1. MY SUMMER INTERNSHIP EXPERIENCE
ASHRAF FARAJ
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INTERN, DISTRICT WL184
Thursday September 1st, 2016

2. My Safety Moment
 Distance Vs. Time
 4-second rule
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3. Personal Background
 True Seattlite
 Senior @ UW
 Prior Experience
 Enjoy fitness & outdoors
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4. “PPP”
 Purpose
 Demonstrate competence as a sales engineer at Nalco
 Process
 Focus on 3 key projects
 Integrate Nalco business & sales models for each project
 Identify savings opportunities
 Present advice to future interns
 Payoff
 Gain a better understanding of why I am an excellent fit for a sales
role with Nalco and supply future interns with tools & insight
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5. Edaleen Dairy
 Dairy farm in Lynden, WA
 Nalco Customer for 4 years
 Key Business Drivers: Reduction of water & fuel usage
 Account Size: ~$12,000/yr.
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PAC 1
PAC 2
PAC 3

6. Edaleen Dairy: People & System Assurance
 System
 No deaerator
 2 Boilers
- 12,000 lb/hr.
- 125 PSIG
 Kevin
 Focuses on task
 Results
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Kevin
Plant Mgr.
Brett
Operator
Dave
Operator
*Quarterly service

7. Edaleen Dairy: Continuous Improvement
 Feed water tank issues
 Quick, inexpensive solution: Insulation
 Long-term solution: Live steam injection
 Water optimization problem
 Solution: Installation of surface BD controller
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8. 1 photo or graphic/no text
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Edaleen Dairy: ROI/Value Communication
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9. Pepsi Northwest Beverages
 Beverage Bottling Plant in Tumwater, WA
 Nalco customer for 8 years
 Key business drivers: Asset protection & water usage
 Fun fact: Can produce up to 1,100 cans/minute
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PAC 1
PAC 2
PAC 3

10. PNWB: People Survey
 Gerald
 Minimal nonverbal behavior
 Quiet, soft-spoken
 Slow & systematic pace
 Dave
 Shares lots of personal stories
 Spacious gestures
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Grant
Plant Mgr.
Garry
Sales Mgr.
Gerald
Maintenance Mgr.
Steve
Purchasing
Herald
Supervisor
Dave
Supervisor
Zack
Supervisor
Jane
Quality Mgr.

11. 1 photo or graphic/no text
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Application of VSP
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12. 1 photo or graphic/no text
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Application of VSP
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13. PNWB: An Analytical Approach
 2 running boilers necessary for Gatorade production
 “Cannot afford to lose another boiler”
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Low pH
High Iron
Leaking pipes
High iron
Low cycles
Low temp.

14. PNWB: Detailed Description of Problems
 Iron deposits on steam generating surfaces of boiler
Causes reduction in heat transfer efficiency
Iron problems originate in condensate system
• Dissolved gases aren’t being cooked off in FW tank
• CO2 drives corrosion
• O2 causes corrosion
• Low pH drives corrosion rates
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15. PNWB: Current program
 Current program
 Improper chemical treatment
 Miura Boilers
- High heat flux systems
- Mild steel economizer
- Integral conductivity probe issues, hence low cycles
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16. PNWB: Proposal
 Operational/Mechanical
 Replace condensate return piping
 Install external surface blowdown controller
 Live steam injection into Feed Water tank
 Chemical
 Scale/corrosion inhibition in boilers (22310)
 Neutralized oxygen scavenger (2895 Plus)
 pH buffer in condensate (1820)
 Costs
 $3,000 for condensate return piping
 $2,500 for labor
 $250,000 for a new boiler
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17. 1 photo or graphic/no text
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PNWB: ROI & Savings
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18. Peace Health
 Hospital located in Bellingham, WA
 Currently: ChemTech.
 Key business drivers: Asset protection & prestige
 Cold to interested
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PAC 1
PAC 2
PAC 3

19. Peace Health: Overcoming No Trust
 Values Relationships & Results
 Loves going to the range
Set up an appointment to shoot together
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20. Peace Health: Overcoming No Need
 Discoveries
 Boilers
- High Hardness
- Slightly low sulfite levels
 Towers
- Feeding a nonoxidizing biocide tab
- Low chlorine levels
- pH 9+
- High cycles
 Biocide Quick Reference
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Thermal
Foulant Conductivity
CaCO3 1.3-1.7
CaSO4 1.3
CaPO4 1.5
MgPO4 1.3
Fe Oxide 1.7
Biofilm 0.4
Common
biofilms are 4
times more
insulating
than CaCO3
scale!

21. 1 photo or graphic/no text
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Peace Health: Potential scale in boilers
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22. “Sales Notebook”
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23. 2 photos with text
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gray boxes
“Concise Advice”
1. Safety First
2. Utilize & expand your network
3. LSCPA
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Bonus: Learn how to golf!

24. Conclusion
 Purpose
 Demonstrate competence as a sales engineer at Nalco
 Process
 Focus on 3 key projects
 Integrate Nalco business & sales models for each project
 Identify savings opportunities
 Present advice to future interns
 Payoff
 Gain a better understanding of why I am an excellent fit for a sales
role with Nalco and supply future interns with tools & insight
24

25. Any Questions?
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Got questions? Really?
• Thank you District WL184!
• Special thanks to Josh, Wes, AJ, Lanae