Annual Report

Here is what some of our members are saying . . .

In my experience, the LPA affords its members a tremendous opportunity to network across all management levels of the participating companies and gain valuable industry and business insight knowledge. Every time I attend an event, I am inspired to take my business to the next level and walk away with a renewed focus, great ideas and a vision that wouldn’t have otherwise been possible. The talent and success of the LPA members is unmatched. The wealth of knowledge of the LPA members and their willingness to candidly share their perspectives and experiences is extremely fruitful.

Bambi Cahilly Chief Executive Officer

Excel Scientific

The LPA provides an opportunity to gain valuable market information and remain current regarding industry news and trends. The Association also offers a collegial network of the industry’s most experienced leaders willing to share their knowledge and perspective.

Steve Goodman Senior Vice President

Category Management VWR International

The benefits of membership in LPA are many. I always find something in each meeting program that I can take back and use in my business. The market information is always useful and the opportunities for networking with companies in our industry are outstanding. Membership has proven beneficial to my company.

Dennis Pope Director

Cole-Parmer

LPA Members Velp Scientific, Inc. proudly display their “LPA Member” sign during Pittcon 2015.

LPA MissionThe mission of the Laboratory Products Association is to enable its members to constantly improve their global and commercial success by providing them with unique opportunities in networking, market information, and education.

LPA Vision The LPA will be the leading association in North America, representing manufacturers, distributors, and other related companies in the laboratory products industry and providing its members with a global perspective for success.

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The Laboratory Products Association

LPA staff, members, and spouses pose for a pic at the opening reception during the

2015 LPA Annual Meeting in Palm Beach, FL.

The Laboratory Products Association (LPA) was founded in 1918 as the Scientific Apparatus Makers Association. LPA member companies are manufacturers, distributors, and suppliers of lab products and services such as glass and plasticware, chemicals, equipment, and supplies used in scientific research and applied science and life science worldwide. The Optical Imaging Association (OPIA) is an affiliate association of the LPA whose members are manufacturers of microscopy instruments and components.

In today’s competitive global environment, it is imperative that companies have the resources and tools they need to be successful. The LPA enables its members to constantly improve their global and commercial success by providing them with unique opportunities in networking and professional development, while utilizing exclusive market information.

NetworkiNgIn today’s global business environment, developing business relationships is paramount for success in the lab products industry. Through its various meetings and events, the LPA provides unparalleled opportunities for senior-level executives and decision makers to connect and develop those crucial relationships.

ProFeSSioNAL DeVeLoPMeNt The LPA holds a number of professional development events each year providing members with opportunities to acquire strategic education regarding the industry and business. The Annual Meeting is held in the fall and has more strategic content aimed at executive and senior management. The Spring Meeting is geared for upper- and mid-level management. The LPA also conducts sales and marketing workshops and webinars to keep members’ continuing education relevant and engaging.

MArket iNForMAtioNHaving a solid understanding of current events in the lab products market is vital for any company in this industry. The LPA provides its members with exclusive and valuable reports that include:

• The Annual Forecast and Analysis of the Lab Products Market and the Mid-Year Market Report, a compendium of both primary and secondary research on the global lab products market, with market size, history, and forecast included;

• The quarterly Laboratory Business World newsletter, which summarizes end-user markets, international markets, and company financial results;

• The annual Laboratory Purchasing Trends Survey, which focuses on lab personnel changes, budgets, and equipment purchases in multiple product categories for North America and Europe;

• The monthly Flash Report, a snapshot of members’ general sales activities;

• An annual survey on ecommerce trends in the lab; and more.

LegiSLAtiVe & reguLAtory ADVocAcyAs the landscape in Washington continues to change, protecting the interests of LPA members and the industry has become increasingly important. The LPA provides legislative and regulatory advocacy for its members to keep them apprised as to what may impact them and takes action, as needed, to ensure that the voices of its members are heard.

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If you’ve been keeping track, you may have expected this message to be delivered by John Tobin from Corning. John made an unplanned career change in January 2016 and left Corning Life Sciences to join a new Corning business focused on Pharmaceutical Packaging. Since his new role is not involved in the global Life Science research market, John decided to resign as LPA Chair. I’d like to thank John for all of his contributions over the years. His dedication, leadership and inspiration will be truly missed.

I am delighted to have the opportunity to serve as the LPA Chair for the next two years, albeit a bit earlier than originally anticipated. At this time I am also pleased to announce that Jim Dawson, President of Heidolph North America, has agreed to serve as our current Vice Chair. Jim and I are working together closely to continue to enhance the value of your LPA membership.

My company, BrandTech Scientific, Inc., has been an LPA member since 1997 and we have received tremendous benefits from our membership. The business networking opportunities are second to none and you will simply not find the depth of market information the LPA provides anywhere else in the industry.

As a mission-driven association, the LPA is focused on meeting the ever changing needs of its members to enable them to “constantly improve their global and commercial success.” While this Annual Report details the benefit and value we have provided, I wanted to touch on a few highlights.

This past year was another exceptional one for the LPA. Our membership continues to grow and reached a record high of 127 companies at the beginning of our fiscal year in July. We had 15 new companies join the association as well.

Our meetings also continue to grow and provide excellent executive education and networking opportunities. The 2015 LPA Annual Meeting was held in Palm Beach, Florida and was the best-attended annual meeting the LPA has ever had, with 141 attendees from 80 member companies. In addition, the LPA also held a well-attended Spring Meeting in Philadelphia, Pennsylvania, a successful Sales and Marketing Workshop there as well, and two well-attended breakfast programs at Pittcon.

Striving to meet the needs of our members in the changing legislative and regulatory environment, the LPA expanded its reach in this area this past year. Partnering with a government affairs consulting firm, we are providing legislative and regulatory advocacy for our members to ensure their interests are protected.

We continue to improve and expand our various market reports based on member feedback. For example, our annual Laboratory Purchasing Trends Survey now includes insightful European trending data. Our Annual Forecast & Analysis of the Lab Products Market continues to improve and has expanded in geographic scope.

Another great benefit of LPA membership is the meeting rooms we provide at Pittcon where members can have meetings with customers, network, or just take a break. We expanded the meeting room benefit this past year by having a room at the ACHEMA show in Frankfurt, Germany and will have a room for members to utilize at the 2016 Analytica exhibition in Munich.

I appreciate the dedication and hard work of all those who have contributed to the success of the LPA this past year—our committees, Board of Directors, especially our immediate past Chair, Christine Stannard, as well as the LPA staff. Don’t hesitate to contact me, or the LPA office, with ideas and suggestions on how we can make your membership more valuable.

Lastly, I encourage you to take advantage of all the LPA has to offer as outlined in this Annual Report. If you are not a member, I strongly encourage you to join the LPA and am confident you will find membership to be a very worthwhile investment in your company’s success.

Sincerely,

Stephen Brinkmann, LPA ChairPresident & CEOBrandTech Scientific, Inc.

LPA Chair Stephen Brinkmann

Chair’s Message

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NetworkiNg & ProFeSSioNAL DeVeLoPMeNtSales & Marketing Workshop www.lpanet.org/workshopsA sales & marketing workshop was held in February at the Le Meridien in Philadelphia, Pennsylvania, featuring Gini Dietrich, who presented Collaborating, Communicating, and Connecting in the Digital Age. Attendees learned how to communicate effectively; use technology to drive sales; keep communication open between departments; follow a marketing funnel to generate, nurture, and convert leads to customers; and create the metrics that are meaningful to the corner office. Everyone was encouraged to bring their laptops and were able to implement what they learned on-the-spot, which was very well-received by attendees.

Spring Meeting www.lpanet.org/springThe 2015 Spring Meeting was held at the Radisson Blu in Philadelphia, Pennsylvania. The meeting featured a diverse education program that included: Former astronaut Robert Curbeam, who opened with Risk Management in Flying and Business–Developing and Delivering Sustainable, Premium Customer Experiences; K.C. Warawa of KC & Associates presented the 2015 Laboratory Purchasing Trends & *NEW* Website Survey Presentation; Jerry Rackley presented Marketing By the Numbers; Christi Bird of Frost & Sullivan presented the Mid-Year Market Report for members; Bob Wendover engaged members with Common Sense By Friday: Establishing a Decision Making Culture in Your Menu-Driven Workplace; and an energetic closing keynote was delivered by Robyn Benincasa: TEAMWORK–Win as One: The 8 Essential Elements of Human Synergy. There was ample networking opportunities during breakfasts and breaks, as well as an optional group outing to a Lucky Strike Bowling Alley.

Annual Meeting www.lpanet.org/annual The 2015 Annual Meeting was held at The Four Seasons Resort & Spa in Palm Beach, Florida and was the best-attended annual meetings the LPA has ever had with 141 attendees from 80 member companies. Before the educational program began, there was an evening reception, golf tournament, and brunch on-site. The program opened with generational expert Seth Mattison, who presented The Shift; Rob Smith and Megan Malone of Venable LLP gave an informative rundown of government affairs on Capitol Hill; following the Annual Business Meeting, Andrew Friedman provided The Washington Update and the Effects on Small Business; Christi Bird of Frost & Sullivan reviewed the Annual Forecast & Analysis of the Laboratory Products Market and answered questions on-site; closing Tuesday with an inspirational story of changing the game in order to win was J.B. Bernstein of The Million Dollar Arm. An optional yacht cruise at the close of the meeting allowed the opportunity to build relationships outside of the meeting atmosphere.

LPA Events at Pittcon Given that a large number of LPA members exhibited at or attended Pittcon, the LPA sponsored several events for its members at the show. A complimentary member networking lounge gave members an opportunity to relax, get off their feet, and network with fellow members. The LPA also provided members with quiet meeting space for meetings with customers or potential customers off the busy show floor. In addition, the LPA held two breakfast programs– a Product Manager’s Breakfast focused on social media and using hootsuite and an International Breakfast focused on Leveraging China and India for Global Competitiveness.

LPA at ACHEMAAs more LPA members participate in ACHEMA in Frankfurt, Germany, the LPA had a meeting room available this past year for meetings with customers, networking, and to use as a base of operations during the show, much like what is offered at Pittcon. Since this was well-received by the members, the LPA looks forward to continuing this relationship with ACHEMA in the future.

Former astronaut Robert Curbeam happily takes a picture with LPA President Clark Mulligan and Meetings Committee Chair Alex Waluszko at the 2015 LPA Spring Meeting.

A Look Back at 2015 . . .

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www.lpanet.org/marketdataThe LPA provides its members with exclusive reports of the lab products market and industry containing information largely unavailable from other sources. These reports provide members with strategic insights on market trends and key benchmarks to improve their financial and operations performance.

Annual Forecast and Analysis of the Lab Products Market and Mid-Year ReportThese valuable and insightful reports are produced for the LPA by Frost & Sullivan. They cover the global and U.S. markets for laboratory products to include the size and growth of the total laboratory products market, as well as the product segment markets and end-user market segments. The Mid-Year Report also contains key econometric data on various geographic regions. These are the only reports of their kind covering the prospects of lab products industry.

North American Survey of Laboratory Purchasing TrendsThis in-depth survey, conducted for the LPA by K.C. Associates, surveyed scientists working in the laboratory to better understand the dynamics of the laboratory products market. The survey addresses such areas as: personnel issues to include the number of people in the laboratory, hiring, and workload changes; spending for lab products by categories; capital and non-capital equipment budgets; and more.

Website SurveyNew this year, K.C. Associates produced a Websites for Laboratory Instruments & Products Study. This tailored report provided insightful information on changing dynamics on the websites of manufacturers/providers of instruments and products for the laboratory.

Laboratory Business World Newsletter To provide valuable insight into the world lab products market, the LPA continued to produce a 12-page quarterly review of the global marketplace which included: industry news, end-user markets, international market review, financial results table, and company reports. The report is produced by UK-based Instrument News.

Monthly Flash Report LPA members participated in this monthly survey that provided an immediate read on what was happening in the industry, with a comparison of member’s durable and non-durable sales by month, quarter and current year-to-date to last year’s sales.

MArket iNForMAtioN

LPA members attended the first annual LPA Capitol Hill Day and met with lawmakers

regarding EPA laws in February 2015.

LPA Reporter Monthly Newsletter www.lpanet.org/reporter The LPA Reporter, the association’s monthly newsletter, shared current and upcoming events of the LPA, industry news briefs, networking opportunities, and resources for everyone in the lab products industry. The LPA Reporter also provided member companies with an outlet for sharing their company news, press releases, staff changes, and accomplishments.

Demand Metric Business Tools and Templates www.lpanet.org/dmLPA continued its partnership with Demand Metric, a web-based consulting firm that researches business best practices and builds practical Microsoft Office business-oriented tools and templates, to provide a value added program for its members. This members’ benefit made available over 600 practical business templates and tools, which saved them time and money and delivered added value to their companies.

Government & Regulatory Affairs Advocacy www.lpanet.org/govThe LPA expanded its reach into the legislative and regulatory affairs area in an effort to make the voices of its members heard on crucial issues. Repeal of the Medical Device Tax and urging the EPA to push back a proposed deadline on the use of certain coolants used in lab refrigeration products were demonstrated areas of grassroots efforts. The LPA Capitol Hill Day, held in February, also offered members an opportunity to meet with their representatives and establish a rapport.

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LPA LinkedIn Group /groups/1941786

As the value and participation in social networking groups rose, so did membership in LPA’s LinkedIn group. By the end of 2015, the group had over 2,600 members. The group was open to all in the lab products and life sciences areas— LPA members as well as end-users—and was a great resource for making new connections and possible business leads.

LPA Facebook Group /LaboratoryProductsAssociation

The LPA realized an opportunity to reach its members on a personal level and add value to the relationships built within the organization by creating a Facebook page. The goal was to harness social media to engage LPA members and non-members alike, in order to collaborate and connect in a more casual way, no matter where their work takes them. LPA members were able to find pictures during and after all LPA events and meetings throughout the year on the Facebook page as well.

LPA and SLAS www.lpanet.org/collabThe LPA once again partnered with the Society for Laboratory Automation and Screening (SLAS). The LPA was a Gold Sponsor at SLAS 2015 and sponsored a luncheon in the expo hall, as well as hosted a breakfast program.

LPA and GAMBICAThe LPA continued its partnership with its UK counterpart, GAMBCIA (Group of Associations of Manufacturers of British Instrumentation, Control and Automation), once again for an evening networking reception amongst the two organizations during Pittcon that was very well attended.

LPA and Seeding LabsThis past year, the LPA continued its partnership with Seeding Labs, a non-profit organization working to provide laboratories in developing countries with desperately needed lab equipment and supplies. By the end of the year, LPA members had donated over $800,000 worth in equipment to Seeding Labs to help in their effort.

The LPA/GAMBICA reception held at the National World War II Museum in New Orleans during Pittcon.

LPA coLLAborAtioN AND PArticiPAtioN

Looking Ahead to 2016 . . .LPA members can count on their industry trade association to constantly improve members’ global and commercial success by providing them with the unique opportunities in networking, market information, and professional development needed to excel in today’s competitive environment. The LPA will continue to increase its value proposition by focusing on members’ needs, for example, meeting and networking rooms at international meetings for use by members attending the show. The LPA has also partnered with a government affairs consulting firm to provide members with legislative and regulatory advocacy and keep them apprised on important issues impacting them and the industry.

Brinkmann

Gordon

Cahilly

Mulligan

WoodsWilliams

Anderson

Apter Goodman

Simmons

Witte

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Dawson Stannard

House RossMahood

Hensler

2015–2016 LPA Board of DirectorsChAiRStephen Brinkmann, President & CEO,

BrandTech Scientific, Inc. / Vice President & COO, VACUUBRAND, INC.

ViCe ChAiRJim Dawson, President, Heidolph North America

iMMediATe PAST ChAiRChristine Stannard, Corporate Vice President,

Panasonic Healthcare Company of North America

PReSideNTClark Mulligan, CAE, Laboratory Products Association

diReCToRS 2015–2018Pat Anderson, President, Labconco Corp.

Jennifer Costello, Director of Global Channels, Corning Life Sciences

Dale Gordon, GM, Account Management, USCAN/EUROPE, GE Healthcare Life Sciences

Charles Simmons, Vice President of Category Management & Ecommerce, Thomas Scientific

Lisa Witte, President, Research and Safety Market Division, Thermo Fisher Scientific

diReCToRS 2014–2017Bambi Cahilly, President & CEO, Excel Scientific

Dan Hensler Jr., Vice President, Sales & Marketing, So-Low Environmental Equipment Company

Harry Ruska, General Manager, GFS Chemicals

Kelly Williams, SVP, Channel Management, Control Company

John Woods, Director of Corporate Accounts, Eppendorf North America

diReCToRS 2013–2016Jason Apter, Executive Vice President,

Head of Research Solutions, MilliporeSigma

Steve Goodman, Senior Vice President, Category Management, VWR International

LeRoy House, President, LabChem, Inc.

Brad Mahood, Executive Vice President, SP Industries

oPiA LiAiSoNStephen Ross, General Manager, Product & Marketing

Department, Nikon Instruments

Costello

Ruska

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The Optical Imaging Association (OPIA) is a sub-group of the LPA. The OPIA represents companies that manufacture microscopes and/or products, components and peripherals for microscopy and the microscopy imaging market. The OPIA produces several valuable market statistical reports for its members such as the quarterly U.S. Microscope Report, Video Report, Image Analysis Report, Shared Data Report, and the semi-annual International Microscope Report. In addition, the OPIA members meet several times per year in conjunction with industry trade shows to discuss the statistical reports and issues of common interest amongst the members.

oPiA MembersCarl Zeiss

Chroma Technology

Excelitas

Hamamatsu

Leica

Nikon

Olympus

Prior Scientific

Qimaging/Photometrics

Thermo Fisher

www.lpanet.org/committeesLPA committees help connect members with the association by giving them a stronger voice in the decision making process and enabling them to contribute their expertise and talents in shaping policies that will effect the association. These committees include:

GoVeRNMeNT AFFAiRSobjective: To develop and implement initiatives in

government and regulatory affairs on issues potentially impacting members and the industry. committee chair: Dale Gordon

iNTeRNATioNAL TRAde objective: To provide opportunities for an exchange

of ideas, experiences, instruction by invited speakers, and ongoing communications between members and to provide material on international activities, resources, and other industry specific information. committee chair: Jason Apter

MARKeT iNFoRMATioN objective: To explore, develop and maintain data gathering

tools to provide timely and meaningful industry information to the membership. This information includes customer buying behaviors and tendencies, sales and market reports and forecasts, and other pertinent information. committee chair: Jim Dawson

MeeTiNGS objective: To develop programs and oversee activities

of the Annual Meeting and Spring Meeting. committee chair: Ed Hiegersell

MeMBeRShiP & CoMMUNiCATioNS objective: To establish and implement programs for

continuous membership development, recruitment, and retention. To promote the value of LPA to members and the market place. To build recognition of LPA throughout the industry. committee chair: Karen Brooks

SALeS & MARKeTiNG objective: To develop programs and activities within

LPA that will enhance the sales and marketing capabilities of member companies. committee chair: Bill Halsey

LPA Committees

LPA Member Companies

A&D WeighingAdam Equipment, Inc.Ahlstrom Filtration LLCAmazon BusinessAmerican Laboratory/labcompareAndwin ScientificAqua Solutions, Inc.AR CorporationBinder Inc.BioCisionBiomedical Polymers, Inc.BioMedical Solutions Inc.Bioscience International, Inc.BiotixBoekel ScientificBrandTech Scientific, Inc.Branson Ultrasonics CorporationBYK Gardner USACadence, Inc.Caron Products & Services, Inc.Cole-ParmerControl CompanyCorning Incorporated, Life SciencesCrystal Technology & IndustriesCTR Scientific-MexicoCustom BioGenic Systems, Inc.DaiggerDURAN Group GmbHEberbach CorporationELGA LabWaterEppendorf North AmericaEquipar S.A. DE C.V.Excel Scientific, Inc.Fritsch USA, Inc.GE Healthcare Life SciencesGFS Chemicals, Inc.Glas-Col, LLCGovernment Scientific SourceGrainger, Inc.Grant InstrumentsGreiner Bio-One, Inc.Harvard BioscienceHeathrow ScientificHeidolph North America

Helmer ScientificHettich Instruments LPHirschmann, Inc.Honeywell Burdick & JacksonHoriba Instruments Inc.I.W. Tremont Co., Inc.IKA-Works, Inc.Integrated Liner Technologies Inc.J. & H. Berge, Inc.J.G. Finneran Associates, Inc.Jeio Tech, Inc.Kimble Chase LLCKinematica KNF Neuberger, Inc.Krackeler Scientific, Inc.LabChem, IncLabconco CorporationLabrepco, LLCLabX & Lab Manager MagazineLancer Sales USALAUDABrinkmann LPLevGo, Inc.Medline Industries, Inc.MettlerToledo, Inc.MilliporeSigma Neta Scientific, Inc.Nor-Lake ScientificNuAire, Inc.Ohaus CorporationPall Life SciencesPanasonic Healthcare Company

of North AmericaParker Hannifin CorporationParr Instrument CompanyPlas-Labs, Inc.Porex CorporationQorpakQuartzy, Inc.Rees ScientificRevolutionary ScienceRicca Chemical CorporationSaintGobain Performance PlasticsSartorius CorporationSavillex Corporation

Scientific Industries, Inc.SCILOGEX, LLCSeastar Chemicals Inc.Sheldon Manufacturing, Inc.So-Low Environmental Equipment

Company, Inc.SP Industries, Inc.Spectrum Chemicals & Laboratory

ProductsSPEX CertiPrep., Inc.Sterlitech CorporationStockwell ScientificThe Baker Company, Inc. Thermo Fisher ScientificThomas ScientificUVP LLCVACUUBRAND, Inc.Velp Scientific, Inc.VistaLab Technologies, Inc.VWR International, LLCWheatonWisconsin Oven Distributors, LLCWorldwide Glass Resources, Inc.Yamato Scientific America Inc.

www.lpanet.org/directory

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Not an LPA Member? Join Today!Membership in the LPA can be a vital and strategic investment in your company’s future. Visit www.lpanet.org/ preview for more information on how to join or call 703.836.1360.

2016 LPA Calendarwww.lpanet.org/calendar

Be sure to check out the LPA Calendar for industry-specific meetings!

OCTOBER 1–4, 2016

LPA ANNuAL MEETINGBellagio Hotel & Casino Las Vegas, NV

www.lpanet.org/annual

MARCH 8–9, 2016

LPA PRODuCT MANAGER’S BREAkFASTLPA INTERNATIONAL BREAkFASTPittcon Conference Atlanta, GA

www.lpanet.org/pittcon

APRIL 27–28, 2016

LPA SPRING MEETINGFairmont Copley Plaza Boston, MA

www.lpanet.org/spring

LPA OFFICE

Clark Mulligan, CAEPresidentcmulligan@lpanet.org

Angela ErreraDirector of Membership, Marketing, & Communicationsaerrera@lpanet.org

P.O. Box 428 Fairfax, VA 22038

703.836.1360 phone 703.836.6644 fax

www.lpanet.org

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Sit down with an LPA Member and

you’ll soon hear why the networking

opportunities, market data, and professional

development make membership with the

LPA a no-brainer.

Why the LPA?

LABORATORY PRODUCTS ASSOCIATION WWW.LPANET.ORG

Visit www.lpanet.org/join