REFORMULYZER® M4

” COMPETITIVE SELLING SEMINAR”

REFORMULYZER M4

• Product Description
• Value Proposition
• Market Analysis
• Customer Insight
• Competitive Analysis
• Proofs of Success
• Sales Tools
• Ordering details
 PRODUCT DESCRIPTION

Company Confidential 3
 REFORMULYZER® EVOLUTION
PRODUCT DESCRIPTION

Reformulyzer® M4
39 minutes
First multi-dimensional GC Reformulyzer Classic
>300 minutes 150 minutes
1981 1998

1988 2005
150 minutes 75 min
PIONA Analyzer Reformulyzer® M3 State-of-the-art solution for
hydrocarbon analysis
meeting today’s industry
needs
REFORMULYZER M4
PRODUCT DESCRIPTION

The most significant advancement

in full group type analysis of
gasoline and gasoline blend streams
using multi-dimensional
gas chromatography
 VALUE PROPOSITION

Company Confidential 6
KEY ADVANTAGES
VALUE PROPOSITION

Excellent Performance Improved Ease of Use

for High Return on and more Flexibility
Investment

Maximum Instrument Proven Compliancy

Uptime
 KEY ADVANTAGES
EXCELLENT PERFORMANCE FOR HIGH RETURN ON INVESTMENT

Increases Profits with Fast and Accurate Analysis

• Analysis results in 39 minutes for fast MODE M4 M3
decision-making on product specification
• Robust design reduces operational cost PNA 25 45
OPNA 30 55
per sample PIPNA 30 55
PONA 30 60
• Excellent precision and accuracy Gasoline Mode 39 75
PIANO 40 80
contribute to higher profitability PIONA 55 100
• Extensive analysis scope from one single OPIONA 60 -
Fast Group Type 15 -
instrument E85 39
TYPICAL RUNTIMES FOR ANALYTICAL CONTROLS
REFORMULYZER IN VARIOUS MODES
 EXTENSIVE ANALYSIS SCOPE
Sample Scope Separation Range Concentration Range
• Finished gasoline • n-Paraffins C4-C11 • Total Aromatics 0.03 - >95%
• Reformer feed • Isoparaffins C4-C11 • Benzene 0.01 - 70%
• Reformate • Olefins C4-C11 • Individual 0.01 - 70%
• Straight naphtha • Naphthenes C5-C11 Aromatics 0.03 - 75%
• FCC naphtha/Olefins • Aromatics C6-C11
• • Total Olefins 0.01 - >95%
Isomerates • Oxygenates C1-C6,
• Alkylate • Ethanol 0.01 - 30%
includes:
• E20+/E85 - Methanol • All Ethers 0.01 - 20%
- Ethanol • All Alcohols
- n-Propanol
(except Ethanol)
- i-Propanol
- t-Butanol
- i-Butanol
- 2-Butanol
- tert-amylalcohol
- MTBE, ETBE, DIPE, TAME
ANALYSIS MODES
Typical modes used

GASOLINE
OPIONA

GROUP
for these products:

PIONA

PIANO
PIPNA
OPNA

PONA

TYPE
FAST
PNA

E85
Light Straight Run
Naphtha X X X
Heavy Straight Run
Naphtha X X X
Depentanized Bottom X X X
Reformate X X X
FCC Light/Med/Heavy X X
Visbreaker X X
Alkylate / Isomerate X
Gasoline Blend X X X
Gasoline with
Oxygenates X X X
E85, E20 X
Analysis Time 25 30 30 30 55 40 60 39 15 39
KEY ADVANTAGES
MAXIMUM INSTRUMENT UPTIME

Robust and Intelligent Design contributes to Maximum Instrument

Availability
• Excellent olefin trap robustness for superior trap lifetime
• Nitrogen carrier saves cost and avoids helium supply chain risks
• Diagnostic Tool™ and certified AC quality control samples for system
performance verification
Key Advantages
MAXIMUM INSTRUMENT UPTIME
Superior Olefin Trap Lifetime Excellent Olefin Trap
>1000 Runs Robustness
upto 75% Olefins – 330 runs

>1000 injections of FCC Naphtha 330 injections of high olefenic FCC Naphtha
Typical result: Typical result:
Total Olefins 47.98% +/- 0.4% RSD Total Olefins 74.60% +/- 0.2% RSD
KEY ADVANTAGES
IMPROVED EASE OF USE AND MORE FLEXIBILITY

Meets Today’s Industry Needs

• Standard olefin method covers entire concentration up to 75%
• User-friendly design allows easy preventive maintenance by
operator
• Intuitive Reformulyzer software includes extensive range of
methods and pre-programmed modes
• Unique Reformulyzer User Group with interlaboratory comparison
contributes to high confidence level and a strong QC program
KEY ADVANTAGES
PROVEN COMPLIANCY

Worldwide Leading Standards

• EN ISO 22854
• ASTM D6839 EN 228 includes the EN ISO 22854
(Multidimensional GC, Reformulyzer) as
• ASTM D5443
Referee Method for Hydrocarbon
• IP 566 content (Olefins & Aromatics), Benzene,
Oxygenates and Oxygen content.
• SH/T 0741
• GB/T28768-12 Reformulyzer replaced:
• EN15553 (FIA) for Hydrocarbon
content
• EN1601 for Oxygenates
 RETURN ON INVESTMENT
VALUE PROPOSITION

Fast Analysis increases Revenue with ~90%

Upto 100% increase of daily sample capacity leads to
significantly higher revenue potential

Other

M3

M4

Potential Production Revenue in USD

 RETURN ON INVESTMENT
VALUE PROPOSITION

Robust Design reduces Operational Cost per sample

with ~50%

Other

M3

M4

Cost per Sample (USD)

RETURN ON INVESTMENT
VALUE PROPOSITION

Excellent precision increases refiners profitability

DIFFERENTIATION
VALUE PROPOSITION

• Best ROI
– Lowest Cost of ownership
– Highest Productivity
• Excellent performance; Unsurpassed Precision and Accuracy
• Advanced, Robust Hardware
• Flexibility & Broad Analysis Range
• Compliancy
• Market leader / Technology Pioneer/ Large installed base M3
• Outstanding Sales, Service, Aftermarket:
– Global Sales/Service
– Unique PMP & UGM
– High quality QC materials
 MARKET

Company Confidential 19
MARKET SIZE & GROWTH RATE
MARKET ANALYSIS

• Total Lab GC Market in HPI: 95 M$

• Growth rate predictions 2014:

• GC Instruments 3,8%
• Oil/Gas segment 2,6%

Source: SDI report

 Geography
MARKET ANALYSIS

Source: www.eia.gov
Geography
MARKET ANALYSIS
Market Segmentation
MARKET ANALYSIS
FUTURE OUTLOOK
MARKET ANALYSIS

• Method Approval in China (GB/T 30519, SH/T 0741)

• New Market potential:
– Blending Companies (niche)
• Traders buying Refineries
• Large Replacement Market:
– Reformulyzer Classic, M3, PIONA+ and DHA
• Easy & Fast Acceptance by Independent Labs opens opportunity for
sales at US - refineries
• Pending Changes in ASTM related methods D3606D/4815/D5580
• Competitive Changes (Bruker)
 CUSTOMER INSIGHT

Company Confidential 25
Challenges the Audience deals with
Customer Insight

Down-time
Refinery lab manager
• Significant negative effect on productivity
• Expensive repairs/parts replacement needed to solve
down-time

Refinery operator
• Complicated maintenance
• Time-consuming troubleshooting

Independent lab & gasoline blending lab

• Down-time jeopardizes productivity and earnings targets
Challenges the Audience deals with
Customer Insight

Complex Gas Chromatographic Analyzer

Refinery Lab Manager:
• Dedicated, specialist operator required, including extensive
training
• Training budget restrictions
• Operator dependent analyzers

Refinery Operator:
• difficult training sessions
• difficult to operate
• black box, fear to report

Independent labs & gasoline blending labs:

• <See above>
• Broad sample scope than in refineries → requires more
knowledge from the operator
Challenges the Audience deals with
Customer Insight

Unreliable Results
Refinery Lab Manager: Inaccurate information leads to
• Inferior quality of the gasoline blend streams in process
• Poor inputs to blend process
• Incorrect product specifications (could even be off-spec)
→ sell with less value = margin loss

Instrumental data is used to optimize refinery’s profitability by blending more

accurate, more tighter to the spec to reduce product-giveaway

Independent Labs & Gasoline Blending Companies

• Unreliable results on their customer’s product specifications
→ Reputation loss → losing customers → margin loss
→ Poor (irreversible) blending decisions
Challenges the Audience deals with
Customer Insight

Long Analysis Time

Independent Labs & Gasoline Blending Companies

• Faster Analysis → More analyses → higher productivity
• Result Delivery Time limited by contract with its customer
Challenges the Audience deals with
Customer Insight

High Cost
Refinery Lab Manager:
• High consumable cost
• High maintenance cost
• Capital investment restrictions
• Staff budget

Independent Labs & Gasoline Blending Companies

• High cost in general → lowers profitability
Challenges the Audience deals with
Customer Insight

Quality & Regulations

Refinery Lab Manager:
• Compliancy to worldwide test methods for gasoline testing
• Unsure about analyzers precision

Operator:
• Perform analysis in compliance with the list of worldwide
methods for gasoline testing

Independent Labs & Gasoline Blending Companies

• Sells their analysis based on compliancy according standard
methods
Challenges the Audience deals with
Customer Insight

Safety
All audience types:

Safety is key: needs to meet al safety regulations and policies

• Exposure to dangerous solvents
• Exposure to fire and explosion hazards
Challenges the Audience deals with
Customer Insight

Challenges custom labs and car manufacturers:

• Quality of analysis (precision/accuracy).

• Application Ranges

• Analysis Time is less important

• Car manufacturers interested in calorific value
QUESTIONS TO ASK
CUSTOMERS
CUSTOMER INSIGHT
Important for all in contact with customers (sales, service, support,
etc.) understand the following on M3 vs. M4 during conversations with
the customer:

“The M3 is a state of the art product, based on 30 years’ experience and

know-how. Reformulyzer M3 is the leading standard in hydrocarbon group
type analysis for gasoline and gasoline blend streams. By using the latest
technologies, AC has taken the instrument to an even higher level and
therewith is able to meet challenges customers are facing today in terms of
analysis time, performance and profitability. Reformulyzer M4 is setting a
new standard, delivering unsurpassed throughput and performance to match
today’s market needs!”
QUESTIONS TO ASK A
LABMANAGER
CUSTOMER INSIGHT
• How does down-time of an instrument affect your refinery process continuity?
• What value would you gain from an improved accuracy & precision of your
gasoline (blend stream) analysis?
• Do you know how much your cost per sample is?
• How many and what type of samples do you run and which instruments do you
use for this? Any specific mode(s) required?
• To which standard test method do you need to comply?
• How long is your analysis time? What is typical Delivery Time for result?
• Are you concerned about the reliability of your analysis?
• Are you concerned that M4 improvements will make the analysis more even
complex?
• What are your other specific expectations and concerns ?
QUESTIONS TO ASK AN
OPERATOR
CUSTOMER INSIGHT
• How many efforts does maintenance of the system require from you?
• How does the analysis cycle time affect your sample backlog?
• How much training is required to be able to operate the instrument and
interpret the results with 100% confidence in the results?
 COMPETITIVE ANALYSIS

Company Confidential 37
Major Competitors/Market Share
Competitive Analysis
Competing Technologies
VUV
Technology Advantages Disadvantages

VUV (D8071) Simple chromatography Poor precision statement

Deconvolution of spectra Precision doesn’t fit gasoline
allows less separation Method D8071 not in gasoline spec
Bias on important oxygenates
Does not support Gasolines with substantial
Olefin content (“DHA problem”)

FIA (D1319) Pricing Limited scope

Preferred Method NA Laborious
Simple & Proven Only in Gasoline spec USA
D4815, D3606, Preferred Methods NA Space consuming
D5580 Cost to purchase / Cost of operation
Limited Range and Scope
SINOPEC (D7753) Analysis Time Limited scope (no oxygenated streams)
No Vendor
 Competing Technologies
VUV

• VUV is UV spectrum based universal detector (not an MS)

– Deconvolution of spectra allows less separation
– No moving parts
US US US
Scope M4 VUV EN228
Reformulated conventional conventional
Olefin 1.5-30% 0.1-16 <18 <25 <30 <30
Aromatics <50% 16-58% <35% <50 <55% <55%
Benzene <2% 0.08-2.2% <1.00 <2.0 <4.9 <4.9
Oxygen content 1.5-3.7% 2.7or 3.7 <5.8 weight% <5.8weight% <5.8weight%
individual
yes no
compounds
85% Ethanol yes no
EtOH, MeOH yes no data
D6839, ISO22854, D8071
Methods D5443, IP566, temporary
GOST, GB precision

• Method doesn’t fit current gasoline compositions in Europe and or USA

• Olefin limited up to 16%
• No Oxygen content
Competing Technologies
VUV - Precision

• Interim Precision statement base on just 4 samples

• Precision doesn’t fit claimed scope (narrower range)
Hydrocarbon VUV claimed Scope VUV Precision 4 samples
Range Range
Paraffins 6-17% 6-12%
Isoparaffins 24-70% 35-53%
Olefins 01-16% 2.5-15%
Naphthenes 1-14% 1-12%
Aromatics 16-58% 17-33%
Ethanol 0.1-15% 0.1-11%
Benzene 0.08-2.2% 0.3-0.7%
Toluene 1.7-15% 1.7-5%
Ethylbenzene 0.3-3% 0.3-1.4%
Xylenes 1.5-17% 1.5-7.5%
Technical Comparison
Competitive Analysis
Features M4 M3 Piona+ FIA(D1319) SINOPEC
(D7753)
Max Olefin Concentration 75 50 40 55 70
Olefin Trap Lifetime (50% FCC
1000 400 +/- 200
sample)
Performance Evaluation Tool Yes Yes No No
Methanol Accuracy + - --
E85 Mode Yes Custom No No
Run Time typical gasoline mode
39 75 95/75 30 15-20
(min)
Nitrogen carrier Yes No No No
QC samples for all available modes Yes Yes No No
Diagnostic Tool Yes Yes Yes, limited No
4815, 3606, 5580 reporting modes Yes No No No
Installed Base + ++ - ++ --
Performance monitoring Program Yes Yes No Yes No
User Group Meetings Yes Yes No No No
M3 versus M4
Competitive Analysis
Benefits M4 M3
More Time-savings Capillary/micropacked Partially packed
2x faster in every mode; winterspec /gasolinemode winterspec/ gasolinemode
M4: 39min M4: 75min

Easier to Use Dedicated modes to report the same components sets as

ASTM D4815, D5580 and D3606

Easy accessible integrated modular electronics ACI

No needle valves and less connections than M3 Needle valves, more
connections

Improved Split inlet TPI

Performance
Next generation trap technology with integrated heating
Olefin trap lifetime is significantly improved
Extended range for various component groups and can Separate modes for high olefins
analyze olefins up to 75% in combination with dilution

New modes: E85 OPIONA , fast group type

More Cost Savings Nitrogen as carriergas Helium as carriergas
 PROOFS OF SUCCESS

Company Confidential 44
 Proofs of Success
• Reference Sites/Installed Base Lists available
• Customer Testimonials
– “If you know M3, Reformulyzer M4 is extremely simple to teach operators”
– “Unbelievable; I could not believe runtime could be halved again…”
– Competitor: “ Very Intelligent Design ! Since the M4 came out we have a rough
time selling, especially in EU/ME/ASIA”
– Very impressed with both the Reformulyzer M4™ as well as the highly professional
installation of the instrument. The Reformulyzer M3™ already was a well-
performing instrument and we are very happy with the move to the Reformulyzer
M4™. We have already had situations where the accuracy of the M4 proved to be
superior to the M3. Also the lack of compressed air cooling and the change from to
nitrogen carrier gas is a real advantage.”
• Case Studies/Success Stories
– M3 Installed Base (>500). >30 M4 units sold since introduction (<6 months)
– M4 Seminars worldwide (faced 200 users)
 SALES TOOLS

Company Confidential 46
MARKETING MATERIAL
SALES COLLATERAL
• Competitive Selling Guide
• Technical Guide
• Technical Offer
• Installed base Classic & M3
• Technical Poster
• Product Brochure
• Internal Sales Presentation / Customer Presentation
• Roll-up Banner
• Marketing Video
• Website
• Press Publications
• Application Notes
– Analysis Mode: Gasoline Mode, E85 Mode, OPIONA, OPNA,
PIANO, PIONA, PIPNA, PNA, PONA
– Olefin Trap Performance
– C7/C8 Ethers
• Example Quote
• Demo/Show cases
 ORDERING DETAILS

Company Confidential 48
Ordering Information

CCG3500A Reformulyzer™ M4 System on 120V 7890 GC

CCG3500B Reformulyzer™ M4 System on 200V 7890 GC
CCG3500C Reformulyzer™ M4 System on 230V 7890 GC
Mainframe Agilent 7890 Gas Chromatograph
Injector Split/Splitless
Detector Flame Ionization Detector
Oven configuration Temperature programmed
Column Capillary + MicroPacked
Included/Pre-installed All Columns & Traps
Reformulyzer Software Plug-in
Reformulyzer License 102629
System Testing Documentation
System Operation Manual
Startup kit
M4 Poster

Not Included – needs Autosampler

separate ordering! Data Handling software
IRIS Software Core (pn 103633)
Ordering Information

CCG3500A/B/C Reformulyzer™ M4 System on 120V 7890 GC

CCG3500.100 Spare Parts kit Reformulyzer M4
CCG3500.200 Consumable Parts kit Reformulyzer M4
G4513A 7693A AUTOINJECTOR, 16 VIALS (150 vial Tray G4514A optional)
G4567A 7650A 50-VIAL AUTOINJECTOR (recommended)
103633 – REQUIRED ! SOFTWARE, IRIS WORKSTATION
Add OpenLab Chemstation or OpenLab EZChrom
Add PC + Monitor

Contacts for more information:

Salessupport@paclp.com
Regional Sales Manager
Business Development Manager
Product manager
SUMMARY
M4 is the most significant advancement in full group
type analysis of gasoline and gasoline blend streams
using
multi-dimensional gas chromatography
• Robust and Intelligent Design contributes to Maximum Instrument
Uptime
• Faster data with better precision/accuracy for increased revenue
potential and reduced cost per sample
• Meets today’s industry needs in ease of use and flexibility
• Fully compliant with worldwide leading standard test methods

EN ISO 22854, ASTM D6839, ASTM D5443, IP 566, SH/T 0741 and GB/T28768-12
REFORMULYZER M4