1. Water Efficiency Training

2. Introduction
Water Efficiency among top three FY17 initiatives indentified by Zurn Executive Leadership
Dedicated team of Zurn water efficiency experts driving strategic partnerships with sales rep and municipalities to deliver a turn- key solution to our end customers
Position Zurn as the recognized industry leader in NA market and grow EcoVantage® product sales by $10M in FY17

3. Agenda Campaign Overview Market Overview Water Efficiency Deliverables
What Zurn is Zurn Doing Now
What is Zurn Going to Do – Strategy Overview
Products and Solutions Overview
Marketing Resources
Goals and Expectations
Strategic Markets and Assignments
Funnel Management

4. Campaign Overview
Accelerate EcoVantage® sales and position Zurn as the recognized leader in water efficient solutions in the North American market
Create training programs for:
Owners
Engineers
Performance contractors
Targeted focus on drought regions with municipal rebate incentives for key verticals including stadiums, airports, education, healthcare etc.
What’s Driving the Initiative:
Executive Order Federal Planning for Sustainability
State Water Mandates
UN Global Compact
White House Climate Control Efforts

5. Strategic Value Proposition
Position Zurn as the industry’s choice turn- key water efficiency solutions in the North American market by helping end users lower their utility costs and navigate the complex systems of municipal water conservation.
By targeting drought regions and those municipalities with existing rebate programs with awareness initiatives and rebate assistance, Zurn will leverage limited resources to affect change
Save water. Save Money.

6. Market Overview Commercial market opportunity
194,781 total projects (source: Dodge Analytics) 
144,576 New Projects    74.2%
51,512 Alterations           25.8%
20,988 Additions 
15,293 Interiors
Water Efficiency growth opportunities across all product categories:
26% of installed flush valves use over 3gpf – over 7 million valves!
4% CAGR for Shower Panels through 2020
Value-$5 Million and higher
Project Type-     All Commercial
 All Multi-Residential
Transport-All but Parking Garage
All School
Leisure-All but Swimming Pool, Miscellaneous Recreational, and Athletic Facility
All Medical
All Public, Worship, Animal/Plant, Funeral

7. Market Overview contd.
What is the growth forecast Water Efficiency market?
Water productivity improvement initiatives totaling $50-$60bn annually for next 20 years! (McKinsey, 2009)
Private sector will account for half of this, government the other half
“Successful providers will have to migrate from selling equipment and components to selling solutions aimed at helping business customers reduce their water and energy use”
Major corporate initiatives to reduce water consumption (Goldman Sachs, 2013)
Starbucks reducing by 25%, partially by leveraging manual faucets
Cox Enterprises’ 50k employees targeting carbon and water neutral by 2044
GE has already reduced freshwater consumption by 35% ( )
Value-$5 Million and higher
Project Type-     All Commercial
 All Multi-Residential
Transport-All but Parking Garage
All School
Leisure-All but Swimming Pool, Miscellaneous Recreational, and Athletic Facility
All Medical
All Public, Worship, Animal/Plant, Funeral

8. Turn-Key Water Efficiency
Zurn stands out from the competition by offering turn-key utility assistance to municipalities:
Approach customers with opportunities for rebates
Populate and file rebates from A-Z
Comprehensive rep training in municipalities currently offering rebates
Work with specifying engineers to incorporate Ecovantage® products for new projects
Work with municipalities in new regions to set-up rebate programs in their area through flat specification programs with municipal direct- install initiatives

9. Water Efficiency Deliverables
Training
DCRM Integration
Develop and launch national rep training
Funnel upload
Water Audit quote tracking
Rep Training in Key Territories
Create End-User Training Program
Marketing Plan Developments
Create Performance Contractor Training Program
Water Audit Tools
Rebate Collateral & Tools
Communication & Social Media
EcoVantage Availability Tracker
Web Marketing
Zurn One Stocking Plan at Service Centers
Promotion
Q1/ Q2 Key Deliverables: National Training by end of Q1; All target territories personally trained; how many performance contractors?; marketing collateral updated

10. Local Approach: Municipalities
Seattle/ Tacoma
Mechanical Agents
Madison
Herkowski Stickler Assoc.
Portland/Eugene
Mechanical Agents
Boston/ Cambridge
Philip J Lynch
Chicago
Herkowski Stickler Assoc.
NYC
ASAP
Central Valley/ Sacramento/ Reno
PPG
Washington D.C.
Steck Sales
Denver
PZI H1 H2
Export
$41
$153
Great Lakes
$89
$333
House Accounts
$15
$57
Mid-Atlantic
$160
$601
Midwest
$122
$457
Northeast
$189
$710
Northwest
$408
$1,632
Retail
$69
$259
Southeast
$306
$1,150
Southwest
$282
$1,062
West
$377
$1,056
2,061
$7,939
Bay Area
PPG
Las Vegas
Silverstate
Santa Fe
Massey Johnson
San Diego
Mainline Sales
Phoenix/ Flagstaff/ Tucson
Mainlines Sales
Map of rebates areas w/ link to learn more about unique rebates? List them/Top rep contributors (quarter bowler by region?)
Dallas
Braswell & Assoc.
Atlanta
Repco Sales
Austin
Miller Mays
Houston
Miller Mays
Florida
Spec Sales
Hawaii
Pacific Rim

11. Water Efficiency
White House Recognizes Zurn for Water Efficiency Expertise
In March 2016, Zurn was the only plumbing products company to be recognized for Water Efficiency Expertise in the White House Report, "Commitments to Action on Building a Sustainable Water Future." Within the report, Zurn is acknowledged for its ongoing plan of action:
As a result of our inclusion in the White House paper we are now attending the United Nations Global Compact Meeting by invitation (could be it’s own slide. Add some detail on what it is)
"Zurn Industries LLC will provide water-efficiency training to 1,000 municipal agencies and utilities as well as 10,000 building owners, architects, engineers, and contractors. The training will be focused on reducing water use through water-efficient products and practices with the goal of saving 114 billion gallons of water over the next decade."

12. Invitation to Global Compact Meeting
THE UNITED NATIONS GLOBAL COMPACT WORKS WITH BUSINESSES IN THE REALMS OF HUMAN RIGHTS, LABOUR, ENVIRONMENT AND ANTI- CORRUPTION TO TRANSFORM OUR WORLD. WE’RE SHAPING A SUSTAINABLE FUTURE, AND YOU NEED TO BE A PART OF IT.
Jun 22, 2016-Jun 23, ◌ New York, New York
The United Nations Global Compact is a call to companies everywhere to voluntarily align their operations and strategies with ten universally accepted principles in the areas of human rights, labor, environment and anti-corruption, and to take action in support of UN goals and issues. The UN Global Compact is a leadership platform for the development, implementation and disclosure of responsible corporate policies and practices. Launched in 2000, it is largest corporate sustainability initiative in the world, with over 8,000 companies and 4,000 non-business signatories based in 160 countries.
CEO Water Mandate Advancing water stewardship to address shared risks is essential. The CEO Water Mandate brings together companies, both leaders and learners, interested in addressing the global water crisis. Endorsed by approximately 130 companies, the CEO Water Mandate assists companies in the development, implementation and disclosure of water sustainability policies and practices. The Mandate helps companies to share best and emerging practices and to forge partner - ships addressing access to water and sanitation. The initiative’s tools and resources help companies tackle water-related business risks, communicate their policies and practices to stakeholders, and contribute to the sustainable management of shared freshwater resources.

13. Events Attending Green Sports Alliance Milwaukee Water Summit
UN Global Compact
IWA World Water Summit
AAE (Airport)
VERGE
Green Schools Summits
DWELL

14. Strategy Overview How does Zurn get into this market? Product Strategy
Position EcoVantage® and AquaSpec® products as the leaders in the industry – not just another participant
1.1gpf toilet and Omni-Flo™ Urinal
Ceramic disc AquaSpec faucets with ULF aerators
Reinvigorate Go Blue! Campaign to drive differentiation in the market
Go Blue! diaphragms
Leverage One Zurn bundling capabilities to drive full specifications

15. Why EcoVantage® Products?
Zurn EcoVantage® products are custom designed to meet end user demand, exceed national certifications, and protect and conserve our valuable natural resources. The EcoVantage product line offers a complete line of vitreous fixtures that when paired with our flush valves and faucets, offers high performance water saving solutions. These solutions combine both value and performance to deliver significant savings to our customers and meet or exceed White House Executive Order and local efficiency standards.
Zurn One & high GM% parts, as we saw decoupling – need to grab low flow faucets, flush valves – inc ZP, low flow WC and UR fixtures. Waterless UR are in 2575

16. EcoVantage® Product Flush Valves containing:
WC: HET (1.28gpf), ONE (1.1gpf), -DF
UR: ULF (0.125gpf), QRT (0.25gpf), EWS (0.5gpf)
ZP6800 Piezo Penal Flush Valves
Zurn One & high GM% parts, as we saw decoupling – need to grab low flow faucets, flush valves – inc ZP, low flow WC and UR fixtures. Waterless UR are in 2575

17. EcoVantage® Product Tank-type toilets:
1.0 gpf & Dual Flush Pressure Assist
1.28 gpf –K Series: Z5535/45/55-K
Flush valve water closet fixtures:
Z5615, Z5616, Z5617, Z5654, Z5655, Z5656, Z5657, Z5665, Z5666, Z5667, Z5635, Z5636, Z5637, Z5645, Z5646, Z5647, Z5675
Flush valve urinal fixtures containing:
Z5755, Z5758, Z5738, Z5708, Z5799, Z5765, Z5759

18. EcoVantage® Product Parts: diaphragm kits and faucet cartridges
AquaSpec® faucets containing:
0.35 & 0.5 gpm aerator
Sensor faucets containing:
Zurn One & high GM% parts, as we saw decoupling – need to grab low flow faucets, flush valves – inc ZP, low flow WC and UR fixtures. Waterless UR are in 2575

19. Why Zurn Go Blue® Parts?
Opportunity - least penetrated areas of the Zurn Commercial Brass operation
Installed base of 75M units or $15M market size opportunity
Annuity – the gift that keeps on giving every month
Relationships at the wholesale level
Established Partners vs. Non-Partners (tier 1 vs. tier 2)
Can open up other discussions and opportunities
15% commission

20. The Zurn Go Blue® Advantage
Advanced Chemical Resistance
Lasts 8-10 times longer than competitors’ “black filters”
Industry leading filterability
Triple filter performance vs. dual filter performance
Interchangeability
Works with competitors products
Water Conservation
Better performing parts prevent run-ons and leaks and inconsistent flushes
Zurn focuses on delivering innovative product solutions that
offer savings in time, cost, and labor. In fact, we
consistently offer the lowest total life-cycle cost
solution over many conventional methods. Zurn is here
to help you with the best tools and solutions for the job.
Advanced Chemical Resistance
Zurn GO BLUE® parts are manufactured using thermoplastic
elastomers, which last 8-10 times longer than competitive products.
Zurn quarter-turn ceramic disc faucet cartridges are engineered for
high volume use applications and provide superior leak prevention.
Industry Leading Filterability
Clog resistant, triple filtered, and linear filtered by-pass diaphragms
provide repeatable flush performance and help prevent run-ons and
leaks compared to traditional dual filtered diaphragms.
Water Conservation and Lead-Free Products
Rubber Permex dual filtered diaphragms and parts deteriorate at a
much faster rate than Zurn’s TPE GO BLUE parts, resulting in runons/
leaks or inconsistent flush volumes which necessitates costly
double flushing. Zurn commercial faucet cartridges and spouts
contain less than 0.25% lead content, complying with lead-free
legislation, NSF 61/9, and providing a safer and healthier product
for the end user.
Sensor Upgrades
The majority of flush valves that have been installed over the past
20 years are manually operated. Sensor replacement units, such
as the E-Z Flush®, provide an opportunity to retrofit these valves
and upgrade their performance to the latest technology. Zurn
manufactures superior replacement parts and sensor upgrade kits
that fit on Sloan® and Zurn valve bodies.
Interchangeability
All Zurn GO BLUE® parts are interchangeable with Sloan Regal®/
Royal® Flush Valves. When you replace inferior parts with Zurn GO
BLUE parts, you upgrade to the superior performance and reliability
you have come to know and trust from Zurn. Zurn commercial
spouts, aerators, and quarter-turn ceramic disc cartridges are
interchangeable to fit within Chicago Faucet products.
Save water. Save Money.

21. Advanced Chemical Resistance
14 Day Accelerated Chloramine Test
Exposure % Vol. Change
AquaVantage®
Zurn (TPE)
Thermo Plastic Elastomer
Royal® Sloan® Synthetic Permex® Rubber
Targeted territories will receive a sample.
Time Lapsed
Head-to-head comparison clearly shows superior chemical resistance!

22. Industry Leading Filterability
Problem: Rock and dirt debris clog flush valve diaphragms resulting in wasteful water run-on and leaks
Solution: Zurn patented clog-resistant triple and linear filtered bypass diaphragms resist clogging and provide years of consistent flush performance
33% less clogs vs. traditional dual-filtered diaphragm technology!

23. Why EcoVantage® Systems?
Zurn One Systems™ combine Zurn flush valves and faucets with Zurn fixtures. These systems are packaged together and shipped in one box to the jobsite and can be tagged with any information required such as floor, building, wing etc. With reduced jobsite work and installation time, Zurn One Systems offer the ability to finish jobs faster.

24. Zurn One Systems™ Benefits
Customize how your plumbing supplies are packaged, labeled and shipped
Receive ready-to-install plumbing solutions for easy organization, handling and sorting
Optimized paired performance and a 3-year warranty from one manufacturer

25. Resources: Water Audit Tool
Water audits can help customers realize potential savings by retrofitting their facilities with Zurn water saving products.
Zurn offers a step- by – step guide for conducting water audits
Walks through the steps of setting a meeting with a customer through submitting a water rebate application and product order
The Retrofit Water Audit How-To Guide is available on ZIX for download
(add link for guide to ZIX)

26. Resources: Water Audit Tool
Introduction
Step #1: Present Water Efficiency Product Opportunities
Step #2: Follow-up
KIM PLEASE ADD ---->>>>>>>>>> In Step #2 we need to explain rebate availability and can provide ROI cost savings

27. Resources: Water Audit Tool
Step #3: Perform Water Audit and Data Collection
Use Data Collection Form as a template for gathering data

28. Resources: Water Audit Tool
Step #4: Create Water Audit Report
Step #5: Quote Savings
Step #6: Submit Job: Product Order/Rebate/Installation
Possible Step #7 Complete Rebate Application (if customer requires it)

29. Resources: Zurn.com Webpage
Dedicated landing page on Zurn.com that supports Zurn water efficiency initiatives
Visit zurn.com/StandupforthEarth.com for:
Water Efficiency announcements
Ecovantage® water savings counter
Water savings calculator
Listing of water rebates available nationwide
Literature and additional web resources

30. Resources: Rebate Finder
Rebate Information webpage provides a listing of water rebates available nationwide

31. Resources: Rebate Finder
Click on icon for an expanded listing of potential rebates for each state

32. Resources: Rebate Finder
Most rebate applications are one page and simple to complete
Example Rebate Application

33. Resources: Rebate Assistance
For customers requiring additional rebate assistance, Zurn offers a turn- key service for finding and submitting water rebates
Contact for rebate assistance
For urgent request, contact Ali Daniel at or
Use Ali’s phone number and as well (rebates as primary, Ali as secondary or for urgent requests)

34. Resources: Case Study Wins
California Institute of Technology
Cleveland Zoo
Water audit led to retrofit of all campus buildings with Zurn flush and fixtures
Retrofit of restrooms with EcoVantage®1.1. gpf sensor wall bowl system

35. Goals and Expectations
Grow EcoVantage® sales
Conduct water audits
Establish Zurn as the water efficiency expert
Have Zurn brand be synonymous with water efficiency
Own retrofit market
In person calls will highlight our turn key solution for rebates and product breath availability.

36. Goals and Expectations –WE Appointments
During a territory visit, Zurn associate will meet with the rebate manager:
Introduce our local rep to the water municipality rebate administrator
Introduce Zurn as a leader in water efficiency and a manufacturer of products available for water rebates
Differentiate Zurn’s value proposition
Identify large users of water in their territory
Request a customer list of high water users
Example Appointment for a Municipality – Water Authority

37. Strategic Vertical Markets
A Zurn Water Efficiency team member will contact you to set up calls in your region to target our key verticals.
Zurn key vertical assist:
Airports --Lauren Crawford
Federal -- Jim Fessler
Correctional -- Jon Huddle
Stadiums, Arenas, and Amusement -- Ali Daniel
K-12 and Higher Education -- Bob Carter
Hospitals and Healthcare-- Bob Carter
Municipalities -- Kevin Gannon and Ali Daniel
Performance Contractors -- Jon Huddle
Please advise your assist of wins in your area to continue building our portfolio
Ask for permission to use as a case study reference and ensure contact confidentiality
In person calls will highlight our turn key solution for rebates and product breath availability.

38. Associates Assigned to Your Territory
State / City – Area Manager / Zurn Associate
Southern CA
Cunningham
Daniel/Fessler
Northern CA
Cormany
Reno, Nevada
Daniel
Colorado
Neumaier
Arizona
Daniel/ Crawford
Nevada
Daniel/Crawford
Washington
Oregon
Washington D.C.
Huddle
Carter
New York City
Gillespie
Wisconsin
Woehlke
Massachusetts
Atlanta
Davidson
Florida
Texas
Edmunds
New Mexico
Crawford
Hawaii (Honolulu)
Missouri (City Utilities Water Company Customers)
North Carolina (Cary, Durham, Hendersonville)
Fairley
South Dakota (Sioux Falls)
Utah (St. George, Washington County)
Virginia (Brevard County, Charlottesville, Purcellville, Virginia Beach)
In person calls will highlight our turn key solution for rebates and product breath availability.

39. Funnel Management Identify target opportunities
Prioritize / schedule sales calls
Present available rebate $$ and EcoVantage® value prop
Report progress to Zurn area manager on bi-weekly basis
All opportunities will be tracked by AM thru Discover, Proposal, Negotiation and Close phases and reported by Fessler to Sr Leadership on monthly basis

40. Questions & Opportunities
Contact Ali Daniel or Deb Neumaier for further information or requests for audit assistance Share all wins for coverage on social media by contacting Kim Fairley

41. And be Water Wise