Selling Fire Sentry Productsin the

Oil, Gas, and Petrochemical Markets

Where Is Fire Sentry’s Market?

• Gas Transmission• Liquid Products

Pipeline Companies

• Fuel Distribution• Refineries• Petrochemical

Plants

• Gas Processing Plants

• Offshore Drilling And Production

• Fire & Gas Systems Integrators

• Engineering Firms

Gas Transmission Applications

• What Applications– Compressor Buildings!– Compressor Buildings!– Compressor Buildings!

• Who Do You Sell?– I & E Engineer Who Specifies Gas Detectors– Often Influenced heavily By Local

Engineering or Maintenance Personnel

OFFSHORE DRILLING & PRODUCTION

• What Applications– Process Areas– Manifolds– Compressor Buildings– Customer Has A Clear Understanding Of

Where He Wants To Put Them

• Who Do You Sell?– I & E Engineer Who Specifies Gas

Detectors, At Both The Corporate Level And Engineering Firms

Liquid Products Pipeline Companies

• What Applications– Pumping Stations– Metering Stations– Product Storage Terminals

• Who Do You Sell?– I & E Engineer Who Specifies Gas Detectors– Often Influenced Heavily By Local

Engineering or Maintenance Personnel

Refineries and Petrochemical Plants

• What Applications– Pump Skids (process units and tank

farms)– Manifolds/Product Transfer Areas– Truck Rack, Rail Rack, Marine Terminal– Compressor Buildings– Potential Hydrogen Fire Detection

Applications?

Refineries and Petrochemical Plants

• Who Do You Sell?– Sometimes, But Usually Not The

Instrument/Analyzer Guys– Usually Not The Fire Marshall– Usually Not The Safety Engineer

(influence, though?)– Often Found In Electrical Engineering

Department– Key Contact Is Often Found In “Oil

Movements” (Refinery) or “Terminal”

Fuel Distribution(Gasoline, Diesel, Jet Fuel, etc.)

• What Applications– Truck And Rail Loading Racks– Marine Terminals– Pump Rows, Pump Pits– Manifolds

• Who Do You Sell?– I & E Engineer Who Specifies Gas

Detectors– Often Influenced Heavily By Local

Engineering or Maintenance Personnel

Fire & Gas Systems Integrators

• What Applications– Every Kind Imaginable

• Who Do You Sell?– Fire Protection Engineers Who Are

Responsible for System Design/Equipment Specification

Engineering Firms

• What Applications– All Of The Previous Opportunities

Discussed!

• Who Do You Sell?– Fire Protection Engineers – I & E Engineers– Control Systems Engineers

Hurdles To Success!

• Long Term Reliance On Thermal Detection• Lengthy Track Record With Competitive

Equipment.• Past (Bad?) Experience With Optical Fire

Detection• “If There Is A Fire, Someone Will See

It!”• Budget Issues: May Be Long-Term Sell

What You Have Going For You!

• Better Area Coverage Than Thermal Detection

• Faster Response To A Fire Than Thermal Detection

• Best Technology• Very Competitive Price• “Win - Win” Proposition For

Customer!

Selling Fire Sentry Productsin the

Oil, Gas, and Petrochemical Markets