TintoStainer Training

Report
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
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Capabilities
Epitope Retrieval Options
Reagents
Competing Instruments
• Operating TintoStainer
•
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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 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
A. TintoStainer Unit (36, 48,
or 72 Slide System)
B. Reagent Barcode
Printer
C. CPU Interface
D. Slide Barcode Printer
Epitope Retrieval Options
TintoRetriever Pressure Cooker
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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
• 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?
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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
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Innovative line of Rabbit Monoclonal Antibodies for IVD use
•
Detection Systems
•
Bio SB ImmunoDetector HRP & AP
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Bio SB PolyDetector HRP & AP
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Bio SB PolyDetector PLUS HRP
Reagents
• Substrate Chromogens
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HRP Based Chromogens
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DAB
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AEC
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HRP Green
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HRP Black
AP Based Chromogens
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Alk-Magenta
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Alk-Blue (Ready-to-use)
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Alk-Brown (Ready-to-use)
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Alk-Red (Ready-to-use)
TintoStainer Programming
Terminology (Reference figure below)
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Reagent
Antibody
Protocol
Protocol Template
Refer to Page 8 & 9 in Manual
TintoStainer Programming
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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
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Includes more in-depth information about TintoStainer
Includes setup/training outlines
TintoStainer Accessory list
• TintoStainer Manual
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In-Depth guide on programming reagents, customizing
instrument drop zones, etc.
Bio SB
• [email protected]
• 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)
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Instrument Purchase
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Reagent commitment
No reagent commitment
Instrument Purchase (w/ 12 month Financing)
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No reagent commitment
Reagent Acquisition
• Finance the instrument through the purchase of Bio SB
Reagents
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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…
a. Requested down payment (to
cover part of equipment cost).
b. Monthly financial commitment to
Bio SB for reagent.
c. Annual amount of detection
system that is included in
agreement.
d. Annual amount of antibody
included in agreement.
e. Cost per test.
Reagent Acquisition Form
Reagent Acquisition Example
• Scenario 1 (Small Volume)
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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
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1 TintoStainer 36 Instrument
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1 TintoRetriever Pressure Cooker
• Bio SB Provided Reagents
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Ancillaries (ImmunoRetriever, ImmunoWasher,
etc.)
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Bio SB Tinto Predilutes
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Bio SB Detection System (Block, Link, Label)
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Bio SB Substrate Chromogen of choice
(Choose from all 8!)
Reagent Acquisition Example
• Down Payment/Security Deposit
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$15,000
• Monthly Commitment
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$3,721.61 Per Month
• Cost Per Slide
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$9.27 Per Slide
Reagent Acquisition Example
• Scenario 2 (Medium Volume)
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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
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$15,000
• Monthly Commitment
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$5, 985.50
• Cost Per Slide
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$7.18 Per Slide
Reagent Acquisition Example
• Scenario 3 (Large Volume)
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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
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$5, 707.77
• Cost Per Slide
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$4.57 Per Slide
TintoStainer 36 Financing
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Instrument Purchase with Financing
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End User pays Bio SB down
payment, with rest financed for 1
year through Bio SB
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Down Payment = $15,000
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15% APR
Price - $4,312.50 per month
TintoStainer 36 Financing
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Instrument Purchase (36 Slide)
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End User pays Bio SB for entire cost
of instrument
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Competitively priced unit
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Still includes training, setup and
support for 1 year
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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?
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Competitively priced
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FDA/cGMP certified
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Largest array of IVD Rabbit Monoclonals (130+)
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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
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Bio SB portfolio of Rabbit Monoclonals (130+!) which have
higher sensitivity and specificity than mouse counterparts.
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Probe with customers to see if they have any problem
antibodies
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Does your customer have any backorder issues?
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“What is your cost per test for __________________”
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Unique antibodies/clones in Bio SB portfolio.
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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

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