Sorbent Training
Rich Glancy
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
Historical Data
Market Size $230mm
4%
30%
66%
Organic
MBPP
Inorganic (clay)
Direction
Market Growth ($230 to $340mm)
5%
50%
45%
Year “05”….
Organic
MBPP
Inorganic (clay)
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”
RAW Material = Polypropylene
• Polypropylene Resin
• Compressed air
• Energy
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).
What Drives the Marketplace?
MBPP Absorbents Marketplace
•
Regulation Drive
1. OSHA
2. EPA
–
–
•
SPCC
OPA90, Etc.
SPC has products designed to help industry
meet the Regulatory Requirements
1. Oil only
2. Maintenance
3. Chemical
What’s 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 $$$
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
Regulations
and
Compliance
Complying with OSHA and EPA Regulations
1.
Clean, dry workplace floors.
OSHA:
2.
Sorbent materials is one option for preventing oil spills from reaching
waterways.
EPA:
3.
[29 CFR 1910.120(j) (1) (vii) (1997)]
EPA requires you to control sources of storm water runoff.
EPA:
5.
[40 CFR 112.7 (c) (1) (vii) [1997]
DOT-specified containers and suitable quantities of absorbents shall be kept
available for response to spills.
OHSA:
4.
[29 CFR 1910.22(a) (2) (1997)]
[40 CFR 122.26 (1997)]
EPA requires transporters to clean up any hazardous waste discharge.
EPA:
[40 CFR 263.31 (1997)]
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
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.
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.
Two Categories of Response
Oil Only
Universal
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.
Sorbent
Suggestions
Dirty Floor and area?
Clean, Dry Floors?
Clean, Dry Floors?
Clean, Dry Floors?
Clean floor and work area
Dirty Floor
Clean, Dry Floors?
Hygiene/Cost Savings
Same area clean area:
OSHA-Worker Safety
Cardboard? Aggressive
Chemicals? OSHA Fine?
Take Your Pick!
Clean areas are efficient and
reduce costs!
DOT containers and
suitable quantities of
absorbents on hand.
Kits Contain Spill
Response Guide = SPCC
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!
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.
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
Selling Tools!
•
•
•
•
Environmental Survey
Cost Savings Worksheet
Features and Benefits chart
Training Presentation
Know Your Competition!
 Pricing
 Product Offering
 After Sale Service
 Shipping Terms
 Sales Support
 Strategic Goals
New Pig
Positives
Negatives
• Quality Products
• Sell Direct
• Good Service
• Fob, Warehouse
• Market Leader
• High Price
• Large SKU Selection
• No Sales Support
• Attractive Catalog
• Confusing Selection
• No System Selling
Clay - Why clean oil with dirt?
Clay granular products.
Why do E/U use it?
•
Speedy Dry
•
Cheap-Cheap-Cheap
•
Diatomaceous Earth
•
In use for 100 years
•
Sand Stuff
•
Afraid to change
•
Fullers Earth
What is this stuff?
Why will they change?
•
Dirt
•
Laws
•
Mined in Georgia, Nevada & Florida
•
Lack of absorbency
•
Sand
•
Disposal costs
•
Organic adsorbent
•
Health concerns
•
Labor, warehouse,breakage costs
Selling against clay!!!
Worker Safety
Clay contains respirable silica dust,
potential risk to worker’s 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.
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!!
MRO Plus
Clay granular
TEST 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. SORBENTPRODUCTS.COM
2. SPC Training Manual
3. Bernice @ 800-333-7672 ext. 104
4. RSM
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. ASK
2. Get Part #’s
3. Sample
4. Quote
5. Get the business
Thank you for
participating in the
Sorbent Products
Company Introductory
Training Course