1. Presentation Title Presented by Joe Blow Selling Strategies Hector Vigil Steve Geisel

2. On Today’s Agenda  Bringing LAKOS to the party  Offering the new “E” series and “Smart Purge”  Always leave behind a calling card

3. LAKOS Sales Tools  Tabletop demo  Sand packets  Third party testing  Application worksheet  Literature-Case Studies- Competitive Strategies- Sales Tactics  Settling test container  Portable test rig  Testing program Bringing LAKOS to the Party

4. Tabletop Demo  Best to leave the carrying case behind  Create anticipation and excitement  Gather the crowd  Discuss LAKOS history in the Industrial Markets-40+ Years Bringing LAKOS to the Party

5. Sand Packets  Aid the customer with the facts of micron/mesh  E-Series removes 98% of 325 mesh (44 micron) in a single pass (2.6 specific gravity)  E-Series removes 99% 550 mesh (25 micron) in a single pass (7.5 specific gravity)  JPX removes 98% of 200 mesh (74 micron) in a single pass (2.6 specific gravity)  Re-iterate the fact that LAKOS is not a barrier filter Bringing LAKOS to the Party

6. Third Party Tested Bringing LAKOS to the Party

7. Application Worksheets  LS-816 General Industrial (Bottom Section Extremely Important)  LS-824 Tanks-Sumps-Basins  LS-817-Cooking Oil Bringing LAKOS to the Party

9. Literature-Case Studies- Competitive Strategies and Sales Tactics Bringing LAKOS to the Party

10. Settling Test Container  3 minute settling test  Allows the opportunity to look at the application  Better than any business card Bringing LAKOS to the Party

11. Portable Test Rig  Customers want to see results  Seeing is believing  Take it the next level  Use as a sales tool  Sales Tactic #18 Bringing LAKOS to the Party

12. LAKOS testing program  Customer purchases the In-Line separator for testing  LAKOS will reimburse towards E-JPX,J-Series, CSX, JCX  Great way to get a unit in the customers hands Bringing LAKOS to the Party

13. Offering the new “E” series and SmartPurge  Why the new “E” series?  The Smart Purge  Selling and quoting the “complete system”

14. Offering the new “E” series and SmartPurge Why the new “E” series?  Efficiencies  Third party testing on each separator  Pressure and temperature ratings  Smart Purge connection “standard”  Applications

15. Offering the new “E” series and SmartPurge Efficiencies  The new “E” series will remove 44 micron at 2.6SG with a 98% efficiency,  7.5SG (scale) 25 micron a 99% efficiency  No barriers, backwashing, uninterrupted use  Low and steady pressure drop ( point of use heat exchangers)

16. Offering the new “E” series and SmartPurge  3 rd Party testing on each model  J-Series separators testing on certain models  Competitors do not offer 3 rd party testing

17. Offering the new “E” series and SmartPurge Temperature and pressure ratings  Standard is 250PSI at 230F  150# ANSI flanges on inlet/outlet standard

18. Offering the new “E” series and SmartPurge Great applications for an E series separator  Pre-Filtration  Heat Exchanger point of use  Spray nozzle protection  Source water

19. Offering the new “E” series and SmartPurge Smart Purge  Over-purging versus under-purging  There are a number of variables in most applications  What are the effects of over- purging?

20. Offering the new “E” series and SmartPurge Over-purging versus under- purging How many times have we been asked the question: “I need to purge the separator?”

21. Offering the new “E” series and SmartPurge Also, when you first set up the separator, a word of advice is that ‘over purging’ is preferable to ‘under purging’ until you get a handle on how the system is working. If you under purge and do not clear the solids from the purge outlet, it will become clogged and the unit will rock and roll and chug like a freight train. It is specifically for this reason that you always install bypass piping around a separator. You only have to ‘dig out’ a clogged separator one time to learn the valuable lesson of over versus under purging. Ian Mair Environmental Manager ArcelorMittal Plate LLC – Conshohocken Operations

22. Offering the new “E” series and Smart Purge Variables  Change in process  Addition or reduction in production  Source water

23. Offering the new “E” series and SmartPurge Effect of “over-purging”  Loss of water  Premature wear on valves

24. Offering the new “E” series and SmartPurge Selling the complete system  Separator and Smart Purge should be offered as a system  Understanding the budgets and R.O.I. criteria  What are we competing with?

25. Offering the new “E” series and SmartPurge Separator and Smart Purge should be offered as a system  The purge is an important component of the separator  Would not buy the car without the wheels?

26. Offering the new “E” series and SmartPurge Understand the Budget and ROI criteria  Budget-Capital or maintenance- If it is capital, when does the year start and end?  When would they be able to place an order?  ROI- What is the company’s criteria for “pay-back”?

27. Offering the new “E” series and SmartPurge What are we competing with?  Price on the competitors offering?  Overall maintenance required?  Does the customer need to have replacement parts in stock?

28. Always leave behind a calling card  When you leave their day continues  Understand the budget and R.O.I. criteria  “Literature is literature”  Settling Jar is better than a business card

29. Always leave behind a calling card When you leave their day continues  You want them to remember LAKOS and you  You do not want your customer to remember LAKOS as a hydro- cyclone

30. Always leave behind a calling card Schedule a follow up meeting  Offer to bring the PTR for testing  Discuss the LAKOS testing program  Support the customers efforts-quote, case studies-drawings

31. Always leave behind a calling card “Literature is literature”  Leave them the correct literature for the application and ask if they need additional for others  Make sure your literature is stamped  If you have pre-qualified- make a packet-including case studies  Send them a “follow up e-mail”

32. Always leave behind a calling card Settling Jar is better than any business card  This is a daily reminder-always have an extra  It is a conversation piece  It makes your customer a LAKOS salesperson  Label the jar

33. In Summary…  Use the LAKOS tabletop to “spread you apart from others”  The solution does not stop at the separator, discuss the complete system  Always make sure they “remember you”

35. Thank You!