TintoStainer Training Training for the 36, 48, and 72 Slide Automated TintoStainer Bio SB Inc, 69 Santa Felicia Drive, Santa Barbara, CA 93117

Overview General Information about TintoStainer Operating TintoStainer Capabilities Epitope Retrieval Options Reagents Competing Instruments Operating TintoStainer Programming TintoStainer Protocol Programming Reagent Programming Manual

Overview (Part 2) TintoStainer Financing Instrument Purchase Instrument Purchase (12 Month Financing) Reagent Acquisition (36 – 60 months) TintoStainer/Bio SB Positioning How to position the TintoStainer/Bio SB Product lines to end users Service

General Information What is the TintoStainer? Capabilities Epitope Retrieval Options Reagents Competing Instruments

What is the TintoStainer? Automated IHC/ICC Instrument for use in Anatomic Pathology laboratories Used by both research and clinical labs. Available in 36, 48, and 72 Slide configurations Right: 36 Slide TIntoStainer (BSB 0000) loaded with barcoded patient samples, antibodies, and detection systems.

What is the TintoStainer? Uses unique barcoding technology. Open system…use the reagents from any supplier. Comes bundled with Bio SB installation, training and support Above: Barcoded reagent loaded into Bio SB TintoStainer. The TintoStainer is an open platform, allowing user to program in reagents from any supplier

What is the TintoStainer? TintoStainer Components TintoStainer Unit (36, 48, or 72 Slide System) Reagent Barcode Printer CPU Interface Slide Barcode Printer

Epitope Retrieval Options TintoRetriever Pressure Cooker (BSB 0000) Fast Epitope Retrieval. Cost Effective. Uses very little reagent. Built in temperature gauge ensures proper temperatures reached. Bundled with… Immuno/DNA Retriever Citrate & EDTA Temperature Validation Slides (Pictured)

Epitope Retrieval Options TintoRetriever PT Module (BSB 0000) Touch interface allows user to program exact time to perform epitope retrieval Integrates with TintoStainer PC module. Generates report of epitope retrieval.

Reagents

Reagents Which Reagents can be used in a TintoStainer? Any reagent for ANY Supplier can be programmed into the TintoStainer (Detection Systems, Chromogens & Antibodies). Completely open system that does not lock you to any Bio SB reagent, ancillary or antibody.

Reagents Comes pre-programmed with all Bio SB Reagents Innovative line of Rabbit Monoclonal Antibodies for IVD use Detection Systems Bio SB ImmunoDetector HRP & AP Bio SB PolyDetector HRP & AP Bio SB PolyDetector PLUS HRP

Reagents Substrate Chromogens HRP Based Chromogens DAB AEC HRP Green HRP Black AP Based Chromogens Alk-Magenta Alk-Blue (Ready-to-use) Alk-Brown (Ready-to-use) Alk-Red (Ready-to-use)

TintoStainer Programming Terminology (Reference figure below) Reagent Antibody Protocol Protocol Template Refer to Page 8 & 9 in Manual

TintoStainer Programming Selecting a protocol, “Protocol Template Option” TintoStainer comes pre-programmed with all Bio SB protocols. Protocol can also be built from scratch. Refer to Page 19 & 20 in Manual.

TintoStainer Programming Programming Methodology (Reference figure below) Fast Programming Methodology Patient Case Programming Methodology Refer to Page 10-12 on Manual

Reagent Programming Bio SB TintoStainer comes programmed with all Rabbit & Mouse Monoclonal/Polyclonal Tinto Prediluted antibodies 3rd part reagents can easily be programmed in. Lots and Incubation times are easily changed Refer to Page 23-28 in manual

Additional Resources TintoStainer Binder TintoStainer Manual Includes more in-depth information about TintoStainer Includes setup/training outlines TintoStainer Accessory list TintoStainer Manual In-Depth guide on programming reagents, customizing instrument drop zones, etc. Bio SB info@biosb.com Phone: +1-805-692-2768

Competing AutoStainers

TintoStainer vs. Competition Bio SB TintoStainer Strengths BioCare Intellipath FLX Weaknesses Lower Instrument Cost Higher Instrument Cost Lower Reagent Cost (open) Higher Reagent Cost Established reliability and acceptance Only partially accepted in field

TintoStainer vs. Competition Bio SB TintoStainer Strengths DAKO Link Lower Instrument Cost Higher Instrument Cost Lower Reagent Cost (open) Higher Reagent Cost (Closed) Established reliability and acceptance Older instruments not serviced

TintoStainer vs. Competition Bio SB TintoStainer Strengths Ventana Benchmark Leica Bond Lower Instrument Cost Higher Instrument Cost Lower Reagent Cost (open) Higher Reagent Cost (Closed) Complete control of protocol Less operational flexibility

TintoStainer Financing

TintoStainer Financing Multiple Options for acquiring TintoStainer Reagent Acquisition (w/ 36 - 60 month agreement) Reagent commitment Instrument Purchase No reagent commitment Instrument Purchase (w/ 12 month Financing)

Reagent Acquisition Finance the instrument through the purchase of Bio SB Reagents Includes Bio SB Detection Systems, Ancillaries, and Tinto Prediluted Antibodies.

Reagent Acquisition “How does a reagent acquisition work?” 1. Contact Bio SB 2. Give Us the following information… a. Number of IHC Slides per Year b. Length of Agreement c. What TintoStainer(s) you are interested in acquiring d. Epitope retrieval system requested e. Preferred detection chemistry 3. We provide a monthly commitment amount & Cost per slide. 4. You keep the instrument!

Reagent Acquisition We will then reply back with… Requested down payment (to cover part of equipment cost). Monthly financial commitment to Bio SB for reagent. Annual amount of detection system that is included in agreement. Annual amount of antibody included in agreement. Cost per test.

Reagent Acquisition Form

Reagent Acquisition Example Scenario 1 (Small Volume) User performs 5000 IHC Tests Annually. 3 year period. Wants 36 Slide Instrument Wants to enroll in a reagent rental agreement that includes every reagent necessary. Wants to use the New Bio SB PolyDetector PLUS HRP Detection with Bio SB Rabbit Monoclonal Antibodies. How much will it cost this person per slide and per month?

Reagent Acquisition Example Bio SB Provided Equipment 1 TintoStainer 36 Instrument 1 TintoRetriever Pressure Cooker Bio SB Provided Reagents Ancillaries (ImmunoRetriever, ImmunoWasher, etc.) Bio SB Tinto Predilutes Bio SB Detection System (Block, Link, Label) Bio SB Substrate Chromogen of choice (Choose from all 8!)

Reagent Acquisition Example Down Payment/Security Deposit $15,000 Monthly Commitment $3,721.61 Per Month Cost Per Slide $9.27 Per Slide

Reagent Acquisition Example Scenario 2 (Medium Volume) User performs 10,000 IHC Tests Annually. 3 year period. Wants 48 Slide Instrument Wants to enroll in a reagent rental agreement that includes every reagent necessary. Wants to use the New Bio SB PolyDetector PLUS HRP Detection with Bio SB Rabbit Monoclonal Antibodies. How much will it cost this person per slide and per month?

Reagent Acquisition Example Bio SB Provided Equipment 1 TintoStainer 48 Instrument 1 TintoRetriever Pressure Cooker Bio SB Provided Reagents Ancillaires (ImmunoRetriever, Immunowasher, etc.) Bio SB Tinto Predilutes Bio SB Detection Chemistry of your choice Bio SB Substrate Chromogen of choice (Choose from all 8!)

Reagent Acquisition Example Down Payment/Security Deposit $15,000 Monthly Commitment $5, 985.50 Cost Per Slide $7.18 Per Slide

Reagent Acquisition Example Scenario 3 (Large Volume) User performs 15,000 IHC Tests Annually. 5 year period. Wants a 48 Slide Instrument Wants to enroll in a reagent rental agreement that includes every reagent necessary. Wants to use the New Bio SB PolyDetector PLUS HRP Detection with Bio SB Rabbit Monoclonal Antibodies. How much will it cost this person per slide and per month?

Reagent Acquisition Example Bio SB Provided Equipment 1 TintoStainer 48 Instrument 1 TintoRetriever Pressure Cooker Bio SB Provided Reagents Ancillaires (ImmunoRetriever, Immunowasher, etc.) Bio SB Tinto Predilutes Bio SB Detection Chemistry of your choice Bio SB Substrate Chromogen of choice (Choose from all 8!)

Reagent Acquisition Example Down Payment/Security Deposit $15,000 Monthly Commitment $5, 707.77 Cost Per Slide $4.57 Per Slide

TintoStainer 36 Financing Instrument Purchase with Financing End User pays Bio SB down payment, with rest financed for 1 year through Bio SB Down Payment = $15,000 15% APR Price - $4,312.50 per month

TintoStainer 36 Financing Instrument Purchase (36 Slide) End User pays Bio SB for entire cost of instrument Competitively priced unit Still includes training, setup and support for 1 year Includes preventative maintenance after 6 month period Price - $60,000

Bio SB Product Positioning How do Bio SB Antibodies and reagents differ from the competition? Competitively priced FDA/cGMP certified Largest array of IVD Rabbit Monoclonals (130+) Large array of innovative detection systems

Bio SB Antibody Pricing On average, when comparing prices of Bio SB vs. other brands, Bio SB is cheaper by about $35 per mL!

Talking Points Important talking points when position Bio SB reagents Bio SB portfolio of Rabbit Monoclonals (130+!) which have higher sensitivity and specificity than mouse counterparts. Probe with customers to see if they have any problem antibodies Does your customer have any backorder issues? “What is your cost per test for __________________” Unique antibodies/clones in Bio SB portfolio. Declining reimbursement for diagnostic medical devices (U.S.)

Key Antibody Panels Bio SB has a large portfolio of IVD/ISO manufactured antibodies. Available in concentrate or predilute format. 330+ Antibodies for use in molecular pathology. 130+ Rabbit Monoclonal antibodies.

Bio SB Reagents in Other Autostainers

Questions? Thank you!