BC 2800 Vet

1. Vet market overview
2. BC-2800Vet selling points

Veterinary Diagnostic Market
Commercial Animal Production
900
Mio $
+ 2%
Companion Animal Health
+ 6%
600
Mio $
Source: In vitro diagnostics, Merrill Lynch, 2000-11 | Animal Pharm Report 2004

West EU & USA

Fast facts
60 56
5
33,000
72 81
7
40,000
EUROPE
Cat, dog and horse in millions
USA
Source: National Pet Owners Survey, APPMA, 2007-2008 | Eurostat Database

USA
Dogs Cats Horses
Percent of households owning
Number of households owning
Average number owned per household
37.2%
43,021,000
1.7
Total number in United States 72,114,000
Veterinary visits per household per year (mean)
Veterinary expenditure per animal (mean)
2.6
$200
32.4%
37,460,000
2.2
81,721,000
1.7
$81
1.8%
2,087,000
3.5
7,295,000
2.2
$92
Source: National Pet Owners Survey, APPMA, 2007-2008

Veterinary Diagnostic Lab (VDL)
USA as an example:
• Most of VDLs are associated with Universities
- Veterinary schools
- Land-grant colleges – Veterinary Science or Animal Science Departments
• Some are linked solely to the state Department of Agriculture
• Some are private for-profit laboratories specializing in companion animal biopsy, microbiology and clinical pathology services
• Some are resources for a specific function
- zoos and wild animal parks
- State Departments of Fish and Game

In-house VDL
Station
Hematology
Electrolyte and Blood gas
Centrifuge
Microscope
Chemistry

Common Tests in VDL
Test
Serum Chemistry
Hematology
Urinalysis (UA)
Significance
“Biochemical profile”: Glucose, BUN, Creatinine, Albumin,
Cholesterol, …
Electrolyte : critical for choosing appropriate fluid therapy and for working up patients with polyuria and polydipsia
CBC : help to assess infection and anemia;
White cell differential : help to monitor infection cause and
Coagulation time : useful in diagnosing possible rodenticide toxicosis, liver failure, or disseminated intravascular coagulation.
Reticulocyte …
Urine specific gravity : localizing azotemia;
Urine sediment examination : help diagnosing renal disease , assessing the risk of urolith formation; pH, protein, glucose …

Profile
Comprehensive routine laboratory data
£ 29
Full hematology
+
Biochemistry
+
Pathologist interpretation
+
Fibrinogen included routinely for horse

Price
£ 32.00
IDEXX General Health Profile
(Biochemical: ALB, ALKP, ALT, AMYL, BUN, Ca, CHOL,
CREA, GLOB, GLU, PHOS, TBIL, TP )
£ 61.88
An example biochemical profile price in a UK veterinary practice
£ 92.00
Combine offer for CBC+DIFF and urinalysis in the same practice

Diagnostic service s in VDL are soaring …

$1,400
70%
2 interesting numbers …

Industry Players
Top 10 Veterinary Diagnostic Companies in 2007
Revenue in Mio $
1000
900
800
700
600
500
400
300
200
100
0
IDEXX Kruuse Abaxis Heska Karl Storz QIAGEN Aloka Siemens
Medical
Prionics Kyoritru
Seiyaku

The Concerns
Easy operation
Save Time
Less manual review
(accuracy)
Save Investment
Less maintenance
Economy instrument
Low running cost

1. Vet market overview
2. BC-2800Vet selling points

• 3-part differentiation of WBC,18 parameters +3 histograms for 7 animals;
• Throughput: 25 samples per hour;
• 13 animal species (dot, cat, horse, rabbit, rat, mouse, camel, cow, buffalo, monkey, sheep, goat, pig ) +3 self-defined animals
• Time-pack reagent kits
• Optional parts: external printer, Bar code scanner and Vet DMS (Data Management
Software)
• 7.8” Large color LCD display ;

Easy-of-Use
Large Display; Convenient data input; Easy operation
Accurate
Reliable technology; Original reagents; QC programs;
Economical
More animal; Low reagent consumption; Less maintenance

One-screen information display

Press one button to finish a sample test
Press the aspiration key The result show up in
2.5min
Report print out

Animal types with 3-diff results
 18 pameters+3 histograms for Dog, cat, horse, rat, mouse, rabbit, Cow, Monkey
 12 parameters +3 histograms for Sheep, buffalo, pig
 8 parameters +2 histograms for Camel, goat

Input: keypad, external keyboard and barcode scanner;
Output: thermal printer, display or external printer (optional);
Vet Data Management Software;

DC Impedance sizing
U = R * I

Cell-Orientation: Advanced focused cell suspension in single file

RBC and PLT Counting: According to the value of MCV, The discriminator will automatically shift for more accurate PLT counting.
%
RBC
PLT
0 18fl 20fl fl

Support at least 140tests in total.
Configured with lyse(180ml);Rinse(2.3L) and Diluent (5.5L)

Only 13ul whole blood sample volume;
Only 3 routine reagents;
Low reagent consumption;

Zero daily maintenance;
Auto clean time setting;
Easily troubleshooting such as ZAP and flush to remove clog;
Auto zap
Auto flush

1. Vet market overview
2. BC-2800Vet selling points





Idexx laboratories/ Lasercyte
Abaxis/ HM II
Heska / Hematrue
Scil/ Vet ABC

http://www.idexx.com
• Founded in 1985, USA
• Business focus: Pet health
• Products lines, Chemistry • Hematology • Urinalysis •
Electrolytes • Endocrinology • Coagulation • Blood Gas

• IDEXX is a worldwide leader in innovative products and services for veterinary, food and water applications. Major business sectors including companion animal and equine businesses and food and water businesses.
Production animal segment
8% water
7%
Other
3% companion animal group
82%
In Mio $
Revenue
Profit
Margin
2008
1024
529.8
51.7%
Vs 2007
+11.0%
+14.3%

PC (Computer)
Chemistry analyzer
Blood gas analyzer Electrolyte analyzer
Hematology analyzer
• Lasercyte hematology analyzer is launched in 2002.
• Vet-lab suite is very popular and prefered by vet clients in USA and
West europe market

1. Vetlab suites
2. Information station
3. Aggressive marketing promotion
4. Dry-slide chemistry technology
5. Own big ref lab
6. Lower regulation limitation in vet market

• Expensive price and high running cost
– EUR14000/USD20000(Street price)
• Poor correlation with manual counting
• Limit animal species
– Dog Cat Horse
• 95ul blood sample
• Slow speed
– Need 10minutes for one test

Lasercyte
Limitations
Correlation studies on manual WBC differential
Evaluation site
Specie
Lym%
Mon%
Neu%
Eos%
0.76
0.05
0.55
0.60
Lasercyte
Forest Veterinary Center,
UK
Cat (44) Dog (42)
0.69
0.29
0.72
0.82
BC-5300Vet
Peking University Hospital,
China
Cat (129) Dog (67)
0.89
0.50
0.90
0.84
0.95
0.06
0.96
0.81

http://www.scilvet.com
• New headquarter ： North America
• Revenue in 2009:
• Products
– Hematology / Clinical chemistry /Monitoring
– Surgical systems

• 2 hematology models
Scil Vet abc is 3-part diff machine, Without thermal recorder, it should be configured with an external printer. The extreme narrow display is apparently not convenient for operators.
Scil Vet Focus 5 is suitable for those who need true multi-species and 5-differential of WBC.
It’s OEM model from Drew scientific (USA).

• Extreme narrow display
– Only 2lines display
• No internal printer
• Limit memory
– Can’t store sample results
• No ZAP function
– No efficient way to remove clog
• Big reagent dead volume
– Over 30% lyse residual

http://www.heska.com
• Headquarter: USA
• Founded in 1988
• Products: pharmaceuticals • vaccines • diagnostic products • monitor

Button
Color touch screen
On board reagents
Barcode reader
Tube Mixer
Aspiration
HemaTrue, OEM from Boule Medonic
True 20 sampling

• Limit animal species
– 6 animal species
• Un-necessary on board mixer
– Customer prefer to use their separate outer mixer.
• Capillary blood testing mode
– No need to predilute, operator have to do the testing inner 50seconds, which is object to their practice habits.

• Founded in USA, annual revenue in 2008 over USD100mil
• Abaxis Ranked 11th of the"200 Best Small Companies" by
Forbes Magazine
• Main products,
– Dry chemistry (self designed)
– Hematology (OEM from diatron)

VetScan VS2
VetScan
Profiles
Vet Scan
Classic
VetScan
HM2
VetScan
HM5

• Smaller Display
– Need to roll screen to see a complete result
• Sample volume
– 25ul(WB)/50ul(PD), which means more reagents is needed.

Nihon Kohden
MEK6318K+QP635Vsoftware
• Sample volume 30 ul
• 8 parameters
• No differentiation for WBC
• 5 species only
• Storage for 500 results

Melet Schloesing
MS4-3Vet
• No zap function
• Small mono screen
• 100 results with histogram
• Closed reagent system

Sysmex
Poch-100iv diff
• No zap function
• 20 results with histogram
• 4 species
• Need to roll screen to review a complete result

Beckman-Coulter
ACT Diff with vet software
• 8 parameters
• No differentiation for WBC
• 3 species
• 250 results with histogram
• Mono-chromatic screen
Cat, dog, horse