2. Wastewater Market Takeaways (5W’s)!
Why Wastewater market focus?
Where are these plants located?
Who are the decision makers?
What are their problems?
And What product solutions do we have?
When and what actions will we take to gain market share?

3. Why WWT Market Focus? Continual growth market
Broad T&B product offering
All sales territories have them
Customer needs and appreciates high performance products
Public funds
everybody poops!

4. Who is the Market? Every City Up-grades in WWT priority
“Report forecasts long-term growth for U.S. water market, despite infrastructure spending cuts.” “WaterWorld” article
Up-grades in WWT priority
$41.1 Billion spending
Seawater Desalination
Fastest growing segment
De-sal spent $130 million in 2008
Growth $1 billion by 2015

5. Source Reed Connect T&B Potential: $1.3M Projects: 17

6. Estimated T&B Potential $52 million

7. Activities of a WWT Plant

8. Basic Buying Motive Gain or Profit
Basic Buying Motive Review Gain or Profit? Status? Security? Achievement? Recognition? Satisfaction of Senses? Service to Others?
Purchasing profile
Who to contact
Basic Buying Motive Gain or Profit
DEP
Utilities
Authorities
Project Manager
Head of Engineering Engineering staff
Good spec- min 2 manufacturers
Go over RR 3 brands=1 line.
Ask who’s designing, is there a preferred Contractor, what’s the timing,
Municipalities
Budget. Save them anything you win.
Small towns will farm this work out.
Seek Firms that specialize in this type of work.
Design Firm (MEP)
Head of Engineering Engineering staff Purchasing
Construction arm
Go over T&B resources.
Catalogs, new products, on line specs - Arcat
Electrical Contractor
Foreman, Supervisor Purchasing
Ocal Contactor certification.
Cover warranty extension, local inventory….
Discuss Time/Cost savings
At the Facility
Plant Manager
Maintenance
Safety, Constant Operation, Value in the purchase, quality, flexibility…

9. Processing Problems Typical Application
Corrosive Environments - Harsh Cleaning and Processing Chemicals
Harsh Temperatures - High Pressure Washdown / Decontamination
Hazardous Locations - Cleaning Chemicals / Methane gas
Outdoor Settings - weather, temperature variance, UV
Ensuring Safety - Grounding, LockOut/TagOut, Equipment protection
Constant Operation - Plant needs to stay in operation - fines

10. Product Solutions? Corrosive Environments Butt loads of products
Support Systems
Lighting
Fittings for Conduit and Cable
Grounding
Connections

11. Lead-In Products? Always lead with Specifiable products
Ocal / Hazlux / RussellStoll
Strut - Stainless, PVC Coated, non-metallic
Ty-Rap - SS and UV
Fittings - SS, non-metallic
Color Key / Blackburn
Red Dot - Weatherproof outdoor

12. Who’s in the lobby? Trying to steal your order.
Ocal
RobRoy
Hazlux
C-H, Appleton, Killark
RussellStoll
C-H, Meltric, Appleton, Killark
Strut - Stainless, PVC Coated, non-metallic
B-Line, PowerStrut
Ty-Rap - SS and UV
Panduit, 3M, All States
Fittings - SS, non-metallic
C-H, Appleton, OZ, Killark
Color Key / Blackburn
Burndy, Penn Union, Panduit, Ilsco
Red Dot - Weatherproof outdoor
Taymac, BWF, Sigma, Mulberry

13. Tools Reed Connect - Leads WWT Binder WWT Mailer/Brochure
WWT “Cheat Sheet”
Catalogs (T&B Vol 1, Ocal…)
Product Brochures (SS prod offerings, Better by Design …)
Product Samples (same as Food & Beverage)
Ocal Contractor Certification
Web: T&B My Marketplace, ARCAT, Marketing posts.
National Spec Manager - WWT Champion – Tom Russ
Your Marketing and Engineering Team

14. Sales Website National Account Quote Data
There is no National Account Data for WWT so follow the sewer lines or your nose

15. WWT Market Cheat Sheet 1 2 3

16. WWT - Questions to Ask? ? What type grounding systems do you use?
Which type wire way do you use? Conduit (RGS, Aluminum, PVC coated) or tray?
What kind of lighting requirements are there? (HID, Fluorescent..)
Do you require fixtures made from certain material or with special coatings?
What are your Hazardous locations rated?
Is there a need for Portable equipment hookups? What Voltages?
Is it important for them to operate in washdown areas?
Do you use SS strut for supports?
Have your installers received their Ocal Contractor certification?

17. Market Successes
NYC – Croton ETL Spec
Overturned & Approved
$6 Million
over 8 years

18. Market Successes
$61 Million water treatment plant in Adingdon, MD. spoke to the Lead E.E. at Hazen & Sawyer in Raleigh and Ocal is on the specification. could the T&B direct from Raleigh call on this engineer? What about Lugs, Lighting, strut, etc I will find out what electrical contractor gets the job and let you know. (T&B potential $ 305 K)
$52 Million Bozeman, MT Water Reclamation Facility project coming out soon. Spoke to Mike Brandt - E.E. of Morrison & Maierle Eng'r Co. He indicated that they have designed the project to use PVC coated conduit along with a lot of other things we make. Morrison & Maierle is located out of Montana. will let you know who the electrical contractor will be. (T&B potential $ 260 K)
$62 Million Merced, CA WWT project coming out very soon. spoke to Sharon Kimizuka ( E.E. ) and Ocal is all over it, the contractor bids were going in today.. They are writing in a installation specification ( ours ). Sharon Kimizuka works for A TEEM Electric 916-xxx-xxxx. (T&B potential $ 310 K)

19. Field Sales - WWT Plan of Attack
When the going gets tough, the tough start selling
Your Commitment to:
Each T&B Sales Rep Use Your Sales Tools to:
Write ONE -1 (IPG&ISPG)Specification package with your local Utility
Write TWELVE -12 (IPG&ISPG) specifications with Design Firms
Get 2(min) Ocal Contractor Certifications Scheduled in your territory
Invite Us to Come with You for New Product Ideas!
Grow Your Sales with WWT Market Customers by 12%!
Field Sales - WWT Plan of Attack
Bonus $$

20. Wastewater Market Takeaways (5W’s)!
Why Wastewater market focus?
Where are these plants located?
Who are the decision makers?
What are their problems?
And What product solutions do we have?
When and what actions will we take to gain market share?
Photo credit: Greg Hewitt