1. A Practical Look at Types of Corrosion and What Went Wrong
Cliff Cracauer
World Sales Meeting 2009

2. Outline Types of Corrosion Examined Causes of Corrosion
Atmospheric  Makes up majority of claims
Microbiologically Induced Corrosion (MIC)
Causes of Corrosion
Who, What, When, Where & Why
Troubleshooting when a claim occurs
Examples

3. Atmospheric Corrosion
Necessary Elements
Presence of electrolyte
Humidity
Fe is >60% RH
Others depend on:
Hygroscopic Nature
Atmospheric Pollutants

4. This presentation assumes that VCI is working

5. Troubleshooting Corrosion
Don’t Panic
Everyone WILL eventually have a rust or corrosion issue
Emotional Issue: “The sky is falling”
* Looking for a scapegoat

6. Troubleshooting Corrosion
Don’t Panic
Everyone WILL eventually have a rust or corrosion issue
Use the Integrated Solutions Approach
* Identify extent of corrosion
* Look for potential causes

8. The Four Quadrants -Which category did your customer fall within
Uses VCI HAS a Rust Issue
Uses VCI Does NOT have Problem
Does NOT Use VCI HAS a Rust Issue
Does NOT Use VCI Does NOT Have Problem
Recall when you began selling the application. Often a customer will make an assumption that they did not have corrosion problems, when in fact they did. By changing products, it causes their end customer to look more closely at things.

9. Who is having corrosion?

10. New Customers Use “the four quadrants”
Switching from another brand to Cortec?
Pre-existing problem
Was the application correct to begin with?
Was there an existing corrosion problem that was not noticed?
The product change CAUSED the problem
Wrong Application
Awareness – Customer not aware of the problem
Sabotage – Allegiance to previous supplier

11. Established Customers
Long standing customers susceptible:
Change in personnel
Cutting Corners
Product Reduction
Down gauging
Lower Concentration or thickness
Other extenuating circumstances
e.g. Receiving party not taking care upon receipt

12. What, Where, When & How What caused the corrosion problem?
Where did the corrosion initiate?
When was the corrosion problem identified?
How to move forward?

13. Categorize the Application
Identify what is new, or what has changed
New Application
New Customer
New Facility
New Material
New Process
New Raw Material Supplier
Change of Season
New Shipping Route, or company
Usually for a new problem to arise, something had to change. Look for the changes to uncover the root cause of corrosion

14. Troubleshooting Corrosion
Visit the customer
Allows you to identify
Who is responsible
The extent of the problem
Difficult to see from a picture
Emotion & Attitude of the customer
Other factors involved
Coordinate someone to visit the sight of the corrosion problem

15. Troubleshooting Corrosion
While visiting the customer
Look for the unusual
Smells
Textures
Purchasing habits (prior to visiting)
Different people using the product
Coordinate someone to visit the sight of the corrosion problem

16. Process Troubleshooting
Packaging Problem
What does the corrosion look like?
Is it uniform throughout the package?
Is it isolated to one area of the package?
Top of package
Center of package
Is there moisture in the package?

17. Process Troubleshooting
Chemical Application
What does the corrosion look like?
Is it happening immediately (flash rust)?
Quality Control
Identify how they measure the product pH
Refractomer
Temperature
Check the quality log

18. What We Need Cortec Product used:
Batch number
Process flow chart
What happens before & after product use
Sample of material from batch, or process
Pictures
Contact Data
Contact Cortec Immediately – Don’t Wait
Make a joint call
Deploy someone to the end customer

19. Examples of Troubleshooting

20. Example: Insufficient Protection
Heavy Corrosion
Evidence of Condensation
Multi-metal corrosion
Don’t automatically blame competitor’s product!

21. Example: Contamination

22. Example: Contamination
VpCI 368 Applied to surfaces
Visually examined
Identified unusual occurrences
368 not clinging to vertical surfaces
Pooling present
Possible causes:
Contamination
Surface temperature too high

23. Example: Insufficient Protection

24. Example: Insufficient Protection
Existing, long standing customer
VpCI 322 fogged inside engine compartment
No visual indication of application problem
Reviewed purchase history
Using 1/10 of the appropriate amount
Resulted from personnel changes

25. Example: Contamination & Physical Damage

26. Example: Contamination & Physical Damage

27. Example: Contamination & Physical Damage
Problem: Probes enter tanks and chip away coating
Solution:
Add a finish coat (MCI 2026) that significantly increased impact resistance by 200%
Increase overall coating thickness for additional protection

28. Contamination Cleaning Process Carryover Decreased pH in 377 VpCI 422

29. Example: Work In Process Corrosion

30. Example: In Process Corrosion
“Corrosion” upon receipt (right)
Finished Gear (left)
Shipment to Brazil

31. Example: In Process Corrosion
Corrosion identified at end customer in Brazil
Considered quality issue at packager
Solution:
Reviewed packaging
No noticeable issues
Looked at parts with corrosion
Viewed earlier process
Likely cause was handling & processing issue
Quality log not properly maintained

32. Example: Damage in Transit

33. Example: Damage in Transit

34. Example: Existing Corrosion
Chiller shipped to India
Bleeding through paint
Audited Entire process

35. Example: Existing Corrosion
Corrosion ID by customer in India
Previous Process:
Leak test
Wash
Paint Pre-treat
Paint
Painting over rust
No inhibitor in paint

36. Example: Existing Corrosion
Added VCI to wash
Used PKG during shipping
Band-aid approach
Working on paint

37. Troubleshooting Corrosion
Don’t “pass the buck”
Take ownership
Provide a solution
Become the corrosion expert
Benefits:
Secure existing business
Develop new business
Eliminate Competition

38. Troubleshooting Corrosion
Be Proactive
For existing customers:
Perform regular corrosion audits
Sell Integrated Solution
Don’t assume everything is ok
Seek opportunities
Leverage relationship
Increase SKUs

39. Conclusions Corrosion is inevitable
Ever customer will eventually have a problem
How you respond will determine success
Utilize Integrated Solutions approach
Process
People
Product