1. Grainger Sorbent Training
Rich Glancy

2. Topics to be Covered Market size and direction
What are sorbents and how do they work
Regulations driving our industry
Primary products & how to sell
Where to find more information
Tools you can use
Competition

3. Historical Data

4. Direction
Year “05”….

5. How SPC Absorbents Work
100% Polypropylene
Unique Characteristics
Will not absorb water- hydrophobic “Oil Only”
It floats – less dense than water
Chemical resistance – can be treated with a surfactant which allows it to safely absorb ANY chemical- hydrophilic “Universal”

6. RAW Material = Polypropylene
Polypropylene Resin
Compressed air
Energy

7. Highly Absorbent
Absorb 12 to 25 times its weight depending on the liquid (clay granules = 1.5x their weight)
MBPP products have a tremendous amount of Surface Area to which liquids will naturally adhere (adsorb).

8. What Drives the Marketplace?
REGULATIONS!

9. MBPP Absorbents Marketplace
Regulation Drive
OSHA
EPA
SPCC
OPA90, Etc.
SPC has products designed to help industry meet the Regulatory Requirements
Oil only
Maintenance
Chemical

10. What’s the Penalty for Violating an OSHA or EPA Standard?
OSHA Penalties can range up to $70,000, depending upon how likely the violation is to result in serious harm to workers.
EPA fines can be in the millions $$$

11. Following a string of recent oil spills – including the 2003 disaster in Buzzards Bay, Massachusetts - Bouchard Transportation Company (“BTC”) recently pled guilty to environmental crimes and has been fined $10 million – the second largest criminal penalty ever assessed for an oil spill in U.S. waters. In the plea agreement, BTC pled guilty to criminal violations of the Clean Water Act and the Migratory Bird Act in connection with last years’ spill in Buzzards Bay, where some 22,000 gallons of heavy industrial oil was spilled and ultimately contaminated 90 miles of coastline. (Source: Newsday) SPC supplied the absorbent Materials for this spill

12. Regulations
and
Compliance

13. Complying with OSHA and EPA Regulations
1. Clean, dry workplace floors.
OSHA: [29 CFR (a) (2) (1997)]
2. Sorbent materials is one option for preventing oil spills from reaching waterways.
EPA: [40 CFR (c) (1) (vii) [1997]
3. DOT-specified containers and suitable quantities of absorbents shall be kept
available for response to spills.
OHSA: [29 CFR (j) (1) (vii) (1997)]
4. EPA requires you to control sources of storm water runoff.
EPA: [40 CFR (1997)]
5. EPA requires transporters to clean up any hazardous waste discharge.
EPA: [40 CFR (1997)]

14. EPA issued the final rule amending the SPCC under the authority
Spill Prevention Control & Countermeasure
(SPCC) Plan
EPA issued the final rule amending the SPCC under the authority
of the Federal Water Pollution Control Act and this regulation became effective as of August 16, 2002.
What is an SPCC Plan?
An SPCC Plan is a facility-specific comprehensive description of a facility’s containment and countermeasures that would prevent an oil spill from occurring as well as procedures to respond and clean up an oil spill that does occur. The SPCC Plan addresses the following three areas:
Operating procedures that prevent oil spills.
Control measures installed to prevent a spill from reaching the environment.
Countermeasures to contain, clean up, and mitigate the effects of an oil spill that reaches the environment.

15. SPCC Plan contd. Opportunity?
The SPCC with its final revisions affects over 55,000 facilities. This is 55,000 potential customers for SPC distributors. These facilities will be required to upgrade their locations with spill containment products, spill response and storm water management products.

16. Two Categories of Response
"Color coded response"
Oil Only
Universal

17. Summary Products can be broken down into 2 Categories
Maintenance products- used for preventative maintenance, enhance worker safety and improved plant hygiene.
Response products – Products used to in response to an accidental release of hazardous material. They contain and collect spilled liquids.

18. Sorbent Suggestions
COMPLIANCE

19. Dirty Floor and area?
Clean, Dry Floors?
Clean, Dry Floors?
Clean, Dry Floors?

20. Clean floor and work area

21. Dirty Floor
Clean, Dry Floors?

22. Hygiene/Cost Savings
Same area clean area:

23. OSHA-Worker Safety

24. Cardboard? Aggressive Chemicals? OSHA Fine?

25. Take Your Pick!
Clean areas are efficient and
reduce costs!

26. DOT containers and suitable quantities of absorbents on hand.
Kits Contain Spill Response Guide = SPCC

27. Selling made Simple
Ask your customers if they use absorbents (96% do, they just do not buy them from you)
Get the part #’s they are using
Cross reference to SPC (on the web)
Send a sample if needed
Quote and Get the Business!

28. Who uses and who Buys?
Maintenance
Foreman
Line operator
Supervisor
Safety
Supervisor
Manager
Environmental
Manager
Coordinator
Hazmat
Waste Manager
Janitorial
Plant Manager
Assistant
Area Super.
Machine Operator
Crib
Supervisor
Always get to the “Rainmaker” there is always one or two guys whom the rest follow.
Last resort is Purchasing.

29. Where to find help! www.sorbentproducts.com
Key Account Rep at SPC Bernice Healy ext.104
SPC Customer Service
Your SPC Regional Sales Manager (13 SPC RSM’S)
SPC catalog.
(just say your from Grainger and you will be directed to a person who can help you)

30. Selling Tools! Environmental Survey Cost Savings Worksheet
Features and Benefits chart
Grainger Training Presentation
Grainger Red Book Items
All can be found at

33. Know Your Competition!  Pricing  Product Offering
How do they go to market?
 Pricing
 Product Offering
 After Sale Service
 Shipping Terms
 Sales Support
 Strategic Goals

34. New Pig Positives Negatives Quality Products Good Service
Market Leader
Large SKU Selection
Attractive Catalog
Negatives
Sell Direct
Fob, Warehouse
High Price
No Sales Support
Confusing Selection
No System Selling

35. Clay - Why clean oil with dirt?
Clay granular products.
Speedy Dry
Diatomaceous Earth
Sand Stuff
Fullers Earth
Why do E/U use it?
Cheap-Cheap-Cheap
In use for 100 years
Afraid to change
What is this stuff?
Dirt
Mined in Georgia, Nevada & Florida
Sand
Organic adsorbent
Why will they change?
Laws
Lack of absorbency
Disposal costs
Health concerns
Labor, warehouse,breakage costs

36. Selling against clay!!! Worker Safety
Clay contains respirable silica dust, potential risk to worker’s health.
Cleanliness
Tracks all over office and throughout plant.
Bag Weight
Who will carry 50 lb. Bag.
Labor Costs
Time spent cleaning spill.
Machine Maintenance
Abrasive and dirt gets into machines, reducing life.
Finished Products
Dust gets on finished product.
Absorbency
15-50 lb. bags to 1 bale of MRO100.
Disposal Costs
Getting rid of 16lbs of MRO100 or 1500 lbs. of clay.
Total Cost
Always show total cost!!
MRO Plus
Clay granular

37. TEST YOUR KNOWLEDGE

38. What color typically designates oil only sorbents and what color is universal?
WHITE
GRAY

39. List at least 3 sources you can use to cross reference a competitive product to an SPC product?
SORBENTPRODUCTS.COM
SPC Training Manual
ext. 104
RSM

40. Match the following chemicals with the appropriate absorbent:
UN Any water soluble cutting fluid
MRO Hydraulic fluid
SPC Nitric Acid
Which product could do all three?

41. List the 5 Simple Steps that Make Selling SPC Sorbents Easy.
It IS that EASY!
ASK
Get Part #’s
Sample
Quote
Get the business

42. Thank you for participating in the Sorbent Products Company Introductory Training Course