1. Ecolab Cockroach Program
Tim Frier
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Sr. Sales Development Manager
15 April 2014

2. Agenda Agenda: Why cockroaches are important Biology & behavior
The Ecolab difference
The importance of partnership
Q&A

3. Cockroaches present a serious risk to food safety
Cockroaches are vectors for serious diseases such as:
E.coli
Salmonella
Dysentery
Contaminate food & food contact surfaces through:
Droppings
Mechanical transfer
German cockroach on petri dish
E. coli mechanically transferred
Cockroach tarsus (foot) magnified 300 times
Cockroach tarsal claw magnified 2,000 times
Cockroach tarsal claw carrying bacteria rods magnified 7,500 times

4. Cockroaches also pose a serious risk to your operations & brand
Midtown sushi restaurant closed over cockroaches
A midtown restaurant shut down by the health department because of cockroaches Source: WSB-TV, Atlanta
Regulatory environment changing
Zero tolerance for cockroaches – considered a critical violation
One cockroach can cause a shutdown
Social media reports can quickly spread news & damage your brand
How much could a shutdown cost you?
Lost customers
Lost revenues
Impact on brand/image
Regulatory fines/fees
Restaurant Shutdown for 19 Violations; 30 Roaches Found

5. Case Study: Health Department Closure
The reputational impact of a Health Department closure can be very costly
Total Economic Loss:
$67,035
MAIN POINT: Health Department closures can be very costly.
This slide summarizes a case study that measured the revenue impact of a health department closure. While being closed, it cost the customer $3,253 in lost revenue. The revenue for the following 3 weeks was only $111,272 which represents a $60K loss just because of the reputational impact of the Health Department closing them. They also received a $4K fine from the Health Department so the total cost of the one closure was $67K.
Note: Above calculations estimate Health Department fine costs are $4K

6. Cockroach Biology & Behavior
Cockroach biology makes detection very challenging
Cockroaches can be introduced into facility at any time
Incoming shipments
Staff/Customers
Nocturnal & hide in cracks and crevices
Only need a crack 1/32” to 3/16” wide
Spend 75% of their time in their harborage – mostly coming out at night
Can be deeply recessed – making detection difficult
Will stay close to water source (a few feet)

7. Cockroach Biology & Behavior
Cockroaches can go unnoticed & quickly infest your facility
Feed on almost anything including food, soap & glue
Cockroaches are prolific breeders
Small populations can easily go unnoticed – just because you don’t see them, doesn’t mean they are not there
One pair can infest a facility with over 1 million offspring in under a year
Cockroaches require an aggressive response
Proactive & intense
Utilize a combination of products & application methods

8. How fast do cockroaches Breed?
100 cockroaches with plenty of food and water
Progress 15 weeks and…

9. Science-Based Solutions
World-class Pest R&D facility
11 Pest R&D Associates
5 Entomologists, 3 Life Science, Engineers
With access to:
750 Other Ecolab RD&E Associates
Colleges and Universities
Leading Device and Chemical Suppliers
Over 123 active patents, U.S. and Foreign
125 lab tests and field trials conducted annually
2000 SVSP screening new technologies in the field
1000 cockroaches and flies available for new tests each week

10. Ecolab is committed to cockroach elimination
Ecolab’s scientifically proven protocol is the most effective method for quickly detecting, eliminating & preventing cockroaches
Flushing is a critical step to ensure a cockroach free environment
Only method that reaches deep into cracks & crevices where cockroaches harbor – driving cockroaches out and into the residual barrier
Extension of the inspection process – finding activity when otherwise not known
Regular, routine flushing is the only way to ensure a cockroach free environment
Residual
Creates a barrier that kills cockroaches on contact
Flush
Drives cockroaches out of harborages and into residual barrier
Dust
Applied into cracks to provide long lasting residual protection
Bait
Applied into cracks for residual protection in sensitive areas
Inspect
Document

11. Single component programs are less effective, opening you up to significant risk
Bait only programs are not as effective
Baits are stationary, don’t move into cracks & crevices
German cockroaches detect bait within one foot or less
Competing food sources decreases the attractiveness of the baits
Unlike ants, cockroaches generally do not share baits with other cockroaches
Scientific studies have shown that cockroaches can become resistant to baits when used alone.
When bait is used alone, a program’s effectiveness diminishes significantly

12. Cockroach elimination requires your partnership
Access to your facilities
Service at night, after facility is closed
Inspect and service when cockroaches are most active
Required by the United States EPA in order to use most effective products
Keys/Codes
Allows access when staff is not present
Allows your service specialist to perform a more thorough service
We value your trust & partnership!
All keys/codes are:
Given a non-descript label
Kept in a locked box in our locked service vehicle
All associates are full-time Ecolab employees
Ecolab is licensed & bonded

13. Cockroach elimination requires your partnership
Promptly correcting structural & sanitation issues
Our service includes a routine inspection to identify
Structural issues
Sanitation issues
Cockroaches are dependent on shelter, food & water – eliminate the harborages and food sources, you eliminate the pest

14. Cockroach elimination requires your partnership
Preparing your facility for Ecolab’s Pest Elimination service
Helps protect food safety
Legal requirement by the EPA for Ecolab’s cockroach elimination service
Provides opportunity to do a deep clean of your facility
Preparation includes:
Clearing exposed food and food contact items such as cookware, dishware & utensils, placing items on closest counter-top
Covering all exposed food & food contact items with plastic
Cleaning your facility including counter-tops and under & behind equipment

15. Cockroaches Harbor in cracks and crevices Breed quickly15
Cockroaches
Harbor in cracks and crevices
Breed quickly
One pair can infest your restaurant with over 1 million offspring in less than a year
One pair can infest your restaurant with over 1 million offspring in less than a year

16. 16
Ecolab Cockroach Program Proven process eliminates cockroach infestations
Experienced Service Specialists know where to look for signs of infestation
Proprietary baits strategically placed
Partnership to proactively prevent activity
NEW Longer lasting, more effective residual
Proven effective in lab and field
There are 4 stages to our ECO200 cockroach program
RESIDUAL - A residual pesticide is sprayed in cracks and crevices where cockroaches live. The cockroaches then walk through the pesticide and die.
FLUSH - A pyretherin pesticide is then used to “flush” the cockroaches out of their harborage areas. The combination of the residual and the flushing will kill the cockroaches.
DUSTING - Boric Acid is lightly dusted in ceiling voids and cracks and crevices. The boric acid is picked up by cockroach and is ingested during grooming. This will then kill the cockroach.
BAITING - Cockroach baits are also used in a pest free environment. The baits are also ingested by the cockroaches killing them with an hour!
Service approach may vary based on the needs
and conditions of your facility and local regulations

17. Why flush cracks and crevices?
Most companies will spray base boards, set up cockroach monitors and perhaps put dust in a crack or crevice.
Spot treatment is ineffective against hiding cockroaches.
Dust is a slow kill, not an immediate knock down

18. Thank you!
Questions?