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AGENDA
Introduction • Operations Update Greg 10 Minutes
Regulatory Update
• EPA / RP 1200• 40CFR & Enforcement• EVR Expansion• Loop / RP100
Jonathan 15 Minute
Product Overview & Competitive Selling
• Environmental ProductsOverflow Prevention ValvesSpill ContainmentManholesEmergency Valves
Chuck 30 Minutes
• Piping and ContainmentPipePipe FittingsEntry FittingsSumps & CoversLoop
Jonathan and Gene 30 Minutes
• Fuel Compatibility Chuck 5 Minutes
2013 Projects • UL Updates• SGD Projects
Kevin 15 Minutes
Commercialization
• Distributor Realignment Jonathan & RM’s 20 Minutes
• Target Accounts / How We Won Jonathan, RM’s & DM’s 30 Minutes
• Industry Trends and Threats Jonathan, RM’s & DM’s 30 Minutes
• 2012 OTD 95% vs 93% in 2011
• 2012 Fill Rate 92% vs 88% in 2011
• 2012 Lead Time 11 days vs 13 in 2011
• Purchased new 5 Axis CNC lathe to insource coupling components.
• Insourced Conquistador assembly to reduce ATP to 5 days
Operations
FCS Operations Update
2011 Avg
Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12 Aug-12 Sep-12 Oct-12 Nov-12 Dec-120
10
20
30
40
50
60
70
80
90
100
110
93 95 97 93 90 94 97 96 95 96 95 97 98FCS ON-TIME DELIVERY
Mth Avg % Goal YTD
Operations
FCS Operations Update
Operations
FCS Operations Update
• Purchase new Extrusion Line• Purchase new CNC Machine for 10 cell Tops• Make new Tombstones for 10 plus loop bodies, 71SO’s
and 2” 10 bodies• Casting automation project (cost reduction and
quality improvement)
Operations
FCS Operational Improvements for 2013
REGULATORY UPDATEOPW Fueling Containment Systems – All Systems Go!
• November 18th, 2011 The EPA proposed Revisions to the 1988 federal UST regulations
• April 16th, 2012: The 150 day comment period ended
• 191 PEI affiliates made comment…and here is what they said:
Regulatory Update
US EPA and 40 CFR
Regulatory Update
EPA Review of Shortlist Proposals / Review of Information
1. Walk through inspections• Negatives of 30 day inspections far out way benefits
― Manholes are heavy and in the way of traffic patterns. ― Constant opening may damage corresponding seals.― Cumbersome so inspections might not get done or done correctly
• Alternatives are:― Require less frequent inspections (quarterly or semi annual) ― Wave inspection of tank sumps if sensors are installed ― Allow development of new technologies not requiring lid removal― Include language to offer relief if lids are frozen
• Remote fueling facilities:― Unmanned and Low throughput inspect on more manageable annual basis ― Limit the inspection scope of work ― Provide thresholds based on throughput
• Monthly inspections:― Replace all references with 30 days vs monthly
2. Spill prevention equipment tests
• Spill prevention equipment and overfill prevention on same test intervals
• Spill prevention to be tested every 3 years with overfill prevention
3. Performance standards for New UST systems May allow ball floats except in applications like pumped deliveries, remote fills, suction systems, coaxial stage I vapor recovery and in conjunction with an overfill valve.
4. Phased in testing requirements
• Standard deadline vs deadlines based on UST installation dates
Regulatory Update
EPA Review of Shortlist Proposals / Review of Information
5. Secondary containment areas• Top of the list for comment and concern
― Not fair to companies who have been building with secondary containment spec vs not ― Desire establishment of a compliance date to meet secondary containment
requirements ― A 5 year testing frequency for installs after agreed date ― exemption for current UST's ― Allow facilities to modify to single wall methods and continue if secondary fails tests― The use of a discriminating sump sensor in lieu of every 3 year testing ― An exemption from secondary containment testing provided there are sensors in the
sumps― conduct annual primary line tightness tests and leak detectors, conduct visual
inspections of sumps and test after repairs.― Providing UST owners up to 10 years to repair and/or replace piping and new tests ― Do nothing and reevaluate data showing releases in secondarily contained vs single wall
Regulatory Update
EPA Review of Shortlist Proposals / Review of Information
PRODUCT OVERVIEW AND COMPETITIVE SELLING
OPW Fueling Containment Systems – All Systems Go!
Product Overview and Competitive Selling: Environmental Products
Overflow Prevention Valves: Us vs. Them
71SO Product Line
Unique testable feature
Swing Arm Float
Tighter seals to maintain vapor tightness
Autolimiter II– Vertical Float
– Does not generate torque to allow super tight seals
– Often does not maintain vapor tight seals
Both:• EVR certified designs available• Can be set to any high per local regulations• Specific version for application (Coaxial, Poppeted Coax, E85)
Product Overview and Competitive Selling: Environmental Products
Overflow Prevention Valves: Testable Feature
• New Product Launched in October 2012• Allows Overflow Valve to be functionally tested
without removing from the ground:― Simple test avoids an hour of removal and
reinstallation time for 2 contractors― Eliminates opportunity to damage float mechanism
and critical seals for vapor tightness
• In process of gaining EVR and DEQ approvals
Product Overview and Competitive Selling: Environmental Products
Testable Feature How to Install
• Cut Upper & Lower Tubes (calc change)
• Align Test Orifice with Float Arm• Install Inlet Adapter (71SO-ToolCT or
modified 71SO-Toolc) • Cable through orifice, screw Plug
into top • Pull wire to float mechanism, cut 4
inches of wire beyond attachment hole Aligned
With Float Arm
Product Overview and Competitive Selling: Environmental Products
Testable Feature How to Install
• Loop cable around rivet and back through Ferrule
• Press float against valve body• Position rivet near top mounting hole• Pull loop tight around rivet and
crimp• Trim excess wire• Rivet to mounting hole
Product Overview and Competitive Selling: Environmental Products
DW Spill Containment: Us vs. Them
DW Edge
Built in Interstitial Test Port
No Dynamic Seals (bellows allow ± 1 ½ adjustability)
Cast Base “Bowl” contains residual fuels
FFS Defender
– Dynamic Seal Adjustability
– Exposed Seals at Base
– No Permanent Test Port
– No SC Cover
Both:• Double Wall Containment and Grade Replaceable• Upgradable from Single to Double Wall• EVR certified
Product Overview and Competitive Selling: Environmental Products
DW Spill Containment: Us vs. Them
DW Edge Built in
Interstitial Test Port
Roto-molded Bellows
Epoxy Coated Cast Iron Base
EMCO– Sealant “Goop”
Throughout
– No Permanent Test Port
– Uncoated Metal Insert in Plastic Base
Both:• Double Wall Containment and Grade Replaceable• Upgradable from Single to Double Wall• EVR certified
Product Overview and Competitive Selling: Environmental Products
Composite Manhole Covers: Us vs. Them
Conquistador Plus
Stronger Load to Failure
Less Deflection
Color Covers, Bolt Down Lids, and Key Lift Options
Flexing– Partial
Fiberglass Sheets, questionable long term reliability
Both:• H20 Rated• Cam Lock Option Available
Product Overview and Competitive Selling: Environmental Products
Emergency Valves: Us vs. Them
10 Valve Line
Epoxy Coated
Machined Groove
10Plus Models For Nuisance Breaks
E85 UL Listed Model
Competition
– Zinc Plated- less corrosion resistant
– Cast Shear Groove
Both:• Shutoff for Dislodging Impact and Fire• Replaceable Tops• UL / Ulc Listed
FRP – A Technology and Design Review
Product Overview and Competitive Selling: Piping & Containment
SW FRP pipe Coaxial FRP pipe
3 over 2 FRP pipe
FRP – A Design Review
23
“Trends in Maryland UST Test Results 2004 - 2011”, Crompco, LLC
The Hard Facts.....
24
The Hard Facts.....
“Trends in Maryland UST Test Results 2004 - 2011”, Crompco, LLC
25
Top 10 things NOT to do when installing Fiberglass Pipe1. DO NOT ship loose pipe on a commercial truck
2. NEVER use a grinder or sander to make a taper
3. NEVER use partial cans of adhesive mix
4. NEVER put too much adhesive on a joint
5. NEVER over torque a fitting
6. NEVER use a hammer directly on the fitting
7. NEVER over tighten secondary containment bolts
8. NEVER use the wrong size air gauge
9. NEVER glue in the rain
10. NEVER put stress on pipe
Fiberglass Pipe – Top 10
26
Top 10 things THAT SHOULD be done when installing Fiberglass Pipe
1. ALWAYS inspect the pipe when it is delivered
2. ALWAYS provide adequate spacing and back fill
3. ALWAYS use the proper tools
4. ALWAYS mix full cans of adhesive resin and hardener
5. ALWAYS sand taper joints before gluing
6. ALWAYS make sure the temperature of adhesive is above 50 degrees
7. ALWAYS use the correct size gauge for testing
8. ALWAYS keep pressure gauges on pipe
9. ALWAYS use reinforcement rings on secondary clamshells (in CA)
10. ALWAYS call if you have any questions regarding installation.
Fiberglass Pipe – Top 10
• Common in retro applications• Found in small lot stations
3 over 2 FRP with multiple direct bury non-inspectable joints
FRP, A Design Review
Branch / Trunk and Feed Layout
• Brittle Construction: Pipe can crack or facture with little impact during and after installation
• Manufacturing Consistency: Complete and even saturation of the thermoset resin (polyester or vinyl ester) into the glass fiber has shown to be inconsistent .
• Glued and Prepped Joints: 2-part fiberglass adhesives are sensitive to skilled labor, outside temperatures, moisture, oxidation and dirt and grease contamination.
Crack impact damage
Leak due to improperly cured joint
FlexWorks vs. FRP
• Numerous Joints: There is as much as 3 times the piping joints as compared to our FlexWorks system.
• Inspectable Joints: More then 70% of all FRP piping joints are not able to be visually inspected (directly buried)
• Cost Comparisons: FlexWorks pipe will certainly have a lower installed cost than FRP.
• Ameron LCX’s low volume secondary containment is susceptible to no communication with excessive glue
• Flow loss due to multi-fittings and hard turns
Abuse of cleaned secondary pipe
Improper joint preparation
FlexWorks vs. FRP
Clamshell design for DW Coaxial Joints• Cut• Scrape• Clean• Coat• Kick• Repeat
FRP – A Design Review
LCX Coaxial Manifold
Intense Preparation of Joints• Cut• Scrape• Clean• Coat• Kick
FRP – A Design Review
LCX Coaxial Manifold / SW Vent
• Labor Intensive• No engineered seals• No flexibility
• Stabilizing set screw• Insulation to help minimize cure time• Climate sensitive
FRP – A Design Review
Bravo Rigid Entry Fittings
Product Overview and Competitive Selling: Flexworks Products
FRP Entry Fittings:
Smith Single Wall FRP Fitting Smith Double Wall FRP Fitting
Product Overview and Competitive Selling: Flexworks Products
Rigid Entry Fittings: Us vs. Them
OPW REF Fitting• Sealing redundancy
throughout. • Maintains flexibility to
accommodate pipe and ground movement
APT Style Rigid• Not released• Allows lower flexibility of
pipe.
Product Overview and Competitive Selling: Flexworks Products
Flexible Inside the Sump: Us vs. Them
OPW Plumbing
New APT Plumbing
Flex-ing Riser
New Test Boot
Rigid Fitting
Tee Fitting (Sanitary?)Jumper
Barbed FittingDPC Coupling
REF Fitting
Shear Valve
Junction
Product Overview and Competitive Selling: Flexworks Products
Pipeline Analysis: Us vs. Them
OPW FLEXWORKS
Stainless Steel Construction
1/8” Test Port
DW Fittings
No Jacket Stripping
APT
― Brass/SS Construction
― SW Fittings
― Must Strip Jacket
― Test Boot adds (2) leak points in testing
Product Overview and Competitive Selling: Flexworks Products
Encore Conduitless Sump: Us vs. Them
OPW Encore APT Encore
Product Overview and Competitive Selling: Flexworks Products
Encore Conduitless Frame: Us vs. Them
OPW ENCORE
Thick Galvanized Frame
(4) Conduit Holes Each Side)
APT ENCORE
― Thin Powder Coated Frame
― (2) Conduit Holes Each Side
Product Overview and Competitive Selling: Flexworks Products
Encore Conduitless Sump:
DSW-1836CL
• Allows (4) Piping Entries• Conduitless Frame• Stackable (Easy Shipping)• Height Adjustability• Available NOW!!
DSW-1836CL
Part Number Description List Price
DSW-1836CL Two-Piece Polyethylene Encore Dispenser Sump $724.75
206724 Metal Top for Encore Dispenser Sump $470.00
206725 Polyethylene Base for Encore Dispenser Sump $425.80
Product Overview and Competitive Selling: Flexworks Products
Fiberglass Sump and Lids: CLC-33 vs. Fiberlite
• Cover Latch System• Sold as a Kit• Retrofit for Poly Sumps• Available Now!!
Part Number
Description List Price
CLC-33 Latched Fiberglass Tank Sump Lid $725.00
Part Number Description List Price
TSMF-4536 Fiberglass Medium Bury Tank Sump $2,450.00
TSDF-4536 Fiberglass Deep Bury Tank Sump $2,700.00
TRFS-4260 Fiberglass Deep Bury Tank Riser Sump Assembly $2,850.00
Product Overview and Competitive Selling: Flexworks Products
Fiberglass Sump and Lids: CLC-33 vs. Fiberlite
• Lid Holds the Gasket• Pull/Turn Tabs to Seal
Gasket.
• Metal Riser Ring Holds Metal Clasps.
Fuel Compatibility
• New Table Created for 2013 Catalog• Includes High Ethanol and High Biodiesel Fuels• Upload to OPW Site and PEI Fueling Compatibility
Library?
Fuel Compatibility
DEF Compatibility
Many DEF Compatible Components Including:– Flexworks Pipe with SPC or SSPF Fittings– 60V-DEF Shear Valve and Adapters– Stainless Steel AST Spill Containers– Composite Base UST Spill Containers with Plug– Stainless Steel Flex Connectors– Dispenser and Tank Sumps and Entry Fittings
WHAT’S NEW FOR 2013OPW Fueling Containment Systems – All Systems Go!
New for 2013: SGD Projects, continued
Low Cost Replaceable Spill Container• New EPA Regulations will require testing• Protect our market share against low cost
compliance solutions• Explore what market demands
– Single wall replaceable?– Retrofit into existing containers?
?2013
New for 2013: SGD Updated UL Standards
PV valves/caps and adapters
• Old standard - Did not have an official standard previously but was loosely based on UL 842. Testing included flow testing, valve actuation, endurance, freezing rain, air aging of materials, and soak of materials.
• New UL 2583 standard – includes functional, drop, assembly, impact, air aging, UV light, salt fog, fuel vapor exposure to 4 fuels, icing, cyclic endurance, and optional leak rate tests.
New for 2013: SGD Updated UL Standards
Spill containers/containment sumps/entry fittings
• ULC C58.19 standard – included air aging, immersion, leakage, connector strength, humidity, water tightness, rough usage, low temperature impact resistance, freeze thaw, salt spray, and puncture resistance testing.
• New UL 2447 standard – includes material
property, drop, impact, cover strength, leakage, UV exposure, nonmetallic stress crack, and long term compatibility in 11 fluids testing.
New for 2013: SGD Updated UL Standards
Overfill Valve
• Old ULC C58.15 standard - included air aging, immersion of materials, leakage, hydrostatic strength, endurance, UV light, extreme temperature, and salt spray testing.
• New ULC S661 standard – includes same items from old standard plus new tests for electrical continuity, immersion in Fuel H, new endurance, repeatability, and shut off.
New for 2013: SGD Updated UL Standards
Low Cost EN Pipe
• Gain traction in Global Markets with US Style Flex Pipe
• Control costs to price competitively to black pipe solutions
• Use Pipe as beachhead product to pull through OPW systems and components
New for 2013: Other Projects
Active projects• ¾” and 1” Bolt on coupling• PV vent for EVR• 2” 10 plus valve (standard and loop)• Clam shell test boot• New 1 ½” and 2” California Pipe• Cost reduced brass components (61 VSA,
SLAP)
Sustaining/Product Extension• Loop FRP design enhancements• Redesign Union shear valve• Helix dispenser sump• 3” REF• 3” DPC• E-85 Valve identifier• NPT Tees and Elbows
On the Horizon• Next Generation Tank
Sump• FRP Strategy• Vent Pipe• FRP Cover• EVOH for UL pipe
Commercialization
• Distributor Realignment
• Target Accounts – How We Won
• Industry Trends and Threats
Customer Highlight
54
Customer: Speedway
Location: Enon, OH
Current Supplier(s): APT
Ameron LCX
Opportunity
Why We Won/Lessons Learned
• Persistent and patient even when they were purchasing zero OPW equipment (maintained excellent relationship)
• Used contractors as additional sales people• Visit to Smithfield with key people in Construction
and Purchasing• Pushed on shallow bury for minimal water intrusion
and quick easy hydro testing• Met every delivery demand
• Speedway needed to build over 20 locations in 3rd and 4th Quarter of 2012.
• Speedway scheduled to build 90 sites in 2013
• Each Loop site worth $25,000 in piping and containment alone – does not include underground and tank equipment
Issue/Hurt
• Dry sumps needed for strict OH and KY regulations.• OH enforcing hydro testing every 3 years • Aggressive construction schedule in short period of time required quick installation and no supply interruptions from manufacturer.• Had experienced quality issues from both NOV and APT
Customer Highlight
1
Customer: Murphy Oil
Location: El Dorado AR.
Current Supplier(s): UPP/Emco (old) now OPW
Opportunity
Why We Won/Lessons Learned
• We work as a team to win the customer. • We repaired our relationship. OPW is no longer a 4 letter word in El Dorado. “The New OPW”• We did not let Murphy/Distributor dwell on price• We did what we said we would do Training/Delivery/Product easy to install• Forged relationships with the account managers in distribution with responsibility for Murphy.
•Provide underground products for new sites.•Provide products for legacy sites.•Aggressive growth plans now in place.
Issue/Hurt
• The relationship between Murphy and UPP soured after the Franklin acquisition. • Problems with UPP products were not being being addressed adequately/timely.
Customer Highlight
1
Customer: Royal Farms
Location: Baltimore, MD
Current Supplier(s): UPP (old) now OPW
Opportunity
Why We Won/Lessons Learned
• We worked as a team to win the customer. • Showed better overall system to customer andcontractor.•Customer is utilizing the REF fitting – no rubberin sumps•Working closely with architect and engineering firmto become an integrated partner with Royal Farms•Value added that we have a full team to assist
•Provide Flexworks piping for new sites.•Provide alternative-better product offering
Issue/Hurt
• Issues with UPP product quality and delivery• Installer issues with UPP-length of time to install