Preferred Vendor Rollout for Cylinder Gases Wayne State University June 2013

1. Preferred Vendor Rollout for Cylinder Gases Wayne State UniversityJune 2013

2. Airgas Participants James Flemming Specialty Gas Specialist – SE Michigan Amy Turjanica University Specialist - Great Lakes Region Michael Marihugh Sales Manager – SE Michigan Michael Abshire University & Life Science Sales Manager – Great Lakes Region Robert Elliot Local Sales Representative – Detroit

3. We are a Solutions Company • Gas is our principal product • Leading position in $12B+ U.S. packaged industrial, medical, and specialty gas market • Significant position in U.S. bulk market • Leading platform for U.S. refrigerants, ammonia, and process chemicals markets • We also produce various gases • Fifth largest U.S. producer of atmospheric gases • Leading U.S. supplier of liquid CO2 and dry ice • Largest U.S. producer of nitrous oxide • Engineered Solutions are important complement • Cryogenic management and storage • Laboratory design and installation • Complete gas management solutions for all markets and applications • We sell through multiple channels: • Branch-based field sales • Retail stores • Strategic Accounts • Distributors • Catalog • Telesales • eBusiness • Corporate Tech Support

4. Known Locally Nationwide ~1,100 Locations 875+ branches 325+ HP fill plants 16 ASU’s 18 acetylene plants 5 liquid CO2 production plants 63 regional spec gas labs 8 national spec gas labs 6 hardgoods distribution centers 14,000+ Associates ~1,500 sales people (25% specialists) 5,000+ drivers 10M+ Cylinders 13,500+ Bulk Tanks 5,000+ Vehicles

5. u u u u u u u u u u u u u u u  u u u u  u u u  u   u u u u u  u u  u u u u u   u   u    u Airgas Great Lakes RegionA Closer Look • Headquarters in Independence, OH • 10 main fill plants • 80 branches • Local Manufacturing and Distribution Sites • Ferndale Plant/Branch – production & distribution of all industrial products. • Triangle of industrial gas support; AA, Ferndale, Toledo, and Lansing • Specialty Gas infrastructure; Royal Oak, MI & Lansing, MI production plants ISO & A2LA • Wayne, MI Medical Gas Production

6. Local Branch Support - Ferndale 24/7 Operations - 3 shifts 11 Trucks 40 Employees Customer Service Team Industrial gases: • Atmospherics (oxygen, nitrogen, argon) • Liquid Dewars • CO2 - Hydrogen • Propane • Stocking Point for Specialty and Medical Gases

7. Local Account Management SupportYears of Industry Experience • Local Airgas Account Manager • Vendor managed inventory • Technical information & updates • Troubleshooting • Verification of order & delivery locations • Cylinder audits • Local Specialty Gas & Medical Specialists • Application support and product recommendations • Safety & application training, reviews and compliance • Gas distribution and equipment recommendations • Customized cost savings recommendations • Regional product specialists for bulk gases, safety, welding & cutting, cryo-freezers, gas equipment, and refrigerants

8. Local Customer Service • Airgas customer service representative for WSU will be designated with branch team support • Local inventory min/max levels will be defined and maintained • Scheduled and emergency deliveries • Initiate cylinder audits – ordering, invoicing inquiries • Root cause analysis for any concerns – Airgas CAT system • Dedicated and trained drivers to develop knowledge of WSU campus and needs of end users Technology from around the world, service from around the corner

9. The Right Range of Supply Modes Tube Trailers, Bulk MicroBulk Dewars Cylinders TT 45,100 / 181,155 SCF Bulk 500 - 13,000 Gallon 46,500 – 1.2 mm SCF 230 - 2,000 Liter 61- 528 Gallon 5,658 – 49,162 SCF 230 / 180 Liter 61 / 48 Gallon 5,658 / 4,428 SCF 300 / 200 Size 304 / 228 SCF Size ** SCF expressed in nitrogen volumes

10. Where can we help you at WSU • Mechanical and Other Storage • Backup cryogens (CO2, nitrogen) • Scales, supply mode change equipment • Dry ice • LIN Storage • Nitrogen (dewars, Microbulk, bulk) • Cryogen handling equipment • RDF, inventory systems, supplies • Nuclear Magnetic Resonance (NMR) • Helium and nitrogen cryogens • Cryogen equipment • Glove Boxes • Nitrogen (dewars, microbulk, bulk) • Argon (dewars, Microbulk, bulk) • Laboratory GC • MS, ICPMS, ICP, ECD, FID • Various analytical gases • Laser Research • Pure Gases • Mixed and Rare Gases • Medical Research • Electron microscope nitrogen • Anaerobic and Culture Gases • Oxygen for fermentation • Advanced Engineering and Electronics • Gas Cabinets & Equipment • Research Grade Products • Animal Research • Nitrous oxide • CO2 • CO2/O2 blends

11. The Right Products Specialty gases and equipment • Pure Gases and Precision blends • Laser Gases and Rare Gases • Environmental Gases • Hydrocarbons • Equipment solutions • Specialty gas equipment

12. The Right Products Medical gases and equipment • Airgas Puritan Medical focuses exclusively on medical gases and related equipment • Serving hospitals, home health care providers, doctor-dentist-veterinary offices, and other medical businesses • Medical gases • Medical air • Cylinder oxygen U.S.P. • Bulk liquid therapy oxygen • Blood gas mixtures • Nitrous oxide • Carbon dioxide

13. Safe-T-CylTM Returnable PackageGreen Initiative – Lecture Bottle Replacement • Replaces lecture bottles with a much safer and economical chemical supply solution • Main Valve • High integrity valve used for primary shutoff • Used for high flow control applications • Secondary valve • High integrity regulating valve • Common flow path with main valve • Used as secondary shut-off valve • Used for fine flow control applications • Custom outlet connections • Available for NH3,Cl2,HCl,and SO2

14. BIP®Built in Purifier • Purifier sealed inside cylinder in a high-pressure, inert atmosphere – transparent to user • Removes • Oxygen • Water • Hydrocarbons • Carbon Monoxide • Carbon Dioxide • Halocarbons • Each purifier is tested • Performance guaranteed for lifetime of the cylinder 0.5 micron frit to remove particles Nice for lasers! Built-in purifier

15. Carrier GasECD Make-up GasFID Make-up GasInerting ICP-MS (non dewar)Atomic AbsorptionHigh-grade welding Carrier GasLasers O2 < 10 ppb H20 < 20 ppb THC < 100 ppb N2 < 3 ppm O2 < 10 ppb H20 < 20 ppb THC < 100 ppb N2 < 5 ppm O2 < 10 ppb H20 < 20 ppb THC < 100 ppb Batch Certificateof Conformance Batch Certificateof Conformance Batch Certificateof Conformance BIP® Gas Specifications Note - the specifications are for the product coming out of the cylinder, not for the product in the cylinder.

16. Engineering Solutions GroupWe are the Gas Experts • Located at Technical Center in Oakwood Village, OH • Design/Build/Install Custom Engineered Gas Equipment Systems • Specialty Gases, Process Chemicals, Industrial Applications • Flammable, Toxic, Corrosive, High purity, High Pressure, and High Flow Systems • Complete Project Management • Universities, Life Sciences (Pharm/Bio), Utilities, Chemical, R&D • Will design and can install (following all required codes): • Complete Lab Systems – New Building or Retrofit • Fully Automated Gas Cabinets and Safety Systems • Gas Detection Systems, etc.

17. High Purity Analytical Regulators Do You Have The Right Tool For The Job? • What kind of regulator do you need for your application? • Stainless steel diaphragms • Low "dead" volume to minimize contamination • Diaphragm "packless" valves to avoid off-gassing of halogenated compounds

18. Analytical Components for Gas Line PurityTaylors, SC facility High Purity Regulators Hydrogen Generator Flexible Stainless Steel Pigtails High Purity Flow Meters High Purity Automatic Changeover Panel Zero Air Generator SIR with Tee-Purge Assembly High Purity Line Regulator Tee-Purge Assembly Wall Mounted Protocol Station Gas Detection

19. Do You Even Need Cylinders? • Consider generated gas options • Some systems may have a payback as short as a few months! • Other more economical supply modes • Bulk/MicroBulk • Packs • Dewars • BIP® BIP is a registered trademark of Air Products & Chemicals

20. Cryogenic Gas Management & System DesignLife Science Applications • Onsite and Offsite Cryorepositories • Design-Build Services • Vacuum Insulated Piping for Liquid Nitrogen • Freezer Supply • Redundant Monitoring and Alarm Systems, data is recorded on-site and off-site • Maintenance Program

21. Central Gas Management and Supply Systems Turn-key Laboratory Piping Design and Installation Solutions High Purity Point-of-Use Equipment Analytical Laboratory Design

22. Central Gas Management

23. Gas Monitoring Support Systems • Complete design and software programming • Can Provide: • Remote control and operation • Cylinder tracking • Multiple billing options • By department • Automatic replenishment protocols • Warnings • Safety Administration

24. Dry Ice Products for UniversitiesLargest Dry Ice Distributor in the U.S. Full Block Approximately  10" x 10" x 10" Cut Block Approximately  10” x 10” x 2” Half Cut Block Approximately  5” x 10” x 2” Airline CutApproximately  5” x 5” x 5/8”  Standard Pellets  Approximately 1/2" – 3/4” Pellets Rice Pellets Approximately 1/4" Pellets

25. Refrigerants & Recycling ServicesLargest Refrigerants Distributor in the U.S.

26. Airgas Inventory Management (AIM™)

27. Airgas Inventory Management - AIM™ • Internal and External inventory tracking software • Tracks all products sold by Airgas and other vendors • Enterprise visibility of cylinders (by type, location, bar code, etc.) • Report of all products in use / sold to a location • Standard Reports with filters / Export reports to Excel • Provide Monthly usage data (by type, location, lab, etc.) • Calculates charges by specific account • Optimized Inventory & Cost Savings

28. Visibility of Inventory and History History link with order details

29. Visibility of Inventory and History cont.

30. E-mail Delivery Confirmations-Detailed • Real time email notifications with order details to include • P.O. and cylinder barcodes/serial numbers

31. P.O. Alert…$ Limit

32. P.O. Alert…Expiration Date

33. 32 Excessive Usage Alert

34. Airgas Emergency Response Organization (AERO)Airgas Great Lakes Region • Largest ER Network in the industry • Team Headquartered in Midland, MI • 8 trained technicians 3 located in metro Detroit • Fully equipped response trailer • Includes all necessary equipment to respond to most gas emergencies • Fluorine burner, chlorine kits, high/low pressure containment devices, scrub materials, level A PPE • Team Response • Assess • Control • Mitigate • Remediate

35. Training ProgramsSafety and Compliance is Paramount • We offer many training classes to EH&S, students, staff, and professors as well as the chance to train with our AERO team for cylinder emergency response. When Wayne State University procures it gases through Airgas, we provide training at no cost – below are some of the classes we offer: • Safe handling of compressed gases • Cryogenic safety • Welding and gas safety • Lab safety audit and Code Compliance • NFPA bulk safety audits • Emergency Response Training AERO • Regulator safety training • Helium optimization • How to order from Airgas

36. Campus Walkthrough & Safety Audit ProgramSafety and Compliance is Paramount • Safety Audit Checklist • Analytical Labs • Cryo-storage Facilities • Cylinder and Bulk Storage • OSHA, NFPA, ANSI, CGA, DOT • Presentations and Reports • Safety Training Sessions • Gas and High Pressure Cylinder Handling • Equipment Operator Training • Schedule Meetings to Formalize Safety Procedures

37. Site Audits - Airgas teams to visit key users and locations • Inventory Count, Order Frequency, Critical Stocked items • Delivery Access – Dock or Lab • Bar Code Airgas Items • Key Contacts • Ordering and Billing Requirements • Cost Savings Measures & Initial Safety Review Transitioning SuppliersDeveloping the Game Plan

38. Thank YouAny Questions??