Product Line Review August 2016 - PowerPoint Presentation

Slide1

Product Line

Review

August 2016

Slide2

1

Introduction to MicroCare

2

Contamination & Cleaning

3

Sticklers® Product Line Review

4

Sticklers® Selling Strategy

Agenda

Slide3

1

Introduction to MicroCare

Slide4

MicroCare is the World Leader in Critical Cleaning Products, Founded 1983

MicroCare

Is Global, with Facilities and Staff in US, Singapore, Mexico, Belgium, UK

ISO-registered

Manufacturer

Technical expertise and product compliance to RoHS

, REACH and

GHSSticklers® Is the Brand Name for our Fiber Optic Cleaning Product Line

Introduction to MicroCare Corp

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2

Contamination & Cleaning

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Sources of Residue ContaminationAccidental contact with skin

Cross

contaminated IPAOutgassing of connector end capsAtmospheric humidityCoastal salt fog

Sources of Dust Contamination

Connector friction wear debris

Lint from paper wipes and cloth

Opening cardboard boxes

Dead skin and hair

HVAC and equipment cooling fans

Electrostatic charge

Sources of End Face Contamination

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Cross Contamination Issues:Hygroscopic meaning it attracts water moleculesMenda

bottles pull in air to dispense the cleaning fluid

Presaturated wipes experience package degradation Shipping & Storage Issues:Flammable High vapor pressure

Issues with Isopropyl Alcohol

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Residues on the connector end face changes the refractive index of the medium

The higher the frequency of the light signal, the greater the refractive angle

Changes in the refractive angle of the incoming signal cause a phenomenon called chromatic aberration which causes lost data

Contamination Issues –

Residues

60

°

60

°

35

°

Glass

60

°

60

°

41

°

Water

Light Refraction Through Glass & Water

Chromatic Aberration

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Contamination Issues –

Particulates

Dust interferes with physical contact creating small air gaps and permanent end faces defects

Residues in signal path change index of refraction between the connector pair causing signal loss

Absorption loss

Back reflectance loss

Insertion loss

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Contamination

Issues for Fusion Splicing

Fiber Core (nominal)

Ø

9

μ

m

Singlemode

Ø

50μm for OM3 & 4

Fiber Ø 125μm

Dust from cross contaminated IPADirty electrodes and dust in fiber grooves

Dust from paper based wipe

Water residue from cross contaminated

IPA

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Contamination is the most common issue with optical network interconnects

IEC 61300-3-35

Defines contact zones for inspecting optical connector end faces

Importance of Cleaning Connector End Faces

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3

Sticklers® Product Line Review

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Fiber Optic Splice & Connector Cleaner

®

Fluid

Use for cleaning

bare fibers

for fusion splicing and connector end faces

Rapid evaporation

leaves

no residues behind

and prevents cross contamination

Triton cap offers three ways for dispensing cleaning fluid on wipes, sticks, and flushing ports Hermitically sealed cans prevent cross contamination and spillsProduct compliance to GHS, RoHS and REACH standard - non toxic chemistry and air ship safeUse of fluid creates electrostatic dissipative medium

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CLEANSTIXX

®

Optical Grade Stick Advantages

Cleaning tip

cleans the entire

end

face and

contamination from the adapter sleeveCleaning tip material has superior capillary action for wicking contamination away from ferrule end faceCrimping of the cleaning tip allows it to retract into handle to prevent damage from excessive pressureWhen used with the cleaning fluid, it creates a dissipative medium for eliminating electrostatic charge

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CLEANSTIXX

®

Optical Grade Stick Overview

P/N

Ferrule

Type

Color Code

Applications

S12

Ø1.25mmGreenLC, MU, ODC/RDC socket

S25Ø2.5mmBlueSC, ST, FC, OptiTap, MIL 83526 (TFOCA) socketP25Pin TerminiYellowMIL 29504 pin termini, ODC/RDC pin termini, E2000S16Mil-Aero

OrangeM28876, M3899, & M29504 socketXMTMTPinkMT, MPO/MTP, Optitip/HFMOCEB12Ø1.2mmPurpleM38999 1.2mm expanded beam termini

Best practice is to moisten stick and rotate in same direction 6x to 8x in same direction

Do not over saturate stick – less is more

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CLEANWIPES

®

Optical Grade Wipes Advantages

Five different packaging

options

Use for cleaning both base fiber for fusion splicing and connector end faces

Excellent

absorbency for removing resides, oils, and dust particulatesHigh shearing strength to prevent fraying

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CLEANCLICKER

®

Cleaner Advantages

1.25mm & 2.5mm are 750 cleanings and refillable

MPO cleaner is 600 cleanings and

**NEW**

eliminated top orientation key

Color coded labels based on ferrule typeCleans in adapter and on assembly connectors quickly and consistently

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STICKLERS

®

Field Cleaning Kits Advantages

Perfect for field installation crews

Ability

to clean bare fiber for splicing on pigtail assemblies and cleaning assembly end faces

Distributors

are adding value to their customers by offering complete solution for doing the job right the first timeOpportunity for distributor to resupply the consumables which creates customer loyalty

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STICKLERS

®

Field Cleaning Kits OverviewP/NTarget DemographicFK03

Premises networks with up to 540 fibers

Enterprise installers, splicing trailers, small carriers

FK08

FK03 contents

Plus 1.25mm & 2.5mm CLEANCLICKER 750 cleaners

Ideal for fiber counts up to 2000 fibers

Large data centers and central offices, construction companies

FK05Ideal for military and commercial aviation with M29504 termini for M38999, M28876, M83526 connector systems

Contents have assigned US & NATO NSN numbers

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4

Sticklers® Selling Strategy

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Step 1: Identify The Need – Target Questions

What type of connectors are in your network?

How many connector pairs are you working with?

Are you doing any fusion splicing?

What products are you using today to clean?

Where are the connectors located? (i.e. indoors, outside plant)

What types of contamination do you commonly run into?

What kind of problems do you have with the products you are currently using?

Who makes the final decisions on what products you use to clean?

What does it take get our products approved for use?When do you usually buy the cleaning products for your projects?

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Step 2: Solve the Customer’s Problem

Recommend products that are the best fit for the customer’s needs

Kits are ideal for field installation projects

CLEANWIPES

®

400 boxes are idea splicing pigtails

CLEANSTIXX

® sticks prevent particle migration, clean the adapter sleeve, and dissipate electrostatic charge

Create Value by Explaining what makes Sticklers different

Using optical grade products enables you do the job right the first time

Fast evaporation and no residues of the Fiber Optic Splice & Connector Cleaner

® fluid prevents cross contaminationThe single fiber CLEANCLICKER® 750 cleaners are refillable for lowering the cost per clean and self aligning for consistent quality performance for cleaning assemblies and in adapter connectors

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Step 3: Create a Strategy that Leads to an Order

Focus on cost per clean and what it will cost the customer to successfully complete the project

Higher fiber counts and mission critical applications will value Sticklers performance consistency with faster results

Do not forget to factor in labor costs

Deemphasize cost per unit

Cost per unit is frequently a deceptive measurement when comparing fiber optic cleaning options

Lower quality products require more items and uses which increases the project costs

Using a products that have been cross contaminated will make things worse

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Step 3: Create a Strategy that Leads to an Order

Focus on

Doing the Job Right the First TimeInvesting quality cleaning products will enable the operators to be more effective and efficient

Profits are reduced and time is lost when a technician has to go back to the site to troubleshoot and correct a problem

If you did not have time to do it right the first time, do you have the time to fix it?

Bundle the fiber cleaning products

Make the cleaning products an essential ancillary item to support the sales of test gear and cabling systems

Cleaning consumable are usually < 1% of the total installation cost of fiber installation project

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Step 4: Close The Sales

Make sure you are negotiating with the right person who has decision making authority

Know what products you are competing against

Make sure you know the timeframe on when the project will need the Sticklers products

Emphasize that using Sticklers fiber cleaners will enable the customer to the job right the first time

Don’t forget,

ALWAYS ASK FOR THE ORDER

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Essential Field Sales Tools

Sticklers Product Brochure

Sticklers Field Cleaning Kit

Inspection Scope with Tips

Cable Assembly

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Final Thoughts

Superior Product Quality and Innovation

The ONLY Source for Fast and Easy Wet-Dry Cleaning

The ONLY Products that Can Clean Any Connector, Any Size, Any Configuration

Excellent Customer Service & ISO 9001 Quality and Consistency

Wide Industry Acceptance & Strong Marketing and Branding Support