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Germicidal Business Opportunity. Rich Hanlon & Susan Anderson. October, 2005. OSI Goals for NAFTA Market. Opportunities 2003 NAFTA germicidal market was estimated to $39M growing at ~ 18% / yr Water & waste water treatment is ~ 78% Air is ~ 10% but fastest growing Goals

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Germicidal business opportunity

Germicidal Business Opportunity

Rich Hanlon & Susan Anderson

October, 2005

Osi goals for nafta market
OSI Goals for NAFTA Market

  • Opportunities

    • 2003 NAFTA germicidal market was estimated to $39M growing at ~ 18% / yr

    • Water & waste water treatment is ~ 78%

    • Air is ~ 10% but fastest growing

  • Goals

    • Enter the Germicidal NAFTA market in phases to minimize risks

    • 25% market share of NAFTA Germicidal in FY09/10

      • $24M Sales

  • Approach

    • Focus on water and air

    • Start outsourcing lamps & ballasts while learning the market

    • Develop competitive manufacturing of common lamps & ballasts

    • Introduce OSI technical innovation

Strategic fit
Strategic Fit

  • Light sources are our core business

    • Customers

      • Offers a new line of Sylvania product to existing customers

      • Opens doors to new customers

    • Innovation

      • Expands on existing UV technology

    • Growth

      • Allows entry in rapidly expanding market

      • Will develop a “pull through” aspect for other lighting SBUs, Precision Materials and Components (PMC) group and Sylvania Lighting Service (SLS)

Strategic fit1
Strategic Fit





Market share and revenue prospects
Market Share and Revenue Prospects

  • Step 1

    • Goal: ~ 10% market Share – 2 years

      $4 - $5 Million

  • Step 2

    • Goal: ~ 25% Market Share – 5 years

      $10 - $15 Million

Germicidal lamp technology
Germicidal Lamp Technology

  • Water & Air Purification

    • Ultraviolet light at 254nm generated by lamp

    • Renders bacteria and microorganisms unable to reproduce

      • When DNA is exposed to UV light, it's chemical bonding characteristics are altered so that cell reproduction no longer takes place - rendering the microbe harmless.

  • Waste Water Treatment

    • Ultraviolet light at 254nm or 185nm generated by the lamp leads to Ozone generation

    • Treating and removing contaminants from wastewater

Aquafine water treatment sub assembly


Aquafine Water Treatment Sub-Assembly

Amway water treatment
Amway Water Treatment


Under the counter water treatment


12 ¾”

Distributed by

Quixtar in U.S.

6 3/4”

Waste water treatment plant
Waste Water Treatment Plant


UV Treatment

Treatment Plant

Air carrier utrc
Air Carrier (UTRC)

Residential Air Conditioning Units

  • Humidifier replenishes moisture to dry air.

  • Evaporator Coil allows the refrigerant to absorb heat from the air as it passes over the coil surface. The evaporator coil is located with the indoor unit and is also referred to as the indoor coil.

  • Infinity™ Gas Furnace provides reliable, high-efficiency heating for long-lasting comfort and energy savings.

  • Air Cleaner improves air quality by removing harmful and irritating airborne pollutants from your home.

  • Ultraviolet Germicidal Lamp reduces the amount of pollutants, such as mold, bacteria, fungi and viruses, leaving your home with cleaner, fresher indoor air.

  • Infinity™ Control is the interface to the Infinity System. The Infinity System is the only system in the industry that allows you to control temperature, humidity, air quality, fan speed and ventilation.

  • Comfort Ventilator combines fresh outdoor air with conditioned indoor air for improved air quality and maximum efficiency - great for today's tightly constructed home.

  • Infinity™ 18 Air Conditioner or Infinity™ 17 Heat Pump products are the only systems in the industry that allow you to control temperature, humidity, air quality, fan speed, ventilation; and they even detect when your air filter needs replacing. So advanced they automatically adjust to your system’s needs for peak-efficiency and performance.

Commercial buildings recycle air – Air purification reduces or eliminates need for outdoor air


  • Air

    • Whole buildings

      • Health care facilities, athletic/health clubs, extended care facilities, group homes, individual homes, manufacturing facilities

    • Individual rooms

      • Clean rooms, offices, hospices rooms, residential rooms

    • Vehicles

  • Water

    • Residential and municipal drinking water, water coolers and dispensers, pharmaceutical water, beverage water, semiconductor process water, spas and swimming pools, aquariums, cooling towers

  • Surfaces

    • Medical & dental tools, air and water filters, meat, fruit, vegetables, mail

Downstream ecosystems
Downstream Ecosystems

  • Sell direct to OEM – OEM Account Rep

  • OEM sells to customer

  • Specify through engineer or end user - CE

  • Replacement lamps – I/C Sales Rep & Electrical Distributor

  • System warranty – OSI Customer Service

  • Group re-lamp service and warranty service - SLS

  • Design new lamps – R&D

Target oem customers
Target OEM Customers

Water Purification

  • Amway (Drinking water)

  • Boeing (Drinking water)

  • Aquafine (Pure water) (Supplies US Filter)

  • Trojan (Pure water)

  • Ultra Violet Devices, Inc. (Pure water)

    Waste Water Treatment

  • Trojan

  • Siemens Water Technologies

    (previously US Filter)

    Air Purification

  • Sharper Image (Clean air for rooms or personal spaces)

  • UTCR (Clean air for whole buildings)

  • Boeing (Cabin air)

  • Ultra Violet Devices, Inc. (UVDI)

Germicidal nprs in process
Germicidal NPRs in process

Linear Double and Single Ended

Germicidal nprs in process1
Germicidal NPRs in process

Compact Fluorescent

Germicidal nprs in process2
Germicidal NPRs in process


Sales tools
Sales Tools

  • PIBs

  • Application Bulletin

    • Developing with help from LRC

  • Ballast Reference

  • Launch Dec 2005

Next steps
Next Steps

  • Continue promoting germicidal lamps

    • Complete sales tool development including training

    • Involve more sales professionals

    • Educate stakeholders on technology

  • R&D to develop future customers needs

    • Long life, mercury free, high output

  • Monitor results of initial seeding

    • Customer reaction

    • Volumes and types moved

  • Initiate capital request requirements

  • Identify acquisition targets