Mercantil Laboratorio SAC

Mercantil Laboratorio SACCalle Santorin N° 243 Urb. El Vivero Monterrico Surco - Lima 33Telef. 4342727 Fax 4360138www.mercantillab.com.pe ventas@mercantillab.com.pe

CappAero™ Pipettes

Pipetting Concepts, Product Review

and Selling Information

Product training

Who are we?

Capp A/S is a Danish manufacturer of pipettes and immunowashers

Established 1984

World-wide distributor network of local laboratory suppliers and selective private brand agreements

An ISO 9001 Certificated Company

Where are we?

Production and salesoffice worldwide:

Capp A/S - Landbrugsvej 10 - DK-5260 Odense S - Denmark

Tel. +45 66 13 61 40 - Fax. +45 66 13 27 70 - info@capp.dk

Capp Profile

Company vision To develop, produce and market high

quality pipettes and related equipment for liquid handling in laboratories.

Strategic goal To reach a globally strong position by

means of a consistent and determined focus on a high quality profile.

 

Capp Profile

Operating principles

     To develop products of the highest quality with emphasis on unique benefits to users.

To be a serious trading partner conducting business with the highest degree of credibility.

To choose suppliers and subcontractors based on high quality, continuity, capacity and proximity and with emphasis on lasting, stable relationships.

To choose distributors with emphasis on long lasting, stable relationships based on trust and open two-way communication.

To promote and to increase the awareness of the pipetting concepts (the five elements of pipetting).

Pipetting

General principles & background

Forward Pipetting

The ”normal” pipetting technique

Push to 1st stop

Draw up liquid

Dispense

Blow-out to 2nd stop

Reverse Pipetting

Useful e.g. for viscous samples

Push to 2nd stop

Draw up liquid

Dispense to 1st stop

Liquid mayremain in tip!

Aspiration

Techniques for correct aspiration:

Do not immerse too deeply Keep the pipette vertical during aspiration!

Dip tip only a few mm into solution

Pipetting Guidelines

Aspirate evenly and with consistent timing Uneven rhythm/timing and/or piston movement:

Up to 2% error (1.5% and 0.5% resp.)

Immerse tip vertically to maximally 1 cm Up to 1% error

Keep pipettes, tips and liquid at same temp. Up to 0.3% error/°C (RT to 0°C: 6%)

% values of nominal volume

Pipetting Guidelines

Prewet pipette tip before use Up to 2% error Also important for handling vapour pressure

Wipe tip on vessel wall Up to 3% error

Do not reuse pipette tips Up to 4% error

% values of nominal volume

Pipetting Guidelines

Choose correct pipette tips!Up to 40% error!Test: Fill tip, hold vertically – check for drops

Specifications ONLY valid with CappExpel™ISO 8655-2, section 7.6:”When using pipette tips not delivered by the pipette supplier, the supplier’s declaration or the certificate of conformity does not apply”

% values of nominal volume

Accuracy

Definition ”Difference” between the set volume and observed

mean volume: 100

v

vxA

Example CappAero™ 5-50 l : 1.5% (0.075 l) at 5 l

0.7% (0.35 l) at 50 l

Precision

Definition Reproducibility of a given volume delivered

repeatedly. Given as coefficient of variance, Cv:

x

sC

n

xxdevsts v

100,

1.).(

2

Example CappAero™ 5-50 l at 50 l: 0.3% ( 0.15 l)

Determining Accuracy & Precision

Control/register environmental cond. Temperature (humidity and atm. Pressure)

Use appropriate balance 4-6 places (depends on volume), calibrated.

Carry out # weighings Accuracy: 5; Precision: 10-15

Calculate Compensate for spec. density (temp.), evaporation.

Standards

National / international

ISO 8655 is the guideline for piston-operated volumetric apparatus.

Our products comply with essential requirements of Annex VIII of the IVDD (In vitro Diagnostics Directive 98/79/EC) and ISO 8655-2:2002/ISO 8655-6:2002.

Capp has a Quality System in place based on DN/EN ISO 9001:2000.

 

The CappAero™ Pipettes

Product descriptionFeatures & benefits

CappAero Pipette Volumes

Single channel0.2-2; 05-10; 5-50; 10-100; 25-200; 100-1000 ul; 1-5 ml

8- and 12-channel0.5-10; 5-50; 25-200; 50-300 ul

16-channel0.2-2; 0.5-10; 5-50 ul

CappAero Pipette Types

Standard,Grey

ColourLine,Single

Standard,Transparent

SoftLine

Main Feature / Benefit Groups

Ergonomics / User friendliness Volume controllers Tip handling Pipetting performance Robustness

Ergonomics and user friendliness

Ergonomical design Pipetting may result in strain in hand/arm and

shoulder/neck regions Capp design philosophy is based on minimising

strain and risk of adverse effects (RSI)

Force requirements

Relates to hand, wrist and arm problemsSum of 3 actions

Aspiration (to first stop) Blow-out (to second stop) Tip ejection (third stop or separate action)

The lower, the better!

Force requirements

Force requirements 2

Work position – shoulder issues

Shoulder most often raised Need to keep pipette vertical Pipette length

Shorter pipette the only solution! Standard pipette length: 24-27 cm CappAero™ Short: 19 cm First short pipette available!

Other friendly features

Volume controller ”turns” Accommodates right- and left-handed users

Finger hook Allows relaxed hand and micro-pauses SoftLine hook is flexible – automatically adjusts to user’s finger!

Other friendly features

Thumb positioned correctly Position optimal when most force required

SoftLine “rubber” handle Ultimately comfortable

ColourLine Brings colour to your work! Even clearer identification of volume range

The CAPP volume controllers

Switch variable fixed volume Quickest, most precise and easy Fixed controllers calibrated at exact volume Ideal for ”routine assays”

Additional fixed volumes available Any volume in range is possible Also additional variable controllers (use as fixed?)

The CappAero volume controllers

User friendly Always visible, not obscured by hand Slider locks volume setting

Economical ”Two for one” Very cheap compared to full fixed vol. pipette Reduces down-time

The CappAero volume controllers

Ordering volume controllers

Variable volume: xxx-VZ – where xxx = max volume of pipette

Example: 200-VZ for 25-200 µl pipettes

Fixed volume: xxx-FZ yy – xxx = max volume; yy = controller vol.

Example: 200-FZ 50 – 50 µl controller for 25-200 ul

Tip handling

O-rings on all tip bases (except the 16-channels) Double o-rings is standard; single on 1000 ul pipettes

Provides excellent sealing Accommodates wider tip range

Smaller contact area between pipette & tip Significant reduction in ejection force

Pipette performance

Precision/Accuracy At least equal to competitors Conforms to standards Multi channel data equals single channel levels

Pipette Performance

Temperature affects precision... There is air between the pipette piston and the

liquid in the tip When the pipette is warmed by the hand, the air

bubble also gets warmer and expands The expanding air leaves less room for the liquid

the warmer the pipette gets, the less liquid is dispensed.

Pipette Performance

The CappAero™ principle

When the knob is pressed down,warm air is expelled

When the knob goes back up,ambient temperature air is drawninto the pipette

‚

The air in the hollow handle actsas insulation

CappAero™ Performance: Results

Robustness and reliability

Steel, aluminium, polycarbonate... Very high chemical resistance Aluminium tolerates organic solvents better than

plastic Fully autoclavable Much more break resistant

Robustness and reliability

Tip bases easy to change Individual tip bases can be changed on the multis

Easy to service Reduces need for (costly) external service Minimal down-time

Capp in the market

Positioning Competitor information

Market Positioning

Quality Market price Very High High Medium Low

High

Eppendorf

Medium CAPP Finnpipette Socorex

Gilson Brand

Low

Biohit

(HTL)

?

Competitive Comparison

Feature CappAero ER GP FD BH NC Non-slip soft handle + - - - - - Low actuation force + - - - + - Colour coding + + ( ) + + + Tip base O-rings + - - - - - Curved finger rest + - - + + - Adjustable finger rest + - - - - - Autoclavable + ( ) - + - + Volume setting lock + + - ( ) ( ) + Fixed + variable in one + - - - - - Highly shock resistant tip bases + - - - - - Short pipette available + - - - - - Volume dial visible during use + + - - - - Air-vented handle + - - - - - Soft finger button + - - - - - Removable tip ejection shaft + - - - - -

Competitive comparison

Feature CappAero Epp. Refer. Epp. Res. Finn Digital

Weight, g 120 / 100 90 90 70

Length, cm 26 / 19 25 24 24

Force required for...*

Aspiration 0 + + 0

Blow-out 0 ++ +++ ++

Tip ejection 0 ++ 0 – to +*

Setting, turns 10 18 18 18

Turn difficulty 0 0 (2-handed) (+) +++

Finger rest + – + +

* Depending on tip mounting pressure

* 0 Capp level / + Harder / – Easier

Possible drawbacks

Slightly heavier Choice of steel and aluminium vs plastic Work in progress to substitute materials to reduce

weight – without compromising benefits

Numbers in variable controller Some find them small

Detachable volume controllers Risk getting lost in teaching labs...?

Possible drawbacks

”2 ul setting” on 25-200/50-300 Made to reduce no. of turns All pipettes can be locked in place “in between” Competitors settings may be deceptive in precision

Pipette volume

Incrementsshown

Increment by locking

0.5-10 ul 0.1 ul 0.05 ul5-50 ul 0.5 ul 0.25 ul10-100 ul 1 ul 0.5 ul25-200 ul 2 ul (1 ul by dot) 1 ul50-300 ul 2 ul (1 ul by dot) 1 ul100-1000 ul 10 ul 5 ul1-5 ml 50 ul 25 ul

Selling the CappAero™

General selling pointsTips & Tricks

General selling points

Precision and accuracy

General argumentKnow the data and definitionsEvery pipette sells on this

Capp also have

Ergonomically optimal designShort pipette availableSimple and robust constructionDetachable volume controllersChemical resistanceAutoclavability

• Find the argument(s) that make your customer ”tick”

Hands-on selling

The customer’s hands, that is... ”It sells itself” (well, almost)

Experience from other distributors CappAero very well suited to small shows Lots of points to talk about

Use ”the look”! ColourLine and SoftLine does well here!

Selling the singles

Low force requirement ”Plunger-to-plunger” demo Look out for Gilson users ejecting the tip when

aspirating Materials

Autoclavability Break resistance

Tip handling vs Rainin LTS: same idea but with standard tips!

Selling the Short

Show Universal & Short together Point out ”they’re the same” Hammer-and-Nail analogy

Explain benefits Shoulder relief Enhanced tip control

You’re better off vs competitors! Labsystems introduced short pipette Nov ‘01

Multi channel selling

Tip handling, tip handling and ... tip handling! ”Have you ever had trouble mounting and ejecting

tips on your current multi channel pipette?” ”How easy is it to mount the tips on your current

multi?”

Add the other benefits as necessary …

Multi channel selling

Ejection lever for low-force ejection Tip bases Aluminium – break resistant Individually changeable

Very easy maintenace 2 screws out gives full access to pistons

Autoclavability

Single-channel accuracy/precision data

Tips and tricks

Tip base on the BZ ”pre-loosened”Use ColourLine for shows

More eye-catching!SoftLine may win customers

It just feels good (customer responses)Which hand does the customer use?

Controller-switch potential winner for left-handed users

Tips and tricks

Demoing Multis: Watch the screws!

When you sell a Multi ”Teach” the customer to mount tips The tip bases are aligned!

Click to edit Master title style

Mercantil Laboratorio SAC

Mercantil Laboratorio SACCalle Santorin N° 243 Urb. El Vivero Monterrico Surco - Lima 33Telef. 4342727 Fax 4360138www.mercantillab.com.pe ventas@mercantillab.com.pe