1. Selling To The Military 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. End user I need… I know a small business (Cortec) that can help me with my corrosion problems/issues … Who Should We Market To?

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-16173 Grade 1)  VpCI-369M (MIL-PRF-16173 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-85570 Type II – Navy’s version of aircraft soapMIL-PRF-85570 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 assetsCoatings: 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. TrumanVpCI-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 evaluationJordanian 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 preservationTaiwanese 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-238 & VpCI-105’s used on all electrical components  VpCI-369 unpainted weapon surfaces  VpCI-309 fogged into the hull

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. 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?