1. A ZERO WATER URINAL THAT EXCEEDS EXPECTATIONS
FINALLY !
A ZERO WATER URINAL THAT EXCEEDS EXPECTATIONS

2. ZeroFlush Urinals Training Session
Introduction
Marketing Strategies
The ZeroFlush Urinal
Competition
Site Visits
Selling Strategies

3. Population Growth
There are currently more than six billion people in the world, and this number continues to grow every day.
For centuries humans have used water to remove waste. Today urinals are one of the most problematic and costly fixtures in restrooms .
One flush urinal uses an average of 150,000 liters of water per year. The potential savings created by Zero Water Urinals will have a very positive impact on our fresh water supply.
The ZeroFlush Zero water Urinal System is The most advanced system of it’s kind in the market today.

4. Water is Precious Male urine is about 96% Water.
This being the case why do we use water to move water?
For many years water was plentiful and inexpensive.
This is no longer the case. Water and Sewer rates continue to rise across the world.
Are we creatures of habit? While we dislike water urinals many dislike the thought of having no water while in reality water is the cause of most of the issues with water based urinals.
Water is one of our most precious resources.
Why waste it?
Time tested and proven technology.
Environmental, Ecological and Health benefits.
Reduced Maintenance and Easily Serviced.
The Bottom Line! SAVE $$$

5. Water is Precious
Remarkable Savings The average swimming pool has 15,000 gallons of water.. Amazingly, one ZeroFlush urinal can save about 3 swimming pools worth of water in a single year. It also reduces greatly the amount of sewage treated. Saving our already heavily taxed municipal waste water infrastructure.

6. Marketing Strategies

7. Primary Objective
Install a very large number of urinals as quickly as feasible
Create very high brand awareness.
Build a “total system” around the product which is difficult to match
Protect consumable sales

8. Your Role and Responsibilities
Development, direction, implementation and management of the area sales and marketing strategies and tactical plans for ZeroFlush.
Development of new sales of all products in all market segments principally by direct calls on prospective end-users, conduct capability presentations to customers, develop formal proposals, monitor and manage pilot programs leading to a successful order.

9. New Construction –vs.- Retrofit Determine Who You Need To Influence
Develop Action Plan
Contact Info
Opportunity
Value Proposition
Hurdles Barriers
Action Plan/Schedule
Resources/Support
New Construction –vs.- Retrofit
Sales Cycle
Determine Who You Need To Influence
Maintenance Staff
Energy Officers
Facilities Management
Architects
Engineers
Contractors
Water conservation agencies

10. Identify Target Customers
Segment
Education
Arenas/Public Venues
Municipalities
Federal
Industrial (selected markets)
Retrofit $$$
Immediate sales
Size
Elephant Hunting
Market
Code approval ?
Beach-head

11. U.S. Sales to Date Have Been Concentrated in a few of End User Segments
Percent of Waterless Industry Sales

12. The Current Situation
Awareness of waterfree / waterless urinals exist and quickly gaining recognition.
Comprehension of zero water urinal benefits are limited and assumed not well known
Belief that zero water urinals really pay off on their promises assumed at low levels due to competitors cartridge costs.
Experienced and existing customers have mixed views and results due to poor competitors products. Potential for better results exist with ZeroFlush and are easily welcomed.

13. Creative Strategy Key messages: Save money Conserve water
Improve restroom hygiene
Long life cycle
Quickest return on investment
Economics vs. conservation

14. Sustainable Building Measurement Criteria
U.S. Green Building Council (USGBC) LEED Rating System
In 1993, the USGBC was formed to provide leadership, integration and education related to environmental issues facing the building industry.
In 1994, the USGBC formed the Leadership in Energy and Environmental Design (LEED) Rating System.
LEED evaluates building performance from a whole building perspective over a building’s life cycle.

15. LEED Categories of Sustainable Building
Sustainable Sites
Water Efficiency
Energy and Atmosphere Design
Materials and Resources
Indoor Environmental Quality
Innovation and Design Process

16. Certification Process
Categories are based on points that are awarded for sustainable choices that are made as part of the development process.
LEED Certified points
LEED Silver points
LEED Gold points
LEED Platinum points

17. 50% reduction OR 100% treatment = 1 point
Zero Water Urinals and LEEDtm
WE Credit 2 - Innovative Wastewater Technologies
Reduce the use of municipally provided potable water for building sewage conveyance by a minimum of 50%, OR, treat 100% of wastewater on site to tertiary standards.
50% reduction OR 100% treatment = 1 point
WE Credit 3 - Water Use Reduction
Employ strategies that in aggregate use 20% or 30% less water than the water use baseline calculated for the building (not including irrigation) after meeting Energy Policy Act of 1992 fixture performance requirements.
20% savings = 1 point
30% savings = 2 points

18. The ZeroFlush Urinal System
provides both
Environmental and Economic Benefits:
Significant Conservation of Water Supply
Substantial Cost Reduction for the Consumers
Reduction of Sewage
The product “looks-like” and “works-like” a conventional urinal system, yet it provides a higher level of sanitation.Without the use of a single drop of water.
The ZEROFLUSH SYSTEM main components are:
TRAP “Insert”;
SEALANT ”Odor Barrier” liquid;
PERMANENT Drain housing;
Vitreous China Urinal Bowl

19. TRAP Insert Proprietary, Patented Design
Made from Recyclable, Biodegradeable ABS
Significantly Reduce Lime Scale Build-up and Residue
When in Place in System Housing it Provides Airtight Seal and Makes the system valdal -Resistant
Unique Design that “traps” Urine Providing Odor-free, Clean Bathroom Enviroment
Average of 15,000 Uses before simple maintenance is requires
Simple and Easy Installation and Replacement Using Integrated Puller-handle

20. Barricade Odor Sealer Liquid
Enviromentally Safe; Non-Hazardous Content
100% Natural Vegetable Oil Based Formula
A Specific Gravity Weight Less Than Water
Seals Urine and Odor Within The trap housing
Simple Biodegradable formula will keep pipes cleaner

21. Housing / Insert Cut Away
PERMANENT HOUSING
System-Specific Unique, Proprietary Design
Simple Pressure fit Locking Mechanism for Drain Insert
Largest Trap Housing of ANY Waterless Urinal
1.4 Liter Capacity
Theft-Resistant
Solid ABS Compound Reduces Sediment Buildup
Housing / Insert Cut Away

22. THE ZERO FLUSH URINALS Touch-free, Hygienic Operation
No Flush Mechanism or Devices
Minimal Cleaning and Easy Maintenance
Accommodates and Adapts to Existing Drain Outlets
Available in Porcelain and Stainless Steel
Vandalism-Resistant
Various Models of Unique Designs Suitable for Different Preferences

23. INSERT LIFE CYCLE
For Example: A typical commercial facility that has 100 users per day per urinal would require 2 Insert Replacement Kits per year per urinal.
Provides sanitary operation for approximately 15,000 uses
Replaced only 2 times per year on average, depending on the frequency of usage

24. COST ADVANTAGE OF THE ZEROFLUSH SYSTEM
No Water and Sewer Costs = Tremendous Operational Cost Advantage
No Flush Mechanisms means No Repair Costs = Substantial Maintenance Cost Savings
Average Purchase Price Payback Period is between 3 months to 2 years
Significant Water Conservation + Sewer Reduction = Environmentally Friendly
Note:
Comparison based on initial purchase price, estimated annual operational and maintenance costs. All costs are based on published retail price.

25. ZeroFlush Urinal System
ECONOMIC BENEFITS
Conventional Urinals
ZeroFlush Urinal System
Consumes between 70,000 to 150,000 liters of water per year
Annual combined water and sewer costs of between 200 to 600 USD
Annual operating costs equivalent to 50 to 100 percent of purchase price
High-maintenance costs related to repair of mechanical parts
ZERO water consumption
Insert replacement kits at a fraction of water and sewer costs
Average initial purchase cost payback period of 3 months to 2 years
No breakable mechanical parts or components = low maintenance costs

26. Insert Replacement

27. Insert Installation Insert Replacement Kit Contents: Insert Puller Key
Push Insert into place until you feel it pop in
Insert Replacement Kit Contents:
Insert
Puller Key
Odor Block liquid
Instruction sheet
The urinal is now ready for use.

28. Functioning of trap

29. Cleaning Remove all debris, if present from the surface of the urinal
Wipe surface
with a soft cloth
or non-abrasive
sponge until
clean
Spray urinal surface
lightly with a
non-degreaser
liquid cleaner

30. Life-Cycle Control
At the end of the Inserts life-cycle the drain flow is reduced and this can be seen as the sealant liquid forms a blue puddle arround the drain holes.

31. Competitive Technologies
Current manufacturers of non water using urinals world wide have design deficiencies that have been greatly improved by our system.
ZeroFlush was designed from the very beginning for ease of maintenance and customer requirements.

32. COMPETITION
Waterless Co.: Currently manufacturing a fiberglass-gel coat and Vitreous China bowls. Friction press-fit trap insert. Sealant depleted with every use. Operational cost are very difficult to gauge.
Duravit: Solid porcelain bowl. No insert able trap. Add 100 milliliters of sealant per month, which is about 3 oz. Once a year remove deposits from the ceramic siphon by pouring water down the trap “under pressure”. Hearing from the market about first cost of $400-$ milliliters of sealant about $2-$3.
Ernst System: This system is the one Waterless Co. basically copied and was originally in place in Germany for many years. It requires a service contract. Waterless Co. originally licensed it, but could not get it to code so they redesigned their own trap system. Swiss engineered.
Uridan: A cartridge free design from Denmark. It has a trap that requires removal, cleaning and replacing. While this design on its surface looks promising in reality the maintenance and costs aspects are its downfall.
Urimat system: The system works with a floated trap insert and solenoid that activates every time someone uses the urinal. It will likely never come to the U.S. because of certain code requirements. Swiss engineered.
Falcon Waterfree/ Sloan/Waterless: Originally American Waterless Formed when two partners from Waterless went their separate ways. System has an ABS disposable cartridge trap that fits into a housing connected to the sewage. The cartridge trap is locked in position using a bayonet locking system. Operational costs are very high as cartridge life cycle is much less than advertised. Average cost of replacement cartridges are about $40US and can be higher elsewhere.

33. COMPETITION
Sensor Operated Flush valves: Perception by many that they are a water conservation product. The opposite is fact, because when operating correctly they will flush every time vs. their manual counterparts which some say don’t get flushed 5%-10% of the time. First cost averaging about $200. Repair costs are expensive and maintenance can be intensive with many moving parts. Battery types require many changes. Batteries are hazardous waste. Schools and other public access facilities have had numerous vandalism problems with these valves.
Half-gallon flush urinals and flush valve replacements: There are urinals bowls now being manufactured that use ½ gal. of water to flush. First cost very expensive at around $500. Becoming more widespread is the practice of retrofitting an older urinal bowl with a new ½ gal. Flush valve, or even taking an older flush valve and retrofitting it with a lower flow diaphragm to save water. This practice is commonplace, but has come under some scrutiny and discussion lately about its validity. ( See Greening Federal Facilities )

34. Competitive Advantages NO CARTRIDGES
Our system’s drain insert is
Not a cartridge.
The drain insert once in place completes the trap. There is no need for an additional housing to hold a cartridge.
The ZeroFlush Drain insert once removed allows all materials to simply flush away. This is much cleaner and easier.
THE HOUSING IS PART OF THE TRAP!
The "Cartridge" is the “TRAP”
Once properly installed into the housing. It allows urine to flow thru while the sealant blocks odors.
The cartridge is designed to hold sealant, urine and sediment. Once the sediment has built to the point where the flow is slowing or has stopped, the cartridge must be removed and replaced. Some systems require periodic refills as well as changing.

35. Big Difference= Big Results

36. Largest Trap LARGEST TRAP Means more uses! Averages 15,000
uses before maintenance
Debris builds in the bottom of the trap and eventually will displace Odor Barrier fluid out of the top of the drain insert allowing the custodial staff to easily see when urinal needs to be serviced. About every 15,000 uses.
In Comparison other waterless systems require much more frequent maintenance and follow up. The traps are much smaller.

37. No Odors
NO ODOR
As long as the trap has odor barrier fluid there will be no foul urine Odor
Our urinal trap is designed to prevent odor while also preventing sealant loss which would allow sewer gases to escape into the restroom causing foul odors. Our systems natural Vegetable Oil based Odor Barrier liquid will not adversely react with cleaning chemicals. Our system is designed to withstand an accidental dumping of a bucket of water without loosing the sealant.
Other systems odor controlling sealant can be easily removed by a simple accidental dumping of a bucket of water. Due to the chemical nature of the sealants, competitive systems can also be affected by cleaning agents. If the sealant is removed, diluted or chemically changed odor WILL occur.

38. Easy Maintenance Urinal Cleaning has never been easier.
Janitorial personnel will save time and effort.
NO MORE leaky valves,Hard water stains, urinal cakes, multiple wasteful flushing, Overflows, Floods or Harsh Chemicals!

39. Competitive Comparison
Feature
Zero Flush
Waterless
Falcon
NO Cartridges!
Our Drain Insert is not a cartridge.
Patented “Drain Insert” that the customer can easily remove and install a new one
Uses pressure fit plastic Cartridges (Ecotrap) that requires re-filling every 1500 uses
Uses expensive and short life cartridge. Company Claims 7000 use average.
Largest drain housing
The Largest in the industry Holds
46 Fluid Oz.
The Housing holds the drain insert . Allowing greater volume of fluid which results in much higher usage capabilities and ease of maintenance.
Total trap Volume 46 Oz. or 1.4 Ltr.
Rough interior can attract debris.
Total Cartridge
Volume 16 Oz.
Housing holds the cartridge. Locking mechanism can be difficult for installation of cartridge. If not aligned properly the cartridge can become lodged or to not properly seat causing odors.Total Cartridge Volume 18 Oz.
Loss Of Sealant
Designed to reduce the possibility of
Sealant loss
Trap has 12 oz. Of Odor Barrier Liquid Designed to last the average 15,000 use cycle. NO Refilling is required between maintenance cycles.
cartridge holds 3 oz. Of sealant.This trap design will allow escape of the sealant with every use requiring refilling.
Do NOT pour a bucket of water into urinal sealant will wash away
This cartridge holds 2.5 Oz. of sealant. the diverter at the top of the cartridge is supposed to prevent sealant loss. This diverter can make it more difficult to clean. Sealant loss due to flushing with water is expected
Improved Design
Our urinals are optimally designed to be cleaner and more functional
The ZeroFlush systems have been designed with the user and custodial in mind. Design features will reduce potential splashing issues and will help keep the floors dryer
Urinals have very flat surfaces that can induce splashing and floor mess
Systems tend to have round fronts can induce splashing and floor mess
Users tend to back away due to splashing causing more and more floor wetness.
Maintenance / life cycle
The largest trap means more uses before maintenance
More than twice the size of the competitors will give you an average of uses before maintenance. The more sediment a trap can hold the longer it will last.
Maintenance is continual as sealant must be added constantly to reduce odors. Removing the old cartridge can be difficult and messy. Care must be taken to prevent spillage. metal keys are an additional cost
Removing a used cartridge can be tough and nasty. Company suggest tilting cartridge to the side and allow some urine spillage before discarding.

40. Competitive Comparison
Feature
Zero Flush
Waterless
Falcon/Sloan
Maintenance
“Drain Insert” replacement is simpler, cleaner, faster and less frequent.
The “drain insert” key can be used on any opening. Simply screw into place with a few turns and pull up. This will immediately open the drain and allow the contents to flush out.
Custodial must pick up and discard a filled used cartridge while holding a cumbersome large metal key.
Drain flushing is simple
After removal of insert the contents in the housing will flush away. Simply pour a bucket water to rinse out the housing and drain line. Drain is in the center of the housing allowing ample room and space for flow. Cleaning time is minimal and simple.
Drain is rough, unglazed very porous allowing sediment to build up which can make cleaning more difficult.
The housing attracts sediment under the cartridge drain tube. This sediment may build to the point where it can touch the bottom of the cartridge and restrict or stop the flow. After cartridge replacement housing will need to be thoroughly cleaned.
100 % Natural Odor Barrier Liquid
Yes NO
Completely Green option
Stainless Steel Zero water urinal

41. Competitive Advantages
Bottom Line
ZeroFlush
The Bottom line of our system is simplicity! Our system is very easy to maintain in comparison. Custodial ultimately holds the key to the success of the product. This key issue has been neglected by others and is our most important advantage.
Others
Systems, traps vary in size and function. Some require re-filling with chemical sealant other require periodic cleaning while others still require additional replacement. They are all labor intensive and not easy to maintain.

42. Selling Strategies

43. Selling Strategies Lead Generation Lead Follow-Up/Qualification
The Presentation
The Pilot Program
Closing the Project

44. Cost Performance of Customer Contact Options
Lead Generation
Cost Performance of Customer Contact Options
Performance
Seller $400/exposure
Shows $185/exposure
Telemarketer $10-20/exposure
Literature $5-10/exposure
Direct Mail $2-5/exposure
Advertising $1-2/exposure
Postcards <$1/exposure
Publicity <$1/exposure
Cost
Sales Call
Telemarketer
Literature
Direct Mail
Advertising
Postcards
Publicity

45. The Planning Process
Define and prioritize markets and individuals: hunt where the ducks are
Define issues, opportunities and communications that can impact: set measurable objectives
Establish media strategy: how to reach them
Establish creative/messaging strategy: what to say to provoke desired action
Develop appropriate fulfillment/follow-up systems and processes: drive sales
Plan for measurement: “The route to success is always under construction.”

46. The Targets The Market ARCHITECT FIRMS PLUMBING CONTRACTORS
PLUMBING WHOLESALERS/
FIXTURE SUPPLIERS
JAN/SAN SUPPLIES
JANITORIAL SERVICES
ESCO’s
GOVERNMENT
BLDGS
EDUCATION
HEALTH SERVICES
WHOLESALE / RETAIL TRADE
ENTERTAINMENT
MANUFACTURING

47. World Wide Targets Dimension #1: Situational  Substitution (Retrofit)
 Major renovation
 New build
Dimension #2: Organizational
 End Users/Owners
 Specifiers /Key Influencers

48. The Potential Retrofit Market is Many Times the Size of the New Construction Market
12,250,000
Number of Urinals
Note: Based on American Standard 1990 study estimates 12 million (U.S. ONLY)

49. Creative Strategy Key messages: Save money Conserve water
Improve rest room hygiene
Long life cycle
Quickest return on investment
Economics vs. conservation

50. Planning Checklist
Frequency to overcome market dynamics, memory curve, competitive noise, limits of communication tools.
30% per year employee turnover
90% forgetfulness in 30 days
25% high readership of ads
2% average direct mail response
Impact to cut through the clutter, build the right image
Mail = 75% readership
Ads = 25% readership
Editorial = 50-75% readership
Credibility
Compelling offers
Prompt, appropriate follow-up
Measurement: awareness, comprehension, relationship between inquiries and sales, understanding of why we win and why we lose

51. The Presentation Establishing Credibility and Trust
What Problems do They Have?
Probing Questions
The Demonstration
Reinforcing the Hot Buttons
Answering Questions
Handling Objections
Using Humor when Appropriate

52. The Pilot Program Transition Statements Auditing the Site
Letter of Understanding
The Installation
Joint Inspections
Assumptive Questions
Reasons for the Pilot
Expectations

53. Meeting with Decision-Makers
Closing the Project
Reviewing the Pilot
Meeting with Decision-Makers
Payback Analysis
Funding Options

54. Positioning ZeroFlush Urinal Systems are:
The culmination of proven technology, environmental concern and innovation. Improving total restroom sanitation and hygiene.

55. Bottom Line
ZeroFlush offers an opportunity to immediately impact Global water conservation efforts.
ZeroFlush is a proven tested system that has turned even the most cynical into a believer.
ZeroFlush has very low over head, no debt and a patent protected system.
ZeroFlush will help your company make an immediate impact with a product that makes a difference.

56. Thank You!