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How To Present Gamajet’s Benefits Versus Competition To Close The Quoted Application. Presented by Andrew Delaney, VP of Operations.

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Presentation on theme: "How To Present Gamajet’s Benefits Versus Competition To Close The Quoted Application. Presented by Andrew Delaney, VP of Operations."— Presentation transcript:

1 How To Present Gamajet’s Benefits Versus Competition To Close The Quoted Application. Presented by Andrew Delaney, VP of Operations

2 Now That You Have Seen How Rotary Impingement Tank Cleaning Works Lets Take a Deeper Look at How Other Methods Work and What the Common Points of Resistance Are. Keep In Mind: Effectiveness Is it REALLY Cleaning? Efficiency Use/Cost of Resources Reliability Repeatability, Downtime Versatility Clearance, Pressure and Flow Safety OSHA Regulations Application Standards and Requirements, Durability

3 Common Competition Primary Competition Spray Balls All Industries Rotary Wetting Devices Personal Care and Pharmaceutical Food and Beverage Other Impingement Tank Cleaner Ethanol Transportation Marine Secondary Competition Manual Cleaning Fill and Drain Boiling Out

4 Lets Get The Easy Ones Out Of the Way… Secondary Completion Processes Near the Verge of Extinction Manual Cleaning Fill and Drain Boiling Out Hydro-Blasting (So Costly and Dangerous its Worth Discussing)

5 Manual Cleaning How It Works: Manual Application of Mechanical Force Through the Use of Scrub Brushes, Hoses or Pressure Washers. Effectiveness: Is it REALLY Cleaning? – No, Cleaning to the “Naked Eye” Often Leaves a LOT of Residue Efficiency: Use/Cost of Resources – High Cost of Labor and Lost Production, As Well as Water and Chemicals Reliability: Repeatability, Downtime – Human Error (Monday Mornings) – Availability of Manpower – Labor Versatility: Clearance, Pressure and Flow – Can the Laborer Fit in The Tank? – Can He/She Reach Areas of Build Up? – If The Residue is Built Up it Will Take More Effort and Force Is He/She Capable of This? Safety: OSHA Regulations – 100% CONFINED SPACE ENTRY! Large Fines (In the Millions with Jail Time) and Regulations – Many Times There are Dangerous Toxins and Obstacles. – Why Send People Into a Dangerous Environment if There is a BETTER Way to Clean – Management Responsibility Application: Standards and Requirements, Durability – How Sanitary Can Manual Cleaning Be? – People Do Not Work Effectively in Harsh Environments

6 Manual Cleaning How it Compares To Gamajet Rotary Impingement Tank Cleaning More Time, Chemicals Less Temperature (Safety), Mechanical Force Common Points Of Resistance RESISTANCEREBUTAL Resistance to Change: “It’s the Way We Always Done It.” If an Improved, More Efficient Method Exists, Why Not Try It? Your Competitors Are! Non-Belief That a Device Can Clean Their Tank (Obstacles) Proven Technology. Engineered Pattern and Diagnosis of Tank and Shadow Areas (Multiple Placement if Needed). Trial Program Existing Cheap LaborDangerous. Unreliable. No Additional CostsREPEATED Costs in Labor. Other "Hidden Costs" Water, Lost Production Due to Lengthy Cleaning Time, Lost Batches Due to Contamination from Improper Cleaning. Workman’s Comp Settlements. No Infrastructure Changes There May Be A Water Source Gamajet Can Use. If Not it’s a One Time Installation. Mobile CIP Systems, Pumps on Skids.

7 Fill and Drain or Boiling Out How It Works: Filling The Tank Often With a High Concentrate of Chemicals and Heat to Allow for The Residue to Dissolve and Be Sent to Drain. (Think...Soaking Over Night) Effectiveness: Is it REALLY Cleaning? – No, Residue is Not Typically Evenly Dispersed So Areas Are Often Left Unclean. Efficiency: Use/Cost of Resources – High Cost of Energy and Chemicals – Time: 8+ Hours – Cost to Dispose of Mass Amount of Water/Chemicals Reliability: Repeatability, Downtime – Can Vary Based Upon Product, Batch Time, etc Odds Are You Will Receive The Same Ineffective Clean Every time, Requiring Manual Touch Up. Versatility: Clearance, Pressure and Flow – Wide Variety of Chemical Options – No Clearance Issues… Fluid Finds Its Way. Safety: OSHA Regulations – May Still Require CONFINED SPACE ENTRY! Large Fines (In the Millions with Jail Time) and Regulations – Dangerous: Toxins from Intense Chemicals and High Temperatures. Application: Standards and Requirements, Durability – Industries That Don’t Care About Sustainability, or Time, Or Effluent???

8 Fill and Drain or Boiling Out How it Compares To Gamajet Rotary Impingement Tank Cleaning More Chemicals, Time and Temperature NO Mechanical Force Common Points Of Resistance RESISTANCEREBUTAL Resistance to Change: It’s the Way We Always Done It. Do You Want To Be a Star and Save Your Company Money, Time and Resources? Our Process Has No Additional Costs High REPEATING Costs in Energy for Heat, Chemicals, Water, and Time. Lost Production Due to Long Cleaning Process and Contamination due to Improper Cleaning. No Infrastructure ChangesNot Always Necessary, If So… One Time Installation. Mobile CIP Systems, Pumps on Skids. If Needed, Payback is Quick!

9 Now For The Good Stuff… Primary Competition Processes Most Commonly Combated – Spray Balls Static Rotating – Rotary Wetting – Other Impingement Tank Cleaners

10 Spray Balls (Static/Rotating) How It Works: Cascading Effect. The Gradual Erosion of Residue From The Tank Interior. Gravity Driven, With High Flow and Low Pressure. Effectiveness: Is it REALLY Cleaning? – Irregular Spray Pattern

11 Spray Balls (Static/Rotating) Efficiency: Use/Cost of Resources – Large Amounts of Flow and Time for Gradual Erosion of Product Being Cleaned. Reliability: Repeatability, Downtime – Easy To Install – Clogging How Do You Know? Versatility: Clearance, Pressure and Flow – Pressure Stays Under 90 psi – Wide Variety of Sizes Safety: OSHA Regulations – Due to Ineffective Cleaning, There is Often Confined Space Required for Additional Touch Ups. Application: Standards and Requirements, Durability – Static: Very Sanitary Design (Simple) – Terrible for Any Process with Viscosity (Clogging) – Only Effective in Easy Applications

12 Spray Balls (Static/Rotating) How it Compares To Gamajet Rotary Impingement Tank Cleaning More Time, More Chemicals, More Money Same Temperature, Nearly NO Mechanical Force Common Points Of Resistance RESISTANCEREBUTAL Spray Balls are Cheaper.That Cheaper Up Front Cost is Lost in The First Use, Because of All the Wasted Resources. With Gamajet the ROI Could Be Less Than 10 Uses. What Could You Be Producing if The Tank Was Cleaned Faster? How Much Does That Cost? Besides What’s the Cost on Quality? Reputation, Loyal Customers... Poor Cleaning Results in Poor Quality. Spray Balls Don’t Require Maintenance. True, They Just Stop Working and Clog Up Without You Knowing… Gamajet's Regular Maintenance is Only Needed Every 800 Hours So They Machine Will Last A Lifetime. They Are Also HIGHLY Reliable. I Don’t Have Enough Flow or Pressure. The ROI For A Gamajet MCIP System Could Be In Less Than 3 Months, But Gamajet Has Low Pressure Machines. As Well. Gamajet's Are Not Sanitary. Gamajet Has Dedicated Mass Efforts to Create a Sanitary Design. Machines are Now Self-Draining and Flushing, With FDA Compliant Materials and No Catch Basins for Debris. They Clean Just Fine.Saving Money, Time and Resources Should Be Important to Any Company. Lead Your Company to Save.

13 Terms You Need To Know Before We Get Into Wetting Devices and Other Impingement Cleaners There Are Some Important Terms You Need To Understand. Wetting vs. Impact Leaking More Nozzles Means Less Impact Cycle Time Sanitary Design

14 Wetting Vs. Impact Leaking- Less Flow Through The Nozzle Means Less Impact Controlled vs. Design Leakage Gamajet Average 3% – Needed for Cleaning and Pressure Other Machines Typically 15%-30% – Often a Result of Designing – They Claim It is Lubrication, Needed for the Unit to Turn. More Nozzles Does NOT Mean More Impact Example - Impact Differences at 100 psi (7 bar) Gamajet IV GT (Dual Nozzle)Toftejorg TZ-79 (Quad Nozzle)Flow Rate Supplied – 120 gpm (455 lpm) Flow After Leakage – 116 gpm (440 lpm)Flow After Leakage – 90 gpm (340 lpm) Flow Rate per Nozzle – 58 gpm (220 lpm)Flow Rate Per Nozzle – 22.5 gpm (85 lpm) Impact at 20 ft (6 m) – 30 lbs (14 kg)Impact at 20 ft (6 m) – 10 lbs (4.5 kg) Impact at 30 ft (9 m) – 27 lbs (12 kg)Impact at 30 ft (9 m) – 7 lbs (3 kg) Impact at 40 ft (12m) – 22 lbs (10 kg)Impact at 40 ft (12m– 4 lbs (1.5 kg) Gamajet Provides 3 to 5X the Impact!

15 Cycle Time vs. Cleaning Time Cycle Time – The Amount of Time it Takes to Complete One Full Rotation This Is Not The “Cleaning Time” – Applications Can Utilize Anywhere from.25 – 4+ Cycles Depending on the Nature of the Residue Things Considered When Establishing a Cleaning Time: Dwell Time – The Slowing of the Cleaning Cycle to Allow for More Significant Penetration and Limit the “Skidding” Effect of the Water on the Tank Interior Allows for a More Effective Clean Tangential Force – The Mechanical Force That Radiates From the Point of Impact Cleaning Outward.

16 Sanitary Design What is Sanitary? Cleanability and Inspectability Materials Areas for Contamination and Bacterial Growth Ability to Handle High Temperatures – Most Rotary Tank Cleaning Machines Are Not Sanitary Although They Claim to Be – Exterior of machines have “sanitary appearance” – Utilize Roller bearings, which are a trap for bacteria – Difficult to Assemble and Disassemble for Inspection – Complex Spur Gear Designs Cannot Handle High Temperatures for Sanitation – Exposed Threads

17 Rotary Wetting How It Works: Concentrated Rinsing Effect. Rotary Wetters Apply Water in a 360-degree Pattern with Minimum Impact. Typically Fluid Driven, With Worm Gears to Slow the Rotation Down but 4 Nozzles for a Tighter, Faster Pattern Effectiveness: Is it REALLY Cleaning? – Light Residues are Cleaned Thoroughly, More Difficult Substances MAY Be Cleaned Over Time, Like Spray Balls. – Good Enough for Easy Applications Efficiency: Use/Cost of Resources. – Cleaning Light Residues Require Minimal Resources While Any More Difficult Residues Require Much More Chemical and Time. Reliability: Repeatability, Downtime – Regular Maintenance is Required with NO Signs of Malfunction Parts are Very Expensive Long Lead Times Very Complex Repairs – Requiring Special Tools Easy Clogging without Proper Filtration

18 Rotary Wetting Versatility: Clearance, Pressure and Flow – Limited pressure and flow operating ranges Typically do not exceed 115 psi – Lower impact - Limited mechanical force due to four nozzles and leakage – 4-8 Minute Cycle Times – Larger in Size Cannot Clear a 3” Sanitary Fitting Safety: OSHA Regulations – Occasional Requirement for Confined Space Entry For Manual Cleaning/Touch Up and Removal from Vessel (Ex. Toothpaste in NC) Application: Standards and Requirements, Durability – Good For Easy Cleaning Powders and Light Liquids – Not Durable For 24-7 Cleaning or Potentially Clogging Residues – “Sanitary Design”: Worm Gears, Roller Bearings Examples: – AlfaLaval/Toftejorg, ScanJet, Breconcherry, Lechler Price Ranges Vary Some Have the EXACT SAME DESIGN

19 Rotary Wetting How it Compares To Gamajet Rotary Impingement Tank Cleaning More Time, Chemicals Same Temperature, Less Mechanical Force Common Points Of Resistance RESISTANCEREBUTAL They Look More Sanitary and Sleek. Although They Look Very Sanitary, Looks Are Decieving. Worm Gears and Roller Bearing are NOT Sanitary. Trax ProgramToftejorg. Our Machines Utilize the Same 2-3 Degree Incremental Indexing for the Cleaning Pattern However the GJ has More Impact, Therefore More Cleaning (Tangential Force) Faster Cycle TimesThe 4 Minutes Cycle Time, Due to the Four Nozzles Results in 2-6 Cycles for a 8-24 Minute Cleaning Time. With the Impact and Tangential Force From the Gamajet 1 8 Minute Cycle Is Effective. CostIn the US and Canada they are often more Expensive, they Then Vary per Region World-Wide. If You Pay More, Your Buying Impact… A One Time Cost vs. Continual Expenditures in Chemicals, Water, Time and Maintenance. Larger Company: Example: AlfaLaval /Toftejorg Means Long Lead Times and Poor Service.

20 Other Impingement Tank Cleaners How It Works: With the “Planetary Gearhead” being a Patented Design These Machines Use a Variety of Methods to Create Impact in a 360-degree controlled pattern Year Old Spur Gear Design Air or Electric Operated Central Pinion Gear Effectiveness: Is it REALLY Cleaning? – For the Most Part, Yes. Efficiency: Use/Cost of Resources. – Due to Older Technology Slightly Less Impact than a Gamajet Impact is Obtained but Much More that a “Rotary Wetter”. Therefore More Time and Chemicals are Typically Required. Reliability: Repeatability, Downtime Each Machine is Different Regular Clogging By Most Spur Gears Have Not Been Improved – Therefore Not as Durable – Two-Piece Design Cracks Air/Electric Require Motors – Never a Good Idea

21 Versatility: Clearance, Pressure and Flow – Versatile Pressure and Flow for Most – Clearance Can Be an Issue Some Are Awkward and Bulky (Butterworth K) Safety: OSHA Regulations – Rare Requirement for Confined Space Entry For Manual Cleaning/Touch Up Application: Standards and Requirements, Durability – Not Very Sanitary, Typically of the Industrial Applications – Not AS Durable Less than 500 Hours Between Repairs (Gamajet ) Examples: – Breconcherry Fury: Sprinkler-Very Difficult to Repair – Butterworth LT: “Tincan” Central Pinion with Rotating Idler Gears Easily Clog – Butterworth K Series: Big and Bulky 60lbs – Spraying Systems: TankJET 4: They Now Carry the Sellers Line – Sellers: Sellers 360: Same Design as The Gamajet 3 Other Impingement Tank Cleaners

22 How it Compares To Gamajet Rotary Impingement Tank Cleaning LESS DURABLE Less Mechanical Force Harder to Maintain Longer Lead Times Common Points Of Resistance RESISTANCEREBUTAL Cost. Other Spur Gear Designed Machines are Often 10% Cheaper than Gamajet Older Technology. Atleast 25% less Durable. Gamajet Continually Improves Its Product Lines Utilizing The Latest Technology. I Already Have Impingement Machines that Were Costly Trade it In for $ and Spend Less on Maintenance and Repairs. How Often Do They Fail? How Often Do They Clog? What is The Overall Annualized Cost to Maintain? Has Anyone Been Hurt Due to the Size and Weight of Your Unit? I Already Know How To Repair The Machines I Have We Have a 24hr Turnaround on Repairs, However Gamajets Are Very Easy to Field Repair and Parts are Less Expensive and More Durable. Parts are Stock? My Machines Clean FineGamajets Produce the MOST Impact at the same Pressure and Flow… Therefore Use Less Resources, Lowering Costs and Cleaning Better.

23 RECAP: Factors Considered When Deciding on a Tank Cleaning Process: EFFECTIVENESS Is the Entire Tank Clean? Is there ANY Residue Left? Microbial? Does it Clean the Same Way Every Time? Does it Malfunction Often? If it DOES Malfunction, How do You Know?

24 RECAP: Factors Considered When Deciding on a Tank Cleaning Process: REOCCURRING EXPENDITURES How Much is It Going To REALLY Cost? – Primary: Sinners Circle Water (Cost per Gallon, Supply and Discharge) Time (Lost Production, Cost of Labor and Energy) Temperature (Energy) Chemicals (Cost per Gallon) – Additional Maintenance on Machine Tank Condition: Potential Damage

25 RECAP: Factors Considered When Deciding on a Tank Cleaning Process: SAFETY What Dangers are Involved? – Confined Space Entry – Dangerous Chemicals High Pressure High Temperature Heavy Lifting

26 Side By Side: Common Competition Comparison

27 Primary Benefits – Recap Effective Clean: Concise Repeatable and Reliable 360-Degree Pattern Validatable Efficiency: Most Possible Impact/Mechanical Force: Sinners Circle Reliability Only Standard Wear Parts: If Properly Maintained Gamajets Will Last a Lifetime 24-Hour Turnaround on All Repairs and Spare Parts (Stocked) Easy to Repair – No Special Tools Required Low Cost in Parts Easy To Notice Any Malfunction (As a Result of Standard Wear Parts) Versatility Wide Range of Pressure and Flow gpm ( lpm) and psi (1-105 bar) Pin and Clutch Options for Clearance Can Clear as little as a 2” Opening Safety Requires Minimal to NO Confined Space Entry As the Leaders in Tank Cleaning Technology our Competitors are Always Attempting to Copy our Technology or Merging Together to Surpass Us. We Spend More Money in R&D Than Any Other Company and Will Continue on as the Leaders and Experts in Tank Cleaning Technology.

28 Tools to Utilize Savings Analysis Case Studies Past Experiences

29 QUESTIONS? THANK YOU!


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