Transcript 2009 National Sales Meeting

Wastewater Vertical Market
Wastewater Market
Takeaways (5W’s)!
1. Why Wastewater market focus?
2. Where are these plants located?
3. Who are the decision makers?
4. What are their problems?
And What product solutions
do we have?
5. When and what actions
will we take to gain
market share?
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Wastewater Vertical Market
Why WWT Market Focus?
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Continual growth market
Broad T&B product offering
everybody poops!
All sales territories have them
Customer needs and appreciates high performance
products
Public funds
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Wastewater Vertical Market
Who is the Market?
Every City
“Report forecasts long-term growth for U.S.
water
market,
despite
infrastructure
spending cuts.” “WaterWorld” article 12.10.08
•Up-grades in WWT priority
•$41.1 Billion spending 09 -15
Seawater Desalination
•Fastest growing segment
•De-sal spent $130 million in 2008
•Growth $1 billion by 2015
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T&B Potential: $1.3M
Projects: 17
T&B Potential: $17.6M
Projects: 59
T&B Potential: $9.1M
Projects: 57
Source
Reed Connect
T&B Potential: $5.8M
Projects: 57
T&B Potential: $4.5M
Projects: 28
T&B Potential: $7.8M
Projects: 46
T&B Potential: $2.1M
Projects: 25
T&B Potential: $4.1M
Projects: 30
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Wastewater Vertical Market
Estimated T&B Potential
$52 million
Pacific NW
$9,119,537
Northeast
$17,642,651
Pacific SW
$4,545,251
South Central
$4,083,061
Mid-West
$1,307,454
Mid-South
$2,087,398
Mid-Atlantic
$5,805,989
South Atlantic
$7,770,097
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Wastewater Vertical Market
Activities of a WWT Plant
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Wastewater Vertical Market
Basic Buying Motive Review
Purchasing profile
Gain or Profit? Status?
Security? Achievement?
Recognition? Satisfaction of Senses? Service to Others?
Who to contact
Basic Buying Motive Gain or Profit
DEP
Utilities
Authorities
Project Manager
Head of Engineering
Engineering staff
Good spec- min 2 manufacturers
Go over RR 3 brands=1 line.
Ask who’s designing, is there a preferred Contractor,
what’s the timing,
Municipalities
Project Manager
Head of Engineering
Engineering staff
Budget. Save them anything you win.
Small towns will farm this work out.
Seek Firms that specialize in this type of work.
Design Firm (MEP)
Project Manager
Head of Engineering
Engineering staff Purchasing
Construction arm
Go over T&B resources.
Catalogs, new products, on line specs - Arcat
Electrical Contractor
Project Manager
Foreman, Supervisor
Purchasing
Ocal Contactor certification.
Cover warranty extension, local inventory….
Discuss Time/Cost savings
At the Facility
Plant Manager
Maintenance
Safety, Constant Operation, Value in the purchase,
quality, flexibility…
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Wastewater Vertical Market
Processing Problems
Typical Application
Corrosive Environments - Harsh Cleaning and Processing Chemicals
Harsh Temperatures - High Pressure Washdown / Decontamination
Hazardous Locations - Cleaning Chemicals / Methane gas
Outdoor Settings - weather, temperature variance, UV
Ensuring Safety - Grounding, LockOut/TagOut, Equipment protection
Constant Operation - Plant needs to stay in operation - fines
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Wastewater Vertical Market
Product Solutions?
• Corrosive Environments Butt loads of products
• Support Systems
• Lighting
• Fittings for Conduit and Cable
• Grounding
• Connections
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Wastewater Vertical Market
Lead-In Products?
• Always lead with Specifiable products
– Ocal / Hazlux / RussellStoll
– Strut - Stainless, PVC Coated, non-metallic
– Ty-Rap - SS and UV
– Fittings - SS, non-metallic
– Color Key / Blackburn
– Red Dot - Weatherproof outdoor
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Wastewater Vertical Market
Who’s in the lobby? Trying to steal your order.
Ocal
RobRoy
Hazlux
C-H, Appleton, Killark
RussellStoll
C-H, Meltric, Appleton, Killark
Strut - Stainless, PVC Coated, non-metallic
B-Line, PowerStrut
Ty-Rap - SS and UV
Panduit, 3M, All States
Fittings - SS, non-metallic
C-H, Appleton, OZ, Killark
Color Key / Blackburn
Burndy, Penn Union, Panduit, Ilsco
Red Dot - Weatherproof outdoor
Taymac, BWF, Sigma, Mulberry
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Wastewater Vertical Market
Tools
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Reed Connect - Leads
WWT Binder
WWT Mailer/Brochure
WWT “Cheat Sheet”
Catalogs (T&B Vol 1, Ocal…)
Product Brochures (SS prod offerings, Better by Design …)
Product Samples (same as Food & Beverage)
Ocal Contractor Certification
Web: T&B My Marketplace, ARCAT, Marketing posts.
National Spec Manager - WWT Champion – Tom Russ
Your Marketing and Engineering Team
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Wastewater Vertical Market
Sales Website
National Account Quote Data
• There is no National Account Data for WWT
so follow the sewer lines or your nose
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Wastewater Vertical Market
WWT Market Cheat Sheet
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Wastewater Vertical Market
WWT - Questions to Ask?
• What type grounding systems do you use?
• Which type wire way do you use? Conduit
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(RGS, Aluminum, PVC coated) or tray?
What kind of lighting requirements are there?
(HID, Fluorescent..)
Do you require fixtures made from certain material or with special
coatings?
What are your Hazardous locations rated?
Is there a need for Portable equipment hookups?
What Voltages?
Is it important for them to operate in washdown areas?
Do you use SS strut for supports?
Have your installers received their Ocal Contractor certification?
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Wastewater Vertical Market
Market Successes
NYC – Croton ETL Spec
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Wastewater Vertical Market
Market Successes
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$61 Million water treatment plant in Adingdon, MD. spoke to the Lead E.E. at Hazen
& Sawyer in Raleigh and Ocal is on the specification. could the T&B direct from
Raleigh call on this engineer? What about Lugs, Lighting, strut, etc..... I will find out
what electrical contractor gets the job and let you know. (T&B potential $ 305 K)
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$52 Million Bozeman, MT Water Reclamation Facility project coming out soon. Spoke
to Mike Brandt - E.E. of Morrison & Maierle Eng'r Co. He indicated that they have
designed the project to use PVC coated conduit along with a lot of other things we
make. Morrison & Maierle is located out of Montana. will let you know who the
electrical contractor will be. (T&B potential $ 260 K)
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$62 Million Merced, CA WWT project coming out very soon. spoke to Sharon
Kimizuka ( E.E. ) and Ocal is all over it, the contractor bids were going in today.. They
are writing in a installation specification ( ours ). Sharon Kimizuka works for A TEEM
Electric 916-xxx-xxxx. (T&B potential $ 310 K)
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Wastewater Vertical Market
When the going gets tough,
the tough start selling
Your Commitment to:
Each T&B Sales Rep Use Your Sales Tools to:
 Write ONE -1 (IPG&ISPG)Specification package with your local Utility
 Write TWELVE -12 (IPG&ISPG) specifications with Design Firms
 Get 2(min) Ocal Contractor Certifications Scheduled in your territory
 Invite Us to Come with You for New Product Ideas!
 Grow Your Sales with WWT Market Customers by 12%!
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Wastewater Vertical Market
Wastewater Market
Takeaways (5W’s)!
1. Why Wastewater market focus?
2. Where are these plants located?
3. Who are the decision makers?
4. What are their problems?
And What product solutions
do we have?
5. When and what actions
will we take to gain
market share?
Photo credit: Greg Hewitt
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