August 21 2013 Nasal and MDI products overview © Copyright 2006-2013 Proveris Scientific Corporation

Dino J. Farina, MS, EMEFounder & CEO, Proveris Scientific Corporation

Case Study: Proveris Scientific as a Massachusetts Manufacturer and Exporter

2 © Copyright 2014 Proveris Scientific Corporation

• Overview:– Proveris and our products

• Export activity:– How long, how structured, key markets, etc.

• Channels used for reaching markets and how to establish them

• Effective Business Development and Marketing strategies• Outlook for the future for export growth and expansion• Best practices• Challenges and how we’ve addressed them

Agenda

3 © Copyright 2014 Proveris Scientific Corporation

• Proveris:– Based in Marlborough, MA– Private company founded in 1995– 20+ people– Leaders in pharmaceutical spray and aerosol testing systems and

development– Certified to ISO9001:2008 (11 years)

• Products and Services:– Automated actuators– Laser-based characterization for spray pattern and plume geometry– Robotic systems for shot weight and content uniformity testing

Overview

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• First export made in 1995• About 50-60% of total business is export• Process

– Export Compliance Manual with flowchart and checklists– Experienced freight forwarder– Incoterms 2010: DAP or CIP– AES and SED

• 100% to pharmaceutical-related organizations– North America, Europe, Eurasia, Asia

Proveris’s Export Activities

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• Search for Industry-known entities in foreign countries– Ask customers who they already work with– Gov’t sponsored conferences, workshops, and networking

events– Industry tradeshows

• Selection Process for Channel Partners– Check sales/service philosophy for congruence with your ideals– Track record in industry, reputation with customers

• Develop Relationships with Channel Partners– Establish a champion and stay in weekly contact– Plan regular visits with them and customers– Work diligently to keep your company “top of mind”

Channels – How to find and develop them

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• For Proveris, best BD strategies:– Need sales materials in native language (e.g. Chinese)– Face-to-face meetings with customers– Have Channel Partners coordinate customer visits and help with

language/cultural translations (if necessary)– Empower Channel Partners with all the sales tools they need

(e.g. brochures, presentations, catalogs, etc., in native language if possible/necessary)

– Teach Channel Partners your sales process and best practices for reaching customers and closing sales

• Channel Partners are your “face” to the customer– They need to reflect your company’s ideals

Business Development and Marketing Strategies

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• Strong demand globally, especially in Asia• New pharmaceutical quality regulations in emerging markets

are driving need for Proveris instrumentation & expertise• Local manufacturing mandates (i.e. no imports) in many

emerging markets are driving additional demand for Proveris instrumentation & expertise

• Existing customers are adding facilities worldwide to satisfy local market demands

• Increasing our product offerings to satisfy new testing requirements

Outlook

8 © Copyright 2014 Proveris Scientific Corporation

• Work with the MA Export Center• Design your products for a global market

– Power requirements, safety requirements, etc.• Understand US Export compliance laws and regulations

– Go to seminars, workshops, websites– Work with experienced advisors (freight forwarder, legal,

regulatory, export, safety, etc.)– Understand and use proper ECCNs for your products

• Understand the regulatory requirements for your target market countries (e.g. CE Mark in Europe, CCC Mark in China, RoHS, etc.)

Best Practices

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• Keeping up with changing requirements/rules– Regularly check for changes in laws

• Subscribe to an update service for regulatory updates (e.g. IEC for product safety regulations)

• Export commodity code changes

• Handling temporary exports for tradeshows– ATA Carnet process

• April 5, 2014– Need to include in the export value domestic portion of

insurance and freight charges• Developing new markets abroad

– Go to those countries and visit with prospects– Leverage relationships with cooperative partners

Challenges