Oct Rep sponsored content: Sysmex
Sysmex America, Inc. announced in July the launch of its XN-L™ automated hematology analyzers in the United States. Now distributors can offer their POL and clinic customers the same capabilities in CBC testing as larger hospitals and reference labs. Sysmex Product Manager Michelle Job answers a few questions about the XN-L for distributor sales representatives.
Q: The XN-L is said to be for lower-volume labs performing CBC testing. What kind of volume are we talking about?
A: Anywhere from 25-150 CBC per day.
Q: Tell us more about the 5 models that will be offered.
A: There are 2 models offered exclusively through Sysmex authorized distributors: the XN-330 with open tube sampling and the XN-430 with closed tube sampling. There will also be the XN-350 and XN-450 with more data storage, advanced parameter and license options, as well as the XN-550 with autoloading capability.
Q: The XN-L offers a 6-part differential, instead of the 3-part differential that is currently available to most of the low-volume segment today. What is the value to the provider?
A: The market is familiar with 3-part and 5-part differential analyzers. Sysmex offers a 6-part differential providing a reportable Immature Granulocyte (IG) with each sample. This parameter can assist the clinician in the assessment of infection and inflammation.
Q: What types of accounts should distributor sales reps approach with the new XN-L?
A: Urgent Care, Pediatrics, Family Practice, Internal Medicine, as well as Oncology and Multi-Specialty Groups
Q: The Sysmex XN-L series comes standard with a new quality control program, BeyondCare℠ Quality Monitor, which makes QC easier than manual quality control processes. Why is this important?
A: Quality Monitor is an innovative, web-based QC and calibration management program. Quality Monitor provides continuous, real time QC monitoring, eliminating manual QC review. This will greatly help the small volume labs who are often limited with staff and time to manage QC. “You run QC. Sysmex will do the rest.”
Q: What objections can distributor sales reps expect to encounter when approaching a customer about the XN-L series?
A: If it’s new to the market, how do I know it’s as reliable as other Sysmex analyzers?
Q: How should the sales rep respond?
A: While it’s new to the US, the XN-L was launched globally in 2015 and in Canada in 2016. Sysmex has been rated the highest for System Reliability for the past 18 years. (source: IMV ServiceTrak™ 2017 Hematology).
Q: Are any promotions being offered for the new Sysmex XN-L analyzers?
A: Yes! It is called Trade In Trade Up. Contact your Sysmex regional distribution manager (MDS) for details.
Q: How can Repertoire readers find out more about XN-L?
A: Reach out to your Sysmex regional distribution manager (MDS). In addition, visit www.sysmex.com/XNL and www.sysmex.com/BCQM for details and to view the videos. And don’t forget RepConnect!