1. ECOTEC Characterization of Chemical Leasing model on examples Mr. A. Windsperger Workshop Chemical Leasing Promotion and Implementation of Closing-the-Loops Cooperation and Business Models UNIDO, VIC, Vienna March 2, 2005

2. ECOTEC Use of potential + designing the model + Market development Action options of supplier / users with regard to chemical leasing Stage 3 Distribution FOR the customer „Offer your customers direct and efficient support - geared toward the purchase decision process of the end customer.“ Stage 1 Make working together easier „Offer your customers the same as before, but in an uncomplicated way“ Stage 2 Supply solutions for your customers‘ problem „Offer your customers value-added solutions for their success and thus more than only your products“ Stage 4 Smooth, inter-company manufactoring processes „Offer your customer unrivaled top-end service throuh closer cooperation between all stakeholders.“ „Make use of the experiences gained with the BMLFUW pilot projects.“ Action options of suppliers / users - overview

3. ECOTEC Groups of materials by fields of application  Cleaning/degreasing halog. solvents non-halog. solv. aqueous  Adsorption/desorption  Pickling  Casting  Synthesis  Extraction  Cooling/lubricating  Textile finishing  Water treatment  Catalysis  Cooling (goods)  Heating (with oils) HHC Hydro- Acids/ activ. Inorg. Silica Cata- Ion Aqueous Oils/ carbons- bases carbon subst. sand lysts exchan- cleaners emul- gers sions Fields of application X X X X X X X X X X X X X X X X X X Groups of materials by fields of application

4. ECOTEC Supplier User Disposal Company = the supplier‘s responsibility Gradual shift of responsibility to the supplier "Standard" model ST1 to ST3 6 "Responsible Care" model RC1 to RC2 5 "Supplier Service" model SS1 to SS2 4 "Client Operation" model CO1 to CO3 3 "Supplier Cooperation" model SC1 to SC2 2 "Total Care" model TC1 to TC3 1 6 Basic models The business models at a glance

5. ECOTEC

6.  Substance ownership changes from supplier to user to disposer  User owns application plant, disposer disposal plant  Location is at the users and at the disposers premises respectively Standard Model

7. ECOTEC  Substance ownership changes  Supplier recycles the substance at his premises  User buys the substance and operates his plant at his premises Responsible Care Model

8. ECOTEC  Substance ownership remains at the supplier (all areas green)  Supplier recycles the substance at his premises  Supplier provides application plant, that is operated by the user at his location Client Operation Model

9. ECOTEC Supplier Service  Substance ownership remains at the supplier (all areas green)  Supplier provides application plant, that is operated by the user at his premises  Supplier cooperation with disposer, who operates his plant at his premises

10. ECOTEC  Supplier provides substance and the plant  Plant is located and operated by the supplier at the users location (Total Care), or at his own location Total Care Models

11. ECOTEC  „Negative example“ for the supplier, where the user takes over control over all  Supplier looses business Total Care Models

12. ECOTEC Evaluation of the Basic Models Leasing-character 0 6 Ecology 4 0 3 Ecology pos. Leasing neg. Ecology pos. Leasing pos. Ecology neg. Leasing neg. Ecology neg. Leasing pos.

13. ECOTEC Catalyst Carrier Isododecan Situation:Iso is used as catalyst carrier, impurified by the use with lubricants User owns and operates the plant, buys the Iso, which is burned after use by a disposer Ecology: open Standard model – level disposal Economy: user buys the chemical – pays the supplier - pays for the disposal major costs: Iso and lubricants Target: Service Model, Iso is provided and the impurified mixture is taken back for redistillation, lubricants are further used Obstacles:Logistics, Economics, Quality aspects Benefits: Recovery of Iso, further use of lubricants Transition: Pilot test needed

14. ECOTEC

15. Leasing-character 06 Ecology 3 Level 3 Disposal 1 4 Potential ? Isododecan Level 1 Recycling

16. ECOTEC Field of application Material Cleaning/degreasing Chemical cleaning Cleaning/degreasing Chemical cleaning Phosphatising Cleaning/degreasing (painting) Cleaning (CIP, containers, bottles) Cleaning/degreasing (painting) Solvent use, gen. Heating Cleaning/degreasing (painting) Chemical use CHC metal phosphate aqueous cleaner (paint system) lye, acid aqueous cleaner (paint system) solvent (VOC) heat transfer oil aqueous cleaner (paint system) all chemicals Supplier DOW Geiss Henkel BASF/ Henkel Eisenmann DOW DOW + DAL open a major supplier (tier-1) Basic model User 123456 various, Europe various, D Ford, USA/B DaimlerChrysler, D Getränkeindustrie, D VW, E various, CH DuPont, D BMW (new plant) General Motors, USA X XX X? ? = implemented X = planned Implemented and planned approaches and allocation to the business models