1. Sales Objections and FAQs 920-LC Analytical Systems

2. FAQ 1: Why Integrated? “Some of the largest selling HPLC systems have been integrated – here is why” Consistent plumbing between units gives assured day to day, system to system, site to site results – a big benefit in the world of inter-laboratory studies. Servicing and maintenance is easier – as the “stack” does not have to be dismantled to access the pump Versatility is maintained – by ordering options and secondary detectors – while maintaining a common fluidics format for easy training and software control The software driver can be a “system” driver – leading to many ease-of-use improvements – no double entries of information such as run times!

3. FAQ 2: Your old pumps didn’t need degas! “The reliability and performance demands of todays methods require added technologies” In line degas units give lower dissolved gas content to the solutions pumped, leading to; –Improved proportioning accuracy –Bubble free autosampler operation –Better resistance to loss of prime –Superior results at low flow rates –Less noise in low UV baselines due to O2 removal Pumps can do simple gradient or isocratic work without online degas units For most work – online degas units are more cost effective

4. FAQ 3: Your detectors are not as sensitive? “Varian specifications are system specification – so relate to the way that you will use them – these are higher than – dry, module specifications” Detector specifications are stated for a running system This is a more effective measure of “real performance” Varian detectors perform at the level of the premium vendors – however it is stated Signal to Noise – appropriate values of the total method and instrument is what Varian aims for

5. FAQ 4: You cannot run fast LC

6. FAQ 5: This is not a UPLC? “Can I run UPLC on this system” The 920-LC is a reliable, conventional analytical HPLC intended for operation with 3 to 5um column packings The system is capable of swift, low cost separations Conventional systems show superior reliability and stability to higher sample matrix loadings Given the initial cost and high running costs – purchasing two conventional systems will provide more throughput and reliability than one UPLC

7. FAQ 6: I do not use Galaxie? “My lab doesn’t use Galaxie – so your system is out” Galaxie can run on a stand alone PC and is compatible with your overall data strategy Galaxie has a range of benefits that justify its presence in your laboratory Unlike your present data systems - Galaxie is flexible enough to run your existing Agilent systems – maybe you should change to Galaxie?

8. FAQ 7: Where is the Front Panel Control! “I want to see what the system is doing!” The Galaxie user interface shows you all the systems important parameters at a glance –Faults –Key status –Where you are in the run The monitor is your new front panel - larger and more effective than an old style keypad Priming, flushing and other manual steps are easy to access and do from the Galaxie keyboard

9. FAQ 8: Does this software work with GC and MS? “Varian software solutions are available for most technologies” Galaxie is fundamentally an LC and GC tool today The software packages for other Varian instruments are compatible in terms of data exchange Each package is tailored to the instrument under control – with export tools to assist with unified reports that include multi-instrument data Hyphenated systems – LC/ICP/MS, LC/MS, LC/NMR all have smoothly integrated software solutions from Varian

10. FAQ 9: Can I get a demo? “Where can I get a demo of these magnificent system?” Demo units are already in place in Melbourne, Paris and Chicago, with more to come soon after…

11. FAQ 10: Delivery Lead Time? “What is the delivery lead time?” 920-LC will begin shipping around Jan 28th from Melbourne. There are delivery slots available for the 920-LC as early as late February, and more in March… BUT, you have to get in quick as these slots will go fast!

12. FAQ 11: Uptime / Reliability? “I heard that the Varian 325 and 335 had poor reliability?” We did have some reliability problems with the UV detectors when first released, but we have worked closely with our customers to overcome these early hiccups. –Over 1000 installs of the Varian UV/PDA detectors –Currently no open escalations

13. This is the end.