Grainger Sorbent Training Rich Glancy

Topics to be Covered Market size and direction What are sorbents and how do they work Regulations driving our industry Primary products & how to sell Where to find more information Tools you can use Competition

Historical Data

Direction Year “05”….

How SPC Absorbents Work 100% Polypropylene Unique Characteristics Will not absorb water- hydrophobic “Oil Only” It floats – less dense than water Chemical resistance – can be treated with a surfactant which allows it to safely absorb ANY chemical- hydrophilic “Universal”

RAW Material = Polypropylene Polypropylene Resin Compressed air Energy

Highly Absorbent Absorb 12 to 25 times its weight depending on the liquid (clay granules = 1.5x their weight) MBPP products have a tremendous amount of Surface Area to which liquids will naturally adhere (adsorb).

What Drives the Marketplace? REGULATIONS!

MBPP Absorbents Marketplace Regulation Drive OSHA EPA SPCC OPA90, Etc. SPC has products designed to help industry meet the Regulatory Requirements Oil only Maintenance Chemical

What’s the Penalty for Violating an OSHA or EPA Standard? OSHA Penalties can range up to $70,000, depending upon how likely the violation is to result in serious harm to workers. EPA fines can be in the millions $$$

Following a string of recent oil spills – including the 2003 disaster in Buzzards Bay, Massachusetts - Bouchard Transportation Company (“BTC”) recently pled guilty to environmental crimes and has been fined $10 million – the second largest criminal penalty ever assessed for an oil spill in U.S. waters. In the plea agreement, BTC pled guilty to criminal violations of the Clean Water Act and the Migratory Bird Act in connection with last years’ spill in Buzzards Bay, where some 22,000 gallons of heavy industrial oil was spilled and ultimately contaminated 90 miles of coastline. (Source: Newsday) SPC supplied the absorbent Materials for this spill

Regulations and Compliance

Complying with OSHA and EPA Regulations   1. Clean, dry workplace floors. OSHA: [29 CFR 1910.22(a) (2) (1997)] 2. Sorbent materials is one option for preventing oil spills from reaching waterways. EPA: [40 CFR 112.7 (c) (1) (vii) [1997] 3. DOT-specified containers and suitable quantities of absorbents shall be kept available for response to spills. OHSA: [29 CFR 1910.120(j) (1) (vii) (1997)] 4. EPA requires you to control sources of storm water runoff. EPA: [40 CFR 122.26 (1997)] 5. EPA requires transporters to clean up any hazardous waste discharge. EPA: [40 CFR 263.31 (1997)]

EPA issued the final rule amending the SPCC under the authority Spill Prevention Control & Countermeasure (SPCC) Plan EPA issued the final rule amending the SPCC under the authority of the Federal Water Pollution Control Act and this regulation became effective as of August 16, 2002. What is an SPCC Plan? An SPCC Plan is a facility-specific comprehensive description of a facility’s containment and countermeasures that would prevent an oil spill from occurring as well as procedures to respond and clean up an oil spill that does occur. The SPCC Plan addresses the following three areas: Operating procedures that prevent oil spills. Control measures installed to prevent a spill from reaching the environment. Countermeasures to contain, clean up, and mitigate the effects of an oil spill that reaches the environment.

SPCC Plan contd. Opportunity? The SPCC with its final revisions affects over 55,000 facilities. This is 55,000 potential customers for SPC distributors. These facilities will be required to upgrade their locations with spill containment products, spill response and storm water management products.

Two Categories of Response "Color coded response" Oil Only Universal

Summary Products can be broken down into 2 Categories Maintenance products- used for preventative maintenance, enhance worker safety and improved plant hygiene. Response products – Products used to in response to an accidental release of hazardous material. They contain and collect spilled liquids.

Sorbent Suggestions COMPLIANCE

Dirty Floor and area? Clean, Dry Floors? Clean, Dry Floors? Clean, Dry Floors?

Clean floor and work area

Dirty Floor Clean, Dry Floors?

Hygiene/Cost Savings Same area clean area:

OSHA-Worker Safety

Cardboard? Aggressive Chemicals? OSHA Fine?

Take Your Pick! Clean areas are efficient and reduce costs!

DOT containers and suitable quantities of absorbents on hand. Kits Contain Spill Response Guide = SPCC

Selling made Simple Ask your customers if they use absorbents (96% do, they just do not buy them from you) Get the part #’s they are using Cross reference to SPC (on the web) Send a sample if needed Quote and Get the Business!

Who uses and who Buys? Maintenance Foreman Line operator Supervisor Safety Supervisor Manager Environmental Manager Coordinator Hazmat Waste Manager Janitorial Plant Manager Assistant Area Super. Machine Operator Crib Supervisor Always get to the “Rainmaker” there is always one or two guys whom the rest follow. Last resort is Purchasing.

Where to find help! www.sorbentproducts.com Key Account Rep at SPC Bernice Healy ext.104 SPC Customer Service Your SPC Regional Sales Manager (13 SPC RSM’S) SPC catalog. 1-800-333-7672 (just say your from Grainger and you will be directed to a person who can help you)

Selling Tools! Environmental Survey Cost Savings Worksheet Features and Benefits chart Grainger Training Presentation Grainger Red Book Items All can be found at www.sorbentproducts.com/graingersummerslam

Know Your Competition!  Pricing  Product Offering How do they go to market?  Pricing  Product Offering  After Sale Service  Shipping Terms  Sales Support  Strategic Goals

New Pig Positives Negatives Quality Products Good Service Market Leader Large SKU Selection Attractive Catalog Negatives Sell Direct Fob, Warehouse High Price No Sales Support Confusing Selection No System Selling

Clay - Why clean oil with dirt? Clay granular products. Speedy Dry Diatomaceous Earth Sand Stuff Fullers Earth Why do E/U use it? Cheap-Cheap-Cheap In use for 100 years Afraid to change What is this stuff? Dirt Mined in Georgia, Nevada & Florida Sand Organic adsorbent Why will they change? Laws Lack of absorbency Disposal costs Health concerns Labor, warehouse,breakage costs

Selling against clay!!! Worker Safety Clay contains respirable silica dust, potential risk to worker’s health. Cleanliness Tracks all over office and throughout plant. Bag Weight Who will carry 50 lb. Bag. Labor Costs Time spent cleaning spill. Machine Maintenance Abrasive and dirt gets into machines, reducing life. Finished Products Dust gets on finished product. Absorbency 15-50 lb. bags to 1 bale of MRO100. Disposal Costs Getting rid of 16lbs of MRO100 or 1500 lbs. of clay. Total Cost Always show total cost!! MRO Plus Clay granular

TEST YOUR KNOWLEDGE

What color typically designates oil only sorbents and what color is universal? WHITE GRAY

List at least 3 sources you can use to cross reference a competitive product to an SPC product? SORBENTPRODUCTS.COM SPC Training Manual Bernice @ 800-333-7672 ext. 104 RSM

Match the following chemicals with the appropriate absorbent:   UN1719 Any water soluble cutting fluid MRO100 Hydraulic fluid SPC100 Nitric Acid Which product could do all three?

List the 5 Simple Steps that Make Selling SPC Sorbents Easy. It IS that EASY! ASK Get Part #’s Sample Quote Get the business

Thank you for participating in the Sorbent Products Company Introductory Training Course