Competition Successes

1. Competition Successes

2. Phil Williams | Rezitech

3. Competitors • Belzona versus Jotun. • Santos was intending to use a Jotun coating for a hydrocarbon vessel operating at 90oC • Misleading information on Jotun data sheet. • Claimed the product was suitable for use with Hydrocarbons and could operate at up to 140°C. • Chemical resistance via Jotun website chemical search engine which showed Tankguard SF is only suitable for immersion resistance at up to 60°C in hydrocarbon application, not 140°C as claimed. • Rezitech informed client of anomaly between Jotun data sheet and Jotun website information. • Jotun credibility damaged. • Rezitech secures order :

4. Competitors

5. Competitors • BelzonaSuperwraps 2 versus others. • Technowrap, Clockspring, TD Williams, NRI, ResQwrap, Loctite all require installation by the suppliers validated application staff. • Superwrap applications are favourable to the oil and gas industry as the client can get their own staff trained both to design and then apply the repairs. • This is a cost saving for them on the application by not having to fly in ‘Specialist labour’ to do the work. • In general, because of the strength of the system itself, the number of wraps per repair will be fewer (we have a minimum of 2 wraps, Technowrap is a minimum of 4). • Viva Energy are using Superwraps 2 extensively as is PTTPEP and soon Exxon Mobil

6. Competitors • Belzona versus Mankiewicz • After the Belzona June 2018 “Sell It” conference in Thailand, Rezitech focused on Wind Power business opportunities. • Found a client using “Alexit” coating manufactured by “Mankiewicz”.

7. Competitors • Belzona versus Mankiewicz • After the Belzona June 2018 “Sell It” conference in Thailand, Rezitech focused on Wind Power business opportunities. • Found a client using “Alexit” coating manufactured by “Mankiewicz”.

8. Competitors • Belzona versus Mankiewicz • After the Belzona June 2018 “Sell It” conference in Thailand, Rezitech focused on Wind Power business opportunities. • Found a client using “Alexit” coating manufactured by “Mankiewicz”. • “Alexit” coating not well supported or reliably stocked in Australia. • Rezitech explained benefits of Belzona 1341 and availability of local supply, service and technical support. • Secured sale for LEP application with tower base sealing works to come in future (insert copy of order that Trev secured)

9. Know your enemy Tomomi Aono （JMS）

10. Research Research competitor’s product Ex) Belzona1511 VS Devcon HR Super3000 1. Price 2. Performance

11. ROUND 1PRICE Price is twice as much as Belzona1511 Belzona1511 Devcon HR Super3000

12. ROUND 2PERFORMANCE Heat resistance is better than Belzona1511, BUT… Devcon failed! <Heat resistance> Belzona1511：210℃ Devcon HR Super3000：300℃ PCT（Pressure Cooker Test） Belzona1511 Devcon HR Super3000 Temprature：150℃ Humidity：100% Pressure：about 4bar

13. Summary THANK YOU! Research using connections ・Co-worker ・Sub distributors ・Reliable asset Owners ・Think multilateral viewpoint ・Never give up ・Always challenging Self analysis ・Find the strong point of Belzona ・Internal Test ・Ask Belzona Know your enemy,Know thyself,and You shall not fear a hundred battles

14. Overcome Competitors Mr.PanitKittikunakorn Sales and Project Manager Pan Mechanic Engineering Co.,Ltd. Thailand Distributor

15. Overcome Competitors Electricity Generating Authority of Thailand (EGAT) State owned electricity production company Ratchaburi Electricity Generating Power plant Require to re-coat internal corroded Cooling Water Underground Pipeline Pipe dia 2 – 3 m. , total area >7,000 sq.m. Coating with Belzona 5811 , Belzona 1341

16. Overcome Competitors Ratchaburi Electricity Generating Power plant

17. Overcome Competitors Ratchaburi Electricity Generating Power plant

18. Overcome Competitors Ratchaburi Electricity Generating Power plant

19. Overcome Competitors Ratchaburi Electricity Generating Power plant

20. Overcome Competitors Ratchaburi Electricity Generating Power plant

21. Overcome Competitors Ratchaburi Electricity Generating Power plant Inspection after used for many years in services , still in excellent condition

22. Overcome Competitors Ratchaburi Electricity Generating Power plant How to compete and overcome them? • Involve in specification written phase (specified minimum physical properties, adhesion test ,…etc. ) • Specified Past Experience • Offer longer warranty term (8 years) include site inspection every 2 years • Offer Pipeline complete cleaning package in our proposal Who were competitors ? • Loctite • ARC Chesterton • ENECON • Local Coating Brand During 2005 – 2015 , CW Pipeline is one of our largest application in each year for many Power plants throughout Thailand

23. Overcome Competitors Competitors Overview in Thailand (Global Brands)

24. Overcome Competitors Competitors Overview in Thailand (Global Brands) How Competitors can effect our business ? • Do they have plan to expand business ? Expand aggressively or slowly ? Employ more people ? Open new workshop/area office ? • Is Coating business important to their overall business ? • How large are their services capability ? • What scope they can do ? What they can not do ? • How their products/services are superior / inferior than ours ? And how we can improve ? • Pay close attention to their key customers

25. Final Slide Overcome Competitors THANK YOU!