Sorbent Training

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Sorbent Training
Rich Glancy
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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

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Historical Data
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Direction
Year 05.
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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

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RAW Material Polypropylene

• Polypropylene Resin
• Compressed air
• Energy

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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).

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What Drives the Marketplace?
REGULATIONS!
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MBPP Absorbents Marketplace

• Regulation Drive
• OSHA
• EPA
• SPCC
• OPA90, Etc.
• SPC has products designed to help industry meet
  the Regulatory Requirements
• Oil only
• Maintenance
• Chemical

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Whats 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

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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
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Regulations
and
Compliance
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Complying with OSHA and EPA Regulations
  1. Clean, dry workplace floors. OSHA 29
CFR 1910.22(a) (2) (1997)   2. Sorbent
materials is one option for preventing oil spills
from reaching waterways. EPA 40 CFR 112.7
(c) (1) (vii) 1997   3. DOT-specified
containers and suitable quantities of absorbents
shall be kept
available for response to spills. OHSA 29
CFR 1910.120(j) (1) (vii) (1997)   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)
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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 facilitys 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.

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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.
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Two Categories of Response
"Color coded response"
Oil Only
Universal
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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.

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Sorbent Suggestions
COMPLIANCE
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Dirty Floor and area?
Clean, Dry Floors?
Clean, Dry Floors?
Clean, Dry Floors?
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Clean floor and work area
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Dirty Floor
Clean, Dry Floors?
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Hygiene/Cost Savings
Same area clean area
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OSHA-Worker Safety
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Cardboard? Aggressive Chemicals? OSHA Fine?
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Take Your Pick!
Clean areas are efficient and reduce costs!
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DOT containers and suitable quantities of
absorbents on hand.
Kits Contain Spill Response Guide SPCC
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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!

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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 there is always one
  or two guys whom the rest follow.
• Last resort is Purchasing.

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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 RSMS)
• SPC catalog.
• 1-800-333-7672

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Selling Tools!

• Environmental Survey
• Cost Savings Worksheet
• Features and Benefits chart
• Training Presentation

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Know Your Competition!
How do they go to market?
? Pricing ?
Product Offering ? After Sale Service ? Shipping
Terms ? Sales Support ? Strategic Goals
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New Pig

• Positives
• Quality Products
• Good Service
• Market Leader
• Large SKU Selection
• Attractive Catalog

• Negatives
• Sell Direct
• Fob, Warehouse
• High Price
• No Sales Support
• Confusing Selection
• No System Selling

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Clay - Why clean oil with dirt?

• Why do E/U use it?
• Cheap-Cheap-Cheap
• In use for 100 years
• Afraid to change

• 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 will they change?
• Laws
• Lack of absorbency
• Disposal costs
• Health concerns
• Labor, warehouse,breakage costs

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Selling against clay!!!

• 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!!

• Worker Safety
• Clay contains respirable silica dust, potential
  risk to workers 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.

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TEST YOUR KNOWLEDGE
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What color typically designates oil only sorbents
and what color is universal?
WHITE
GRAY
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List at least 3 sources you can use to cross
reference a competitive product to an SPC product?

• SORBENTPRODUCTS.COM
• SPC Training Manual
• Bernice _at_ 800-333-7672 ext. 104
• RSM

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Match the following chemicals with the
appropriate absorbent   UN1719 Any water
soluble cutting fluid   MRO100 Hydraulic
fluid   SPC100 Nitric Acid  
Which product could do all three?
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List the 5 Simple Steps that Make Selling SPC
Sorbents Easy.
It IS that EASY!

1. ASK
2. Get Part s
3. Sample
4. Quote
5. Get the business

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Thank you for participating in the Sorbent
Products Company Introductory Training Course