Preferred Vendor Rollout for Cylinder Gases
Wayne State University
June 2013

James Flemming
Specialty Gas Specialist – SE Michigan
Amy Turjanica
University Specialist - Great Lakes Region
Michael Marihugh
Sales Manager – SE Michigan
Michael Abshire
University & Life Science Sales Manager – Great Lakes Region
Robert Elliot
Local Sales Representative – Detroit
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• Gas is our principal product
– Leading position in $12B+ U.S. packaged industrial, medical, and specialty gas market
– Significant position in U.S. bulk market
– Leading platform for U.S. refrigerants, ammonia, and process chemicals markets
• We also produce various gases
– Fifth largest U.S. producer of atmospheric gases
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Leading U.S. supplier of liquid CO
2 and dry ice
Largest U.S. producer of nitrous oxide
• Engineered Solutions are important complement
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Cryogenic management and storage
Laboratory design and installation
– Complete gas management solutions for all markets and applications
• We sell through multiple channels:
– Branch-based field sales
– Catalog
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Retail stores
Strategic Accounts
Distributors
– Telesales
– eBusiness
– Corporate Tech Support
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~1,100 Locations
875+ branches
325+ HP fill plants
16 ASU’s
18 acetylene plants
5 liquid CO
2 production plants
63 regional spec gas labs l l
8 national spec gas labs
6 hardgoods distribution centers l
14,000+ Associates
~1,500 sales people
(25% specialists)
5,000+ drivers
10M+ Cylinders l l l l l l l l ll l l l l l l l l ll l l ll l l l l l l l l l l l l l l l l l ll l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l ll l l l l l l l l l l l l l l ll l l l lll l l l l l ll l l l l ll l ll l l l l l ll l l l ll l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l l ll l l l l ll ll l l ll l ll l l l l l l l l l l ll l l l l l l l l l l l l l l ll l l ll l l l l l l ll ll l l l l l ll l l l ll l l l l l l ll ll l l l l l l l l l l l l ll l l l l l l l l l l l l l l lll l l ll lllll l l l l l ll l l l lll l l l lll l l l lll l l l l l ll l l l l l ll ll lll l l l l l l l l l ll l l l ll l l l l l l l l l l
13,500+ Bulk Tanks
5,000+ Vehicles
Branch / Retail Store / Other
Air Separation Unit (“ASU”)
Hardgoods Distribution Center
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A Closer Look
• Headquarters in Independence, OH
• 10 main fill plants
• 80 branches
• Local Manufacturing and
Distribution Sites
– Ferndale Plant/Branch – production & distribution of all industrial products.
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Triangle of industrial gas support; AA, Ferndale, Toledo, and Lansing
Specialty Gas infrastructure;
Royal Oak, MI & Lansing, MI production plants ISO & A2LA
– Wayne, MI Medical Gas
Production
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24/7 Operations - 3 shifts
11 Trucks
40 Employees
Customer Service Team
Industrial gases:
• Atmospherics (oxygen, nitrogen, argon)
• Liquid Dewars
• CO
2 -
Hydrogen
• Propane
• Stocking Point for Specialty and Medical Gases
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Years of Industry Experience
• Local Airgas Account Manager
Vendor managed inventory
Technical information & updates
Troubleshooting
Verification of order & delivery locations
Cylinder audits
• Local Specialty Gas & Medical Specialists
• Application support and product recommendations
• Safety & application training, reviews and compliance
• Gas distribution and equipment recommendations
•
Customized cost savings recommendations
• Regional product specialists for bulk gases, safety, welding & cutting, cryo-freezers, gas equipment, and refrigerants
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• Airgas customer service representative for WSU will be designated with branch team support
• Local inventory min/max levels will be defined and maintained
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Scheduled and emergency deliveries
Initiate cylinder audits – ordering, invoicing inquiries
Root cause analysis for any concerns – Airgas CAT system
• Dedicated and trained drivers to develop knowledge of WSU campus and needs of end users
Technology from around the world, service from around the corner
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Tube Trailers, Bulk
MicroBulk
Dewars
Cylinders
230 - 2,000 Liter
61- 528 Gallon
5,658 – 49,162 SCF
TT 45,100 / 181,155 SCF
Bulk 500 - 13,000 Gallon
46,500
– 1.2 mm
SCF
230 / 180 Liter
61 / 48 Gallon
5,658 / 4,428 SCF
300 / 200 Size
304 / 228 SCF
Size
** SCF expressed in nitrogen volumes
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Nuclear Magnetic
Resonance (NMR)
Helium and nitrogen cryogens
Cryogen equipment
Glove Boxes
Nitrogen (dewars, microbulk, bulk)
Argon (dewars,
Microbulk, bulk)
LIN Storage
Nitrogen (dewars,
Microbulk, bulk)
Cryogen handling equipment
RDF, inventory systems, supplies
Laboratory GC
MS, ICPMS, ICP,
ECD, FID
Various analytical gases
Medical Research
Electron microscope nitrogen
Anaerobic and
Culture Gases
Oxygen for fermentation
Animal Research
Nitrous oxide
CO
2
CO
2
/O
2 blends
Mechanical and
Other Storage
Backup cryogens
(CO
2
, nitrogen)
Scales, supply mode change equipment
Dry ice
Laser Research
Pure Gases
Mixed and Rare
Gases
Advanced
Engineering and
Electronics
Gas Cabinets &
Equipment
Research Grade
Products
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Specialty gases and equipment
• Pure Gases and Precision blends
• Laser Gases and Rare Gases
• Environmental Gases
• Hydrocarbons
• Equipment solutions
• Specialty gas equipment
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Medical gases and equipment
• Airgas Puritan Medical focuses exclusively on medical gases and related equipment
• Serving hospitals, home health care providers, doctordentist-veterinary offices, and other medical businesses
• Medical gases
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Medical air
Cylinder oxygen U.S.P.
– Blood gas mixtures
– Nitrous oxide
– Bulk liquid therapy oxygen
– Carbon dioxide
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TM
Green Initiative – Lecture Bottle Replacement
• Replaces lecture bottles with a much safer and economical chemical supply solution
• Main Valve
– High integrity valve used for primary shutoff
– Used for high flow control applications
• Secondary valve
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High integrity regulating valve
Common flow path with main valve
Used as secondary shut-off valve –
– Used for fine flow control applications
• Custom outlet connections
• Available for NH
3
,Cl
2
,HCl,and SO
2
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®
• Purifier sealed inside cylinder in a high-pressure, inert atmosphere
– transparent to user
• Removes
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Oxygen
Water
Hydrocarbons
Carbon Monoxide
Carbon Dioxide
Halocarbons
• Each purifier is tested
0.5 micron frit to remove particles
Nice for lasers!
• Performance guaranteed for lifetime of the cylinder

®
ICP-MS (non dewar)
Atomic Absorption
High-grade welding
O
2
< 10 ppb
H
2
0 < 20 ppb
THC < 100 ppb
N
2
< 5 ppm
Batch Certificate of Conformance
Carrier Gas
Lasers
O
2
< 10 ppb
H
2
0 < 20 ppb
THC < 100 ppb
N
2
< 3 ppm
Batch Certificate of Conformance
Carrier Gas
ECD Make-up Gas
FID Make-up Gas
Inerting
O
2
< 10 ppb
H
2
0 < 20 ppb
THC < 100 ppb
Batch Certificate of Conformance
Note - the specifications are for the product coming out of the cylinder, not for the product in the cylinder.

We are the Gas Experts
• Located at Technical Center in Oakwood Village, OH
• Design/Build/Install Custom Engineered Gas Equipment
Systems
– Specialty Gases, Process Chemicals, Industrial Applications
– Flammable, Toxic, Corrosive, High purity, High Pressure, and
High Flow Systems
Complete Project Management –
– Universities, Life Sciences (Pharm/Bio), Utilities, Chemical, R&D
• Will design and can install (following all required codes):
– Complete Lab Systems – New Building or Retrofit
– Fully Automated Gas Cabinets and Safety Systems
– Gas Detection Systems, etc.
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Do You Have The Right Tool For The Job?
• What kind of regulator do you need for your application?
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Stainless steel diaphragms
Low "dead" volume to minimize contamination
– Diaphragm "packless" valves to avoid off-gassing of halogenated compounds

Taylors, SC facility
High Purity Automatic
Changeover Panel
High Purity Regulators Hydrogen Generator
Flexible Stainless
Steel Pigtails
High Purity Flow
Meters
Zero Air Generator
Tee-Purge
Assembly
High Purity Line
Regulator
Gas Detection
Wall Mounted Protocol Station
SIR with Tee-Purge
Assembly
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• Consider generated gas options
– Some systems may have a payback as short as a few months!
• Other more economical supply modes
– Bulk/MicroBulk
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Packs
Dewars
BIP
®
BIP is a registered trademark of Air Products & Chemicals

Life Science Applications
• Onsite and Offsite
Cryorepositories
• Design-Build Services
• Vacuum Insulated
Piping for Liquid
Nitrogen
• Freezer Supply
• Redundant Monitoring and Alarm Systems, data is recorded on-site and off-site
• Maintenance Program
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• Central Gas Management and Supply Systems
• Turn-key Laboratory Piping Design and Installation Solutions
• High Purity Point-of-Use Equipment
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• Complete design and software programming
• Can Provide:
– Remote control and operation
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Cylinder tracking
Multiple billing options
 By department
Automatic replenishment protocols
Warnings
Safety Administration
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Largest Dry Ice Distributor in the U.S.
Full Block
Approximately
10" x 10" x 10"
Cut Block
Approximately
10” x 10” x 2”
Half Cut Block
Approximately
5” x 10” x 2”
Airline Cut
Approximately
5” x 5” x 5/8”
Standard Pellets
Approximately
1/2"
– 3/4” Pellets
Rice Pellets
Approximately
1/4" Pellets
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Largest Refrigerants Distributor in the U.S.

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• Internal and External inventory tracking software
• Tracks all products sold by Airgas and other vendors
• Enterprise visibility of cylinders (by type, location, bar code, etc.)
• Report of all products in use / sold to a location
• Standard Reports with filters / Export reports to
Excel
• Provide Monthly usage data (by type, location, lab, etc.)
• Calculates charges by specific account
• Optimized Inventory & Cost Savings

History link with order details

• Real time email notifications with order details to include
P.O. and cylinder barcodes/serial numbers

Alert
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Alert
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Alert
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Airgas Emergency Response Organization (AERO)
Airgas Great Lakes Region
• Largest ER Network in the industry
• Team Headquartered in Midland, MI
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8 trained technicians 3 located in metro Detroit
Fully equipped response trailer
 Includes all necessary equipment to respond to most gas emergencies
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Fluorine burner, chlorine kits, high/low pressure containment devices, scrub materials, level A PPE
Team Response
 Assess
 Control
 Mitigate
 Remediate
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Safety and Compliance is Paramount
• We offer many training classes to EH&S, students, staff, and professors as well as the chance to train with our AERO team for cylinder emergency response. When Wayne State University procures it gases through Airgas, we provide training at no cost – below are some of the classes we offer:
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Safe handling of compressed gases
Cryogenic safety
– Welding and gas safety
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Lab safety audit and Code Compliance
NFPA bulk safety audits
Emergency Response Training AERO
Regulator safety training
Helium optimization
How to order from Airgas
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Safety and Compliance is Paramount
• Safety Audit Checklist
– Analytical Labs
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Cryo-storage Facilities
Cylinder and Bulk Storage
– OSHA, NFPA, ANSI, CGA, DOT
• Presentations and Reports
• Safety Training Sessions
– Gas and High Pressure Cylinder Handling
– Equipment Operator Training
• Schedule Meetings to Formalize Safety Procedures
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Developing the Game Plan
Site Audits Airgas teams to visit key users and locations
• Inventory Count, Order Frequency, Critical Stocked items
• Delivery Access – Dock or Lab
• Bar Code Airgas Items
• Key Contacts
• Ordering and Billing Requirements
• Cost Savings Measures & Initial Safety Review
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