U'S' Sales Rep Meeting

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U.S. Sales Rep Meeting

• Welcome to Canada!
• Eh!
• Introductions

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Objectives of Meeting

• Introduce you to I-Gard (The Experts)
• Meet People in the company
• Product Knowledge (Safety!)
• Future Plans
• Provide reps with the tools to sell I-Gard
• Motivate you to sell I-Gard
• Make Money!

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Organizational Chart
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U.S Sales Rep
Meeting
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U.S Sales Rep
Meeting
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U.S. Sales Rep Meeting
14-15 November 2007

• Meeting Agenda
• Wednesday, Nov. 14 2007
• 830 900 - Welcome Remarks Ian McDonald
• - Andrew Cochran (company history and direction)
• 900 930 - Ice Breaker Exercise Alberto
  Quiroz
• 930 1000 - History of Relays Ajit Bapat
• 1000 1015 - Coffee Break
• 1015 1215 - Ajit Bapat/Tony Locker
• - Overview of Grounding Systems
• - Overview of Products
• - Specific Applications
• 1215 100 - Lunch

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Agenda

• Wednesday, cont.
• 100 145 - Product Training (Relays) Sergio
  Panetta
• 200 230 - Product Training (Mining Systems)
  Sergio Panetta
• 230 245 - Coffee Break
• 245 330 - Preview of New Products Sergio
  Panetta
• 330 415 - Competition (comparison charts for
  each product) Tony Locker
• 415 430 - Interactive Feedback Ian
  McDonald
• 430 500 - Break to go to room before going to
  the Raptors game.
• 515 - Drive to Raptors game
• 700 - Start of game.

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Agenda

• Thursday, Nov. 15 2007
• 730 a.m. - Buffet Continental Breakfast
• 830 1030 - Plant Tour Sergio Panetta
• 1030 1100 - Drive back to hotel, plus coffee
  break.
• 1100 1200 - Marketing Plans for U.S. Market,
  Ian and Tony
• 1200 100 - Lunch Break
• 100 300 - U.S. Sales History - Who have we
  sold to? Ian McDonald
• - Potential Customers in each territory.
• - Success Stories Tony Locker
• - Sample sales report, quote report. Ian
  McDonald
• - Review Rep Binder
• - Review Website - System for tracking
  projects.
• - Review potential sales for each territory.
• - What obstacles they could see that would
  keep them from meeting sales targets, address
  roadblocks.
• - What do you need from I-Gard to be
  successful
• 300 - End of Meeting

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• Andrew Cochran
• President
• Company History

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I-Gard CorporationOverview
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Who is I-Gard Corporation
Wholly owned subsidiary of Telema Spa,
Italy Head Office and Manufacturing in
Mississauga, Canada Sales Offices in Calgary
and Montreal, Canada Cincinnati, USA Mexico
City, Mexico Singapore
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Brief History
2007 Opened sales offices in Calgary, Montreal
and Mexico City. 2006 Opened sales office in
Cincinnati and Singapore 2006 Changed name to
I-Gard Corporation. 2006 Purchased by Telema
Spa. 2001 Acquired the Federal Pioneer Relay
line 1999 Acquired the Cutler-Hammer Resistor
line 1992 Purchased by Halma plc 1982 IPC
Resistors founded as sales agency of Post
Glover.
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Value Chain Analysis
What can we be best in the world at?
FIRMS INFRASTRUCTURE
Human Resource Management
Superior Training
Stable Workforce Quality of Work Life Programs
Recruitment Policy
Extensive training Of technical sector
Margin
Application Support Patents CSA / UL
Technology Development
Unique Product features
Highest quality raw materials
Most Desirable Media Placements Product
Positioning
Procurement
Margin
Short time to Manufacture Robust
product Appearance Responsiveness to changes
High Advertising Quality Extensive Personal
Relationships Superior Technical Literature
Timely delivery
Inbound Logistics
Operations
Outbound Logistics
Marketing And Sales
Service
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Mission Statement
Market Leader in the protection against ground
faults Market Position Technical Authority and
Leadership Product Position Unique and / or
patented product features
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The Influencing Process
Engineering Community
New Construction
Consultant Electrical
Consultant Mechanical
Architect
Owner / User
General Contractor
Legend Influence Order / Money
Trades
OEM
Wholesaler
Service
I-Gard Corporation
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What is the Focus ?
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Alberto Quiroz

• Ice Breaker Exercise

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Lets meet each other.
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What business are you in?
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Insanity doing the same thing over and over
again and expecting different results. -Albert
Einstein
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• Wrong business!
• You should be in the business of making money!

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What does I-Gard give me?
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• Products with unique features that combined with
  your ability to sell, provide an excellent
  opportunity to make money!

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What are your expectations from the meeting?
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Motivation is everything. You can do the work of
two people, but you can't be two people. Instead,
you have to inspire the next guy down the line
and get him to inspire his people. - Lee Iacocca
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Lets get to work!
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Ajit Bapat

• History of Relays

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2008 USA Rep Meeting

• History of Relays
• Ajit Bapat

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Agenda
www.i-gard.com

• General Purpose of Relays
• Detection of Over-current / Over-voltage
• (Keep very general, 4-5 slides)
• Ground Fault Relays
• What they do, how they work, why have them
• (Keep very general, 2-3 slides)
• History of Federal Pioneer Relays
• Historical Development of Relays (Only ones that
  we are using now, such as GADD, MGFR, DSP, GF
  Panels)
• (More of a historic perspective as opposed to
  technical, technical will be later, 12-15 slides)
• Present and Future Thoughts on Relays
• In general, what are your views of the direction
  of Relays
• Thoughts on CTs, ZSCTs, etc.
• (We will align with rest of presentations, 1-2
  slides)

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• Coffee Break

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Tony Locker / Ajit
Bapat

• Overview of Grounding Systems
• Overview of Products
• Specific Applications

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• Lunch Break

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Sergio
Panetta

• Product Training
• Relays
• (Demo Kits)

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Sergio Panetta

• Product Training
• Mining Systems

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Sergio
Panetta

• New Products!

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Tony Locker

• Competition?

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• Open Discussion
• Feedback?
• Questions?

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Raptors vs. Utah Jazz

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• Marketing Plans
• Expand Rep Network
• Technical Presentations
• 3. Trade Shows
• 4. Advertising

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Expand Rep Network

• Fagan Associates, Inc.
• Electrotech, Inc. (IL, MN, MT, ND, SD, WI)
• Weldy/Lamont Associates (WI, IL, IN, MI)
• HEK, Inc. (MI)

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• Carlson Sales, Inc. (AK, HI, ID, MT, OR, UT, WA)
• DEwart Representatives, LLC (AK, ID, MT, OR, WA,
  UT)
• Peterson Company (CO, ID, MT, NV, UT, WY)

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• Power Equipment Sales Co., Inc. (IL, IA, KS, MO,
  NE)
• Cleaves-Bessmer-Marietti, Inc. (IL, KS, MO, OK,
  AK)
• Electrotech, Inc. (IL, MN, MT, ND, SD, WI)

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• Atlantic Southern Assoc. (DE, DC, MD, VA, WV)
• Bradley Electro Sales Corp. (DE, DC, MD, VA, WV)
• EMR Associates, Inc. (TN)

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Technical Presentations
(CEU Accredited)

• Where?
• - National/Local IEEE Chapters
• - Engineering Firms
• - End Users
• - OEMs
• Topics
• - Grounding Systems
• - Resistance Grounding of LV and MV Power
  Distribution Systems
• - Grounding of Alternative Power Sources (Wind
  Farms, UPS, CoGens, etc.)

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Training/Commissioning

• Who?
• Plant personnel.
• Electrical Contractors.
• OEMs (Siemens, Eaton, Square D)
• End Users (Dal-Tile, UCSD Hospital, Square D
  Field Services).

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Trade Shows

• IEEE Electrical Safety Workshop (Dallas, 03/08)
• IEEE PPIC (Seattle, 06/08)
• IEEE PCIC (Cincinnati, 09/08)
• Mining Expo (Las Vegas, 09/08)
• Electric West/East (?)
• PowerGen (?)

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Advertising

• ECM Magazine
• Ask the Expert
• - Encourage customers/staff to use
• Ask the Expert)
• Add search feature to existing
• Q and A.
• Print booklet.
• Stress Safety

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GROUNDING OF WIND POWER SYSTEMS AND WIND POWER
GENERATORS

• Ajit Bapat, M.Tech, MBA
• Technical Consultant
• I-Gard
• 7615 Kimbel St, Unit 1
• Mississauga, Ont, Canada L5S 1A8
• Tel [phone], Cell 905-866-8254, FAX
  905-673-8472
• Web site www.i-gard.com
• Introduction
• Power continuity is essential in wind power
  projects where a trip out due to ground fault can
  have serious economic or operational
  consequences. An arcing phase to ground fault can
  totally destroy the equipment. Consequential down
  time adds to the economic loss. Four typical
  grounding methods for generators and power
  systems are examined for these factors and the
  paper concludes that resistance grounding
  provides the best protection against arcing
  ground fault damage in wind power projects with
  distribution systems (up to 5000 V) and improves
  reliability and availability of the power systems
  
• Grounding of Generators
• The generators can be ungrounded, high resistance
  grounded, low resistance grounded or solidly
  grounded
• In solidly grounded generators very high fault
  currents can flow in the event of a phase to
  ground fault with a possibility of extensive
  fault damage 4 and consequential loss of
  revenue. In addition there is a possibility of
  high harmonic current flows when the generator
  and step-up transformers are solidly grounded.
• Applying low resistance grounding reduces the
  potential damage due to phase to ground faults,
  but the generator must be tripped and isolated
  with a consequential loss of revenue.
• With high resistance grounding, a phase to ground
  fault can be annunciated 4 and the generator
  kept running.
• An ungrounded generator can be used if the cable
  length to the step-up transformer is relatively
  small. With long cable lengths in multiple
  generator systems, the generator to transformer
  section becomes susceptible to transient
  overvoltages in case of intermittent phase to
  ground faults. This could lead to subsequent 2nd
  phase to ground failure elsewhere in the network
  leading to catastrophic damage.
• Power Collection Systems

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U.S. Sales History

• Who have we sold to?
• Eng. Firms Bechtel, Fluor, Jacobs, etc.
• End Users Dupont, Shell, Dal-tile

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Potential Customers
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Switchgear Companies
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Carolinas

• OEMs South North Carolina
• SMC Electrical Products
• Line Power
• Rad Engineering
• Pemco Corp
• Cutler Hammer SC
• Square D Columbia
• Siemens Power
• Cutler Hammer NC
• Powerbox LLC

• Key Market Sectors ms
• N.Carolina Manufacturing 67k
• N.Carolina Durable goods 29k
• N.Carolina Chemicals 11k
• S.Carolina Manufacturing 23k
• S.Carolina Durable goods 11k

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Texas

• OEMs
• Powell Electrical Mfg
• MI Electric Industries
• W-Industries
• Delta Engineering Corp
• West Texas Equipment
• Hatch Inc
• CBS Mfg Co
• Integrated Power Systems Corp
• Sunbelt Transformer

• Key Market Sectors ms
• Manufacturing 101k
• Durable Goods 57k
• Chemical 14k
• Mining 46k
• Oil and Gas 45k

• Service Companies
• Circuit Breaker Sales Co
• Coastal Switchgear
• High Voltage Supply
• National Switchgear Systems

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California / Nevada

• OEMs
• Automatic Switch Company
• General Switchgear
• Industrial Electric Mfg
• Pioneer Power
• RSE Sierra
• L-3 Communications SPD
• Delta Power Systems
• Trayer Engineering Corp

• Consultants
• Electrical Consultants Inc

• Key Industrial Sectors m
• Manufacturing 189k
• Durable goods 126k
• Chemical 14k
• Food processing 16k
• Printing 13k

• Service Companies
• Tonon Electrical Controls
• Western Utilities Transformer Service

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Success Stories

• - Dal-Tile (Experience / Knowledge)
• - U of C San Diego Hospital (Superior Product)
• Manson Construction (IEEE/Rep)
• Square D Field Services (Boston/Cincinnati)
• Mirant Project (Specified by Consultant, quoted
  all major OEMs, consultant told us who would
  receive order before it was awarded)
• Terremark Project (sole specified by consultant,
  OEMs tried to source from other suppliers)
• Dupont (GM meter with harmonic filter)

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Sales Report
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Quote Log
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Rep Binder

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NGR Template

• Customer__________________________________ Date
  ___________________
• Address__________________________________________
  _________________
• City_______________________________
  Province________________________
• Country____________________________Phone
  __________________________
• Fax___________________________email
• _______________________________
• Request for a Neutral Grounding Resistor
  quotation
• I.- Electrical Ratings
• Rated Voltage______(Line to Neutral Volts) or
  System Voltage______(Line to Line Volts)
• System Connection __________Wye Y or
  __________Delta ?
• Insulation Voltage_______________________________
  ___ (Only if different of system voltage, i.e.
  additional insulation because of high altitude)
• Rated Current ______________________________
  Amperes
• Rated Time. And rated maximum temperature rise.
• ______10 seconds / 760 oC. (IEEE-32) Other
  temperature rise_________
• ________ seconds / 760 oC. (IEEE-32) Other
  temperature rise_________
• _____ 60 seconds / 760 oC. (IEEE-32) Other
  temperature rise_________
• ______ Extended Time / 610 oC. (IEEE-32)
• ______ Conitnuous / 385 oC. (IEEE-32) Other
  temperature rise_________

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NGR Template 2

• Request for a Neutral Grounding Resistor
  quotation
• II.- Enclosure special arrangements and
  accessories
• Bracing For Seismic Zone installation____________
  __ Others____________
• Special Dimensions____________________________
• III.- Bushings
• Neutral On top________ Side
  __________Type_________(NEMA 4H)
• On Side wall____ Side __________
• Bottom Cable entrance_____________ Gland
  Plate_______
• Ground On top________ Side __________
  Type_________
• On Side wall____ Side __________
• Bottom Cable exit_____________ Gland
  Plate_______
• IV.- Accessories
• Ground Fault Relay GFR-CT _________ (Recommended
  for high resistance up to 10A.)
• Ground Fault Relay NGR Monitor GFR-RM_____________
  _______
• Current Transformer CT____ Ratio____ / ___
  Burden______ Accuracy Class____
• Voltage Transformer PT____ Ratio____ / ___
  Burden______ Accuracy Class____
• V.- Special Instructions
• Bottom opening for mounting over Xo
  bushing________

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Load Bank Template

• Customer__________________________________ Date
  ___________________
• Address__________________________________________
  _________________
• City_______________________________
  Province________________________
• Country____________________________Phone
  __________________________
• Fax___________________________email
  _______________________________
• Request for a Load Bank quotation
• I.- General
• I.1.- Fixed ______ I.2.- Mobile (on
  casters)_____ I.3.- Portable____
• II.- Load
• Resistive Load in KW______________at______Volts
  , ________Phases, ______Hz.
• Reactive Load in KVAR ____________at______Volts
  , ________Phases, ______Hz.
• Direct Current Maximum Amps ____________at
  Volts.
• If a combination Resistive reactive is required
  please indicate
• Maximum KVA__________________at
  _____________Power Factor.
• III.- Load Steps
• One load step__________________ (connects all
  the load at once)
• Multiple Steps (the smallest step is your
  resolution)
• 1 kW.____, 5kW._____, 10kW.____, 25 kW.____, 50
  kW_____, Other______.
• 1 Amp._____, 5 Amp._____, 10 Amp._____, 20
  Amp._____, Other_______

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Load Bank Template

• Customer__________________________________ Date
  ___________________
• Request for a Load Bank quotation
• Power to the fan motor to be supplied from
• Supply to be tested ______________ Independent
  Source_____________
• VI.- Metering Analog_________ or
  Digital________
• On the Load Bank___________ or
  Remote____________
• VII.- Parameter to measure
• Amps_________, Volts_________, Watts________
  Frequency___________
• Reactive Power___________, Power
  Factor__________, Time___________
• VIII.- Enclosure Standard is a NEMA 3R
  (Ventilated- Outdoor/ Indoor)
• Other_______________, IP-__________.
• IX.- Other requirements Indicating Lights per
  step connection ____________
• List other specific requirements like On skid,
  on a trailer, special paint, special test cables,
  etc.
• __________________________________________________
  __________________
• X.- Connection to Source
• With Cable_______________, Special
  Connector_______________
• Quantity__________

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Dynamic Braking Resistor Template

• Customer__________________________________ Date
  ___________________
• Address__________________________________________
  _________________
• City_______________________________
  Province________________________
• Country____________________________ Phone
  __________________________
• Fax___________________________ email __
• _____________________________
• Request for a Dynamic Braking Resistor Bank
  quotation
• I.- Electrical Ratings
• Resistance_________Ohms Power
  ____________________KiloWatts
• II.- Operation
• Braking Cycle_______________ Time on /
  _____________Time Off.
• Maximum braking time__________________
• III.- Additional Information
• Motor power______________H.P. Drive
  Manufacturer_____________________
• Application_______________________Terminal
  Block_______________
• Heat Sensor _________ N.O._______ N.C.________
• IV.- Enclosure Classification
• ___Open Frame
• ___Indoor type Ventilated NEMA 1 (IP-11)
  ____Outdoor type Ventilated NEMA 3R (IP-33)

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Website
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New Website

• We are currently working on a new website.
• 2008 Power to Protect
• Library of Technical articles, application
  guides, etc.
• Products
• Education Training
• PowerPoints with voice
• Video Training Library
• E-Commerce (buy standard products on-line
  (Visa))
• Obtain quotes for standard products
• For price sensitive customers

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Project Tracking

• Suggestions
• How do you currently track projects?
• How do other manufacturers track projects?

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US GDP Summary
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Potential Sales/Territory
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Competitors
Reps
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Sales Targets
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Obstacles/Roadblocks

• List five customers you could sell I-Gard
  products.

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Need from I-Gard?

• What do you need from I-Gard to sell our products
  in your territory?

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Incentive Plan

• i-Phone for the top selling Rep above a minimum
  sales of 10,000, by year end?

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Incentive Plan

• i-Trip for two to Hawaii for the top sales Rep by
  end year (2008)!
• Minimum 150,000 in Sales

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• Feedback
• Did we meet your expectations?

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