Large Air Systems – Sales Training Industrial

The industrial market is primarily a RENTAL opportunity Requires very clean air – 90% of applications require: IQ Oil free These are more difficult sales calls Need appointment Need right contact Need safety & security clearance badge Used for Back up air to run tools Refineries Power generation Textiles Automotive Air separation Electronics Other The industrial market is primarily a RENTAL opportunity

Back Up Air for Factories

Back Up Air for Factories Air tool Air hose Oiler Pressure regulator Filter Shut off valve Lead hose Coupler body & connector Drain ½” or larger pipe and fitting Air dryer 1” or larger pipe and fitting Air compressor Auto drain

Refineries Refineries use compressed air not only to run tools, but to process crude oil. Typical Demand: 1500 - 25,000 SCFM 12 - 150 PSIG Critical Service Sophisticated Clients Used for Fractional Distillation and “Cracking”

Power Generation Soot Blowing Compressors 1100 - 13500 SCFM 290 - 350 PSIG Plant Air Compressors 350 - 5000 SCFM 125 PSIG Instrument Quality or Oil Free Air 35-55° F Dew Point Instrument Air Compressors 200 - 3500 SCFM - 40º F Dew Point Clean Filtered Air Conveying Compressors 1500 - 9000 SCFM 15 - 50 PSIG Flow Control Air is also used to start up the gas turbines

Textiles Weaving Air Compressors 1000 - 5000 SCFM 100 - 125 PSIG Spinning Air Compressors Texturizing Air Compressors Yarn Conditioning Atomizing Air Compressors 1200 - 3500 SCFM 15 PSIG Synthetic Fiber Air Compressors Carpet Fibers 2000 - 9000 SCFM 150-200 PSIG Diaper Fibers 7500 - 15,000 SCFM 20 PSIG

Automotive Paint System Air Compressors 1500 - 13,500 SCFM 125 PSIG Oil Free or Instrument Quality Air Zero Contamination Tire Retreading 100 - 2500 SCFM 250 PSIG Standard Air

Other Industrial Opportunities Snow Blowing PET Bottle Blowing Chemical Process Food and Beverage Processing Pharmaceuticals Iron and Steel Pulp and Paper Mills Glass Factories Mines & Quarries Ports Wind tunnels Electric air dealers – 40% of re-rents are through stationary air dealers

The Rental Relationship The key contact is the guy making the operations decisions In most cases the plant engineer or maintenance manager makes the call in an emergency situation The purchasing manager is involved in planned shutdowns and will be given a recommendation by the operations person in the preference of supplier and equipment type Industrial manufacturers (pharmaceuticals, electronics) have one decision maker Refineries have multiple decision makers - each process within the plant will have a separate decision maker or maintenance group Established relationships and response time are more important than product features

The Rental Value Proposition Response time and relationship Fuel cost advantage Containment Emissions – no water leakage Ease of operation

The Rental Value Proposition Ease of maintenance (top off features - not weekly maintenance) Ease of unloading, maneuverability, and placement Shipping costs Ease or refueling Price