Grainger Sorbent Grainger Sorbent TrainingTraining

Rich Glancy

Topics to be CoveredTopics 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

Historical DataMarket Size $230mm

4%

30%

66%

Organic

MBPP

Inorganic (clay)

DirectionMarket Growth ($230 to $340mm)

5%

45%

50%

Organic

MBPP

Inorganic (clay)

Year “05”….

How SPC Absorbents WorkHow 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”

RAW Material = RAW Material = PolypropylenePolypropylene

• Polypropylene ResinPolypropylene Resin

• Compressed airCompressed air

• EnergyEnergy

Highly AbsorbentHighly 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).

What Drives the Marketplace?What Drives the Marketplace?

MBPP Absorbents MBPP Absorbents MarketplaceMarketplace

• Regulation Drive1. OSHA2. EPA

– SPCC– OPA90, Etc.

• SPC has products designed to help industry meet the Regulatory Requirements

1. Oil only2. Maintenance3. Chemical

What’s the Penalty for What’s the Penalty for Violating an OSHA or EPA Violating an OSHA or EPA

Standard?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 $$$

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 $10 million – the second largest criminal penalty ever assessed for an oil spill in U.S. watersever 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

Regulations

Compliance

and

 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)]

Complying with OSHA and EPA Regulations

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 facility’s 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.

Spill Prevention Control & Countermeasure (SPCC) Plan

Opportunity?

The SPCC with its final revisions affects over 55,00055,000

facilities. This is 55,00055,000 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.

SPCC Plan contd.

Two Categories of ResponseTwo Categories of Response

Oil Only Universal

SummarySummary

• 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.

Sorbent Sorbent SuggestionsSuggestions

Clean, Dry Floors?Dirty Floor and area?

Clean, Dry Floors?Clean, Dry Floors?

Clean floor and work area

Clean, Dry Floors?

Dirty Floor

Hygiene/Cost SavingsHygiene/Cost Savings

Same area clean area:

OSHA-Worker SafetyOSHA-Worker Safety

Cardboard? Aggressive Cardboard? Aggressive Chemicals? OSHA Fine?Chemicals? OSHA Fine?

Take Your Pick!Take Your Pick!

Clean areas are efficient and reduce costs!

DOT containers and suitable quantities of absorbents on hand.

Kits Contain Spill Kits Contain Spill Response Guide = SPCCResponse Guide = SPCC

Selling made SimpleSelling 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!

Who uses and who Buys?Who uses and who Buys?Maintenance

ForemanLine operator

Supervisor

SafetySupervisorManager

EnvironmentalManager

CoordinatorHazmat

Waste ManagerJanitorial

Plant ManagerAssistant

Area Super.Machine Operator

CribSupervisor

Always get to the Always get to the “Rainmaker”“Rainmaker” there is always one or two guys there is always one or two guys whom the rest follow.whom the rest follow.

Last resort is Last resort is Purchasing.Purchasing.

Where to find help!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

RSM’S) • SPC catalog.• 1-800-333-7672 (just say your from Grainger and

you will be directed to a person who can help you)

Selling Tools!Selling Tools!

• Environmental Survey

• Cost Savings Worksheet

• Features and Benefits chart

• Grainger Training Presentation

• Grainger Red Book Items

All can be found at www.sorbentproducts.com/graingersummerslam

Know Your Competition!

Pricing

Product Offering

After Sale Service

Shipping Terms

Sales Support

Strategic Goals

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

Clay - Why clean oil with dirt?

What is this stuff?• Dirt

• Mined in Georgia, Nevada & Florida

• Sand

• Organic adsorbent

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

Why will they change?• Laws

• Lack of absorbency

• Disposal costs

• Health concerns

• Labor, warehouse,breakage costs

Selling against clay!!!

Finished Products

Dust gets on finished product.

AbsorbencyAbsorbency

15-50 lb. bags to 1 bale of MRO100.

Disposal CostsDisposal Costs

Getting rid of 16lbs of MRO100 or 1500 lbs. of clay.

Total CostTotal Cost

Always show total cost!!

Worker SafetyWorker Safety

Clay contains respirable silica dust, potential risk to worker’s health.

CleanlinessCleanliness

Tracks all over office and throughout plant.

Bag WeightBag Weight

Who will carry 50 lb. Bag.

Labor CostsLabor Costs

Time spent cleaning spill.

Machine MaintenanceMachine Maintenance

Abrasive and dirt gets into machines, reducing life.

Clay granularMRO Plus

TEST YOUR KNOWLEDGETEST YOUR KNOWLEDGE

What color typically designates oil only sorbents and what color is universal?

WHITE GRAY

List at least 3 sources you can use to cross reference a

competitive product to an SPC product?

1.1. SORBENTPRODUCTS.COMSORBENTPRODUCTS.COM

2.2. SPC Training ManualSPC Training Manual

3.3. Bernice @ 800-333-7672 ext. 104Bernice @ 800-333-7672 ext. 104

4.4. RSMRSM

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?

List the 5 Simple Steps that Make Selling SPC Sorbents

Easy.

1.1. ASKASK

2.2. Get Part #’sGet Part #’s

3.3. SampleSample

4.4. QuoteQuote

5.5. Get the businessGet the business

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