2008 Channel Partner Meeting: Special Programs and Sales Initiatives Review

1. 2008 Channel Partner Meeting Special Programs Review

2. Channel Initiatives • Assessing Plans to Build-out Sales in: • Southeastern Europe (√ Stamatios Pothos) • Eastern Europe • China • SE Asia (√ Mike Khoo) • India

3. 2008 Marketing Initiatives • Special emphasis placed on: • Filter Testing • Engine Emissions • Air Quality/Environmental Monitoring • Pharmaceutical • Laser Printer & Photocopier Emissions

4. Filter Test Initiative • Phase I • Target 99 NIOSH-approved respirator manufacturers • New literature • New application notes • Series of mailers • Conducted sales training • New ad • Trade shows • Phase II • EN-equivalency (EN 143) • Phase III • Media testing

5. Pharmaceutical Initiative • The APS (3321) and Impactor Inlet (3306) provide manufacturers of pulmonary drugs and inhalable drug delivery devices a faster, less labor intensive alternative to cascade impactors • Theme: Save time & money • Direct mail campaign • 3 targeted mailers • New application notes • Available on web site • Trade shows

6. Engine Emissions • PN emission regulations for Euro 5 • Sept. 2011 • Only 3 years away!! • Heavy-duty inter-lab testing has begun • Fully expect PN limit for Euro 6 (2014)

7. Environmental Monitoring

8. Laser Printer & Photocopier Emissions • Laser printers and photocopiers have very high UF particle emission rates • Recent scientific publications have shown particle number emission rates from 108 to 1013 particles/hour1) • Maximum is close to cigarette smoking! • Source of indoor pollutants and thought to contribute to: • Asthma and allergic inflammation of airways • Irritation of skin and eyes • Sick building syndrome • Detecting UF particles is TSI’s core competence! • New application note on web • Poster presentation at EAC • EU Blue Angel eco-label expected to have UF particle limits 1) E. Uhde, C. He, M. Wensing (2006). Characterization of ultra-fine particle emission from a laser printer. Proc. Int. Conf. Healthy Building 2006, 2, 479-482.

9. 2008 Particle Service Build-out • Created replacement parts & maintenance kits price catalog • Created Standard Service Procedures for major products

10. Service Build-out (cont’d) • Enhancing EU service capabilities • Hired 2 new service technicians • Adding EECPC & EEPS calibration benches • Established authorized service center with Tokyo Dylec (Japan) • Assessing future service center plans for China and SE Asia • Establishing QualityGuard service agreements

11. QualityGuard Service Agreements1 year or 3 year terms The QualityGuard TSI Service Agreement includes: • Annual factory maintenance and calibration • Technical support via phone or e-mail • Return to factory service for any instrument problem as needed • Factory repair and calibration: • Review written instructions or explanation of problem from customer • Initial inspection • Update manual, software and firmware as necessary • Clean instrument • Inspect and replace consumable components as needed • Leak check • Calibrate flow rates, voltages, and temperature control (if applicable) • Align optics • Zero check • Calibration (if applicable) • Final electrical checkout and performance verification How is this different from a warranty? Extended coverage + annual service and calibrationService contract overrides warrantyUS Beta test onlyInternational launch September

12. Customer Delighters Find the ‘Win-Result’ • Upfront fixed costs • Optimal data accuracy • Trouble-free operation • Avoid unscheduled downtime • Instrument and firmware updates • Quality • Technical Expertise • Value

13. Contracts • Must be submitted with order • Word format template • Company Name • Address • Model • Serial Number • Dates • Price • Quotation Number • Signatures

14. Literature Re-branding • 2008 Activities: • CPCs (√) • 8130/8127 Filter Testers (√) • Filter Test Catalog (√) • New Catalog! (Aug.!!) • APS • SMPS

15. Managing Sales Inventory • Top priority to manage our assets • Policy for selling demo instruments at a discount • Open to all channel partners • Discounts depend on instrument age (e.g. 12 months old = 10% discount from list price) • Why is this important? • Ensures sales team has newest/latest designs to demo • Great tool to compete against competition and preserve list price • Need your support to sell demo equipment before it gets 12 months old! • Contact your TSI sales manager or Alissa Kroening for all inquiries

16. Trade-in Program • The Particle Instruments trade-in program has been extended indefinitely • No changes to the program • 15% trade-in for specific products only • Contact your TSI sales manager for details • Use it to beat the competition and preserve our list price!

17. 2009 Price Catalogs • Will be distributed by Nov. 1, 2008 • Expect 5% price increase across the board • Due to raising costs of energy, transportation, raw materials, etc. • For 2009 budgetary quoting purposes, begin adding 5-8% to 2008 prices to be safe

18. Delivery Lead Times • Began 2008 with strong backlog position • Bookings on-track thru first half of 2009 • Delivery cycle time goal of 20-30 business days (4-6 weeks) for most Particle Instruments (excludes 3160 & few other products) • Manufacturing improvements: • Moved inventory (parts) to the manufacturing floor • Optimized work cells for the APS, Classifier, CPCs, etc. • Separating repair service (RGs) from production • Will be complete by end of 2008 • Major focus to optimize parts procurement and inventory levels • Sales can help to minimize lead times • Provide advance notification about large orders (anomalies) • Get customer to open the L/C as fast as possible • TSI doesn’t begin building the instruments until we’ve received the L/C! • Provide NRC forms at time of order • Get advance approval for special payment terms • Get advance approval for discounts

19. Final Remarks Let’s work hard & work together!! Let’s have FUN & make lots of SALES!!