1. Selling To The Military
Presented By: Cindie Hutchison
Cortec Military Specialist
Presented by: Larry Mudd
Military Sales Manager
World Sales Meeting 2009

2. Little Known Facts
The United States Government is the largest consumer of goods and services in the world
The Department of Defense (DoD) spends upwards of $20 BILLION a year on corrosion related repair and replacement
The DoD is under executive order to reduce HAZMAT and to “green” their purchasing

3. Rules Of Engagement
Always begin with a good point of contact – they will need to escort you on base
Be aware there is an approval process that happens before you can sell anything; and in some cases before you can bring samples on base
Define your target areas and identify a core group of products to begin your approach with
Rate and rank your best opportunities using critical criteria such as volume potential, mission, geography, established need
Contact me prior to performing any evaluations on military installations as it may need approval from the departments corrosion office

4. Military “Base”ics Installations have website addresses
Familiarize yourself with the base mission and their tenants
Begin with the Civil Engineers Environmental Flight – the Pollution Prevention (P2) Manager is typically well versed in who uses what and who needs what, they can point you in the right direction, they can also introduce products for environmental approval.
Network from P2 Manager/Environmental to potential customers

5. Who Should We Market To? End user
Understand your audience
End users want to know:
Technical capability, customer service
Contracting officers want to know:
Technical ability to perform
Financial ability to perform
History of performance
Small business specialists want to know:
All of the above
Be honest
Strive for a mutually beneficial relationship
I know a small business (Cortec) that can help me with my corrosion problems/issues …
I need…

6. Potential Customers Vehicle maintenance shops
Aircraft maintenance shops
Base Services folks – responsible for base operations (recycling plant, golf course, road maintenance, auto hobby shops, building maintenance, grounds keeping, etc.)
“Back shops” on the flight line
Aerospace Ground Equipment (AGE) shops
Pre-positioning activities
Traffic Management Office – Cargo packaging
Security Forces – weapons and armory

7. Questions to Ask Ask lots of questions
What kind of equipment do you deal with?
Where are your toughest corrosion problems?
What products are you using right now?
What do you like about it, what don’t you like?
How are products applied? (sprayed, brushed, rolled, dipped, etc.)
Is the product diluted, if so what is your ratio?
How much does it cost?
Do you have a MIL-SPEC or Technical Order directive? If so, what are they?

8. What Is A MIL-SPEC?
A MIL-SPEC is a description of what a product must and must not do in order to be authorized for use in a given application
The MIL-SPEC will outline the official process by which a new product can be considered for qualification
Cortec is well versed on the MIL-SPEC process
Give us the MIL-SPEC number and we can tell you what Cortec can offer your customer

9. Technical Orders: The Military Bible
T.O.’s describe in infinite detail exactly how things are done and what is used to do them
T.O.’s can be identified by number and there may be several T.O.’s established for each asset
T.O.’s may address corrosion mitigation, storage, cleaning, shipping, etc.
Bottom line: There are rules for everything and the T.O. is the rulebook

10. Products To Begin With VpCI-415 (MIL-PRF-87937)
VpCI-368M (MIL-PRF Grade 1)
VpCI-369M (MIL-PRF Grade 2)
VpCI-126M (MIL-PRF-22019)
VpCI-101/105/111 Emitters
Corrwipes (Perfect for wiping down tools and parts)
MilCorr (Ideal for outdoor storage of assets)
With over 400 products; Cortec can address virtually every corrosion problem/concern
Ask the right questions and we will help you find the right answers

11. In Our Crosshairs
MIL-PRF Type II – Navy’s version of aircraft soap
Coatings: working with NASA to introduce MIL-SPEC line of pretreatment, wash primer and top coat for use on aircraft and other military assets
VpCI-609S – currently being evaluated by U.S. Navy to replace desiccants on the U.S.S. Truman
Jordanian Armed Forces – currently working with them on a long-term equipment preservation evaluation
Taiwanese Military – currently working with them on a long-term equipment/cannon preservation

12. How Can Cortec Help Me Get Started?
Cortec has years of experience negotiating the red tape – let me advise and assist you
Got a base in your backyard? Chances are Cortec can help you get through the gate
Cortec is available for consultation and for field work – let me help you get the ball rolling or preserved
Let’s formulate a plan of attack together

13. Thoughts/Suggestions
Military Culture - How to get on base and develop long lasting relationships
Where do I begin to look for leads?
What do I say when I get a potential customer on the phone?
How do I develop a strategy to begin selling to the military?
What is proper military protocol?
Think like a customer to sell to the military!
Learn both the needs and the buying practices of your potential customer.
Follow leads on where buying is done and seek sales opportunities throughout DoD.

14. Applications

15. Croatian Military

16. Weaponry Components Wrapped in VpCI

17. Croatian T-55 Tank Engine Protected Ecoweave

18. Croatian Navy VpCI-309 fogged into the hull
VpCI-238 & VpCI-105’s used on all electrical components
VpCI-369 unpainted weapon surfaces

19. United Nations Logistics Base (Brindisi, Italy)
VpCI-415
VpCI-323
M640 L
ElectriCorr VpCI-239
VpCI-705 Fuel Additive
VpCI-390 Brakes
VpCI-377
VpCI-368D
MilCorr VpCI Shrink Film

20. 25K Aircraft Cargo Loader Weapons System

22. Air Force Corrosion Office Evaluation
Preserved two A/C 32 units for one-year
Cortec products
MilCorr
VpCi-132

23. Marine Corp Base, Kaneohe Bay Hawaii

26. Spanish Air Force Mirage F1
VpCI-101 foam emitters
VpCI-111 emitters
ElectriCorr VpCI-238
VpCI-415 cleaner
CorrShield VpCI-369
MilCorr

27. Indian Navy: Aviation Wing
VpCI-416
VpCI-377
VpCI-132 Foam Pads
VpCI-146 Paper
VpCI-126 Film

28. Kunsan Air Base, Korea

29. Osan Air Base, Korea

30. U.S.S. Truman

31. Remember, selling to the DoD takes a certain resolve and or discipline
Remember, selling to the DoD takes a certain resolve and or discipline. Proper preparation and execution, and a understanding that this could potentially be the most serious business adventure you'll ever have, are the keys to becoming a regular player within the DoD!!!

32. Questions?