The ESA620 Electrical Safety Analyzer isn’t just fast—it’s progressive.

Featuring smart technology designed to measurably increase productivity, this innovative device tests quickly and easily to the latest worldwide standards.

• Increased productivity• Accurate, repeatable results• Multifunction versatility• Fluke quality design

How to sell the ESA620 Electrical Safety Analyzer

Company Confidential

The ESA620 tests to the latest worldwide standards of choice: IEC60601, ANSI/AAMI ES60601, IEC62353, VDE 751, ANSI/AAMI ES1:1993, NFPA-99, AN/NZS 3551, and IEC61010

Why would a customer purchase the ESA620 Electrical Safety Analyzer?

Standards complianceMedical electronic devices require more rigorous electrical-safety testing than other electronic equipment for a variety of reasons. Increased risks due to potential contact with multiple devices, application to internal tissues, and lowered immune systems are just a few of the reasons hospital electronic equipment is closely regulated. Electrical safety standards worldwide ensure electronic equipment used in a hospital setting is routinely tested throughout the device life cycle. The ESA620 Electrical Safety Analyzer is designed for users of all types to test to the latest worldwide standards of choice: IEC60601, ANSI/AAMI ES60601, IEC62353, VDE 751, ANSI/AAMI ES1:1993, NFPA-99, AN/NZS 3551, and IEC61010.

ProductivityFrom the hardware to the interface, software and ergonomic design, the ESA620 appreciably enhances user productivity under any standard. This multifaceted device performs all primary electrical safety tests quickly and accurately with the benefit of efficiencies designed specifically to meet the needs of the modern user.

2 Fluke Biomedical How to sell the ESA620 Electrical Safety Analyzer Company Confidential

Efficiency Benefit

Tests quickly I can get my job done faster.

Tests even faster with Ansur, captures results and compares them to standards limits

Now my manual analyzer runs like a high-end automated device and allows me to get my job done faster.

Ease of connections ECG jacks It's easier for me to connect my applied parts. I don't have to carry/keep track of additional accessories and I don't have to pay to replace the ones I inevitably lose.

More lead selections (lead to lead)

I can do the job I need to do more efficiently.

Intuitive interface guides me through tests

I can more easily do the tests I need to do my job.

ECG waveform tests I no longer have to carry two units, and I only have to apply my 10 lead ECG connections once and then I can do two different tests.

Five different insulation tests I can more easily do more of the tests I need to comply to my standard of choice.

Two different PE test currents ± 2 %

I can test to today's standards and tomorrow's standards. Also, the accurate readings this gives me reduces the chance I'll have to run the test multiple times.

Dual lead resistance leakage and voltage tests

I can use one instrument as a troubleshooting tool and a safety analyzer for portable or hardwired equipment.

Lightweight I need portable test equipment because it's easy to carry to varying locations, which makes my job easier.

Display has adjustable contrast I can see my screen no matter what environment I'm in, which makes it easier to use.

Bigger display with more information

I can more clearly understand the test I'm performing, making it easier to read and use. I won't get lost in a test and I don't have to keep track of as many details.

Optional 4 wire PE test Enables me to speed up my resistance testing by not having to do an extra step of nulling the test lead.

20 A current capability I can test all the equipment I need with one unit.

USB connection I can connect the unit to my modern PC.

Total digital data management with Ansur

I don't have to hand-write and/or enter my test results, saving me time while setting my quality-assurance program up for success.

3 Fluke Biomedical How to sell the ESA620 Electrical Safety Analyzer Company Confidential

Target customersElectrical safety analyzer customers have different use models depending on location and application. Therefore, your messages to these groups will differ based on the kinds of benefits the ESA620 offers each.

How the ESA620 can save your customers money.

Example 1: medical device manufacturerFrom the hardware to the interface, software and ergonomic design, the ESA620 appreciably enhances user productivity under any standard. This multifaceted device performs all primary electrical safety tests quickly and accurately with the benefit of efficiencies designed specifically to meet the needs of the modern user.

Opportunity for improvement Benefit Potential savings

Standardize on a new test tool that complies to the latest standards

Increased productivity, reduced learning curve, more test stations, repeatable test results Avoid delays in projects

and productionReplace non-regulatory-compliant and certified equipment built in-house

Regulatory compliance with off-the-shelf equipment. Easy duplication of test equipment

4 Fluke Biomedical How to sell the ESA620 Electrical Safety Analyzer Company Confidential

Assumptions•  $500,000 to develop new product•  3 years development time•  121 working days per year•  $4,132 per day burn rate•  5 days

Cost savings calculations•  1 day lost would buy an ESA620•  Example: 5 days lost due to delays•  5 x $4132 = $20,660

Assumptions•  $10,000 per piece of medical

equipment sold•  1 unit made & tested per hour•  8 hrs a day•  $80,000 per day

Cost savings calculations•  1 hr of production line down would buy

2 ESA620 units

How the ESA620 can save your customers money (continued...)

Example 2: medical device manufacturer

Opportunity for improvement Benefit Potential savings

Increased productivity of production-line testing by using Ansur-automated ESA620

Time savings and increased revenue to more units produced per day

3 minutes saved per test; 5 % increase in productivity

5 Fluke Biomedical How to sell the ESA620 Electrical Safety Analyzer Company Confidential

Assumptions• Building 1 unit per hour, 10 minutes spent

doing safety test• Saving 3 minutes by using Ansur• Minutes saved per hour per unit production

time = 5 % increase in production• $10,000 per unit sold X 8 hrs per day =

$80,000 day (x 5 % = $84,000)

Cost savings calculations• 3/60 = 5 % productivity increase• 80,000 x 1.05 = $84,000 • $4,000 more per day• $20,000 more per week

Assumptions• 1000 units to test, 1 time per year• 10 minutes per electrical safety test• Saving 3 minutes by using Ansur =

7 minutes per test

Cost savings calculations• 10 X 1000 = 10,000 minutes per year

testing = 167 hours per year testing• 7 X 1000 = 7,000 minutes per year

testing = 117 hours per year testing• Save 50 hours per year testing 1000

units with Ansur

Note: Time savings would increase with complexity of ESA test

Example 3: biomedical technician

Opportunity for improvement Benefit Potential savings

Carry/buy less test tools Portability and efficiency in one unit Cost of 20 A ESA, minimum $595Cost of DMM, $40 to $250Cost of ECG, $325 to $1175

Potential to streamline testing by switching from manual to automated with Ansur

Time savings, potential for technicians to work on other priorities, avoid human error

Save at least 3 minutes per test and save 50 hours per year testing 100 units

Fluke Biomedical. Better products. More choices. One company.

Fluke Biomedical6045 Cochran Road Cleveland, OH 44139-3303 U.S.A.

Fluke Biomedical EuropeScience Park Eindhoven 5110 5692EC Son, The Netherlands

For more information, contact us:In the U.S.A. (800) 850-4608 orFax (440) 349-2307In Europe/M-East/Africa +31 40 267 5435 orFax +31 40 267 5436From other countries +1 (440) 248-9300 orFax +1 (440) 349-2307Email: sales@flukebiomedical.comWeb access: www.flukebiomedical.com

©2008 Fluke Biomedical. Specifications subject to change without notice. Printed in U.S.A. 10/2008 3354658 H-EN-N Rev A

Modification of this document is not permitted without written permission from Fluke Biomedical.

6 Fluke Biomedical How to sell the ESA620 Electrical Safety Analyzer Company Confidential

Ordering information

Models2785725 ESA620 Electrical Safety Analyzer US, 115 V 20 A

3051408 ESA620 Electrical Safety Analyzer EUR, 230 V

3051390 ESA620 Electrical Safety Analyzer FR, 230 V

3051413 ESA620 Electrical Safety Analyzer ISR, 230 V

3051424 ESA620 Electrical Safety Analyzer ITA, 230 V

3051436 ESA620 Electrical Safety Analyzer AUS, 230 V

3051449 ESA620 Electrical Safety Analyzer UK, 230 V

3051451 ESA620 Electrical Safety Analyzer SWI, 230 V Standard accessories2814967 Operator’s Manual CD

2814971 Multilingual Getting Started Guide

2195732 15 A to 20 A Adapter (USA only)

2814980 Carrying Case

1626219 Data Transfer Cable

Power Cord (country specific)

ESA620 Accessory Kit (country specific)

Optional accessories3116463 Ansur ESA620 Plug-In

1903307 Retractable Test Leads

2242165 Ground Pin Adapter

2067864 Kelvin Cable Set for 4-Wire Measurement

Non-USA BMET and medical-device manufacturers worldwideDesign-phase, production-line and final-analysis testing of medical devices, as well as periodic PM checks, and after repair.

This group especially benefits from the maximized standards compli-ance, productivity enhancements and modern, ergonomic design of the ESA620. Ansur test automation solu-tions offer high monetary benefits for the medical-device manufacturer, and the versatility of the ESA620 allows for standardization of test equipment across all departments and users.

USA BMETPeriodic incoming inspections, PM checks, and after repair of medical electronic equipment.

The ESA620 offers this group the ease of use and efficiency of multiple test tools in one, combining an elec-trical-safety analyzer, DMM and ECG and strip chart performance tester for maximized value and less equipment to carry to get the job done. Thanks to Ansur automation options, this group can take advantage of time savings and reduction in human error reduce costs while improving the productivity of these technicians on the go.