1. Selling Fire Sentry Products in the Oil, Gas, and Petrochemical Markets

2. Where Is Fire Sentry’s Market? Gas Transmission Liquid Products Pipeline Companies Fuel Distribution Refineries Petrochemical Plants Gas Processing Plants Offshore Drilling And Production Fire & Gas Systems Integrators Engineering Firms

3. Gas Transmission Applications What Applications –Compressor Buildings! Who Do You Sell? –I & E Engineer Who Specifies Gas Detectors –Often Influenced heavily By Local Engineering or Maintenance Personnel

4. OFFSHORE DRILLING & PRODUCTION What Applications –Process Areas –Manifolds –Compressor Buildings –Customer Has A Clear Understanding Of Where He Wants To Put Them Who Do You Sell? –I & E Engineer Who Specifies Gas Detectors, At Both The Corporate Level And Engineering Firms

5. Liquid Products Pipeline Companies What Applications –Pumping Stations –Metering Stations –Product Storage Terminals Who Do You Sell? –I & E Engineer Who Specifies Gas Detectors –Often Influenced Heavily By Local Engineering or Maintenance Personnel

6. Refineries and Petrochemical Plants What Applications –Pump Skids (process units and tank farms) –Manifolds/Product Transfer Areas –Truck Rack, Rail Rack, Marine Terminal –Compressor Buildings –Potential Hydrogen Fire Detection Applications?

7. Refineries and Petrochemical Plants Who Do You Sell? –Sometimes, But Usually Not The Instrument/Analyzer Guys –Usually Not The Fire Marshall –Usually Not The Safety Engineer (influence, though?) –Often Found In Electrical Engineering Department –Key Contact Is Often Found In “Oil Movements” (Refinery) or “Terminal”

8. Fuel Distribution (Gasoline, Diesel, Jet Fuel, etc.) What Applications –Truck And Rail Loading Racks –Marine Terminals –Pump Rows, Pump Pits –Manifolds Who Do You Sell? –I & E Engineer Who Specifies Gas Detectors –Often Influenced Heavily By Local Engineering or Maintenance Personnel

9. Fire & Gas Systems Integrators What Applications –Every Kind Imaginable Who Do You Sell? –Fire Protection Engineers Who Are Responsible for System Design/Equipment Specification

10. Engineering Firms What Applications –All Of The Previous Opportunities Discussed! Who Do You Sell? –Fire Protection Engineers –I & E Engineers –Control Systems Engineers

11. Hurdles To Success! Long Term Reliance On Thermal Detection Lengthy Track Record With Competitive Equipment. Past (Bad?) Experience With Optical Fire Detection “If There Is A Fire, Someone Will See It!” Budget Issues: May Be Long-Term Sell

12. What You Have Going For You! Better Area Coverage Than Thermal Detection Faster Response To A Fire Than Thermal Detection Best Technology Very Competitive Price “Win - Win” Proposition For Customer!

13. Selling Fire Sentry Products in the Oil, Gas, and Petrochemical Markets