Strategic Partnership

Today’s Learning Objectives 1 Intro to Engineered Fall Protection Systems Engineered vs. Catalog Solutions Integrators & Installers 2 The Sales Process 3 Typical Applications

Introduction to Engineered Systems Part One Introduction to Engineered Systems

Engineered Fall Protection Systems Versus Catalog Solutions Catalog Fall Protection Solutions Permanent/ Site Specific Solution Temporary Solution 1 1 2 Calcs Confirming Load Capacities/Connections No Calcs 2 Installed by Certified Partner 3 End User Install 3 Fall Protection Company Assumes Liability 4 End User Assumes Liability 4

Integrators Versus Installers Typical Installer Functions and Capabilities Outsourced System Engineering & Fabrication Installation—May Utilize Outsourced Day Labor Limited Training, Inspection/Recert, and Repair Capability Assumes Limited System Liability Integrator Functions and Capabilities Larger Geographic Sales & Installation Coverage Area In-House System Design, Fabrication & Installation Project Management Training Annual Recertification & Repair Assumes Complete System Liability

The DFP Advantage Turnkey Fall Protection System Integration Fabrication AWS D 1.1 /1.2 Certified Fabrication Facility Per OSHA Regulations Engineering 8 Full Time Engineers In House PE Site Visits Drawings / Documentation Installation Certified Integrator Training Annual Recerts Project Management Each installation assigned a dedicated project manager

Engineered Systems Sales Process Part Two Engineered Systems Sales Process

What To Expect During the Sales Process Engineered systems have longer sales cycles. Each new business opportunity goes through distinct phases: Lead Sales visit Proposal Purchase Order or Contract Engineering Site Visit Engineering Engineering Approval Fabrication / Material Procurement Installation / Training Annual Recertification Constant communication on project status between DFP and Team Grainger (phone calls, individual e-mail, e-mail blasts)

How the Grainger-DFP Program Works Program Basics DFP prepares materials quote for Grainger & engineering/install quote for end user Grainger rep provides Sourcing with DFP Materials quote Grainger Sourcing sends RFQ to DFP DFP fills out and returns RFQ to Grainger Sourcing Grainger Sourcing creates materials quote for end user Grainger Rep sends materials quote to end user End user issues 2 PO’s DFP PO for Engineering/Install Grainger PO for Materials Grainer cuts PO to DFP for Materials DFP carries project to completion, updating Grainger Rep on project status Grainger Never Takes Physical Title To Goods DFP Assumes 100% of System Liability

Key Accounts- What Are They? 4 DFP Manages Cradle to Grave 3 DFP Is Resource For Annual Fall Protection Budget 2 Multiple Locations 1 Larger Organization, Fortune 2000 or Greater DFP & Grainger approach opportunities as a “Unified Front”

Noteworthy DFP/Grainger Projects

Typical Engineered Systems Applications Part Three Typical Engineered Systems Applications

Rooftop Lifeline Systems

Window Washing Anchors - Pull Testing

Overhead Lifeline Systems

Outdoor L-Gallows Lifeline Systems

Overhead Horizontal Lifelines

Articulating Trolley Systems

Rigid Rail Systems

L-Gallows Rigid Rail Systems

Rigid Rail Gallows

Single Point Anchors

Ladder Lifeline Systems

Mobile Fall Protection Systems

Rooftop Walkways

Modular Pipe Rack Crossover Systems

Roof Hatch Systems

Team DFP Is Committed to Your Success Jeff Schneid—President jschneid@fallprotect.com c: 216-789-1852 Matt Pittner—National Sales Manager mpittner@fallprotect.com c: 440-823-7729 Robert Chambers—Sales Rep for Florida, Alabama, Georgia, Eastern Mississippi, North/South Carolina rchambers@fallprotect.com c: 864-979-7063

Closing Thoughts/ Q and A Questions?

Address : 24400 Sperry Drive Westlake, Ohio 44145 Phone: 440-348-9460 , Fax: 440-348-9455 Web-site: www.fallprotect.com Company email: DFPinfo@fallprotect.com