What was the cornerstone of the business and a big part of the Waters culture according to the document?

• The Waters Difference

• The Waters Performance

• The Waters Innovation

• The Waters Technique

What technique did Waters Chromatography Division specialize in?

• High performance solid chromatography

• High performance liquid chromatography (HPLC)

• Basic liquid chromatography

• Advanced gas chromatography

What was the approach that Waters Corporation used to build their business?

• By providing the lowest prices in the market

• By offering the most advanced technology

• By helping customers with their separation problems

• By selling the highest quantity of products

According to Chane Graziano, why is the Waters field organization staffed by expert chemists?

• To offer the best customer service

• To provide strong customer support at a premium price

• To maintain a high level of technical expertise

• To increase sales volume

What does Bob Retz suggest is necessary for success in selling solutions to problems?

• A strong technical background

• The ability to close the order as soon as they might

• Being flexible and responsive to customer needs

• Selling at the lowest possible price

What was the objective of HPLC technology?

• To develop new chemical mixtures

• To separate a complex chemical mixture into its individual components

• To create a new type of chemical detector

• To increase the speed of chemical reactions

What was the estimated worldwide market for HPLC in 1984?

• $142 million

• $350 million

• $525 million

• $70 million

Which company had the largest market share in the HPLC market according to the text?

• Hewlett-Packard

• Varian

• Waters

• Perkin Elmer

What percentage of Millipore's total net revenues did the Waters Chromatography Division represent in 1984?

• 15%

• 43%

• 62%

• 36%

What did the HPLC instruments sales represent as a percentage of total Waters' revenues in 1984?

• Over 60%

• Over 43%

• Over 36%

• Over 48%