Transcript Sorbent_training_presentation
Sorbent Training
Rich Glancy
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
Historical Data
Market Size $230mm 4% 30% 66% Organic MBPP Inorganic (clay)
Direction
Market Growth ($230 to $340mm) 5% 50% 45% Year “05”….
Organic MBPP Inorganic (clay)
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
”
RAW Material = Polypropylene
• Polypropylene Resin • Compressed air • Energy
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).
What Drives the Marketplace?
MBPP Absorbents Marketplace
• • 1.
Regulation Drive
OSHA 2.
– – EPA SPCC OPA90, Etc.
1.
SPC has products designed to help industry meet the Regulatory Requirements
Oil only 2.
3.
Maintenance Chemical
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 $$$
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
Regulations
and
Compliance
Complying with OSHA and EPA Regulations 1.
Clean, dry workplace floors.
OSHA: [29 CFR 1910.22(a) (2) (1997)]
2.
Sorbent materials
waterways.
EPA: is one option for preventing oil spills from reaching [40 CFR 112.7 (c) (1) (vii) [1997]
3.
DOT-specified containers and suitable quantities of
absorbents
available for response to spills.
OHSA: [29 CFR 1910.120(j) (1) (vii) (1997)] shall be kept
4.
EPA requires you to control sources of storm water runoff.
EPA: [40 CFR 122.26 (1997)]
5.
EPA requires transporters to clean up any hazardous waste discharge.
EPA: [40 CFR 263.31 (1997)]
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.
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.
Two Categories of Response
Oil Only Universal
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.
Sorbent Suggestions
Dirty Floor and area?
Clean, Dry Floors?
Clean, Dry Floors?
Clean, Dry Floors?
Clean floor and work area
Dirty Floor Clean, Dry Floors?
Hygiene/Cost Savings
Same area clean area:
OSHA-Worker Safety
Cardboard? Aggressive Chemicals? OSHA Fine?
Take Your Pick!
Clean areas are efficient and reduce costs!
DOT containers and suitable quantities of absorbents on hand.
Kits Contain Spill Response Guide = SPCC
Selling made Simple
1. Ask
your customers if they use absorbents (96% do, they just do not buy them from you)
2. Get the part #’s
they are using
3. Cross reference
to SPC (on the web)
4. Send a sample
if needed
5. Quote
and Get the Business!
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” two guys whom the rest follow.
there is always one or Last resort is Purchasing.
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.
• 1-800-333-7672
Selling Tools!
• Environmental Survey • Cost Savings Worksheet • Features and Benefits chart • Training Presentation
Know Your Competition!
Pricing
Product Offering
After Sale Service
Shipping Terms
Sales Support
Strategic Goals
Positives
• Quality Products • Good Service • Market Leader • Large SKU Selection • Attractive Catalog
New Pig
Negatives
• Sell Direct • Fob, Warehouse • High Price • No Sales Support • Confusing Selection • No System Selling
Clay -
Why clean oil with dirt?
• • • • Clay granular products.
Speedy Dry Diatomaceous Earth Sand Stuff Fullers Earth • • • • What is this stuff?
Dirt Mined in Georgia, Nevada & Florida Sand Organic adsorbent • • • Why do E/U use it?
Cheap-Cheap-Cheap In use for 100 years Afraid to change • • • • • Why will they change?
Laws Lack of absorbency Disposal costs Health concerns Labor, warehouse,breakage costs
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
TEST YOUR KNOWLEDGE
What color typically designates oil only sorbents and what color is universal
?
WHITE GRAY
List at least 3 sources you can use to cross reference a competitive product to an SPC product?
1. SORBENTPRODUCTS.COM
2. SPC Training Manual 3. Bernice @ 800-333-7672 ext. 104 4. RSM
Match the following chemicals with the appropriate absorbent:
UN1719 MRO100 SPC100 Any water soluble cutting fluid Hydraulic fluid Nitric Acid
Which product could do all three?
List the 5 Simple Steps that Make Selling SPC Sorbents Easy.
1. ASK 2. Get Part #’s 3. Sample 4. Quote 5. Get the business