Cortec Corporation Basic Training Selling Anna M Vignetti

Cortec Corporation Basic Training & Selling! Anna M. Vignetti 2009

I. CORTEC History/Company Review ¨ 31 years of business as Cortec – Division of Sealed Air Corp. (1984 -1988) ¨ #1 Manufacturer of Vp. CIs in the World – State of the art facility – Largest production capacity ¨ Integrated Production Facilities – CAF – CST – CCP ¨ Worldwide manufacturing

Cambridge, MN Headquarters, White Bear Lake, MN Beli Manastir, Croatia Split, Croatia Eau Claire, WI Spooner, WI

I. CORTEC History/Company Review ¨ State of the art technology - many patents ¨ ISO 9001/2000 – Only Vp. CI manufacturer to have certification – Quality Products ¨ ISO 14001 – Environmental ¨ Excellent Research and Development ¨ Professional Technical Support ¨ Scientifically Renowned and Recognized

I. CORTEC History/Company Review ¨ World wide sales ¨ Sales in over 70 countries ¨ Excellent Sales Support – Technical Sales Management – Regional Sales Management – Customer Service ¨ Superior literature and marketing program – Diverse advertising program – Outstanding sample and lead program ¨ Vision

Why Cortec. . ¨ #1 Manufacturer of Vp. CI chemicals in the world boasting the ¨ ¨ ¨ largest capacity State of the art manufacturing facilities Environmentally friendly products Numerous patents on products and manufacturing processes ISO-9001/2000 and ISO-14001 certified Only Vp. CI manufacturer that is ISO-9001 /2000 certified Diverse advertising program Superior literature and marketing ¨ Excellent research and development department including. – Experts in corrosion chemistry and engineering – Sophisticated state of the art testing laboratory and equipment – Excellent technical support ¨ Diversified product line giving the ability to sell throughout a manufacturing process ¨ Total Corrosion Control Concept C: JMCANNASelling Cortec VCI’s

Films & Packaging Electronics Processing Water Treatment Oil Production Construction Coatings Metalworking Automotive

Why Cortec Products. . Cortec Technology Key Words “Total Corrosion Control Concept” Most Cortec Products are: ¨ ¨ ¨ ¨ ¨ Environmentally Safe Biodegradable Recyclable Multi-metal Protection Vapor Phase Action Value Added Technology Superior Vp. CI Many Delivery Systems Approach ¨ Technically Supported ¨ ¨ ¨ ¨ Safe-to-use Non-Toxic Economical Effective Efficient Nitrite Free Easy to Apply Removal not necessary in many cases ¨ Many Solutions C: JMCANNASelling Cortec VCI’s

Vapor Corrosion Inhibitors History ¨ World War II – Atmospheric Conditions – Wear and Tear ¨ US Navy (boilers, piping systems) Late 1940 s ¨ Vehicles ¨ Equipment

II. CORTEC VCI Technology ¨ What is a Vp. CI? ¨ How does a Vp. CI work? ¨ CORTEC: A True Vp. CI! ¨ Proven superiority – Sophisticated testing equipment 3/3/2021

How do. Vp. CIs Work? ¨ Vapor Pressure/Diffusion ¨ Forms mono molecular layer on polymer/substrate interface ¨ Migration to scribe areas and crevices ¨ Self healing ¨ Allows surface tolerance in coatings ¨ Promotes adhesion ¨ Multi-metal protection

Vapor Pressure ¨ Vapor pressure: – The pressure exerted when a solid or liquid is in equilibrium with its own vapor. The vapor pressure is a function of the substance and of the temperature

Vapor Pressure VCI A VCI B

Diffusion High Concentration VCI Source Low Concentration

Temperature ¨ The higher the temperature, the higher the vapor pressure

Air Change ¨ Accelerates the depletion of Vp. CIs ¨ Judicious placement of the Vp. CI source can reduce the effect of air changes

Vp. CI’s ¨ All organic formulations ¨ No chromates or borates ¨ No heavy metals ¨ Many Biodegradable chemistries ¨ Offering many Non-toxic products ¨ Several FDA and USDA approvals

Vp. CI’s ¨ NON-flammable ¨ Increased corrosion protection at lower dosages ¨ Lesser coating thickness/increased performance ¨ Enhanced adhesion ¨ Uniquely suited for water base systems

Cortec’s Vp. CIs Benefits ¨ Multi-metal protection ¨ Multi-functional ¨ Very low toxicity (Vp. CI 309) ¨ Many Environmentally preferable processes and products (ISO 14001 company) ¨ Superior quality system (ISO 9001 -2000) ¨ Economical, Efficient, Recyclable

Cortec’s Vp. CIs Benefits ¨ Cost effectiveness (VCI/barrier bags+dess. ) ¨ Ease of use (recessed areas) ¨ Cleanliness (mono molecular/thin layer) ¨ Safety/Environment (LD 50)

Toxicity

TOXICITY CONCERNS: Now more than ever! ¨ NEW REGULATIONS/LAWS ¨ WORKER SAFETY WITH TOXIC SUBSTANCES ¨ DISPOSAL/INCINERATION ¨ LONG TERM ENVIRONMENTAL IMPACT ¨ INCREASING DAILY

II. CORTEC VCI Technology ¨ Technical Publications/Documentation ¨ Testing Procedures ¨ Test Results 3/3/2021

III. CORTEC Product/Brochure Review ¨ General Brochure ¨ Contents/Technology Explanation – Flow Chart – Metal Selection Guide – Product Description ¨ Individual Products – How to use 3/3/2021

IV. CORTEC Sales CD/Manuals Review ¨ Contents Review – Sample Order Form – Literature available – Marketing information – Key Accounts – Military 3/3/2021

IV. CORTEC Sales CD/Manuals Review ¨ Contents Review – Applications – PDS/MSDS – Case Studies/Histories – Competitive information – Testing – Price Lists 3/3/2021

V. CORTEC Selling Aids/Tools ¨ Key words/phrases ¨ Trade Shows ¨ Review of aids – selling/educational ¨ Conferences ¨ Packaging kit/bottles ¨ Professional Associations ¨ Advertising/Media/ – Lead Program ¨ Videos – How it works ¨ CD-ROM 3/3/2021

Markets that CORTEC Serves: ¨ Automotive Industry ¨ Steel Industry and other primary metals ¨ Packaging/Shipping/Storage ¨ Export Packaging/Shipping Protection (paper, corrugated, plastics) ¨ Protective paints and coatings on metals ¨ Surface treatments 3/3/2021

Markets that CORTEC Serves: ¨ Additives for paints, adhesives, rubber, plastics ¨ Retail - protection and maintenance of consumer metal items (i. e. , guns, motorcycles, tackle boxes, snowmobiles, etc. ) ¨ Private Label ¨ Construction/Restoration ¨ Concrete protection & restoration 3/3/2021

Markets that CORTEC Serves: ¨ Electric/Electronic ¨ Aerospace ¨ Military - protection of weapons/systems ¨ Metalworking ¨ Foundry ¨ Refineries & petrochemical plants 3/3/2021

Markets that CORTEC Serves: ¨ Mothballing & lay-up ¨ Heavy construction ¨ Heavy equipment ¨ Pipeline ¨ Mining ¨ Municipals - government protection of equipment ¨ Process additives (i. e, oils/fuels) 3/3/2021

Markets that CORTEC Serves: ¨ Chemical manufacturing ¨ Utilities ¨ Water Treatment ¨ Marine ¨ Cleaners (rust removal, degreasers, paint strippers) ¨ Maintenance ¨ Transportation (buses, railways), cleanup/corrosion resistance 3/3/2021

Why Sell Cortec Products! 1. 2. High Profit Margins to begin with! Value Added Selling High Profits - for you and the customer -what your customer wants & needs 3. Repeat business - More Profits - 85% comes back! 4. Opportunity to sell more products by cross selling to make more high profit product sales - Keep adding more products to the customer’s C: JMCANNASelling Cortec VCI’s

What can CORTEC Offer Your Customer? 1. 2. 3. 4. 5. 6. Save time Save money by cutting costs - Labor - reduction of hazardous products disposal -rejection -eliminate steps in the process Save money by reducing and/or eliminating corrosion Increase productivity -less inspection -less QA -less downtime Safe to use Superior corrosion protection C: JMCANNASelling Cortec VCI’s

Who & Where to Sell CORTEC Products 1. 2. 3. 4. Present Customers - Maintain current base - Introduce new products - Increase current sales Niche Markets- Choose your own area of expertise New Markets/New Customers - Develop list via: a. Industrial guides b. Industry Associates c. Phone books Private Label - Retail - Wholesale C: JMCANNASelling Cortec VCI’s

How to Sell CORTEC Products 1. Develop a plan - implement your plan - Set goals (Individual & Company) - Plan where a. Niche b. Current customers c. Industry 2. Know your competition - Who else sells Corrosion Protection? (what type? ) - What is your potential customer using? 3. 4. 5. Learn key words/phrases “buzz words” Adapt to your customer’s needs and wants Consult with your customer - Be helpful/understanding - Learn the company process - Customize a solution *Doesn’t have to be immediate, follow-up with them 6. Keep the customer - Solve their problem better than anyone else 7. Demonstrate an “I can do it” attitude! “Be Enthusiastic” Dale Carnegie C: JMCANNASelling Cortec VCI’s

CORTEC Selling Aids/Tools 1. 2. 3. 4. 5. 6. 7. 8. 9. Key Selling words/phrases Manuals Literature Packaging kit/bottles Advertising/Media/Lead Program Trade Shows Conferences Professional Associations Videos C: JMCANNASelling Cortec VCI’s

Preparation for the Sales Call 1. Qualify customer’s interest 2. Qualify customer’s need 3. Get background on company and what they do 4. Have literature ready that may be needed: - Brochures - Manual - Case Histories 5. Have a few samples to show 6. Have a Case History that may be similar C: JMCANNASelling Cortec VCI’s

When You Make a Sales Call 1. 2. 3. 4. 5. 6. 7. Ask the customer about this company - Ask about what he does - Should anyone else be involved Present Cortec Ask the “Key Questions” Present Cortec products that may apply Ask to look at his process Present facts about the products - Companies who have tested and used Provide a solution - If not today, tomorrow! C: JMCANNASelling Cortec VCI’s

CORTEC Key Questions! 1. 2. 3. 4. 5. 6. What type of corrosion protection does your company currently use? Do you require short term or long term protection? How long? Do you need permanent or temporary protection? Is removal of the protection necessary? If we can provide a product that does not interfere in the next step of your process or the use of the product, would you be interested? May I see your process? TIP!!! LOOK AT THE GENERAL BROCHURE!! C: JMCANNASelling Cortec VCI’s

Typical Manufacturing Process Raw Metal Cleaning Solvents Cleaning Products (1 -5 washing stages) Clean or Remove Rust Solvents Acids Coating Oils Grease Coatings Metalworking Oil base cutting fluids Packaging Wax Papers Oil/Grease Papers Plastic Films (non-recyclable) C: JMCANNASelling Cortec VCI’s

CORTEC Process Raw Metal Cleaning VCI-415, 416, 417 VCI-418, 419 Eco. Line Clean or Remove Rust VCI-415/416 VCI-423/423 VCI-432/433 Eco. Line Coating Temporary VCI-377 Eco. Line RP Permanent VCI 373/374 VCI-386/389/396 Metalworking VCI-345 VCI-347 VCI-316/317 Eco. Line Packaging VCI-144/146 VCI-126 Films/Foam Emitters Papers Etc. . . C: JMCANNASelling Cortec VCI’s

There is not a perfect way to sell Cortec VCI’s, selling is very individual. The Best we can do is to be prepared when we go into our sales call. Try to talk about as many CORTEC products without driving your customer away, or crazy. Whether we start with a lead from an ad, or work from a cold cal, or with someone that we may already be selling another product, we want to be ready with enough information to get them interested and excited about CORTEC…and wow! We have information! Let’s educate our customers first and then we can work on the sales part. By the time we make that first visit, we should try to qualify the customer. Can he/she use a Cortec product? Does he/she use maintenance products or packaging or coatings or…. that can give corrosion protection? Yes, and yes, most companies do in our market. If not, eventually they will. We can all enjoy success, if not instantly, soon thereafter! We need to take advantage of the incredible amount of potential that is out there. Start with our present customers and move ahead. Let’s go after the low hanging fruit first! Some people are not even aware that they have a corrosion problem, or won’t admit it. Determine what their business is, even if they only express interest in one of the CORTEC products. Determine the process that they currently use. Find out what happens to their product during that process, where corrosion begins or why they need protection. When we ask our customers questions about themselves or their company, usually they will tell us. People like to talk about what they do and also like to show what they know. This is good, we all do! It really helps to break the ice. Our goal is not for that initial sales call to be an order. This would be wonderful, however it is not usually the case. What then, is our goal? 1. Find out what the company does beginning to end, if possible. 2. Identify what is currently being used. 3. Determine one to a few CORTEC product (s) that may be used or can replace other products 4. Explain these products and the Cortec VCI Total Control Concept to the Customer, if not during this call, then on the next one! Give a “custom solution”!

BUSINESS MISSION To Provide Environmentally Friendly Products That Are • Safe For The Worker • Safe For The Workplace • Superior in Performance • Vp. CI Technology In Preventing Corrosion