Selling Fire Sentry Products in the Petrochemical and Refinery Market

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Selling Fire Sentry Productsin theOil, Gas, and
Petrochemical Markets
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Where Is Fire Sentrys 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

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Gas Transmission Applications

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

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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

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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

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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?

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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

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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

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Engineering Firms

• What Applications
• All Of The Previous Opportunities Discussed!
• Who Do You Sell?
• Fire Protection Engineers
• I E Engineers
• Control Systems Engineers

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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

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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!

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Selling Fire Sentry Productsin theOil, Gas, and
Petrochemical Markets