1. Strategic Partnership

2. Today’s Learning Objectives1
Intro to Engineered Fall Protection Systems
Engineered vs. Catalog Solutions Integrators & Installers 2
The Sales Process 3
Typical Applications

3. Introduction to Engineered Systems
Part One
Introduction to Engineered Systems

4. Engineered Fall Protection Systems Versus Catalog Solutions
Catalog Fall Protection Solutions
Permanent/ Site Specific Solution
Temporary Solution 1 1 2
Calcs Confirming Load Capacities/Connections
No Calcs 2
Installed by Certified Partner 3
End User Install 3
Fall Protection Company Assumes Liability 4
End User Assumes Liability 4

5. Integrators Versus Installers
Typical Installer Functions and Capabilities
Outsourced System Engineering & Fabrication
Installation—May Utilize Outsourced Day Labor
Limited Training, Inspection/Recert, and Repair Capability
Assumes Limited System Liability
Integrator Functions and Capabilities
Larger Geographic Sales & Installation Coverage Area
In-House System Design, Fabrication & Installation
Project Management
Training
Annual Recertification & Repair
Assumes Complete System Liability

6. The DFP Advantage Turnkey Fall Protection System Integration
Fabrication
AWS D 1.1 /1.2 Certified Fabrication Facility Per OSHA Regulations
Engineering
8 Full Time Engineers
In House PE
Site Visits
Drawings / Documentation
Installation
Certified Integrator
Training
Annual Recerts
Project Management
Each installation assigned a dedicated project manager

7. Engineered Systems Sales Process
Part Two
Engineered Systems Sales Process

8. What To Expect During the Sales Process
Engineered systems have longer sales cycles. Each new business opportunity goes through distinct phases:
Lead
Sales visit
Proposal
Purchase Order or Contract
Engineering Site Visit
Engineering
Engineering Approval
Fabrication / Material Procurement
Installation / Training
Annual Recertification
Constant communication on project status between DFP and Team Grainger (phone calls, individual , blasts)

9. How the Grainger-DFP Program Works
Program Basics
DFP prepares materials quote for Grainger & engineering/install quote for end user
Grainger rep provides Sourcing with DFP Materials quote
Grainger Sourcing sends RFQ to DFP
DFP fills out and returns RFQ to Grainger Sourcing
Grainger Sourcing creates materials quote for end user
Grainger Rep sends materials quote to end user
End user issues 2 PO’s
DFP PO for Engineering/Install
Grainger PO for Materials
Grainer cuts PO to DFP for Materials
DFP carries project to completion, updating Grainger Rep on project status
Grainger Never Takes Physical Title To Goods DFP Assumes 100% of System Liability

10. Key Accounts- What Are They?4
DFP Manages Cradle to Grave 3
DFP Is Resource For Annual Fall Protection Budget 2
Multiple Locations 1
Larger Organization, Fortune 2000 or Greater
DFP & Grainger approach opportunities as a “Unified Front”

11. Noteworthy DFP/Grainger Projects

12. Typical Engineered Systems Applications
Part Three
Typical Engineered Systems Applications

13. Rooftop Lifeline Systems

14. Window Washing Anchors - Pull Testing

15. Overhead Lifeline Systems

16. Outdoor L-Gallows Lifeline Systems

17. Overhead Horizontal Lifelines

18. Articulating Trolley Systems

19. Rigid Rail Systems

20. L-Gallows Rigid Rail Systems

21. Rigid Rail Gallows

22. Single Point Anchors

23. Ladder Lifeline Systems

24. Mobile Fall Protection Systems

25. Rooftop Walkways

26. Modular Pipe Rack Crossover Systems

27. Roof Hatch Systems

28. Team DFP Is Committed to Your Success
Jeff Schneid—President c:
Matt Pittner—National Sales Manager c:
Robert Chambers—Sales Rep for Florida, Alabama, Georgia, Eastern Mississippi, North/South Carolina c:

29. Closing Thoughts/ Q and A
Questions?

30. Address : 24400 Sperry Drive Westlake, Ohio 44145
Phone: , Fax:
Web-site:
Company