RESEARCH

SOLUTIONS SMI
LABCLASSICS &
BIOCHEMICALS
An Overview

Manfred Wachsmann - Head of LabClasscis

Sao Paulo | August 18th February 2017N
 Manfred Wachsmann
Current Role Head of LabClasscis

 2015 - 2016 Manager Business Development AA in

DACH
 2006 - 2015 Senior Marketing manager Laboratory
Business Latin America –PC Division, Merck KGaA
 2004 - 2005 Marketing Manager Laboratory Business
Prior North America –PC Division, Merck KGaA
Experience  2001 - 2004: Product Manager “Technical Industry”,
A&R Division, Merck KGaA
 2000 - 2001: Team manager “Technical Industry,
PTI division, Merck KGaA
 1992 - 2000: R&D manager Reagents, Merck KGaA

 1991:Analytical Chemist, Ph.D. thesis at the University of

Manfred Wachsmann Regensburg
Education  1981 – 1991: Study of Chemistry
 1980 – 1981: Military Service, Germany
Head of LabClassics
 1972 – 1980: College
Life Science  Married for 28 years, with three sons (26, 24, 20 years
Research Solutions SMI old) & a 9 years old daughter
LabClassics Private
 Interests : Running, Gardening, Music
Phone: +49-6151 72 6632
manfred.wachsmann@merckgroup.com

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

Agenda

1 LSC Overview

2 LabClassics

3 BioChemicals

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

 01 OVERVIEW LSC

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

LSC Organization

Kenneth Yoon
Head of LSC

Admin: TBD

Franchise: Franchise: Franchise: Franchise: Franchise:

Product
Bulk
Chemical Discovery Material LabClassics Biochemicals Management
Management
Synthesis Chem Science Operations
Services
Daniel Boesch Mike Willis Bryce Nelson Manfred Nuno Goncalves John Radke John Custer
Wachsmann

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

 Description
LSC is a €943M business with nice margins
2016 Sales1: €943M Growth (’15-16)1: 0.2%

Material Chemical Disc. Chemistry

LabClassics Biochemistry
Sciences Synthesis & Service

’16 Sales/YoY Growth1 €304M/0.5% €259/-0.1% €84M/-2.1% €229M/-1.2% €67M/8.5%

Typical  Solvents  BioBasics  Metals,  Disc Chem & Svcs

 Chem Synthesis
 Inorganics  Specialty Inorganics  Procurement Svcs
Products  Organics
 Auxiliaries Biochemicals  Mono/Polymers  Stable Isotopes

Compe-
titors
Plus: local dealers and manufacturers

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017 1. Adjusted for intercompany sales: 3.2M€ in 2015, and 0.2M€ in
2016. 2. Trade margin YTD – March 2017.
02 LABCLASSICS
Team LabClassics

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

 LabClassics
Mission

We offer the largest portfolio of Solvents, Inorganics,

Safety & Essential Lab Application Products to the
market segments we serve.

Our key focus is with the procurement and

economical buyer in the research, scale-up and QC
areas of the Academic, Pharma/BioPharma and
Industrial segments.
Driven to be “the Perfect Supplier”, we strive to
provide world-class service, selection and quality
through differentiated product offerings based on the
highest quality specifications, batch-to-batch
Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017
consistency and superior packaging options.  
Future Product Setup

LabClassics

QC Portfolio Supelco Research Portfolio Sigma

EMSURE
Premium Grade
For demanding and regulated analytical applications
 Highest quality and reliability
 Specified according to the most important international norms
 Huge variety of pack sizes and packaging materials
 Premium grade for all regulated and demanding lab
applications
Aldrich
ACS Reagent
Standard or Basic Grade, Price/Performance
For Research Applications (incl. in process testing)
 High quality but with fewer test parameter than EMSURE®
 Specified acc. to ACS
 Reduced offer in pack sizes and materials
 In line with nearly all of our competitor’s “analytical grade”
 Specialties like Deuterated and Anhydrous Solvents

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

 Description
LabClassics is a €304M business with very reasonable trade margin
2016 Sales1: €304 Growth (’15-16)1: 0.5%

LabSupply Research QC Essentials and

Portfolio Portfolio Lab Safety

’16 Sales/YoY Growth1 €33M/0% €112/-2% €145M/+2% € 14M/0.7%

 Inorganics
 Instruments  Solvents  Cleaning Agents
Typical  USP Chemicals  Solvents
 NMR Solvents  Safety Products
Products  Lab Ware  Inorganics
 Anhydrous  Indicators
Solvents

Compe-
Local producers like
titors

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017 1. Adjusted for intercompany sales: 3.2M€ in 2015, and 0.2M€ in
2016. 2. Trade margin YTD – March 2017.
LabClassics
WW Sales 2016 (by product lines)

8.70%

5.36% 10.13%
Characteristics
31.83%
• Very similar portfolio
• DB hat a big influence on the
proportions

26.42%
• SIAL portfolio strong in
Academia

• MM portfolio focusing
mainly on regulated
17.56% markets

Specialty Solvents Classical Solvents SIAL Classical Solvents MM

Classical Inorganics SIAL Classical Inorganics MM Lab Safety Products

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

 a QC PORTFOLIO

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

QC portfolio - Classical Inorganics & Solvents
Credibility needs a trustful basis – Essential LabClassics from Merck

Solvents Salts
In tailor-made packaging With improved flowability

Classical
Metals Inorganics Acids
& Solvents
and oxides With worldwide best
specification
In high purity

Caustic alkalis & Bases

In unique quality 15

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

Classical
inorganics
& solvents
~1200 ~14 Mio €
materials sales

+ Essentials
et y
S af Absorption Chemizorb® Drying Purification Indicators Cleaning
& agents & Extran®
Filtration Preparation

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

QC portfolio - Classical Inorganics and Solvents
It is not only the substance…
Quality grades
Chemical

Packaging
variety
Specification

Packaging Documentation
quality

Sustainability Safety
Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017
b RESEARCH PORTFOLIO
Research portfolio
Overview of Sigma-Aldrich branded products

1 Inorganic Reagents
2 Solvents - Basic
3 Solvents Specialty

Comprised of Salts, Acids/Bases and Common Grades and Returnable Solvents for specialty applications
Absorbents Containers

 Specialty Solvent Grades

 Inorganic Reagent Grades  Common Solvent Grades - Anhydrous
- Reagent - Reagent - BioTech
- ACS - ReagentPlus - NMR
- Puriss PA ACS - ACS
- Precious Metals - Ethanol - Tax Free
- Pharmacopoeia - Ethanol – Tax Paid
- Specially Denatured Alcohol
 Returnable Containers
- Pure-Pac®
- Recyclers

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

Priorities 2017

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

Priorities H2_2017

Prioriti
es
• Trainings
• Re-designed Sales Organizations
• Tier 2 distributors
• Product Consolidation
• Discussion with CA´s
• Pricing Harmonization
• Branding Implementation
• Field tests iBarrel

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

02 BIOCHEMICALS
Biochemicals
Current structure

Head of Biochemicals
Nuno Goncalves

2 Specialty Biochemicals
Melissa Fields
2
BioBasics
Travis LaFavor

FT Temp PT Temp
Open Product Manager Product Manager Mark
Yerukhimovich
Heidi Meppiel Chris Wozniak

Associate PM Product Manager FT Temp

Afrisha Anderson Sasha Aleksic Jayson Kurfis

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

Description
Biochemistry is a €240M business with nice trade margin
2016 Sales1: €250M Growth (’15-16)1: 3.0%

Merck
Bio Basics Specialty Bio
Biochemicals

’16 Sales/YoY Growth1 €123M/0.8% €104/6.3% €24M/9.7%

 Calbiochem/
 Buffers
Typical  Lipids Omnipure
 Detergents
 Carbohydrates  Buffers
Products  Electrophoresis
 Antibiotics  Antibiotics
reagents
 Detergents

Competitors

Plus: local dealers and manufacturers

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017 1. Applies to products within Biochemistry in 2016 prior to 2017
product moves. World COGS Report– Feb 2017.
 Biochemistry – At the core

2 “We’re kind of a big deal” - €220 Million WW Sales

SIAL BB:
€100 M

Specialty
Biobasics BioChem
€122 M €98 M

MDA: EU only
TEM: Calbio & Merck label
OmniPur €6M
€16M

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

Biochemicals – Category Management

Most freq. used products, competitive pricing, etc.

• Commodity
• High level of competition
• Potential discount level: High (eg 40%)
• Speciality
• Minimal market competition from niche players
• Potential discount level: Moderate (eg 20%)
Sales Volume

BioBasics

Specialty
Biochem
26

Product Range

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

BioBasic and Specialty Biochem Combined = Biochemicals
Biochemical key product Categories – THE ‘HEAVY HITTERS’
 Buffers ~€50 M  Amino Acids~€23 M
 Tris
 Glutamine
1  PBS
4
 Methionine
 HEPES
 Glycine

 Carbs ~€30 M  Detergents ~€26 M

 Trehalose
2  Triton
 Lactic Acid-Na 5  Tween
 Saccharose
 CHAPS

 Antibiotics ~€18 M
3  Mol Bio/Gen Bio~€37 M
 DTT
6  Vancomycin
 Gentamycin Sulfate
 EDAC
 Doxycycline Hyclate 90% of Biochem sales reside in these 7 categories
 Glycerol

 Lipids ~€12 M
 Cholesterol
7  Oleic Acid
 Linoleic Acid
Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017
Q3/H2 Goals

Geography and Segment Operations Digital and Campaigns

• AM and WE focus Biobasics Biobasics
• List price on top 200 Basics • Re-invigorate priority on top 200 • Conversion promo
analysis and recommendations
• Agar/Agarose remediation • Tergitol/Triton switch
• Increase B2B product coverage
• Supplier analysis for Omnipure • Buffer table refresh
and visibility
Spec Bio Spec Bio
• Bulk sales in Pharma; engage
Commercial • NPI push & portfolio growth • Metabolomics Campaign
• Merck Bio awareness to CA • Oscar implementation • Oscar planning
• Digital tools updates

Introduction LabClassics and BioChemicals | M. Wachsmann | August 18, 2017

ADDED VALUE CAMPAIGN
PROMOTING THE CORE

Core Team
Lenka Kimmel
Manfred Wachsmann
Nuno Goncalves

Ines Haedrich
John Radke
Travis LaFavor

Deborah Vassar
Liz Grach/Charlene Abretske
Christiane Labelle
 Added Value - Multi programs – multi channel campaign

Campaign website
Roll out call (landing page & sub
(March 06th) pages)

Campaign trailer
Campaign Training (campaign introduction)
for Marketing CA’s
(March 13th-24th) Video updates
(Inorganics, Redi-Dri,
Safety in the Lab)
Sales guides/ Sales Digital
iPad presentation reps channel EDM’s (general
& product related)
EN/FR/SP/IT/GE
Brochures/flyer
(sales reps/CA’s) Webinars
(Safety, April/Oct &
Buffer, Sept)

Give aways
(PSE, GHS, Detergents 3rd party
poster...) CUSTOMER (product&catalog
presentations)

30
 Added Value - Multi programs – multi channel campaign
3rd party Campaign flyers
• Redi Dri flyer
• Product
presentations • NMR brochure Product
• Catalog • Detergents poster &
presentations Literature
brochure
• e-blasts
Video • Buffers poster &
brochure

• Safety in the Lab

• Redi-Dri
• EMPOWER catalog
• Classical Inorganics
• Withdrawal systems • Extran brochure
Campaign
landing page • New withdrawal
systems for Inorganics
• Safebreak bottles flyer
• HDPE bottles flyer
eMailings • Chemizorb brochure
• Sales Trainings
• Lab Tools Product Literature
• Safety 1 • Sales Guides
• Safety 2 • Periodic Tables • On-site programs
• Biological Buffers • GHS poster
• Safety poster … Sales tools
Webinars
Other tools iPad presentation
31
(gimmicks)
 Cam
Added Value paig
n sta
April r
2 0 1 7 t:
LabClassics & Biochemicals

 Comprehensive LSC campaign to drive the Lab Classics & Biochemicals Core

jeves
Business including classical solvents & inorganics,
c ti buffers and detergents.
Ob s
 Addresses customer needs, showing the general a lesand rep product related
y s
g em e nt b n l o ads
Added Values resulting frome encombined
g a
tcompanies/product
s do w portfolios such as
tiv
AcReliability s e
as Added
Added Expertise, Added -va lueand s t r ati ons
Safety.
igh egi
H
e bi n ar r o uT ube
w
ie w s on Y
5 % in NA
 Added Values of innovative eo v
Vidproduct a g e
s
visitsuch
lines as
in EUR, salts, Buffers,
Redi-Dri
W
H ub p pr o d ucts
Safety products/solutions are door-openersm paign to talk about the whole Core
f c a 017
offering and also the igeneral
re a se oAdded o ve 2
Values.
r
s ales n c
10%
 Within the campaign we will continously add additional Added Values.
First 3 Added Values

added added
added safety
reliability expertise

Focus Withdrawal systems, Buffers, Detergents, EMSURE, Redi-DriTM

products Safe-break bottles, Tris, EMSURE

Focus Research (Academia/ Research & QC labs QC Labs & Research

audience & Pharma) & QC Labs • End-user • End-user
personas • End-user • Lab Manager • Lab Manager
• Lab Manager • Stockroom Manager
• Procurement
33
Start 03/2017 Start 03/2017
 Th
an
manfred.wachsmann@merckgroup.com
Phone: +49 6151 72 6632

k
Mobile: +49 151 1454 6632

nuno.gonzalves@merckgroup.com

yo
Phone: +1 978 762 5084
Mobile: +1 978 821 9125

u!