INFORMATION PAGE

V1.0

Client Info:
Campaign Name: Inhalation Sciences AB – Academy environment /
air pollution/ aeorosol research

Company Website: www.inhalation.se

Address: Hälsovägen 7, SE – 141 57 Huddinge, Sweden

Script Objective: Schedule Teams/Zoom Appointments

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Campaign Info (Target Market Criteria):

1) Type Of Industry (ex. legal, education, etc.) You can select the SIC codes from here:
http://siccode.com/en/siccode/list/directory/

2) Size of Industry (number of employees & annual sales)

Company size is not a selection criteria; here we are talking universities doing research on
the subjects above.

Brackets for Sales Volume

This is also not a significative segment.

3) Location (State, City) - You can provide ANY of the following:

Focus is on US academic centers as per sent list.

Company Name
v1.0

Greetings to GK/Receptionist:

Good Morning/Afternoon,
I'm Allen with Inhalation Sciences. I was wondering if you can help me, who
should I speak with when it comes to
 working with environmental research with aerosol and/ or air
pollution?

Can you please transfer me to him/her?

Confirming the Contact Person:

Hi! My name is Allen with Inhalation Sciences. I understand that you are the
person who is involved in
 working with environmental research with aerosol and/ or air
pollution?

(After confirmation, proceed with Pitch below)

Pitch / Initial Benefit Statement:

 If it is, I’d like to introduce Inhalation Sciences’ instruments and services to

perform the most precise aerosol studies. Inhalation Sciences’ instruments can

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 generate aerosol and are very accurate in delivering it for in vitro or in vivo
studies.
 The company founder, Per Gerde, has a long experience in academy, having also
worked at the prestigious Lovelace respiratory research institute in New Mexico,
USA.
 If it is, we’d like to introduce ourselves and our instruments! We have as customers
King’s College in UK, the Karolinska Institute in Sweden, Vienna university.

Probing Questions:

(Please insert a couple of questions that will help us discover more of their
current environment AND also to keep the conversation going. About 5
questions would be ideal, but not all 5 will be used during the call, I will be
rotating the questions depending on the situation)

The questions below are for Pharma and academic pharma customers and
also CROs (Contract Research Organizations) working with pharma.
The academic sector would have the accuracy/precision of our instruments
and the novelty of some instruments providing them an opportunity to
publish interesting/novel data.

 Are you working with aerosol generation in your experiments?

 Are you working specifically with in vivo studies or in vitro?
o In vivo: what methods are you using today for in vivo inhalation
exposure? PennCentury-like devices for instillation? An
inhalation tower with many rodents exposed at the same time?
would you be interested in discussing a very precise method for
in vivo inhalation exposures that provides an accurate dose to
the subject, minimizing gastrointestinal exposure.
o In vitro: are you interested in cell exposure to aerosol? We have
a system that can expose cells at the air-liquid interface
reflecting physiologic conditions in the lungs rather than
immersing the cells in a liquid bath. We have several studies
published with out XposeALI instrument in the field of air
pollution research.
 Are you interested in your research in the effect of various pollutants
on cells or on rodents?
o We have a system for aerosol generation and delivery of
unparalleled precision.
 Is the substance you need for your experiments expensive?
o Our system PreciseInhale can perform in vitro cell exposure and
in vivo studies using minimal amounts of substance.
 Are you frustrated sometimes with the accuracy of the results in your
in vivo inhalation research?

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  Are you frustrated sometimes with the inaccuracy of the current
methods available for in vitro cell exposure or for in vivo exposures?
(PreciseInhale and in vivo modules, XposeALI)?

 If they show interest

o Do you have a budget for this research?
o What is the timeline you are considering?

(This shifts the focus from talking about us from the Pitch to learning more
about the prospect, which is very important. This gives the prospect the
feeling that they are important, which every prospect wants).

Closing:

(Please insert information on what we can do to help their company OR

what separates us from competition OR what are they walking away from if
ever they say no to the appointment. This will be used as a closing
statement before scheduling an appointment)

I will be happy to set up a Teams meeting with my colleagues so that you

can discuss if Inhalation Sciences’ instruments and services can be of any
help to your research.

If they refuse the appointment:

 Having precise results can really make a difference in your research
and save your money and time because of the precision the
instruments offer and the minimal use of substance.

If they really say no, they can check us out on the newly re-made
website: www.inhalation.se.

(Please note that we can have several Closing statements, I will rotate and
determine which one will be effective)

Schedule an Appointment:

We would appreciate an opportunity to tell you how your company can

benefit from our service.

Would you be available on Tuesday?

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  Possibly Mon-Wed, afternoon CET, i.e. morning EST, until lunch time
EST.
 Also Thu-Fri ok, but preferably Mon-Wed.

Verify Information:
1. Contact Name
2. Company Name
3. Phone number (and extension)
4. Job Title
5. Email Address (important)
6. Date and Time of the Appointment

Thank you for your time today and we are looking forward to talking to you
soon.

Handling Objections:
1) What do you do? What does your company provide?
 Inhalation Sciences is an innovative labtech company providing
both equipment and research services for aerosol and inhalation
studies. By generating early reliable pharmacokinetic data we de-
risk your drug development projects.
 For the academic research, Inhalation Sciences offers state-of-the-
art aerosol exposure options to generate accurate data with unique
settings.

2) We already have that taken care of.

 In several ways Inhalation Sciences’ instrument offer is unique, it
stems from the aerosol research from Per Gerde, the company
founder, at the Lovelace research institute in New Mexico, so if you
could invest ½ of your time, I could set you up on a discovery call
with my colleagues, in any case it would be an interesting scientific
exchange.

3) I don’t have a budget.

 That is ok. We are a bit premature to discuss the budget since we
only ask that you to take a look at our solution and see if it will
benefit your company. (ask for appointment)
 That is ok, Inhalation Sciences also offers IRS: Inhalation Research
Services, so you could outsource some part of your research to
them.
 That is ok, Inhalation Sciences has also a leasing program for the
instruments

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4) Questions they are asking you and you don’t know the answer.
 That’s an excellent question, what I’m doing right now is taking
note of all your questions and I’ll forward this to Inhalation
Sciences’s HQ, and
o Mikael Mikko, Product Manager
o Per Gerde, Chief Scientific Officer and company founder
o Paolo Raffaelli, Chief Commercial Officer
He/they can answer this for you during your appointment with
him/them.

Is there anything else that you would like me to forward to him so

he can better prepare for your discussion? (After he has shared all
his questions, set the Appointment.)

5) We are not working on inhalation drugs right now.

 In several ways Inhalation Sciences’ instrument offer is unique, it
stems from the aerosol research from Per Gerde, the company
founder, at the Lovelace research institute in New Mexico, so if you
could invest ½ of your time, I could set you up on a discovery call
with my colleagues, in any case it would be an interesting scientific
exchange.

6) We have passed the preclinical stage and we are on clinical trials (trying
the potential drug on people).
 COMMENT: This is a realistic objection from small companies. They
would most likely use our services if we catch them at the right time,
since once the preclinical phase has passed, they would focus on
clinical trials on people.
 Well, in any case I would like to set up a meeting, you may get some
questions back from the FDA/EMA (European Medicine Agency) once
you submit the regulatory package on the preclinical data, and given
the unique precision of Inhalation Sciences’ method, it is good to have
a presentation now to have them in the back of your mind. My
colleagues will be more than happy to provide you with ½ hour
overview, no worries.

7) Please add any FAQ’s that you feel would be helpful.

a) What is the amount of substance they would need to do a PK study?
o You can run a complete PK study with the PreciseInhale aerosol
generator with 100mg of substance and in earl stages a new
substance can be very expensive/difficult to obtain.
b) Can you perform a study on many animals at the same time?

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 o We perform in vivo studies on one animal at the time by choice,
having an unparalleled precision on how much substance is
delivered: we take into account even the animal breathing rate
to reach the target dose with precision. This impossible to
achieved with an inhalation tower used in toxicology studies
since there is no possibility to monitor how much each animal is
breathing and getting.

8) Nomenclature
Preclinical studies are made up of an in vitro phase and an in vivo one.
In vitro usually comes first, and the tests on the drug candidate are
performed in a lab (for example DissolvIt has an artificial membrane to test
the dissolution of an inhaled drug) or by exposing cell cultures to the inhaled
drug (XposeALI).
In vivo contemplates the exposure of living subjects (rodents like rats and
mice but also other species) to the drug being tested to observe several
effects.
We are specialized in PK studies, in vitro and in vivo.
To help you understand some of the terms most used by our target
customers, see below.

 Preclinical phase

 CMC: Chemistry Manufacturing Control

 ADME: Absorption Distribution Metabolism Excretion
 DPMK: Drug Metabolism and Pharmacokinetics
 PK: Pharmaco Kinetics= what the body does to the drug, how the
drug goes into the blood stream and into the target organs and how
long it stays in the systemic circulation (blood stream).

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 PD: Pharmaco Dynamics= what the drug does to the body, what is
therapeutic effect of the drug on the body, for example the asthma
symptoms reduction, the effect on cancer cells etc.
 Inhalation: the process of breathing in a substance into the lungs.
Usually inhaled drugs are inhaled through the mouth, hence the
expression: OIDP for Orally Inhaled Drug Products. There are also
nasal sprays which are inhaled through the nose.
 Aerosol: a cloud of suspended particles: could be tiny solid particles or
liquid droplets (nebulization).
 Inhaler: therapeutic device used to breathe in a drug, through the
mouth; through the nose it would be a nasal spray.
 Nebulizer: a tool used to nebulize a solution or a suspension (the
difference is in the particle size) into a mist that can be breathed.
 Generics: Once a drug goes off patent, companies try to make an
equivalent of that drug, a similar molecule, to sell it at a fraction of
the price of the original drug, which is called the reference substance,
while the generic candidate drug being studied is called the “test”
substance.
 Biologics: Drugs made up of larger molecule, i.e. proteins or enzymes.
Usual drugs are traditionally made of small molecules.
 Small molecules: see Biologics above.
 Nanoparticles: they are tiny molecules with a spherical shape that
may contain a drug to be delivered, for example to the lungs.
 API: Active Pharmaceutical Ingredient: the molecule that has the
therapeutic effect.
 Eccipients: molecules that are added to the API to facilitate the
delivery of the drug, usually eccipients are sugar molecules.