SALES

Question 1

What size is your sales team

Answer 1

13 people led by Jim Kuehn

Question 2

How do you tracks Sales:

Answer 2

CRM: SalesForce
Weekly Opportunites calls with KPI Review
Sales / RM /VP Proposal Dev Team All
Cadance around account size:
Large >$200K 45 accounts ~80% Rev 70% Nested
Med 20-200K 130 accounts ~ 16%
Sm <20K 400 accounts ~3%
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Our focus: Capture large accounts with reoccuring $

Question 3

how do you develop proposal

Answer 3

• • Dedicated PD Team
• Build in SF
• Pushes to FFX
• Pushed to Netsuite for billing
  T&C
  Work with VP on price books
  Work on Price increases
• All proposal are approved with hiearchy based on Revenue and margins as well a crew mix for IS
• IS KPI - Man/hr rate

Question 4

Whats driving growth

Answer 4

Agressives Sales Team
Responsiveness
Resource Availability (sharing resources)
Vendor relations
BM run their business like it’s theirs

Question 5

CRM

Answer 5

Salesforce
KPI Tracking
Quoting
FFX 300 Tablets

Question 6

how many customers
Tenure
Avg Ticket size

Answer 6

600+
Avg Tenure 12 years
Avg ticket $3.5K

Question 7

Tell me about ENV Tech Services

Answer 7

$8.5M 47% margin
Avg Ticket $5.4
Spill Response (Day to Day / pump failures/ leaking drums leaking valves)
Chemical Cleaning
Confined space rescue
2022 executed 230 jobs

Question 8

Tell me about Bin Whipping

Answer 8

Cleaning vessels that store dry material (Grain /Flour etc)
Dry process recover the material
No CSE
Less Labor

Question 9

Tell me about Sponge blasting

Answer 9

Dry process (like sand blasting)
Silica Regs
Safer
Low dust
Profile surfaces

Question 10

Tell me about Waterblasting

Answer 10

30% Revenue Margin 39%
Technical works
PW on steroids
Automation
Shotgun / Lance (Automated)
Heat Exchanges / Evaps
Automation - Less Labor /often no CSE
Better cleaning - Consistant pressure and time in tube
Safer

Question 11

Tell me about WM

Answer 11

Rev 10M 10%
42% GM
total WM
S/M Quantity Generators
Model- Prevent/Reuse/Recovery/Incin/Landfill
* 2M lbsHaz waste
* 650K gallons liquid waste
* 11M lbs metal
* 57M lbs cardboard

Question 12

Tell me about PD

Answer 12

$10M 63%GM
4 locations
Safety Devices Cats (Airbags - Dash/ Seat Steering wheel)

(Wheels Transmission)
Product returns and brand protection

Question 13

Tell me about TK Loss

NHTSA

Answer 13

Lost 2022 to General Dynamics
Our contract was up theres ran through 2022
Came back 2023 - GD is primailary focused on military munitions
SES model is a greener technology (Metal rcycle)

National Highway Traffic Safety Admin

Question 14

Safety Device future

Answer 14

32M still from origninal recall
30M TK Desicant Bags (April Meetings)
TK Volumes next 3 yrs projected at 13M pounds

ARC potential recall of 30-50M FEB 23 article