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

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

3. 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

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

5. 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.

6. 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

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

8. 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)

9. 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.

10. Reagents

11. 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.

12. 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

13. 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)

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

15. 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.

16. TintoStainer Programming
Programming Methodology
(Reference figure below)
Fast Programming Methodology
Patient Case Programming Methodology
Refer to Page on Manual

17. 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 in manual

18. 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
Phone:

19. Competing AutoStainers

20. 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

21. 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

22. 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

23. TintoStainer Financing

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

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

26. 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!

27. 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.

28. Reagent Acquisition Form

29. 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?

30. 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!)

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

32. 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?

33. 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!)

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

35. 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?

36. 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!)

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

38. 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, per month

39. 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

40. 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

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

42. 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.)

43. 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.

44. Bio SB Reagents in Other Autostainers

45. Questions?
Thank you!