1. Large Air Systems – Sales Training
Industrial

2. The industrial market is primarily a RENTAL opportunity
Requires very clean air – 90% of applications require: IQ
Oil free
These are more difficult sales calls
Need appointment
Need right contact
Need safety & security clearance badge
Used for
Back up air to run tools
Refineries
Power generation
Textiles
Automotive
Air separation
Electronics
Other
The industrial market is primarily a RENTAL opportunity

3. Back Up Air for Factories

4. Back Up Air for Factories
Air tool
Air hose
Oiler
Pressure regulator
Filter
Shut off valve
Lead hose
Coupler body & connector
Drain
½” or larger pipe and fitting
Air dryer
1” or larger pipe and fitting
Air compressor
Auto drain

5. Refineries
Refineries use compressed air not only to run tools, but to process crude oil. Typical Demand: ,000 SCFM PSIG Critical Service Sophisticated Clients Used for Fractional Distillation and “Cracking”

6. Power Generation
Soot Blowing Compressors SCFM PSIG Plant Air Compressors SCFM 125 PSIG Instrument Quality or Oil Free Air 35-55° F Dew Point Instrument Air Compressors SCFM - 40º F Dew Point Clean Filtered Air Conveying Compressors SCFM PSIG Flow Control Air is also used to start up the gas turbines

7. Textiles Weaving Air Compressors 1000 - 5000 SCFM 100 - 125 PSIG
Spinning Air Compressors
Texturizing Air Compressors
Yarn Conditioning
Atomizing Air Compressors
SCFM
15 PSIG
Synthetic Fiber Air Compressors
Carpet Fibers
SCFM
PSIG
Diaper Fibers
,000 SCFM
20 PSIG

8. Automotive
Paint System Air Compressors ,500 SCFM 125 PSIG Oil Free or Instrument Quality Air Zero Contamination Tire Retreading SCFM 250 PSIG Standard Air

9. Other Industrial Opportunities
Snow Blowing PET Bottle Blowing Chemical Process Food and Beverage Processing Pharmaceuticals Iron and Steel Pulp and Paper Mills Glass Factories Mines & Quarries Ports Wind tunnels Electric air dealers – 40% of re-rents are through stationary air dealers

10. The Rental Relationship
The key contact is the guy making the operations decisions
In most cases the plant engineer or maintenance manager makes the call in an emergency situation
The purchasing manager is involved in planned shutdowns and will be given a recommendation by the operations person in the preference of supplier and equipment type
Industrial manufacturers (pharmaceuticals, electronics) have one decision maker
Refineries have multiple decision makers - each process within the plant will have a separate decision maker or maintenance group
Established relationships and response time are more important than product features

11. The Rental Value Proposition
Response time and relationship
Fuel cost advantage
Containment
Emissions – no water leakage
Ease of operation

12. The Rental Value Proposition
Ease of maintenance
(top off features - not weekly maintenance)
Ease of unloading, maneuverability, and placement
Shipping costs
Ease or refueling
Price