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Commercial & IndustrialBusiness Portfolio

John M. RossiDenver, CO.

May 8, 2016

John Rossi - Confidential05/01/2023

05/01/2023

Contents

John Rossi - Confidential

Executive Summary Commercial & Industrial Customers Appendix

• Mining Locations• Utility Locations• Refinery Location• Pipeline• Distribution partners/competitors

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Grow Existing Portfolio – Commercial & Industrial

- Industrial - ManufacturingEnergy MiningOil & GasFood ProcessingMetal ProcessingPulp and PaperWater Treatment

- Commercial - Non-manufacturingBusinessesBuilding – Storage, Warehouses, Schools, Hospitals, Hotels, MarineGovernmentTransportation

Executive Summary

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Expand Portfolio – Commercial & Industrial

Market Growth Strategy - Earn new customers

- Diversify product offerings- Deep and wide – Footprint/Offerings- Market visibility and penetration- Laser focus with knowledge based decisions- Profitable and sustainable growth

Timeline – Identify -Research- Analyze - Plan- Execute

Executive Summary

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Strategic Knowledge is the Key to Success

- Industry/Market/Equipment/Products

Research

Analyze

Plan

Execute

Tactical

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Customers

New

Existing

ProductsExisting New

Business Management - P & L for Territory - Share of Wallet - Account Plans - CRM – Pipeline Opportunities - Value-based Selling - Develop Business Strategy/Plan - Training - Manages Channel Conflict - Sales Leadership - Safety

Business Development - Acquire New Accounts - Profitable Growth - Account Plans - CRM – Pipeline Opportunities - Value-based Selling - Presentations - Develop Business Strategy/Plan - Training - Needs Identification/Satisfaction - Negotiations - Overcoming Objections - Building Relationships - Safety

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C & I - Customers

John Rossi - Confidential

Oil and Gas - Denver-Julesburg Basin – Whiting, OXY, Anadarko, EOG, Encana,

COP Powder River Basin – Devon, Ballard, Yates Williston Basin – Statoil, Whiting, Petrohunt, Crescent Point Permian and Eagleford – OXY, Encana, COP, Chevron

Mining – Coal, Trona and Molybdenum Powder River Basin – Belle Ayr, Black Butte Green River Basin – FMC, Solvy Climax – AMAX Molycorp – Rare earth metals

Power Generation Excel Energy Tri-Valley Pacificorp – Glendive Cummins Power

Food and Beverage MillerCoors Anheuser-Busch Blue Diamond Proctor & Gamble

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C & I - Customers

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Agriculture- Actagro- Agrium - Del Monte

Transportation- RTD- Trucking companies – Yellow Freight, UPS, FedEx

Marine – Crowley Maritime, Hanjin Shipping, COCSO, Washington State Ferries, C & H Sugar, Shipping companies in the Far East

Pulp & Paper – Serviced customer in the PNW Metal Fabrication – CF & I, Galvanizers, mill/punch shops, pickling,

etching Municipalities – Federal, State and Local DFSC – Deicing fluids – 54 Bases; Marine lubricants – Several locations

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John RossiValue creation Results oriented, solutions oriented, organic and

new customer growthStrong work ethic Self-motivated, self-directed

Relationship oriented Long-term customers/suppliers/internal Time management ERP systems, Salesforce.com, MS office, laptop, Business acumen Market Analysis, Target Identification,

Market/Strategic Plan, Account Plans, Marketing timeline roadmap Account reviews SOW, pricing, terms, margin erosion, margin

compression, Cross-functional meetingsPositive Attitude Enthusiasm, energy, passion, will , drive to be a

change catalystTeam Player Collaborative, cross-functional, excellent

representative

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John Rossi Petroleum Product Knowledge - Organics – Diesel Fuel, Diesel Fuel

Additives, Jet A, JP- 4, Kerosene, DEF, Bunker C, Gasoline, Gasoline Additives, Lubricants, Solvents, and Natural Gas

Inorganic Product Knowledge – Chlorine, Bleach, Caustic, KOH, Sulfuric Acid and HCl

Industry Knowledge – Entire career has been involved in products supplied to the C & I business sector. Comprehensive understanding of equipment, processes, operations and logistics.

Proven Sales Leader

Road Warrior – Experienced Business traveler, International and domestic

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John Rossi Affiliations

Denver Petroleum Club Rocky Mountain Electrical League (RMEL)

(Education and Networking for the Electrical Energy Industry)

Independent Lubricant Manufacturers Assoc.

National Royalty Owners Association Chi Epsilon – Civil Engineering Honor

Society SAE G- 12 – Aircraft Deicing

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Appendix

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Crude and Petroleum Pipelines

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Petroleum Refineries

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Natural Gas Processing

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Biodiesel Plants

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Ethanol Plants

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Coal Mines

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Mines – Various metals

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Shale Gas Projected to be 49% of U.S. Natural Gas Production by 2035

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Global - Brenntag- Univar

National- Nexeo- Interstate

Regional- PilotThomas Logistics - Industrial Chemical- Third Coast- Large number

Chemical Distribution

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Brenntag

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Univar

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PilotThomas Logistics

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Interstate Chemical

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Thatcher Chemical

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