Market Segments

1
Market Segments
2
Selling to Education
K-12, Universities, Community Colleges, Public
Schools, Private Schools

• Specific Challenges
• Absenteeism
• Green cleaning mandates
• Health and safety for staff and students
• Indoor air quality (asthma)
• Chemical residue on surfaces
• Acute toxicity (i.e. eye or skin irritation)
• Allergic reactions
• Budget crunches
• Training
• Public bid process

3
Absenteeism

• Challenge
• The state pays the school for every student that
  attends a full day. (This only counts for state
  schools, not private)
• When students are sick, it means less money for
  the school.
• Private schools generally must work harder to
  keep parents (their source of revenue) happy.
  Minimizing the frequency of illness is a great
  way to keep parents happy.

4
Absenteeism

• Solution
• EnvirOx H2Orange2 117 118
• EPA registered sanitizer, virucide, HBV.
• Track record for reducing absenteeism in schools!
  
• Clean, residue-free surfaces result in less
  transfer of bacteria and viruses from student to
  student.
• Cleaners wont hurt the students so you can put a
  Red Bottle in Every Classroom! (see document in
  the EnvirOx Sales Training CD)
• Cleaners wont add toxins to the school
  environment, minimizing negative effect on
  childrens health. Healthier kids stronger
  immune systems and fewer sick days!

NOTE Public school absenteeism stats are often
posted online. Typically anything under 90 is
bad. EPA Registered to kill Herpes Simplex
Virus Type 2, Influenza A2/Japan, HBV
(Hepatitis B Virus) and HIV-1 (Human
Immunodeficiency Virus). Except in California.
5
Green Cleaning State Mandates

• Challenge
• Many states now mandate that public schools use
  Green Seal or Eco-Logo certified products to
  clean their facilities.
• Solution
• Lead with H2Orange2 Concentrate 117 and 118
• Documented health and environmental profile for
  human and environmental safety (note that EPA
  registered products cannot be Green Seal or
  Eco-Logo certified).
• If they are not allowed an exception for EPA
  Registered products and they MUST clean with a
  Green Seal or EcoLogo certified product turn to
  EnvirOx support products for Green Seal and
  EcoLogo certified options.

6
Health and Safety

• Challenge
• Increasing numbers of children and adults are
  sensitive to chemical toxicity and fumes.
• Having chemicals that can harm skin or eyes
  around children is never good.
• Parents are more focused on green and health
  initiatives in school.
• Solution
• EnvirOx cleaners will not damage humans, animals,
  the environment or any water-safe surface.
• No asthmagens or carcinogens.
• Keep a red bottle of 118 or 117 in every
  classroom, to safely wipe off desks in between
  classes reduce disease transfer opportunities,
  without exposing students to unnecessary health
  risks!

7
Budget Crunch

• Challenge
• Budgets are tight in state schools.
• Understanding what the school needs is vital to
  offering them the right solution and demonstrates
  how value, simplicity and versatility can save
  them money.
• Solution
• H2Orange2 Cleaning System customers save money
  because
• Reduce number of products purchased.
• No cleaning chemical related workers comp
  claims.
• No facility damage.
• Improved attendance.
• Time and efficiency gains due to simplicity of
  the system.
• Cleaning tools last longer not clogged with
  soap or broken down by harsh chemicals.

8
Training

• Challenge
• Changing to a new cleaning protocol.
• Custodial staff turn over.
• Training time.
• Language barriers.
• Solution
• Extremely simple system. If someone misuses a
  product, it wont hurt anything or anyone!
  (Mineral Shock excluded. If it isnt rinsed it
  may harm a surface).
• Your direct attention and in-service training for
  the custodial staff.
• EnvirOx Training DVD (English and Spanish).
• Wall charts (color coded and numbered).

9
School Bid Process

• The best way for a distributor to have success in
  obtaining a schools business is to work with the
  school prior to the bid being opened to the
  public.
• It is also important to have the custodial
  decision makers get feedback from their team on
  how EnvirOx products are meeting their needs
  (through a trial being set up with the school).
• Key areas to review and be aware of regarding
  bids
• Bid deadline date ensure that the bid is
  completed at a minimum of one week prior to the
  bid deadline, two weeks prior is ideal.
• Instructions to bidders this section will
  outline specifications for the bid such as
  certain types of chemical (Green Seal certified,
  etc.), quantities, pricing, freight
  responsibility, delivery and billing
  requirements, etc.
• Insurance Typically an Insurance Liability
  Certificate naming the school entity as insured
  will need to be provided.
• State requirements there are sometimes
  requirements of the bid that the bidder be
  authorized with the State Department to be able
  to bid. There should be a website or contact
  within the bid on how to get started with the
  state to meet this requirement.

10
School Bid Process

• Challenge
• The chemical specified in the bid does not match
  an EnvirOx chemical.
• Solution
• There are general chemical specifications that
  EnvirOx will be able to meet. Engage the EnvirOx
  Customer Relations to help identify which
  chemical will be the closest match. This is also
  a situation that would be easily remedied by
  working with the school prior to the bid. If the
  school likes EnvirOx, they will spec their bid
  with EnvirOx chemical specifications. We also
  have canned bid specs for most of our
  chemicals, which can be shared with the school.

11
School Bid Process

• Challenge
• The bid requires an end-use cost for the chemical
  and I dont know how to figure that out.
• Solution
• Located on the distributor section of the EnvirOx
  website, under the Competitor Information tab is
  an End Use Cost Calculator. Fill in how much you
  are going to charge per gallon of the chemical
  and it will calculate end-use cost for both
  quarts and gallons in both heavy and light-duty
  solutions.

12
School Bid Process

• Challenge
• You have never completed a bid and need some
  assistance.
• Solution
• EnvirOx is more than happy to assist distributors
  in completing a bid form. Contact Customer
  Relations at 800-281-9604 and we will meet your
  needs.

13
Selling to Healthcare
Long-term care, nursing homes, hospitals,
clinics, private doctors offices

• Specific Challenges
• Hospital Acquired Infections
• Disconnection between Infection Control and
  Housekeeping
• Health and safety for staff and patients
• Training, custodial staff turn over
• Laws
• Regulations

14
Hospital Acquired Infections

• Challenge
• A hospital acquired infection is defined as
  infections not present and without evidence of
  incubation at the time of admission to a
  healthcare setting translated as, a resident
  acquires an infection which originated within the
  patient environment. HAIs are on the rise.
• Solution
• Confirmed cases of HAIs reported from a patient
  environment are now required to be reported
  monthly to their State Agencies. State and
  Federal Agencies are not required to reimburse
  the facility for the cost to abate HAI
  infections. As such, the cost for the facility to
  heal the residents is entirely on their profits,
  and adversely impacts the hospitals managed care
  budget.

15
Health Safety for Staff Patients

• Challenges
• Increasing numbers of children and adults are
  sensitive to chemical toxicity and fumes.
• When cleaning staff use toxic cleaning and
  disinfecting chemicals it can increase their
  likelihood of getting sick or injured.
• People with compromised immune systems can be
  more sensitive to chemicals and have additional
  reactions when exposed to fumes or residues.
• Indoor air quality (asthma).
• Acute toxicity (i.e. eye or skin irritation).
• Allergic reactions.
• Soil Loads/Residue on transfer points.
• Solution
• H2Orange2 Concentrate 117 or 118.

16
Training

• Challenges
• Training on a new cleaning protocol can be a
  challenge.
• Custodial staff turn over and training new staff.
• Training time.
• Language and education barriers.
• Solution
• The H2Orange2 Cleaning system, complete with
  bi-lingual DVDs, wall charts and custom training
  tools.

17
Government Initiatives/Acts/Programs

• Challenges
• ARRA (American Reinvestment Recovery Act)
• Preventing HAIs will be the key to hospital cost
  control. Government-sponsored initiatives from
  health insurance (Medicare/Medicaid) to grants
  will take into account HAIs when determining the
  allocation of funding and insurance payout versus
  confirmed cases.
• Act 52 (PA only)
• Act 52 of 2007 requires certain healthcare
  facilities in Pennsylvania to report healthcare
  associated infections (HAIs) to the Pennsylvania
  Department of Health, the Pennsylvania Healthcare
  Cost Containment Council and the Pennsylvania
  Patient Safety Authority through the Centers for
  Disease Control (CDC) and Preventions National
  Healthcare Safety Network (NHSN). The act is
  part of Governor Rendells Prescription for
  Pennsylvania plan to reduce and eliminate
  healthcare associated infections (HAIs).

18
Government Initiatives/Acts/Programs

• Challenges
• Hospital Value-Based Purchasing Plan Report to
  Congress
• Government program that requires healthcare
  facilities to report performance on many levels
  to receive payment for Medicare and Medicaid
  patients. This includes the determination of
  thresholds or improvements in quality that would
  substantiate a payment adjustment, the size of
  such payments, and the source of funding for the
  value-based payments.
• I have to have a disinfectant for x, y, z
  reason.
• The CDC sets guidelines for cleaning and
  disinfecting in healthcare settings.
• Results are the most important factor.
• The way disinfectants are generally utilized in
  healthcare facilities isnt working. This is
  clear because HAIs are on the rise.

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Why EnvirOx is the Solution
The solution is in the EnvirOx patented
stabilized hydrogen peroxide technology.
EnvirOxs stabilized hydrogen peroxide cleaning
technology cleans without leaving behind a sticky
residue. Sticky soap residues contribute to
bio-film. Conventional cleaning technology
(a.k.a. detergents/disinfectants) often leave
behind sticky residues. Bacteria within
bio-films are up to 1,000 times more resistant to
antimicrobials than are the same bacteria in
suspension. -Center for Disease Control and
Prevention lthttp//www.cdc.gov/hicpac/Disinfection
_Sterilization/4_0efficacyDS.htmlgt With
EnvirOx, a truly clean surface is the outcome
every time you clean. This is the simple and
effective power of EnvirOx stabilized hydrogen
peroxide technology. H2Orange2 Concentrate 117
and Concentrate 118 are the answer.
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Providing a fail-safe Solution
Hospital acquired infections (HAIs) are on the
rise. Conventional cleaning and disinfection
practices are clearly not working and are not
realistic. Old technologies have healthcare
facilities trapped in a cycle that kills bacteria
and viruses, and also promotes the spread by
leaving a bio-film of residue after every use.
The impracticality of the 10 minute sit time
before wiping Q How often does the custodian
have time to properly clean a contact surface
using this process? 1. Spray and wipe
surface. 2. Spray with a disinfectant. 3. Wait
5 -10 minutes for the full kill claims. 4. Wipe
the surface. A NEVER. Even if this process
happened perfectly every time, surfaces would
still be left with residue from the cleaners and
disinfectants, contributing to a dirty surface.
Additionally, if a person coughed on these
surfaces after the above mentioned procedure, we
are back to square one.
21
Selling to Building Service Contractors

• Specific Challenges
• Superior and competitive cleaning results.
• Green cleaning demand.
• Health and safety for staff.
• Indoor air quality (asthma).
• Chemical residue on surfaces.
• Acute toxicity (i.e. eye or skin irritation).
• Allergic reactions.
• Facility focus on germ reduction, super bugs,
  flu season.
• Training, staff turn over.
• Procurement, warehousing, SKUs

22
Superior Competitive Cleaning Results

• Challenges
• A BSCs ability to keep clients and generate more
  business is based on cleaning results. Aesthetic
  appeal of the BSC customers facility is
  extremely important, i.e. spotless carpets, clean
  grout, odor-free restrooms, streak-free mirrors,
  windows, etc.
• Solution
• H2Orange2 Concentrate 117 or 118 one product at
  two dilutions
• Streak-free windows.
• Carpet spotting and extraction.
• Grout renovation.
• Odor destruction.
• No facility damage.
• All in all high performance cleaning results.

23
Green Cleaning Demand

• Challenges
• A BSC that provides green solutions has the
  edge over the competition. Most facilities of all
  types want to promote the green initiatives
  that are being implemented. A BSC that cleans
  with green technology will generate more new
  business.
• Solution
• H2Orange2 Concentrate 117 and 118 have a health
  and safety profile that meets and exceeds green
  standards. While EPA registered products are not
  legally permitted by the EPA to have a third
  party green certification, it is easy to
  provide information to customers outlining the
  environmentally preferable profile of the
  H2Orange2 Cleaning System.
• If an EcoLogo or Green Seal Certification is
  required, EvolveO2 is also a powerful option.

24
Health Safety

• Challenges
• Increasing numbers of children and adults are
  sensitive to chemical toxicity and fumes.
• Having chemicals that can damage skin or eyes is
  a liability to staff and occupants.
• Solution
• EnvirOx hydrogen peroxide cleaners will not harm
  humans, animals, the environment or any
  water-safe surface.
• Do not contain asthmagens or carcinogens

25
Facility Focus on Germ Reduction

• Challenges
• Offices, schools, healthcare, and everyone else
  is focused on killing germs and stopping the
  spread of illness.
• Solution
• H2Orange2 Concentrate 117 or 118
• EPA registered sanitizer, virucide, HBV.
• Red heavy-duty solution is EPA registered to kill
  99.99 of common bacteria (Staph, Salmonella,
  Strep, and E-Coli) and specified viruses (Herpes
  2, Influenza A2/Japan, and HIV-1) in addition to
  Hepatitis B.
• Even green light-duty solution has a kill claim
  for HIV-1.

EPA Registered to kill Herpes Simplex Virus
Type 2, Influenza A2/Japan, HBV (Hepatitis B
Virus) and HIV-1 (Human Immunodeficiency
Virus). Except in California.
26
Training

• Challenges
• Changing to a new cleaning protocol.
• Custodial staff turn over.
• Training time.
• Language barriers.
• Solution
• Your direct attention and in-service training for
  the custodial staff.
• EnvirOx Training DVD (English and Spanish).
• Wall charts (color coded and numbered).
• Extremely simple system and if someone misuses a
  product, it wont hurt anything or anyone!

27
Procurement, Warehousing, SKUs

• Challenges
• A BSC may have limited warehouse space and will
  save money if they can reduce SKUs and simplify
  their cleaning chemical purchasing.
• Solution
• H2Orange2 Concentrate 117 or 118 one product at
  two dilutions 95 of a facilitys general
  cleaning.