I think he's a bit disengenuous if he said he might have " had...

I think he's a bit disengenuous if he said he might have " had difficulty explaining the FDA approval being for the manual and not the auto version."
I had a face to face meeting over 6 months ago with the Marketing Manager, and went over the presentation , and pointed out how they were actually misleading on that point. Subsequent presentations were not altered to correct that (until maybe recently)

I think they have under represented the hurdles they have to overcome for each sale. They are not off the shelf sales, but many need to be customised for differences in lab plates, culture media etc. How much of each change needs FDA I dont know. This, plus customer budget cycles and caution all are a drag on speed.

Having said that, my impression of visiting is that they lack urgency and aren't particularly cash driven. I know if I were MD it would be a leaner meaner operation.