgin class VI resins • Linear or 2D barcode tracking • Optional ANSI-footprint rack for automated applications • High-density storage formats to maximize storage space Safeguard sample integrity by continously monitoring critical parameters and securely logging important data: The Thermo Scientific™ Smart-Vue™ wireless monitoring system offers precise monitoring, an intuitive dashboard, flexible operation, data traceability and security, and client software applications.

Application Notes:

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Smart Notes:

NOTES :

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Western Blotting Meet the challenges of expressing, purifying, detecting, and measuring protein with reagents you can rely on.

Methodology: Revolutionize your Western blot experiments with the gold standard in reagents and kits PLUS powerful instruments from the protein research experts.

Protocol:

Gel Electrophoresis

Protein Transfer

Primary & Secondary Antibody Incubations & Analysis

Materials: •

Thermo Scientific Protein Biology Reagents

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Thermo Scientific™ Pierce™ Power System

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Thermo Scientific™ Pierce™ Anitbodies

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Thermo Scientific™ myECL™ Imager

Tough Challenges Require

Smart Solutions

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Accomplishing rapid protein staining and transfer

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Reducing background

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Achieving picogram-to femtogram-level detection

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Conserving precious antibody

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Capturing and analyzing an image efficiently

Incubation with Substrate

Target Detection

SMARTER SCIENCE ALSO MEANS FASTER SCIENCE .

What system allows your customer to efficiently stain or transfer protein in about 10 minutes?

How long does it take the Thermo Scientific™ Pierce Power Blotter to transfer proteins?

How many Pierce antibodies are available?

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smart tips for Smarter Selling From cell lysis to dialysis, from affinity purification to Western blot detection, we offer expert solutions for protein biology applications.

Thermo Scientific Protein Biology Reagents • A history of reliability: Trusted for over 50 years • Instant productivity benefits: Optimized products work together in protein studies • A massive catalog: More than 40,000 antibodies for a variety of research need Whether it’s your customers’ first or 1,000th Western blots, help them achieve success by recommending the complete Thermo Scientific™ Western Blotting product portfolio, which includes reagents, instruments and accessories optimized to work together and deliver sensitive and consistent protein detection.

Protein Biology Microsite:

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Western Blotting Guide:

NOTES :

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Electrochemistry Electrochemistry measurements are used almost everywhere and are essential to ensuring product quality and consistency.

Methodology: Customers want to check product quality, discover new pharmaceuticals, study basic science, and test water quality.

Protocol: Measure pH, conductivity, dissolved oxygen, and ion concentration levels with greater accuracy and precision.

Materials: •

Benchtop and Portable Meters

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Electrodes

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pH Buffers

Tough Challenges Require

Smart Solutions

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Obtaining products that are easy to use and maintain

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Improving electrode life and meter response times

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Receiving accurate results

WHAT IF YOUR CUSTOMER WANTED TO KNOW . . . ?

What is the new feature being launched on the Thermo Scientific™ Orion™ ROSS Ultra™ Triode™ electrodes?

What does the Thermo Scientific™ ROSS™ electrode measure?

What does the Thermo Scientific™ Orion

VersaStar™

meter measure?

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smart tips for Smarter Selling Get the measurements you need - quickly and easily.

Our comprehensive meter portfolio meets the demands of any application or budget. In addition, our meters come with an industry-leading three-year warranty.

Thermo Scientific Versa Star Meters • Versatile, multi-parameter analysis • Large, customizable color display • Handles any testing application — from simple to complex • Numerous advanced features for ultimate flexibility Thermo Scientific™ Star™ A Meters • Large, backlit graphic display • Plain language prompts • Never miss a reading with AUTO-READ screen lock-in • Computer connectivity — USB and RS-232 outputs Thermo Scientific Orion ROSS pH electrodes and pH buffers: ROSS Ultra Electrodes • Highest accuracy and stability of any pH electrode • Drift-free measurements • TRIS-compatible for use with any sample • Longest warranty in industry Orion Buffers • NIST-traceable • Certificate of analysis for each batch • Wide variety of sizes available from single-use pouches to 19L cubitainers

Application Notes:

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Smart Notes:

NOTES :

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Chromatography Columns and Consumables From sample preparation to separation and analysis, the Thermo Scientific portfolio offers a comprehensive array of chromatography consumable products to help customers achieve repeatable, predictable results, separation after separation. In addition, our extensive experience in application and method development can guide customers through any challenge on any instrument.

Methodology: Customers need to separate and define the relative proportion of analytes in a large variety of samples for many applications, including pharmaceuticals, forensics, toxicology, and food and beverage.

Products: •

Sample Preparation

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Sample Handling

•

LC Columns

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GC Columns

Tough Challenges Require

Smart Solutions

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Achieving high levels of sensitivity and selectivity

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Finding robust, fast, and easy-to-use products

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Ensuring reproducible results, separation after separation

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Improving the performance and robustness of assays

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Achieving lower limits of detection

WHAT WOULD YOU SAY IF YOUR CUSTOMER ASKED YOU . . . ?

What is the most innovative device for ensuring sample identity and sample security?

How many consumables can you sell on one HPLC? a) One b) None c) Endless

What SPE product delivers the lowest volume, reproducible extractions EVERYTIME?

What is the smallest particle size in the Thermo Scientific™ Accucore™ family and what is the name?

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smart tips for Smarter Selling Maximize reproducibility and sample extract cleanliness to improve analysis sesitivity and selectivity: Thermo Scientific™ Sample Preparation Products Thermo Scientific™ SOLA™ and Thermo Scientific™ SOLAμ™ SPE Cartridges and Plates: • Fritless SPE provides unparalleled reproducibility with confidence in results • High extract cleanliness • Reduced sample and solvent requirements • New format available with SOLAμ: 2mg/1ml well volume Thermo Scientific™ HyperSep™ Comprehensive Range of SPE • Maximize detection selectivity • Improve sensitivity by concentration of the analytes • Large range of selectivities • Available in cartridges, multi-wellplates, or pipette tips format Thermo Scientific™ Target 2™ Syringe Filters: • Greater burst pressures • Exceptional flow-through characteristics • Enhanced robust design characteristics • Cleaner extracts Thermo Scientific™ HyperSep™ QuEChERS: • Easy to use • Determine greater number of pesticides than standard SPE Ensure sample integrity with the broadest range of vials, closures, and sample handling solutions: Our portfolio includes over 800 vial and closure products designed for any instrument and any application.

Achieve high-quality reproducible separations through a wide range of high-performance liquid chromatography columns: We have been at the forefront of chromatography technology for over 35 years.

• Accucore HPLC and Nano LC Columns • Analytical LC Columns • Bio LC Columns Achieve unrivaled separations through a full range of high-quality gas chromatography columns, consumables, and reagents: Thermo Scientific™ gas chromatography products provide excellent quality and high performance with guaranteed reproducibility.

Columns and Consumables:

Application Notes:

There are 594 items on this page to assist your customers with their chromatography needs!

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NOTES :

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Chemical Analysis Achieving quality standards and consistency of manufactured products ensures customer loyalty, protects the company brand, and maximizes operating margins.

Methodology: In today’s highly competitive world, QA/QC laboratories need equipment that provides high performance, durability, fast implementation, and low cost of ownership. Thermo Scientific™ molecular spectroscopy instruments deliver the performance, robustness, and ease-of-use required by modern QA/QC laboratories.

Quality control personnel need to be able to accurately and efficiently inspect raw materials, identify unknowns, and characterize finished products.

Materials: •

UV-Vis Spectrophotometers

Tough Challenges Require

Smart Solutions

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Implementing methods and workflows seamlessly

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Ensuring consistency of operating procedures

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Guaranteeing accuracy and reproducibility

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Optimizing speed and cost per analysis

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Improving laboratory throughput

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Minimizing cost of ownership

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Complying with industry standards and regulations

IF YOU WERE ASKED, WHAT WOULD YOU SAY? What are the names of two of Thermo Scientific™ Spectrophotometers?

What is the name of the software that drives the Thermo Scientific Spectrophotometers?

Which Thermo Scientific™ GENESYS™ UV-Vis Spectrophotometer can accommodate six samples at once?

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smart tips for Smarter Selling Colorimetry for the Classroom - A spectrophotometer designed for students: Thermo Scientific™ SPECTRONIC™ 200E Visible Spectrophotometer • No computer or data-logger required: Standalone instrument with clear controls and a large color screen • Easy clean up at the end of the lesson: Remove the sample compartment and wash it in the sink • Enhance student learning with fast high-precision scanning, live display, or multi-standard quantitative analysis Designed for the teaching laboratory, the SPECTRONIC 200E scans in moments, resists spills, and features a washable sample compartment.

Accurate, reliable, and easy to use, providing exceptional performance at an attractive price: Thermo Scientific™ GENESYS™ 10S UV-Visible and Visible Spectrophotometers • Stable, reproducible results from a time-tested platform • Accurate absorbance results up to 3A • Fast analysis with the standard 6-cell changer • Comprehensive onboard software for all your analytical needs A small footprint, long life xenon lamp, and on-board software for all your routine analysis needs make GENESYS 10S the natural choice for laboratories around the world.

Molecular Spectroscopy:

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Application Notes:

NOTES :

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smart notes If you don’t already know about Smart Notes, then you’re missing out!

Smart Notes are a series of articles that highlight applications and advancements of Thermo Scientific™ laboratory consumables and equipment. From in-depth descriptions of our innovative design features to details about specific models and labware, Smart Notes provides you with a valuable ongoing resource for your customers lab, making it smarter - and you and your customer happier.

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