0. Preferred Vendor Rollout for Cylinder Gases Wayne State University June 2013

1. Airgas Participants James Flemming Amy Turjanica Michael Marihugh
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

2. We are a Solutions Company
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
Leading U.S. supplier of liquid CO2 and dry ice
Largest U.S. producer of nitrous oxide
Engineered Solutions are important complement
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
Retail stores
Strategic Accounts
Distributors
Catalog
Telesales
eBusiness
Corporate Tech Support

3. Known Locally Nationwide
~1,100 Locations
875+ branches
325+ HP fill plants
16 ASU’s
18 acetylene plants
5 liquid CO2 production plants
63 regional spec gas labs
8 national spec gas labs
6 hardgoods distribution centers
14,000+ Associates
~1,500 sales people
(25% specialists)
5,000+ drivers
10M+ Cylinders
13,500+ Bulk Tanks
5,000+ Vehicles

4. Airgas Great Lakes Region 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.
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  u

5. Local Branch Support - Ferndale
24/7 Operations - 3 shifts
11 Trucks
40 Employees
Customer Service Team
Industrial gases:
Atmospherics (oxygen, nitrogen, argon)
Liquid Dewars
CO2 - Hydrogen
Propane
Stocking Point for Specialty and Medical Gases

6. Local Account Management Support 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

7. Local Customer Service
Airgas customer service representative for WSU will be designated with branch team support
Local inventory min/max levels will be defined and maintained
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

8. The Right Range of Supply Modes
Tube Trailers, Bulk
MicroBulk
Dewars
Cylinders
TT 45,100 / 181,155 SCF
Bulk ,000 Gallon
46,500 – 1.2 mm SCF
, Liter
Gallon
5,658 – 49, SCF
230 / 180 Liter
61 / 48 Gallon
5,658 / 4,428 SCF
300 / 200 Size
304 / 228 SCF
Size
** SCF expressed in nitrogen volumes

9. Where can we help you at WSU
LIN Storage
Nitrogen (dewars, Microbulk, bulk)
Cryogen handling equipment
RDF, inventory systems, supplies
Mechanical and Other Storage
Backup cryogens (CO2, nitrogen)
Scales, supply mode change equipment
Dry ice
Nuclear Magnetic Resonance (NMR)
Helium and nitrogen cryogens
Cryogen equipment
Glove Boxes
Nitrogen (dewars, microbulk, bulk)
Argon (dewars, Microbulk, bulk)
Laboratory GC
MS, ICPMS, ICP, ECD, FID
Various analytical gases
Laser Research
Pure Gases
Mixed and Rare Gases
Highlight complexity of universities
Medical Research
Electron microscope nitrogen
Anaerobic and Culture Gases
Oxygen for fermentation
Advanced Engineering and Electronics
Gas Cabinets & Equipment
Research Grade Products
Animal Research
Nitrous oxide
CO2
CO2/O2 blends

10. The Right Products Specialty gases and equipment
Pure Gases and Precision blends
Laser Gases and Rare Gases
Environmental Gases
Hydrocarbons
Equipment solutions
Specialty gas equipment

11. The Right Products Medical gases and equipment
Airgas Puritan Medical focuses exclusively on medical gases and related equipment
Serving hospitals, home health care providers, doctor-dentist-veterinary offices, and other medical businesses
Medical gases
Medical air
Cylinder oxygen U.S.P.
Bulk liquid therapy oxygen
Blood gas mixtures
Nitrous oxide
Carbon dioxide

12. Safe-T-CylTM Returnable Package 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
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 NH3,Cl2,HCl,and SO2

13. 0.5 micron frit to remove particles
BIP® Built in Purifier
Purifier sealed inside cylinder in a high-pressure, inert atmosphere – transparent to user
Removes
Oxygen
Water
Hydrocarbons
Carbon Monoxide
Carbon Dioxide
Halocarbons
Each purifier is tested
Performance guaranteed for lifetime of the cylinder
0.5 micron frit to remove particles
Nice for lasers!
Air Products knows adsorbent technology and gases. Knowing both parts we can control the total gas-purifier system. No purifier manufacturer knows the gases like we do.
We designed the purifier knowing the purity of the gas.
We manufacture and test each purifier.
We guarantee the performance of each purifier for the entire lifetime of the cylinder.
The features of the purifier include
The 0.5 micron frit
The purifier is sealed inside the cylinder in a high pressure, inert atmosphere (not air). No fittings.
It removes these impurities from the gas.
It is invisible to the user.
We knew that we did not want to take that purifier out of the cylinder until the retest time. APCI controls the whole gas-purifier system.
Because the purifier is sealed inside the cylinder, there are no fittings that can leak and nobody can mess with it.
It is not just transparent to the user but invisible.
Built-in purifier

14. BIP® Gas Specifications
O2 < 10 ppb H20 < 20 ppb THC < 100 ppb
Batch Certificate of Conformance
O2 < 10 ppb H20 < 20 ppb THC < 100 ppb N2 < 3 ppm
O2 < 10 ppb H20 < 20 ppb THC < 100 ppb N2 < 5 ppm
Carrier Gas ECD Make-up Gas FID Make-up Gas Inerting
ICP-MS (non dewar) Atomic Absorption High-grade welding
Carrier Gas Lasers
Note - the specifications are for the product coming out of the cylinder, not for the product in the cylinder.

15. Engineering Solutions Group 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.

16. High Purity Analytical Regulators Do You Have The Right Tool For The Job?
What kind of regulator do you need for your application?
Stainless steel diaphragms
Low "dead" volume to minimize contamination
Diaphragm "packless" valves to avoid off-gassing of halogenated compounds

17. Analytical Components for Gas Line Purity Taylors, SC facility
High Purity Regulators
Hydrogen Generator
Flexible Stainless
Steel Pigtails
High Purity Flow Meters
High Purity Automatic Changeover Panel
Zero Air Generator
SIR with Tee-Purge Assembly
High Purity Line
Regulator
Tee-Purge
Assembly
Wall Mounted Protocol Station
Gas Detection

18. Do You Even Need Cylinders?
Consider generated gas options
Some systems may have a payback as short as a few months!
Other more economical supply modes
Bulk/MicroBulk
Packs
Dewars
BIP®
BIP is a registered trademark of Air Products & Chemicals

19. Cryogenic Gas Management & System Design 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

20. Analytical Laboratory Design
Central Gas Management and Supply Systems
Turn-key Laboratory Piping Design and Installation Solutions
High Purity Point-of-Use Equipment

21. Central Gas Management

22. Gas Monitoring Support Systems
Complete design and software programming
Can Provide:
Remote control and operation
Cylinder tracking
Multiple billing options
By department
Automatic replenishment protocols
Warnings
Safety Administration

23. Dry Ice Products for Universities Largest Dry Ice Distributor in the U
Dry Ice Products for Universities 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

24. Refrigerants & Recycling Services Largest Refrigerants Distributor in the U.S.

25. Airgas Inventory Management (AIM™)

26. Airgas Inventory Management - AIM™
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

27. Visibility of Inventory and History
History link
with order details

28. Visibility of Inventory and History cont.

29. E-mail Delivery Confirmations-Detailed
Real time notifications with order details to include
P.O. and cylinder barcodes/serial numbers

30. P.O. Alert…$ Limit

31. P.O. Alert…Expiration Date

32. Excessive Usage Alert 32

33. Airgas Emergency Response Organization (AERO) Airgas Great Lakes Region
Largest ER Network in the industry
Team Headquartered in Midland, MI
8 trained technicians 3 located in metro Detroit
Fully equipped response trailer
Includes all necessary equipment to respond to most gas emergencies
Fluorine burner, chlorine kits, high/low pressure containment devices, scrub materials, level A PPE
Team Response
Assess
Control
Mitigate
Remediate

34. Training Programs 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:
Safe handling of compressed gases
Cryogenic safety
Welding and gas safety
Lab safety audit and Code Compliance
NFPA bulk safety audits
Emergency Response Training AERO
Regulator safety training
Helium optimization
How to order from Airgas

35. Campus Walkthrough & Safety Audit Program Safety and Compliance is Paramount
Safety Audit Checklist
Analytical Labs
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

36. Transitioning Suppliers 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

37. Thank You Any Questions??