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ÉTÉ•2008

SUMMER•2008

LE MAGAZINE DE I’ASSOCIATION CANADIENNE DES DISTRIBUTEURS DE PRODUITS CHIMIQUES

CDN

Responsible Distribution ~ Our Commitment ~

Distribution Responsable ~ Notre Engagement ~

$3.95


THE ONLY THING CHALLENGING ABOUT ENVIRONMENTAL INSURANCE IS NOT HAVING ANY.

The Environmental and General Liability Exposures (EAGLE) Program through the AIG Companies makes getting environmental insurance simple. The benefits of the EAGLE program, for a broad spectrum of distributors, processors and manufacturers, are clear: • Helps reduce risk of coverage gaps ®

®

• Helps save time and budget with a single program and single underwriter • Provides access to value added programs With the strength of the AIG Companies behind it, EAGLE provides a customizable solution – insurance simplicity for environmental complexities. ®

For more information about AIG Environmental, call your insurance broker or contact us at aigenvironmental@aig.com

THE STRENGTH TO BE THERE. ®

®

AIG Environmental is a division of the property and casualty insurance subsidiaries of American International Group Inc. (AIG). Insurance underwritten by member companies of AIG. The description herein is a summary only. It does not include all terms, conditions and exclusions of the policies described. Please refer to actual policies for complete details of coverage and exclusions. Coverage may not be available in all states. Issuance of coverage is subject to underwriting guidelines.


the

Chemunicator THE MAGAZINE OF THE CANADIAN ASSOCIATION OF CHEMICAL DISTRIBUTORS

S U M M E R • 2 0 0 8 Volume 20, Number 2

MD

627 Lyons Lane, Suite 301 Oakville ON L6J 5Z7 Tel.: (905) 844-9140 | Fax: (905) 844-5706 | www.cacd.ca CACD BOARD OF DIRECTORS

President Rod Paterson, A. S. Paterson Company

Contents

Vice-President Tony Craske, Unipex Solutions MD

Secretary Treasurer Michael Staley, Brenntag Canada Inc.

FEATURES

Details on this Year’s Annual Meeting – C. Wieckowska ....................

6

The Harsh Mathematics of Diesel Fuel – P. Stevens ......................

12

LV Lomas Ltd. – Building a Better Place to Work ........................

16

How to Gain Access to Decision Makers – B. McCormick..............

22

10 Reasons to Attend NACD’s OPSEM 2008 – M. Shepherd ........

23

New Cross-Border Cooperation – T. LeBlanc ....................................

24

FECC Congress: On the Right Track – M. Fermont..........................

26

Management Reporting Then & Now – J. Black ..............................

29

Editors

N O T E S ..............................................................

4

Mark Your

5

Presidents

5

Company

8

C A L E N D A R S ......................................

M E S S A G E ............................................

N E W S ............................................................

The Green

15

Employee

18

Executive

30

N E W S ..........................................................

D I R E C T O R ..........................................

Responsible Distribution ~ Our Commitment ~

Directors-at-Large David Ballantyne, Sodrox Chemicals Ltd. Kathie Taylor, Charles Tennant & Co. David Luciani, Min-Chem Canada Inc. Willy St.Cyr, Univar Canada Ltd. David Lloyd, Diversity Technologies Corp. Randy Bracewell, ClearTech Industries Inc.

Executive Director Cathy Campbell | ccampbell@cacd.ca

Member Services Coordinator Catherine Wieckowska | catherine@cacd.ca

the

Chemunicator THE MAGAZINE OF THE CANADIAN ASSOCIATION OF CHEMICAL DISTRIBUTORS

Editor Catherine Wieckowska

DEPARTMENTS

C H E M U N I T Y ....................................

Past President Peter Jobling, Cambrian Chemicals Inc.

Design & Layout V.ZiON Designs www.vziondesigns.ca Tel.: 416.712.2831 email: adam@vziondesigns.ca

Printer Pocket Press Printing 467 Speers Road, Unit 14 Oakville, ON L6K 3S4

Direct news releases, new product releases, professional staff changes, etc., to the Editor at CACD offices at the address above The Chemunicator is published 3 times a year.

Advertising Sales Catherine Wieckowska e-mail: catherine@cacd.ca Phone: (905) 844-9140 | Fax: (905) 844-5706

Copyright 2008 by Canadian Association of Chemical Distributors. All rights reserved.

Note: CACD does not approve, endorse or promote, nor does it assume any responsibilities for damages arising from the use of the products, services and technologies mentioned or advertised in the Chemunicator

CACD assumes no liability for errors, omissions or inaccurate information in the articles, advertisements, and/or accuracy of information provided by writers, authors or vendors. Responsible Distribution is a registered trademark of the Canadian Association of Chemical Distributors.


W I N T E R • 2 0 0 6

EditorsN

Do YOU have the time?

T H E

O T E S

C H E M U N I C A T O R

Avez-VOUS le temps ?

HAVE YOU RECENTLY COMMITTED TO A community program? Social group? Special project at work? Exercise regime, or personal goal? Most people have no issue with signing up and getting on board, it’s the commitment to seeing the entire program through that proves to be the real challenge. More and more, I hear people say, “I’ve joined a yoga class”. Months later the statement has changed to “I had to cut out my class because I have no time”. Is that really true? Or has our commitment to ourselves and community plummeted?

VOUS ÊTES-VOUS ENGAGÉ RÉCEMMENT DANS un programme communautaire, un groupe social, un projet spécial au travail, un régime d’exercices ou l'atteinte d'un objectif personnel? Pour la plupart des gens, décider de s’enrôler dans une nouvelle activité est facile; le vrai défi est de s’engager à poursuivre le programme jusqu’au bout. De plus en plus souvent j’entends des gens dire : "Je me suis inscrit à un cours de yoga". Après quelques mois, on entend ces mêmes gens dire : "J'ai dû abandonner, je n'ai pas le temps". Est-ce vraiment la vérité ou si ça n'était pas plutôt notre engagement envers nous-même ou notre groupe qui a pris du plomb dans l'aile?

I am very guilty of committing to people or groups, fill Catherine Wieckowska my plate, then feel guilty that I have to cancel my Lorsque je m'engage envers d'autres personnes ou des Member Service Coordinator & Chemunicator Editor dinner plans with a friend or co-worker. The reality is, groupes, je me sens très coupable si je dois m'absenter life is getting busier and busier. We have tools to assist d'un repas avec un ami ou un collègue dès que je suis us with this fast pace life, however, the real technique comes from within. It servie, pour pouvoir respecter cet engagement. La réalité c'est que la vie nous comes from our time management and priority list at home and the tient de plus en plus occupés. Même si nous avons des outils pour nous workplace. adapter à cette vie trépidante, la vraie technique se trouve dans notre for intérieur. Elle origine de notre gestion du temps à la maison et au travail. CACD’s committees are devoted to saving you time by having representation at industry groups, government relations and responsibility programs. The Les comités de l'ACDPC sont là pour vous sauver du temps en vous newly developed “You Be The Chemist Canadian” committee is looking for représentant auprès des groupements de l'industrie, dans les relations avec les fresh volunteers. The committee is sourcing individuals who can offer their gouvernements et dans les programmes de gestion responsable. Le nouveau time and dedication to getting the program off its feet and into the education comité "Vous êtes le chimiste canadien" est à la recherche de nouveaux system. The group is currently made up of 12 contacts and the regular 5-6 bénévoles. Le comité cherche des individus qui peuvent donner du temps et people who continue to attend the scheduled meetings and tackle the de leur enthousiasme pour lancer le programme et l'intégrer au système de required action items. Although the Committee is doing a great job with a formation. Le groupe est formé de 12 contacts et de 5-6 membres réguliers limited amount of resources, we need YOUR COMMITMENT. If you qui continuent d'assister aux réunions régulières et se chargent d'appliquer les think you can spare a couple of hours each quarter, please get in touch with décisions. Même si le comité fait un excellent travail, nous avons besoin de myself and / or Isabel Alexander, the committee Chair. VOTRE ENGAGEMENT. Si vous pensez pouvoir donner quelques heures par trimestre, contactez-moi ou Isabel Alexander, présidente du comité. F.H. Black, a new supplier partner to the CACD, has written a great article on ways to save time on inventory and data management. On page 24, The F.H. Black, un nouveau fournisseur partenaire de l'ACDPC, a écrit un article Canada Border Service Agency tells us about the recent agreement made fort intéressant sur la façon de sauver du temps lors des inventaires ou de la with the US to strengthen cargo security and speed up cross border times for gestion des données. À la page 24, l'Agence des services frontaliers du the hard working drivers. In the article “How can you gain access to higher Canada nous informe sur l'entente récente avec les USA visant à renforcir la level decision-makers?”, Bill McCormick suggests time saving techniques to sécurité du transport de marchandises et accélérer le passage des frontières get the results you want from senior management, suppliers and customers. pour les chauffeurs qui travaillent de longues heures. Dans l'article intitulé : Each of these articles can assist you in making stronger business "Comment accéder aux décideurs de haut niveau?", Bill McCormick nous management decisions. propose des techniques d'économie de temps pour obtenir les résultats escomptés de la part des officiers supérieurs, des fournisseurs et des clients. Whatever your personal or professional goal is, find the time for it. Leave Tous ces articles peuvent vous aider à prendre de meilleures décisions the particulars to the gadgets and gizmos. Making the commitment to d'affaires pour votre entreprise. “yourself ” proves to be the most challenging ingredient but definitely the most rewarding! Quel que soit votre objectif personnel ou professionnel, trouvez du temps à lui consacrer. Laisser les détails aux gadgets et aux gizmos. Vous engager envers vous-même peut bien être l'ingrédient le plus exigent mais c'est aussi See you at the yoga studio, le plus satisfaisant.

Catherine

PS – Happy Birthday Isabella and Adam!

M O T

Au plaisir de vous rencontrer au studio de yoga,

D E

Catherine

PS – Bon anniversaire à Isabella et Adam !

l’Editeur 4


S U M M E R • 2 0 0 8

PresidentsM SUMMERS ARE

TOO SHORT.

E S S A G E

Mark Your C

A L E N D A R S

CACD Semi Annual Meeting November 6th, 2008 Oakville Conference Center, Ontario

REGARDLESS OF WHETHER you measure a summer in months, weekends like I do, or days like Edmonton does, they are too short.

OPSEM September 10th – 12th, 2008 Caribe Royal Orlando

APICS (Assoc. for Operations Managers) September 25th, 2008 Royal Botanical Garden, Burlington, Ont. Guest Speaker: Cathy Campbell, CACD

This summer has been particularly short for our association.

Our Responsible Distribution committee laid out a very ambitious schedule for preparing a request for proposal for potential alternative verifiers for our RD program and evaluating Rod Paterson the responses. To the credit of President of A. S. Paterson Company Bernie Cook of Brenntag and his committee, six contenders have already been interviewed, compared and a recommendation has been submitted to the board. For the RD committee, summer can start now.

ICG CEPA Workshop: September 30th – October 2nd, 2008 Toronto, Ontario

RCMP Precursor and Chemical Diversion Conference October 29th & 30th, 2008 Quebec, Quebec NACD Annual Meeting December 1st – 5th, 2008 Scottsdale, AZ

After a meeting of the International Warehouse Logistics Association, the National Association of Chemical Distributors (USA) and our Operations and Logistics committee, John Auger of Brook Warehousing (USA) and Robert Dineen of Dominion Warehousing (Toronto) are preparing a draft code of practice for third party warehouses who handle chemical products. The objective is that IWLA member warehouses can be third party verified against this code allowing CACD and NACD members to use them with confidence that a specific level of performance can be expected. The draft document will be completed any day now for NACD and our Operations and Logistics committee to consider. Once the draft is completed, our O&L committee’s summer will become shorter.

Committee Meetings:

Board September 23rd, 2008 November 5th, 2008

OLC October 8th, 2008 December 10th, 2008

While the volunteer-fueled committees of our association could become dormant during the summer, they continue to drive our association and our industry to higher heights.

RAC October 7th, 2008 at Ciba October 28th, 2008 at CACD December 16th, 2008 at Bayer

For my part, just before launch in June, my boat’s rudder was discovered to be cracked prompting a 4 week repair and reinstallation period which in turn provided my wife with the brainstorm that this summer without sailing would be perfect for rebuilding our deck and staining our cottage. My summer is over.

RDC September 18th, 2008 in Fergus, Ontario December 4th, 2008

I hope that you can salvage a great summer out of the coming weeks.

Montreal Chapter September 10th, 2008 November 19th, 2008

Rod Paterson,

President A.S. Paterson & Co.

Western Chapter September 11th, 2008 in Edmonton November 13th, 2008 in BC

5


CACD’S Annual T H E

N O T OR P E AR

C H E M U N I C A T O R

John McAllar, Absolute Chemicals Canada Inc.

THIS YEAR’S ANNUAL GENERAL MEETING MET IN beautiful Quebec City on May 28th-30th, 2008. The conference was chaired by CACD’s Vice President, Tony Craske of Unipex Solutions. The association celebrated their 22nd annual conference with the City’s 400th anniversary.

PHASE 2 CERTIFICATES: Clayton Schneider, Panther Industries Inc. Don Boisjoli and Randy Bracewell, ClearTech Industries Inc. Teena Warrin and Fred Khory, Croda Canada Ltd. Kevin Russell and Rand Lomas, L.V. Lomas Ltd.

The meeting kicked off with a Wednesday night dinner and presentation from David Mendel, co-founder of Canadian Cultural Landscapes, who gave an illustrated presentation on how “Kebek” was born. The presentation captivated the audience with details on culture, architectural development, politics, art and culture as well as the always-changing city’s landscape.

Our supplier partners who have given to the CACD’s Education Fund for over 5 consecutive years were presented with the Supplier Partner Continuous Support Award. The recipients included the following companies and the respective company representatives:

Peter DiTecco, Armbro Transport Bob Rose, Dominion Warehousing & Distribution Services Ltd. Yves Nantel, ICC The Compliance Center Minton Wing, Katoen Natie Canada Lew Pleven, Lakeside Logistics Inc. * Multimodal Logistics Systems Ltd. and ICL Performance Products LP were given their awards at a later date*

MORE THAN TH

Congratulations to all 7 companies and thank you for your support to the CACD and quality service to the association’s member companies.

Thursday morning began with the Annual Members Meeting. Rod Paterson, CACD’s President, reviewed the association’s current position and direction moving forward. Mr. Paterson, along with Cathy Campbell, Executive Director of the CACD, presented the Responsible Distribution Phase 1 and Phase 2 certificates to the successful member companies. The certificates were presented to the following members and their respective company representatives (from left to right in photos):

* Alpha Chemical Ltd., Ciba Canada Ltd., Tartan Color & Chemical Inc., and FloChem Ltd. were sent their Phase 1 re-verifications certificates following the meeting. Bayer Inc. – Toronto office, Megaloid Laboratories and Phancorp Inc., received their Phase 2 certificates, following the Member’s Meeting. *

PHASE 1 CERTIFICATES: Tina Pelton, Fanchem Ltd. Dave Emerson and Dharold Read, Canada Colors & Chemicals

Congratulations to all our successful members. The Association is very proud of your efforts and dedication to RD!

6


General Meeting S U M M E R • 2 0 0 8

The members then joined the rest of the group for a morning of interesting guest speakers. Hendrick Abma of the FECC gave an overview of the European Association’s current standing. The keynote speaker, Mike Duffy gave a humoured summary on Canadian politics and told stories of personal experiences with the many national leaders. Clément Gignac of the National Bank of Canada reported on the expected recession and value of the Canadian Dollar.

from Phantom of the Opera, Evita, Andrea Bocelli, etc. A night to remember!

Friday morning was a bright and early start for the golfers. The shotgun tournament was held at Mont-Tourbillion Golf Club. The winning team was presented with the Kingsley & Keith trophy by David Lloyd of Diversity Technologies and CACD’s Director. Dave Ballantyne, Sodrox Chemicals, Albert DeLuca, Olin Chlor Alkali Products, and John McAllar, Absolute Chemicals Canada celebrated their win with a big smile and of course the usual bragging rights.

The recreation tour group was whisked away to explore the many hidden treasures and tastes of L’île d’Orléans. The group was taken to a Chocolaterie, lunch at Goélich Restaurant, art galleries and boutiques at St-Laurent & StJean Villages, and to a Sugar Shack to see Maple being made and have Maple Toffee ice treats. Friday night always marks a bittersweet celebration. A celebration of another triumphant meeting but the closure to the annual gathering of colleagues, suppliers, customers, and of course, good friends.

Thank you to our annual meeting sponsors. The meeting was a success due to your monetary donations.

HE EXPECTED! Lastly, Laura Dornbusch of Expo Chemical spoke on behalf of the Chemical Educational Foundation (CEF) and built enthusiasm for the CACD’s You be the Chemist Committee and Challenge.

Thursday evening left the audience awe stricken with the performance by Mask and Bergamask at the extraordinary La Chappelle. The opera duo mesmerized the group with songs

2008 SPONSORS AIG Environmental – Keynote Speaker partial Sponsor Direct Service Network – Silver Sponsor Charles Tennant & Company – Bronze Sponsor ICC The Compliance Center – Bronze Sponsor Inortech Chimie – Networking Break Sponsor

Lastly, thank you to Tanya Malone, summer student at CACD, and Cathy Campbell, Executive Director for your support and help during our busiest time at the association. Cathy – your guidance and expertise made the planning and implementation a breeze! Many thanks for being such a great mentor. Thank you to Tony Craske and Rod Paterson for lending advice when needed and not “cringing” too much, when I snuck up behind you for yet another action item or announcement. Thank you to the membership, supplier partners and industry allies across the globe who continue to attend our conference. Not only for supporting the association but also, making each year interesting, captivating and exciting! Without you, there would be no AGM! See you next year in Kananaskis, Alberta! Catherine Wieckowska Editor, Chemunicator

* For results from our AGM performance survey, photos from the conference, or attendee list, please visit our Annual Meeting webpage at www.cacd.ca/agm.

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CompanyN

ASHLAND TO ACQUIRE HERCULES

T H E

E W S Mississauga, ON

C H E M U N I C A T O R

L5T 0A3

In addition to this move, our corporate employees (Executive, Credit, Accounting, Human Resources and Finance) will also be relocating to a different location mid-year. Details will be sent at a later date. Please note our Customer Service Department will remain in its current location in Brampton.

Covington, Ky. & Wilmington, Del., July 11 - Ashland Inc. and Hercules Inc. today announced that they have entered into a definitive merger agreement under which Ashland would acquire all of the outstanding shares of Hercules for $18.60 per share in cash and 0.093 of a share of Ashland common stock for each share of Hercules common stock. The total transaction value is approximately $3.3 billion, or $23.01 per Hercules share based on Ashland's July 10 closing stock price and including $0.7 billion of net assumed debt. The transaction, which would create a major, global specialty chemicals company, is expected to close by the end of calendar 2008.

CHARLES TENNANT PROUDLY REPRESENTS IMPACT COLORS

Impact Colors Mission Is - To provide the highest quality pigment and products to the Marketplace worldwide and Charles Tennant is pleased to be a part of this new venture. Impact Colors is focused on providing technically advanced products that will provide customers with maximum impact and dramatic effect. They are committed to providing these products & services in a fashion that is environmentally safe, clean, friendly and effective. They are committed to consistent ethical practices in dealings with customers, suppliers, staff, and community.

PETRO-CANADA NAMES BRENNTAG AS DISTRIBUTOR FOR WHITE MINERAL OILS IN CANADA

Brenntag Canada and Petro-CanadaTM Lubricants announced today that they have signed an agreement appointing Brenntag Canada as a distributor of Petro-Canada’s PURETOLTM White Mineral Oil products. The agreement enables Brenntag Canada to expand the range of ingredients offered to its customers, and gives Petro-Canada a broader channel to market, benefiting from Brenntag Canada’s geographic presence and market expertise.

Their product range includes – Pearlescent and Irridescent pigments, Bismuth Oxychloride Pigments, Titanium Dioxide coated Mica and Iron Oxides, Metallic and Earth tones and the list goes on. These products offer a wide variety of dramatic and intense colour effects that can be used in all types of liquids, powders, gels or emulsions. For further information regarding Impact Colors and their products please contact Charles Tennant and Company at:

“With this appointment we strengthen our leading position in Canada in the Food, Pharmaceutical and Personal Care markets” said Jill Collins, Business Manager, Fine Ingredients. “The new partnership of Petro-Canada and Brenntag will ensure that our Canadian customers have readily available quality products, which are competitively priced to continually enhance both their products and processes. The Petro-Canada PURETOLTM branded products are well established in the industry, with an excellent reputation and recognition among current and potential customers. They complement and significantly enhance our existing portfolio of products for the markets in which we participate.”

416-741-9264 in Toronto - or - 514-631-8580 Montreal -or 604-466-9662 Piscataway, NJ- April 15,2008 AMERCHOL INTRODUCES SATINFX DELIVERY SYSTEM

Amerchol, a business unit of The Dow Chemical Company and its consolidated affiliates, introduced a new patent-pending excapsulation and delivery system at In-Cosmetics 2008 in Amsterdam, the Netherlands. Known as SatinFX delivery system, this versatile, easy-to-use technology enables both hydrophobic and hydrophillic actives to be encapsulated in a variety of skin care products.

CANADA COLORS & CHEMICALS NEW SALES & MARKETING ADDRESS

The introduction of the SatinFX delivery system is another example of Amerchol's strategy to bring new technologies to the personal care industry in support of market needs meant to fulfill the increasingly sophisticated demands of the consumer. The SatinFX delivery system helps to address formulators'

To better serve our customers the Sales and Marketing Group is relocating to a modern new facility in Mississauga, closer to our Brampton flagship operation. Effective Monday, May 5, 2008 CCC Sales will be operating out of a new building at: 6605 Hurontario Street Suite 400

8


S U M M E R • 2 0 0 8

(PIC). With the collective impact of these two deals, performance products and advanced materials will represent 69 percent of Dow’s total sales, on a 2007 pro forma basis, compared with 51 percent prior to these transactions.

needs to improve the stabiilty and delivery of active ingredients, in response to the consumer demand for more effective, multifunctional skin care products. "Improving the stability of sensitive actives such as Vitamin C is a critical need of many skin care formulators. SatinFX delivery system provides enhanced stability over time, which helps prevent oxidation of the actives and discoloration of the finished product."

Financing for the acquisition includes an equity investment by Berkshire Hathaway and the Kuwait Investment Authority in the form of convertible preferred securities for $3 billion and $1 billion respectively. Debt financing has been committed by Citi, Merrill Lynch and Morgan Stanley who acted as financial advisors on the transaction.

In addition to enhanced stability, the SatinFX delivery system also enables the encapsulation of "incompatible" ingredients to provide multiple performance benefits. For example, it can be used to encapsulate dihydroxyacetone (DHA) and amino acids to create sunless tanning products and also provide anti-aging benefits.

Andrew N. Liveris, Dow chairman and CEO, commented: “The acquisition of Rohm and Haas is a defining step in our transformational strategy to shape the “Dow of Tomorrow” – a high value, diversified chemicals and materials company, creating the largest specialty chemicals company in the United States with a leading global position in performance products and advanced materials.

The SatinFX delivery system can also be used to improve the aesthetic properties of many formulations, such as facial creams, eye gels and serum, and body lotions. "Some actives provide significant benefits to the skin, such as alpha hydroxy acids, but they can also be very irritating. By encapsulating these actives, the potential for skin irritation is reduced, which helps provide a better experience for the consumer."

COMPLIANCE IN WESTERN CANADA JUST GOT EASIER

Mississauga, ON --- July 14, 2008 --- ICC The Compliance Center announced today that it is expanding operations into western Canada. The company will have an office in Edmonton, Alberta Canada which will be open for business Sept 2, 2008, to serve western provinces. In addition to transportation safety supplies, the Edmonton office will conduct training courses on topics such as shipping dangerous goods by ground, air, and WHMIS regulations.

To learn more about this exciting new product, contact your Tennant Personal Care Representative in: Toronto- Monika Melao 416-747-3117. Montreal- Lane Crassoski 514-631-8580.

DOW ACQUIRES ROHM AND HAAS, CREATING WORLD’S LEADING SPECIALTY CHEMICALS AND ADVANCED MATERIALS COMPANY

“This is an excellent opportunity for us to establish new – and maintain long-term – relationships with our western client base. Our proximity to western clients enables them to take advantage of faster delivery times and reduce costly freight charges,” remarks senior business development manager Greg Monette. With more than 10 years at ICC The Compliance Center, Greg Monette will be headed westward in support of the company’s expansion plan.

$18.8 Billion Transaction Marks Pivotal Point in Dow’s Transformation Midland, MI - July 10, 2008

Dow (NYSE: DOW) and Rohm and Haas (NYSE: ROH) today announced a definitive agreement, under which Dow will acquire all outstanding shares of Rohm and Haas common stock for $78 per share in cash. The acquisition of Rohm and Haas will make Dow the world’s leading specialty chemicals and advanced materials company, combining the two organizations’ best-in-class technologies, broad geographic reach and strong industry channels to create an outstanding business portfolio with significant growth opportunities.

When asked his opinion, general manager John Munro exclaims, “We are headed towards an exciting direction in the future of this company. The dedication of our staff has yielded advancements and improvements in many areas. This expansion is the culmination of their hard work, trust and confidence in the company and its endeavours.” A special thank you goes out to all customers, whose trust and confidence in the company has made this expansion a reality.

The transaction marks a decisive move in Dow’s transformation into an earnings growth company with reduced cyclicality. Last December, Dow announced a joint venture with Petrochemical Industries Company of the State of Kuwait

ICC The Compliance Center specializes in hazardous materials/dangerous goods transportation, health and safety consulting, plus label printing for chemical, paint and coatings,

9


CompanyN

T H E

E W S

C H E M U N I C A T O R

UNIPEX GROUP FINALIZE ACQUISITION OF THE ATRIUM INNOVATIONS ACTIVE INGREDIENTS & SPECIALTY CHEMICALS DIVISION

automotive, and many more industries. It offers a wide range of transportation accessories and supplies, along with regulatory services. Contact the friendly customer relations center at 888-977-4834 or speak with a business development manager today. Staying in compliance is only a phone call away. INORTECH CHIMIE INC. APPOINTED EXCLUSIVE DISTRIBUTOR FOR EVERLIGHT CHEMICAL INDUSTRIAL CORP.

Quebec City (Canada), May 22, 2008 - UNIPEX Group is pleased to announce the successful completion of its acquisition of the Active Ingredients & Specialty Chemicals Division of Atrium Innovations Inc., with the new group being held by its management team and the AXA Private Equity investment fund. UNIPEX Group operational headquarters will remain in Quebec City with the current team under the leadership of Charles Boulanger, President and CEO.

Everlight Chemical Industrial Corporation, one of the top UVA’s and HALS producers, is proud to announce effective July first, Inortech Chimie Inc appointment as our exclusive distributor for the Canadian Market. The partner ship of Everlight’s know how and Inortech technical expertise, well equipped laboratory and their commitment to the Canadian coating, plastic, ink and adhesives markets will provide an strong alternative to our clients. Scott Chen.

UNIPEX Group is a global firm specializing in the manufacture and distribution of active ingredients, specialty and base chemicals for the cosmetic, pharmaceutical, specialty and industrial chemical and nutrition industries. It is currently present in over 50 countries and recognized as a leader in its main areas of activity. In 2007 the firm achieved sales of over $220 million US, maintaining sustained growth in Europe, North America and Asia.

ECHELON RESPONSE & TRAINING INC. HAS BECOME ONE OF THE QUANTUM MURRAY LP GROUP OF COMPANIES.

“Melding the various firms we have acquired within UNIPEX Group will enable us to consolidate our operations and provide the strategic advantage of a comprehensive solution ranging from active ingredient research and development to manufacturing and marketing, distribution, logistics, and cosmetovigilance services; this grouping under a single brand will help create a more uniform relationship with our clients and promote stronger synergy among our teams. Overall, we will be able to further develop our expertise, increase our ability to innovate, and thus realize the full potential of our strategic plan,” said President and CEO Charles Boulanger.

I am pleased to announce that Echelon Response & Training Inc. has become one of the Quantum Murray LP group of companies. This group includes Murray Demolition, Quantum Environmental, and Thompson Metals. All of these companies are innovative leaders in their fields. This allows the combined group to now offer fully integrates Emergency Response and decommissioning services (abatement, Demolition, Recycling, Disposal and Remediation) across Canada.

UNIVAR CANADA LTD. APPOINTED EXCLUSIVE “LIQUID COATING RESINS AND ADDITIVES” DISTRIBUTOR FOR CYTEC CANADA INC. Univar Canada Ltd. has been very pleased with the success of their Univar Specialties division. This newly formed (Fall of ’07) national business group focuses on promoting technically differentiated specialty chemicals in the coatings/inks, adhesives, sealants and elastomers (CASE) markets. The totally unique structure of this specialty division, which includes technical specialists located across Canada, is a value added service that has benefited customers and suppliers alike. Earlier this year, Univar Canada Ltd. was selected by Cytec Canada Inc. as their exclusive Canadian distributor for their “Liquid Coating Resins and Additives” division.

As a customer, you will continue to enjoy the same working relationship and professionalism you have grown to expect from Echelon. Our field operations crew and the management team that guides them remain unchanged. We will continue with business as usual and will operate as Quantum Emergency Response and Echelon Training Services, both divisions of Quantum Murray LP (QMLP). All current and outstanding contracts with Echelon Response & Training Inc. will be honoured. If you have further questions, you can still reach your regular contacts as our phone numbers and addresses remain unchanged. We thank you for your business and look forward to continuing our working relationship in the future.

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S U M M E R • 2 0 0 8

NEW SUPPLIER PARTNERS CACD IS PROUD TO ANNOUNCE OUR

JONES BROWN WAS CREATED in 1997 at a time when merger mania among the large brokers seemingly caused their focus to turn inward. Perceiving a need for a more clientfocused vehicle, we formed a mainly corporate Insurance Brokerage and Risk Management firm, to provide personal, specialized service dedicated to a broad commercial base.

chemical and oil and gas companies in the world. Ask us how Lind Equipment can help you to Work Confidently. Contact John Pannunzio at… Toll-Free: (877) 475-LIND (5463) Phone: (905) 475-5086 | Fax: (905) 475-4098 Email: jpannunzio@lindequipment.net | Web: www.lindequipment.net

At Jones Brown we are committed to the very best customer experience. We believe that personalized service is still the hallmark of true professionals. Our partners are shareholders in the firm and as “owners” they are dedicated to meeting or exceeding client expectations.

F. H. BLACK & COMPANY YOUR ONE SOLUTION.

F.H. Black & Company provides Canadian wholesale distributors, with ONE source for business support, focusing on business systems and technologies, business process improvement, accounting services, human resource and management consulting.

Since the beginning we have enjoyed unprecedented growth, which reflects our expanding client base. The partners of Jones Brown have been successful in delivering a client management focus, differentiating us from our competitors and providing real stewardship of our clients’ insurance and risk management needs. In addition to our skill sets, we have extensive underwriter relationships, allowing our clients access to the global marketplace.

Our firm's client services are those critical to the complete management of your wholesale distribution business. These services center around five primary areas of expertise: Consulting designed to facilitate the gross sale, gross margin and net income growth of your distribution business: Whether it is helping you implementing a Dead Stock management plan, automating inventory re-ordering based on sales forecast & economic order quantities, optimizing your warehouse layout to improve picking & packing rates or benchmarking your financial and operational performance against Canadian peers in your industry, our consultants have both the skills and the wholesale distribution experience required.

Our clients may require specialized services for risk control, risk assessment or claims management. These may apply to specific locations or operations, or as an overall risk management approach. We assist in all of these critical service requirements. As part of our duty to provide complete and responsible advice on risk management, we may recommend the outsourcing of these specialized services to trusted partners in our network. www.jonesbrown.com

Development and implementation of requirements of I.T. Solutions which support the unique business requirements of wholesale distributors like you. We are specialist in this area through our extensive accounting, business and IT consulting experience. This experience is demonstrated through our certifications in certain leading wholesale distribution accounting and management software applications.

LIND EQUIPMENT IS A leading manufacturer and distributor of static bonding and grounding, work lighting, portable power, and GFCI products. With more than five decades of experience providing products for commercial, industrial, and hazardous locations, our equipment is trusted on some of the toughest jobsites in the world. At Lind, we have built our reputation on providing customers with safe, dependable electrical equipment that is tough enough for any industry. From chemical to oil and gas, aviation, and construction, Lind's products can be found across a wide array of sectors and in some of the world's most difficult workplaces. Lind also has an unparalleled capability to manufacture and assemble custom solutions that meet the very specific needs of our wide range of customers.

Delivery of General Accounting services that are mandated for all businesses: Our services cover periodic and annual financial statement preparation and resultant tax planning and preparation services as required by certain key financial information users (i.e. owners, banks and lending institutions, and Canada Revenue Agency). Assessment and support of existing, or implementation of new technology Infrastructure Solutions. From servers to workstations, scanners to printers, websites and web stores our consultants have the expertise necessary to ensure your business runs smoothly, efficiently and securely.

Part of what makes our customers come back to us time and again is that we understand that in today's competitive environment you cannot afford to delay your project for lack of proper equipment. That is why we carry a large inventory of products and ship over 90% of our orders within 24 hours.

Development and delivery of Training Seminars to both management and staff respecting implementation of wholesale distribution best practices, technology utilization, and human resource management.

As experts in static bonding and grounding, we also provide static grounding consulting and training services to some of the largest

For more information, please contact us at distributors.fhblack.com or Jamie Black at (204.949.9113 ext 22).

11


T H E

C H E M U N I C A T O R

The Harsh Mathematics of

Diesel Fuel I OFTEN HEAR IN THE MARKETPLACE MANY shippers making comments in regard to fuel surcharges and saying things like, “the fuel surcharge is a license to print money!”. “I just want to pay the fuel, not buy the truck!”, “those carriers are making a killing on fuel surcharge!” I can understand their frustration. The current price of fuel is hurting everyone's business and killing our purchasing power every time we fill our family car with gas. While there are some carriers who clearly are taking advantage of bad situation, the overwhelming majority of carriers are hurting from the high cost of fuel. From personal experience, I know you just can re-negotiate the fuel surcharge with your customers fast enough to keep up with the rising prices. The driver pays for fuel increases immediately on the highway. Here is some simple math to help you negotiate with your carriers on fuel surcharge and to understand where they are coming from when they want to re-negotiate your fuel surcharge. What is the cost of fuel today?

Also, at the end of the day, the carrier has laid out $474 dollars in input costs. In your business, if you had laid out $474 wouldn't you want a return on investment as well? So do the carriers. They are a for-profit business. Expect fuel surcharges in excess of 79 cents per mile. How much margin is fair? Well, that's for you and the carrier to negotiate. Hopefully this has given you an understanding of how fuel costs impact truckload rates and a basis on which to negotiate with your carriers for a fair and equitable fuel surcharge.

J'ENTENDS SOUVENT DANS LE MILIEU DES affaires plusieurs expéditeurs faisant les commentaires suivants concernant les suppléments pour le carburant : "Les suppléments pour le carburant, c'est un permis pour imprimer de l'argent", "Je veux bien payer l'essence, pas le camion au complet", "Ces transporteurs, ils font une fortune avec ces suppléments !" Je peux comprendre leurs frustrations. Les prix actuels de l'essence font mal à toutes les entreprises et diminuent notre pouvoir d'achat à chaque fois que nous faisons le plein du véhicule familial. Bien que certains transporteurs

$4.76 US per gallon

How much fuel does the average truck use per mile? 6 miles per gallon How much does fuel cost a truck use per mile = $4.76/6 = 79.3 cents per mile. To put things in perspective February 2007 fuel was $2.40 per gallon or 40 cents per mile. It has doubled in the last year and a half ! Now let’s look at a shipment from Chicago to Toronto. Chicago to Toronto is just shy of 500 miles (if you want to know the mileage of any points you can try Mapquest or Google Earth.) Just the cost of fuel on a truckload shipment from Chicago to Toronto is $396 dollars. Now lets say the carrier has to drive 50 miles empty from his last pick to pick up your shipment. That's another $39. Now lets say he has to drive 50 miles empty back to his terminal after he delivers at your facility, that's another $39. Our cost of fuel on this shipment is now $474 for the average carrier based on the average cost per gallon in the US. Please keep in mind some carriers may have even driven empty from Toronto to get a load in Chicago (this is happening more and more). If you're shipping to/from the West, fuel is $4.90/gallon = 81.6 cents per mile!

12


S U M M E R • 2 0 0 8

Quelques mathématiques au sujet

du diesel profitent ouvertement d'une telle situation, la majorité des transporteurs sont affectés par les prix élevés du carburant. Je sais bien, par expérience personnelle, que vous ne pouvez pas renégocier les suppléments pour le carburant avec vos clients au rythme des augmentations de prix. Le conducteur doit payer immédiatement l'augmentation sur la route. Voici quelques mathématiques de base pour vous aider à négocier les suppléments pour le carburant avec vos transporteurs et pour mieux comprendre leur situation lorsqu'ils voudront renégocier vos suppléments pour le carburant. Quel est le coût du carburant aujourd'hui? 4.76 $US le gallon Combien de carburant un camion moyen dépense-t-il par mile? 6 miles par gallon Quel est le coût au mile pour le carburant d'un camion? = 4.76 $ / 6 = 79.3 cent / mile Si on met les choses en perspective, en février 2007 le

carburant coûtait 2.40 $ le gallon soir 40 cents par mile. Le prix a doublé depuis un an et demie! Regardons maintenant un chargement allant de Chicago à Toronto. De Chicago à Toronto il y a juste un peu moins de 500 miles (pour connaître les distances entre deux points, essayez Mapquest ou Google Earth.) Le coût du carburant seulement pour un chargement de camion entre Chicago et Toronto est de 396 $. Disons maintenant que le transporteur doit parcourir 50 miles à vide depuis son dernier arrêt jusque chez-vous : c'est un autre 39 $. Disons maintenant qu'il doit parcourir 50 miles à vide pour retourner à son terminal après sa livraison à vos établissements, c'est un autre 39 $. Le coût du carburant pour cette livraison est rendu à 474 $ pour un transporteur moyen en se basant sur le prix moyen au gallon aux USA. Il faut garder à l'esprit que certains transporteurs peuvent même partir de Toronto à vide pour prendre un chargement à Chicago (ça arrive de plus en plus souvent). Si vous allez dans l'Ouest, le carburant coûte 4.90 $ le gallon, soit 81.6 cents / mile! Ainsi, à la fin de la journée, le transporteur a déboursé 474 $ en frais directs. Dans votre entreprise, si vous avez déboursé 474 $ ne voudriez-vous pas un retour sur cet investissement ? Les transporteurs aussi. Ils exploitent une entreprise à but lucratif. Attendez-vous donc à des suppléments pour le carburant de l'ordre de 79 cents du mile. Quelle marge est justifiée? C'est ce que vous devrez négocier avec votre transporteur. J'espère que cet énoncé vous a permis de mieux comprendre l'impact des prix du carburant sur les tarifs des transporteurs et vous a donné une base de négociation pour obtenir des frais supplémentaires pour le carburant qui soient justes et équitables.

Paul Stevens | General Manager Direct Service Network Ltd. Paul works for Direct Service Network Ltd. a logistics company in Missasauga that specializes in chemical shipments within North America. Paul has worked in the logistics field for the last 12 years and worked in every facet of the supply chain. From purchasing, to production planning, warehousing, inventory control, and for the last 6 years on the trucking side, Paul has done it all. Paul is also an active member of the CACD Operations and Logistics Committee for the last 4 years.

13


T H E

C H E M U N I C A T O R

1987 - 2007

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Combination and single packaging • Proper must include: shipping name and • Primary technical and subsidiary name • UN or hazard label ID number on • UN certification adjacent to shipping same surface (if applicable) name code or • Shipper’s Most Common “Ltd. Qty.” and consignee’s and/or “OVERPACK” Variations USG 04 • Cargo name and for USA “RQ” must Aircraft Only when used address (only if applicable) label on on package,be shown in association same surface • Two orientation document, and either before with the as hazard proper shipping if a hazardous USG 08 labels or after labels required, (required “Inhalation substance. the shipping name for liquids on opposite Hazard” description inside combination • Net quantity documentation, and “Hazard on the sides for multiple Zone packaging) of package the package(s). if required. shipping package Inhalation A, B, C or D” must name (as USG 12 shipments Hazard Label applicable) be shown Emergency or gross on must also Additional mass near emergency 24-hour number appear on requirements: response must documentation. information, be shown on • Labels document. must be in English, Written located near the must be Most Common proper shippingon the same provided are adequate). with the surface Variations name (if CAG 14 for Canada the packageof the package Information • Primary dimensions and and in indelible required on a surface of subsidiary risk document print. CAG 15 labels the package, must be The words • For class easy to identify, as well as must be displayed 6.2 and emergency “24-Hour Number,” the Cargo on the same legible, and class 1, followed other requirements Aircraft Only label. connection, information is available by the CAG 16 must appear 24/7 without phone number, apply. Emergency on the where breaking number to Response Assistancedocument. the telephone activate Plan (ERAP) the document. the ERAP must appear, number and the telephone when required, on

www.thecompl iancecenter .com

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Enter name and t itle of Signatory.

Declaration must be signed.

Additional Requirements IATA requires the Shipper’s Declaration for Dangerous Goods to be completed in English. Two cop ies must be provided to the airline. The shipper and transporter must retain a copy for two years in Canada and at least 375 days in the United States.

Training

Blvd. E. #7, Mississauga, CANADA ON L4Z 88 Lindsay — Quebec 1X8 Avenue, Dorval, QC H9P Tel 888.977.4834 2T8

Aid

ecenter.c

Canada

Aid

national and

Note: The material best of presented accurateour knowledge herein is, to and current and it was the understanding, prepared. as to on December the date This document regulatory on which 31, 2007. requirements during Other expires this period. international may bechanges or Please regulations. consultimplemented

CANADA — Ontario Economy Training Aid205 Matheson Value-Added Training Aid Blvd. E. #7, Mississauga, Falls, NY ON L4Z CANADA 1X8 14304 — Quebec 88 Lindsay • Fax 888.222.4055 Avenue, Dorval, QC H9P 2T8 CANADA USA Tel 888.977.4834 Ontario •New Fax York 866.821.0735 205 Matheson Blvd. E. #7, Mississauga, ON L4Z 1X8 2150 Liberty Drive, Niagara Falls, NY 14304

Best-Valuenational Training and

Aid Best-Value Training Aid

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www.thecomp

0 U N 191

s e d wh e n tran s p o rt i n g 454 kg (1 , 01 l bs .) Mu s tb e u r n ium or m or e of fi ssi le or lo w spec i fic ac it v ity U a hexafl u ro ide 1[ 72 .50 5(b)] .

No labe l requ ired

Peroxides

USA/+BK0000

Enter ° “LTD. QTY.” when a Y-Pac king instruction is used ° Special Provision number, if Special Provision A1, A2, A51, A81 or A109 appl ies ° A statement that government authorizations are attached to the Sh ipper’s Declaration (when applicable)

Enter location and date.

Most Common Variations for Canada CAG 14 Information required on a document must be easy to identify, legible, and in indelible print. CAG 15 The words “24-Hour Number,” followed by the phone number, where emergency information is available 24/7 w ithout breaking the telephone connection, must appear on the document. CAG 16 Emergency Response Assistance Plan (ERAP) number and the telephone number to activate the ERAP must appear, when requ ired, on the document.

Additional requirements:

– Miscellaneous

• Text indicating the nature lower half of the risk of the label. • English may be inserted text in the and operatormust be shown on hazard variations • Primary labels and subsidiary found in IATA Section as per state labels are 7.3 and 2.9. identical.

© ICC The

Enter ° Total number of packages of same type and content ° Type of packaging ° Net quantity (metric units) in each outer package (unless noted otherwise in the list) ° “Q” value when required (two or more different dangerous goods in the same outer packaging) ° Add “Overpack used” immediately after the entry relating to the packages, within the overpack. These packages shall be entered f irst. Note: Additional requirements apply for radioactive shipments, consult IATA 10.8.1 Enter applicable Packing Instruction number.

Most Common Variations for USA USG 04 “RQ” must be shown in association with the proper shipping name on package, and either befor e or after the shipping description on the document, if a hazardous substance. USG 08 “Inhalation Hazard” and “Hazard Zone A, B, C or D ” must be shown on documentation, if required. Inhalation Hazard Label must also appear on the package(s).

• Shipper’s and consignee’s name and address

p ortat ionof F ordomest ic trans r m ay Ox yg e n ,th e OXYGEN pla c a d d in pla c e of a Non -Fl a mm able be use 04 f( )(7)] . Gas plac ard [s ection1 72 .5

© ICC The Complia nceCent erInc .

Qty.

• UN certification code or “Ltd. Qty.” and/or “OVERPACK” when used

SPECIMEN

Packaging

and Organic

Substances

Class 9

Enter proper UN or ID number (w ith prefix).

Enter primary class or division number (for class 1, include compatibility group), followed by subsidiary risk(s), if any, in parentheses. Enter applicable Packing Group (Roman numerals).

1X8

name

or Gross

• UN or ID number ad jacent to shipping name

© ICC The Compliance Center Inc.

– Corrosives

Delete the box that does not apply.

Enter proper shipping name. Add technical name in parentheses (if required).

L4Z

name

and address name From: Shipper’s and address

Net Qty.

Class 8

Enter name of airport or city of destination. (information may be entered by th e operator)

EXEMPT ANIMAL SPECIMEN

shipping Proper UN 0000

• Primary and subsidiary hazard label on same surface ( if applicable)

Class 9 – Miscellaneous

• Text indicating the nature of the risk may be inserted in the lower half of the label. • English text must be shown on hazard labels as per state and operator variations found in IATA Section 7.3 and 2.9. • Primary and subsidiary labels are identical.

HUMAN

Training Kits

Substances

Infectious

Materials

Enter name of airport or city of departure. (information may be entered by th e operator)

EXEMPT HUMAN SPECIMEN

1H1/X1.8/250/05 USA/+BK0000 1.0

• Proper shipping name and technical name

Class 8 – Corrosives

• The minimum EXEMPT ANIMAL dimensions 100 mm SPECIMEN x 100 mm. of all hazard • For small labels must be of hazard packages containing labels and than 50 mm handling infectious substances, x 50 mm. labels may dimensions • The words not be reduced “BIOLOGICAL smaller added adjacent SUBSTANCE, to the “UN3373” CATEGORY marking. B” must be

Combination – Oxidizing

Class 6 – Toxic and

Class 7 – Radioactive

the Shipper’s Declaration.

Delete the box that does not apply.

www.thecompl iancecenter .com

Combination Packaging

To: Consignee’s name and address From : Shipper ’s name and address

Proper shipping name UN 0000 Net Qty. or Gross Qty.

Combination and single packaging must include:

Class 7 – Radioactive Materials

31 –

Printed in Canada

t ri als with a D iv is ion 4. 3 Mu s tb eus e d fo rm a e gr ou s W h enW et subs id i ary ha zard [ 172 .5 0 (5c)]. Da n e

i so n Ga s or PoisonI n hala t i on Hazad r pl c aards . . 2 and Po 50 5(d)] .

EXEMPT

www.thecompliancecenter.com

Liquids

– Flammable Solids, Spontaneously and Dangerous When Wet Combustibles

Single Packaging Class 5

Best-Value Training Aid

Note: Enter full name and addre ss of shipper. The material presented herein is, to the best of our knowledge and understand ing, Enter full name and addre ss of consignee. accurate and current as to the date on wh ich For infectious substances, also enter name and it was prepared. This document expires telephone number of a responsible person, in case on December 31, 2007. Other changes or of emergency. regulatory requirements may be implemented during this period. Please consult nat ional and Enter page number and total number of pages of international regulations.

CANADA — Quebec 88 Lindsay Avenue, Dorval, QC H9P 2T8

Tel 888.977.4834 • Fax 866.821.0735

9

• The words “BIOLOGICAL SUBSTANCE, CATEGORY B” must be added adjacent to the “UN3373” marking.

Single Packaging

Class 6 – Toxic and Infectious Substances

• Fax

For Liquids

Goods by Air

Declaration Best-Value Training

Hazardous Materials Placarding Guide for Road and Rail

. 04(e)] – Plac ards Re qu ired for any Quant ity 5

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2

Mississauga,

of Sh ippe r

Th is p acka ge co nt ai ns sub ( hec ka pp licab c leb ox( es) st an ce( s) i n C l ass( es ) )

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• For small packages containing infectious substances, dimensions of hazard labels and handling labels may not be reduced sm aller than 50 mm x 50 mm .

Class 4 – Flammable Solids, Spontaneously Combustibles and Dangerous When Wet

Class 5 – Oxidizing Substances and Organic Peroxides

QC H9P 2T8 Value-Added 866.821.0735 • Cargo Aircraft Only label on same surface as hazard labels (only if applicable)

V116 / part number: PO-MS23E

CANADA — Ontario 205 Matheson

Economy

Handling Hazard

C l ass :

Class 3 – Flammable

Class 4

Value-Added Training Aid

CANADA — Ontario 205 Matheson Blvd. E. #7, Mississauga, ON L4Z 1X8

Tel 888.442.9628 • Fax 888.222.4055

S

Na me and addr essof Sh

• The minimum dimensions of all hazard lab els must be 100 mm x 100 mm .

Class 3 – Flammable Liquids

“G” Fibreboard “H” Plastic or rubber “L” Textile “M” Paper, multiwall “N” Metal (other than steel or aluminium)

For Solids, Filled or Discharged By Gravity Under Pressure of more than 10 kPa (0 .1 bar) 11 21 13 –

Type

USA — New York 2150 Liberty Drive, Niagara Falls, NY 14304

DANGERO US GOODS IN EXCEPTED QUANTI TIES

Thi s packag e con tains danger o us goodsin e xc epted smallq uan ti ti es and i s in all respec ts in compl i ance with t he app lic able i nter nationa l and nat ional gove r nmentr egulat i ons and the IA TAD ang er ou sG oo ds Regula it on s

Class 2 – Gases

Dorval,

Intermediate Bulk Container (IBC)

Rigid Flexible

How to Fill Out the Shipper’s Declaration

Ti tle

Primary and Subsidiary Hazard Labels Class 1 – Explosives

www.thecompl iancecenter .com

Inner Packaging Earthenware, glass or wax IP1 Plastic IP2 Metal cans, tins or tubes (other than alum inium) IP3 IP3A Metal cans, tins or tubes (aluminium) Multi-wall paper bags IP4 Plastic bags IP5 Fibre cans or boxes IP6 Metal receptacles (aerosols) non-refillable IP7 IP7A Metal receptacles (aerosols) non-refillable IP7B Metal receptacles (aerosols) non-refillable Glass ampoules (glass tubes) IP8 Metal or plastic flexible tubes IP9 IP10 Bags, paper with plastic/aluminium

USA — New k 2150 Liberty Drive, Niagara Tel 888.442.9628

and Subsidiary

– Explosives

Class

2 – Gases www.thecompliancecenter.com

Shipping Dangerous Goods by Air

Economy Training Aid

Handling Labels and Mark ings

Canada

Aluminium drum, removable head Plywood drum Fibre drum Plastic drum, non-removable head Plastic drum, removable head Metal drum, non-removable head Metal drum, removable head Wooden barrel, bung type Wooden barrel, removable head Steel jerrican, non-removable head Steel jerrican, removable head Plastic jerrican, non-removable head Plastic jerrican, removable head Steel box Aluminium box Wooden box, ordinary Wooden box with sift-proof walls Plywood box Reconstituted wood box Fibreboard box

1B2 1D 1G 1H1 1H2 1N1 1N2 2C1 2C2 3A1 3A2 3H1 3H2 4A 4B 4C1 4C2 4D 4F 4G

ipper

No labe l

Class 1

Aid

Training Kits

31 –

Packaging Code

Note: The material presented herein is, to the best of our knowledge and understand ing, accurate and current as to the date on wh ich Packaging Outer it was prepared. This document expires on December 31, 2007 . Other changes or 1A1 Steel drum, non-removable head regulatory requirements may be implemented SteelPlease drum, removable head 1A2 this period. consult national and during international Aluminium drum, non-removable head 1B1 regulations.

:

e r qu ired

Primary

Posters and Charts

For Liquids

Best-Value Training Aid

PO-MS23E

888.977.4834

Country designation code where the package is manufactured and marked

Name and address or authorized symbol of packaging manufacturer or certification agency

For metal or plastic drums, jerricans or the outer packaging of a composite packaging intended for reuse or reconditioning, the minimum thickness is in millimeters (mm)

Month and Year Stacking Test Load

www.thecompl iancecenter .com

Falls, NY 14304 • Fax 888.222.4055

www.thec

s(454 – Rad

(Catego r

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V = Variation Packaging T = Salvage Packaging

Maximum permitted specific gravity of the product. When the specific gravity designation is missing, the max imum permitted specific gravity is 1.2

Designates that the packaging is certified to contain inner packaging; or as a s ingle packaging intended to contain solids

Kits

Year of Manufacture

Aid Tel Country of Authorization

Liquids

Intermediate Bulk Containers (IBC)

ICAO: Part 6 IATA: Part 6 UN: Part 6

Th

ncecenter.com

[Sect ion172

PO-MS21E

Publications

CANADA

11 13

V116 / part number:

Tel 888.977.4834 • Fax 866.821.0735

Packaging Quality Code Specific Gravity

Gross Mass S

Hydrostatic Test Pressure

Solids

Reconditioned Single Packaging

Month of Manufacture Stacking Test Load

References

Note: Note: The material Thepresented material presented our knowledge herein is, herein is, to the best of to the best accurate and and understanding, and understanding, and currentour knowledge of as of December current as to the date on accurate which it was prepared. This document expires2005. on March 31, 2007. Other changes or regulatory requirements may be implemented during this period. Please consult national and international regulations.

Quebec 88 Lindsay Avenue, Dorval, QC H9P 2T8

Texas 16445 Air Center Blvd. Suite 350, Houston, TX 77032

Tel 888.977.4834 • Fax 866.821.0735

Tel 888.442.9628 • Fax 888.222.4055

liancecenter.c

www.thecompliancecenter.com

Aid

and

ials

M ar in ePollu ta This mark nts transportedis required [172.322 for Marine under the IMDG (b) and and Pollutants rail (d)]. This Code containertransportation when or mark [172.322 is already is not by vessel if the (d) (3)]. placardedtransport required ElevatedT vehicle for road with perat Each em a Class or freight bulk material placard package ureM ater must word containing ials “HOT” be marked aluminum an [172.325 on two elevated ALUMINUM” or molten (a)]. opposing temperature Bulk sulfur packages sides or “MOLTEN Fum must igant M with containing be ark The FUMIGANT the SULFUR”marked ing if the “MOLTENmolten [172.325 transport marking fumigated. (b)]. vehicle must warning For (includingbe prominently label domestic a rail may displayed be usedtransportation, car) has [173.9]. an EPA been number: authorized

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USA — New York 2150 Liberty Drive, Niagara

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Inner Packaging IP1 Earthenware, IP2 glass or Plastic wax IP3 Metal IP3A Metal cans, tins or tubes cans, (other than IP4 aluminium) Multi-wall tins or tubes (aluminium) paper bags IP5 Plastic bags IP6 Fibre cans or boxes IP7 Metal IP7A Metal receptacles (aerosols) IP7B Metal receptacles (aerosols) non-refillable receptacles non-refillable IP8 Glass ampoules (aerosols) non-refillable IP9 (glass Metal IP10 Bags, or plastic flexible tubes) tubes paper with plastic/aluminium Intermediate Bulk Container “A” Steel (IBC) (all types and surface treatments) “B” Aluminium “G” Fibreboard “C” Natural “H” Plastic “D” Plywoodwood “L” Textile or rubber “F” Reconstituted “M” Paper, wood “N” Metal multiwall (other than steel or aluminium) For Solids, Type

Rigid Flexible

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Shipping Dangerous Goods by Air

Performance Packaging

Liquids

Year of Manufacture

Country of Authorization

Manufacturer Identification

Hydrostatic Test Pressure in kPa Minimum Thickness (mm)

Country in which Reconditioning was Performed

R = Reconditioned L = Leakproof

Packaging Quality Code V = Variation Packaging T = Salvage Packaging

Must be in circle or embossed

of packag ing and material of construction

Tel 888.442.9628 • Fax 888.222.4055

www.thecompl iancecenter .com

Single and Composite Packaging

Maximum Gross Mass in kg

Approved for Solids or Inner Packaging

Maximum Specific Gravity Allowed (check regulations for exceptions)

14

18

Value-Added Training Aid

CANADA — Ontario UN Packaging Code Explanation 205 Matheson Blvd. E. #7, Mississauga, ON L4Z 1X8

United Nations Symbol

USA — New York CANADA — Quebec Dorval, QC H9P 2150 Liberty Drive, Niagara Falls, NY 14304 88 Lindsay Avenue, Designates the2T8 type Packaging Code

United Nations Symbol Packaging Code

Performance Level (Packing Group)

Y= PG II or III Z= PG III only

4 5

6 7 8 9

10 11 12

13

15

16

By Gravity

the IBC “0” is not designedshows stacking for

Economy Training Aid

Combination Packaging

1 2 3

X= PG I, II, III iancecenter .com www.thecompl

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Class 4.1 –

Class5

Goods by Air

Posters

Value-Added

205 — Ontario Matheson Blvd. E. #7, CANADA Mississauga, 88 Lindsay — Quebec ON Avenue,

For IBCs, the manufacture month and year of For IBCs,

the stacking kilograms. www.thecompliancecenter.comthat The numbertest load in

NY 14304 888.222.4055

© ICC The Compliance Center Inc.

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Explosive are not 1.4 placards materialsrequired for 1.4S required that 1.4S to be are not [172.504 labeled * Compatibility (f) (6)]. transport Group, by air * Compatibility for or water. transport Group, by air for or water.

.

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Aid

Note:

Product Overview

Gross Mass S

Publications

Training

ecompl 49 CFR: Part 178 TDGR: Part 5 Part 6 IMDG:

ind ic at

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*

*

Gas

1541

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Shipping Based on IATA DGR 48 th Edition

Packaging Training

Must be Packaging The material in circle or embossed Code best of our presented herein Designates is, to the accurate knowledge and and current understanding, the type it was Outer and material of packaging as to the prepared. date on which on DecemberPackaging This document of construction 1A1 Steel 31, 2007. expires regulatory Other changes V = Variation requirements drum, during 1A2 non-removable or this Steel may be implemented T = Salvage Packaging internationalperiod. Please drum, removable head 1B1 regulations. Packaging national head Aluminiumconsult and 1B2 Aluminium drum, non-removable Maximum permitted drum, removable 1D head gravity of specific Plywood the product. head drum 1G specific Fibre When the gravity designation 1H1 Plasticdrum missing, is the maximum 1H2 Plastic drum, non-removable specific permitted gravity is head 1N1 Metal drum, removable 1.2 head 1N2 Metal drum, non-removable Maximum gross mass drum, removable head 2C1 Wooden in kilograms Designates 2C2 Wooden barrel, bung head type is certified that the packaging barrel, removable 3A1 Steel to head packaging; contain inner 3A2 Steel jerrican, non-removable or as a single packaging head 3H1 Plasticjerrican, removable intended head to contain solids 3H2 Plastic jerrican, non-removable jerrican, 4A head removable Steel box head 4B Aluminium 4C1 Wooden box 4C2 Wooden box, ordinary box with 4D sift-proof Plywood walls box 4F Reconstituted 4G wood box Fibreboard box

Code

Packaging Quality Code

www.thecompliancecenter.com

(IBC)

References

49 CFR: Part 178 TDGR: Part 5 IMDG: Part 6

Expl

*

*

N

Class2 –

2.1 –

Other M arks

172.331]. portable number, Po iso tanks, nInhala material loaded with t A transport cargo no other in non-bulk at one ionH tanks, weight facility materials, vehicle azar tank d packages, with name of a PIH or cars, must 4000 and materialfreight container display marked kg (8820 Hazardand identification other in Hazard that with lbs.) loaded Hazard Zone, the identification the same or more number, Zone at one Zone ID number aggregate A or must A materials fa cility numberproper shipping Displa display B in non-bulk of yof Nu with gross [172.301(a) The takes the greatest that m bers 1000 name identification packages precedence aggregate identification kg (2205 and (3)]. configuration marked lbs.) number over number. or more [172.332]. with Hazardgross weight may the same aggregate For different be displayed Zone must B materials proper be displayed.PIH gross on a materials shipping placard, [172.313 The ID in (c)]. an orange number the same for panel, or on a white square-on-point

These texts for Gasoline, are permitted Liquids Fuel [172.542, Oil and on placards 172.544].Combustible

www.

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Table2 [Sect

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1.5

1.6

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USA 2150 Liberty

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When a placard of Explosives, is required division numberonly the shipments for more must placard applicable of than be with Explosives one on the compatibility displayed the lowest division placard. by aircraft [172.504(f) ** Division group or number compatibility letter by vessel,(1)]. For must and, the be displayed group. when required,

**

2.3 –

4.3 –

material 5.2 – placarded with Organ a subsidiary with a 4.3 tem perat icPerox subsidiaryrisk of 4.3 urecon ideType placard must trolled B, l iquid [172.505be (c)]. or sol Placards id, be displayed UN3112, Organic Subs Organic Peroxide for idiaryH any quantity Peroxide, Type B, Liquid, of azardP Type lacard B, Solid. or s

Must means following materials Flam –O lacar es a packaging, m ableGa x to the be used 450 sizes: req uire IBCs are d for Liters idiz Liquids loaded d Class8 when “Inhalation hazardous s 5.1 – (Intermediate internal rgan ersand with other than Division – 450 Ox idiz O – Hazard” [172.505(a)]. capacity; materials Bulk Liters no intermediate icPero ers Corros a vessel 2.3 or Containers) For mixed shipping x Gases internal that 6.1 is Each ives or barge, ides 2.2, – water capacity; packaging, not the paper are subject 2.1, loads of Note: rail car containing placard or Oxygen, into Division primary requirement, capacity Solids An OXIDIZER which Hazardous and vehicle is not Must hazard 2.2 – a 2.2 exceeding of 454 – 400 required Division required be used is Non-F with materials kg net Dangerous kg. combinedwhen placard is 2.1 oralready placarded 1.1 or if the 5.2 – lam for m mass the able, [172.504 Oxidizers not that OXYGEN 1.2 Organ Explosives in mixed When materials and possess explosives Class9 Non-T (f) (3)]. icPerox are placard Wet with or 1.5. ox in Divisionloads – subsidiary which subsidiary a Division ides icGa [172.504 with Misce s Ra il For domestic are also (f) (4) 1.1, 1.2 hazards llane hazard 4.3 [172.510] of Oxygen, and (5)]. Placards [172.505(c)]. transportation may Poisonous ous placard display the for any must and Non-Flammable by Inhalation Must For domestic of the may be OXYGEN subsidiary be used Organic quantity be displayed not a Class used or more required placardNon-Flammable must transportation, liquid, peroxideof UN3111, in place when OXYGEN placards display gases required.9 placard of fissile hexafluoride if the mixed [172.504 temperaturetype transporting or UN3112, Explosives placard vehicle or Oxygen,loads even packages However,is not (f) (7)]. gas B, or low Division Class6 when type [172.505(b)]. [172.504 is already For Class a 2.2of Flammable specific 454 1.1* containingbulk 1.1 B, solid,Organic controlled 1.1 they 6.1, Class3 – controlled. kg (1,001 (f) (3)]. placardedplacard peroxide marked9 materials Packing and 1.2 are notor 1.2 and activity temperature Tox – placard with 1.2* must identification required Poison with is Uraniumlbs.) Group Explosives Flam 6.1 – Mixe the appropriate be Infect icand in a the m abl Tox [172.5 dLoad [172.505Gas or white I, Hazard and icSub Each number iousSu Poison 04 (f) s stan square eL iquid rail car (9)]. (d)]. Zone materials bs Inhalation Inhalation DOT113 ces background. A must containing in A Flammable s tances Nolab Hazard Hazard must Tank C displayDivision The may requ el 2.3, placards.display Division placards. Class be used Liquid the corresponding ired This Hazard (Th isla Combustible is required 2 flammable ars Explosives1.1 or TOX IC in placeplacard [172 for a placard is Zone not allo bel andplac 1.2 [172.504(f) Liquid mixed permitted ard A for Division gas of a .510 1.1 or Explosives hazardous when Hazards wedfo hazard or load liquids 6 placard (2)]. Combustible of one ) (3)] the transport placard Com 1.2 and r Inhala of Table bulk bust a TOXIC which materials class 2.1 flammablewith do not in non-bulk For domestic category t io the placard Poison 2 ibleL n when packages. are [172.504(f)GAS vehicle in nonwhite [173.150require TOXIC of packages iquid also [172.504 or Gas specifiedmaterial more 1,000 kg However, are interchangeable square s Poisonous placardtransportation, gases (11)]. POISON or container or Poison (f) (2)]. placards Highw (b)]. Nola The in DOT background for thatis loadedaggregate (2,205 lbs.) is not bel ay [172 wordsINHALATION is placarded 6.1 Inhalationby req uire required a gross categoryat one 113 or Limite – Tox This [172.554POISON d tank weight HAZARD icSu placard with must loading facility, For dQua .507 cars. bstan (author and TOXIC placard a highway (b)]. domestic be displayed nt (a)] must c izedm Oxygen, od es on placards ity route be displayed transportation UN1910 ificat be used the OXYGEN controlled ionfo Nopla on r PGIII in Gas A package car quantity a motor onl placardplace of placardof req uire d limited y) containing d of Class vehicle may [section a Non-Flammable A TOXIC is marked UN o materialsquantity transporting r NAId 7 Radioactive a 172.504 placard be modified letters with ent be markedis not of hazardous 6.2 – Bulk P ificat Compliance or label (f) (7)]. PG III 172.101UN or the identificationshipping required ac Infe c When to display ionNu materials. with [172.504 t iousSu The kages may m table,NA, as applicable, bers in accordance Combustible four-digit an identification bstan Center number,name the properto (f) (10)]. text and bulk provided placed packages identification ces 1824 Inc. be white for the preceded with placards it section within entry Non-B O [172.302, RM -D a square-on-point [172.332(c) for rail, number, number 1075 ulk are used shown by the Nopla 172.315. A transport Packa 172.326, must car the in the req uire ges to lower 3082 d (4)]. and may weight 172.328,be displayed border d O vehicle be white half display RM -D of a must 1993 identification 172.330 Nopla on IBCs, single or freight for highway card hazardous container or re

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Product

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Kits

Packaging

United Nations Symbol Packaging Code Performance

X= PG I, II, III Y= PG II or Z= PG III III only 4 Maximum Gross Mass Single and 5 in kg Composite Approved for Solids Packaging Inner Packaging or 6 Year of Manufacture Liquids 7 Country of Authorization 8 Manufacturer Identification Maximum Specific Allowed Gravity (check for exceptions) regulations Hydrostatic Solids Test Pressure in kPa Minimum Thickness (mm) Country in which was Performed Reconditioning Reconditioner Reconditioned Identification Year of Reconditioning Single Packaging 15 R = Reconditioned Liquids L = Leakproof 16 Month of Manufacture 17 Stacking Test Load 18 Packaging V = VariationQuality Code Intermediate T = Salvage Packaging Bulk Containers Packaging 9

10

11

12

13

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Consulting

• Placards • Labels • Forms • Signs • Publications • Training • On-Demand Tags, Labels, Pipemarkers • Services • UN Performance Packaging

Support

Canada 888.977.4834 USA 888.442.9628 www.thecompliancecenter.com www.iccshop.com www.katoennatie.com

A closer look at your supply chain Katoen Natie sets the standard, offering value added and high-tech logistics services to the chemical industry We differentiate ourselves through our flexibility, a solution-oriented approach and a comprehensive range of services.

• Warehousing • Packaging • Optical sorting • Homogenizing • Blending • Grinding

Contact Katoen Natie USA

Katoen Natie Canada

Katoen Natie Mexicana

(+1) 281 941 1011

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14

• Sieving • Bulk handling • Plant logistics solutions • Turn-key compounding plants • Material handling systems

In the ever-changing environment of global logistics, we invite you to explore our resources and capabili ties. A closer look at your supply chain may mean a lot to your bottom line. Contact us to find out what our team can do for you.


S U M M E R • 2 0 0 8

U.S. companies report challenges and benefits of green policies Not all employers are jumping on the eco-friendly bandwagon, according to a new survey by the Society for Human Resource Management (SHRM). While one-half of American workplaces have a formal or informal environmental responsibility policy, 43 per cent have no such policy and no plans to implement one in the next 12 months, which could hurt them in the long run, according to the 2008 SHRM Green Workplace Survey. “The findings revealed a surprising paradox,” said Susan Meisinger, president and chief executive officer of SHRM in Alexandria, Va. “The study shows that companies really do benefit from environmentally-friendly practices, and yet a large portion of firms have no plans to ‘go green.'” The survey of 429 HR professionals and 504 employees found companies that implement environmental responsibility programs report considerable benefits.

green.” Seventy-three per cent of surveyed employees in companies without an environmental responsibility policy thought it was very or somewhat important that their organization develop an environmental responsibility policy. HR'S TOP FIVE ENVIRONMENTALLY FRIENDLY PRACTICES

1. Encouraging employees to work more environmentally friendly (83 per cent). 2. Offering a recycling program for office products (83 per cent). 3. Donating and discounting used office furniture and supplies to employees or local charity (73 per cent). 4. Using energy efficient lighting systems and equipment such as Energy Star equipment and occupancy sensors (66 per cent). 5. Installing automatic shutoff for equipment (63 per cent).

Going Green At Work Environmentally friendly practices for

HR professionals cite improved employee morale (44 per cent) and a stronger public image for the company (42 per cent) as top benefits. They also report increased consumer/customer confidence (20 per cent) a positive financial bottom line (19 per cent) and increased employee loyalty (16 per cent). Despite the benefits, HR professionals admit that it’s not easy for their companies to become and remain environmentally friendly. The most common barrier to creating an environmental program is implementation cost (85 per cent) followed by maintenance cost (74 per cent). Other barriers include lack of management support (43 per cent), lack of employee support (25 per cent), and concern for workplace inefficiency (20 per cent). Still, nearly three-in-four employees from companies without environmental programs say they want their employers to “go

EMPLOYEE'S TOP FIVE ENVIRONMENTALLY FRIENDLY PRACTICES:

1. Donating and discounting used office furniture and supplies to employees or local charity (53 per cent). 2. Promoting walking, biking, taking public transit (49 per cent). 3. Using energy efficient lighting systems and equipment (43 per cent). 4. Offering a recycling programs for office products (39 per cent). 5. Encouraging employees to work more environmentally friendly (36 per cent). Courtesy of Canadian HR Reporter - hrreporter.com

15


T H E

C H E M U N I C A T O R

L.V. LOMAS LTD.

BUILDING A BETTER

L. V. LOMAS LIMITED WAS ESTABLISHED IN 1960 BY Lloyd Lomas and is still privately owned by the Lomas family. Lomas is a charter member of the Canadian Association of Chemical Distributors (CACD) and is represented nationally. Facilities across Canada include Brampton, Ontario (3 facilities), Montreal Quebec (1 facility) and Vancouver (1 facility). All facilities are ISO 9001:2000 Registered and verified under the Responsible Distribution Code of Practice. L. V. Lomas Limited is committed to be the best professional sales organization, distributor and processor of value-added products for the North American market. They manage their business responsibly and focus on customer satisfaction, service and excellence in everything they do.

Outside, entrance way to L.V. Lomas Ltd., 99 Summerlea Road, Brampton, Ontario

Delta, British Columbia. Today, Lomas continues to operate both facilities, and have also expanded operations to keep up with growth in those markets.

Lomas continues to expand and diversify their Product, Principal and Customer base to ensure that L. V. Lomas Limited remains profitable and financially healthy. Lomas continues to hire and maintain the most qualified, capable, and talented personnel and provide for all employees the best working environment possible, recognizing and rewarding achievement, dedication and excellence.

The original headquarters at 99 Summerlea was approximately 100,000 square feet for warehousing, with 8000 square feet for the front office. In 1998, Lomas expanded the front office by another 8,000 square feet to accommodate the ever-growing marketing and sales personnel. Just last year, L.V. Lomas

It is with this philosophy and drive for excellence that the decision was made to renovate the Brampton location and add another 10,000 square feet to the company’s headquarters. The company first moved into the current Upper level, employee work area at 99 Summerlea Road, Brampton, Ontario.

completed another 10,000 square feet front office expansion at 99 Summerlea Road, for a total of 26,000 square feet.

headquarters at 99 Summerlea Road, Brampton in 1988. At that time, the company operated 2 other facilities in Dorval, Quebec, and in

Their current headcount is over 200 qualified professionals across Canada, of which 130 are situated in Ontario. In addition to the 3 facilities mentioned above, the company

16


S U M M E R • 2 0 0 8 www.lvlomas.com

PLACE TO WORK! The company takes great pride in providing the premium working space for all of its employees. As Jim Leamen, Regulatory Affairs Coordinator at Lomas, puts it “ Lomas is a great place to work. There is no doubt about it! The management team is always looking for ways to improve the work environment as well as the community. In fact, they have just renovated our staff lunch-room (said with a chuckle). Lomas is definitely committed to its people, environment and community!” Congratulations to L.V. Lomas Ltd. for their recent renovations, 48 years of successful business, and the efforts made to make coming to work an enjoyable experience for all employees! Catherine Wieckowska Editor, Chemunicator

Conference room at 99 Summerlea Road location.

has expanded their warehousing space in Brampton to include 75 Summerlea Road, and 115 Walker Avenue. The 75 Summerlea Road operation is dedicated to food and fine chemicals businesses and is approximately 70,000 square feet. The 115 Walker Ave. facility is an additional 50,000 square feet and is primarily servicing Lomas’ rapidly growing 3PL (Third party logistics) businesses.

- Thank you to Devin Chan, L.V. Lomas Ltd. VP of Marketing, for providing the photos and content details.

A better way to store and ship.

With the recent renovations, the company has built an additional 25 private offices and 6 meeting rooms. The conference rooms have proven to be quite useful for inter department meetings, as well as external meetings with principals and clients. Most of the meeting rooms have video conferencing capabilities.

Kevin Russell, President of L.V. Lomas Ltd. seen here in front of oil painting.

• 3PL Warehouse services • Inventory management • Cross Docking • Order fulfillment • Labeling, packing, assembling • Storage & dangerous goods handling • Special value added services • Transportation services • North American distribution

The office is adorned with several pieces of art with a "Canadian" theme, including prints from the Group of Seven. In addition to this, there are selected pieces of industrial photography from Rand Lomas' collection, as well as oil paintings from his favorite artists.

Multimodal is a Logistic and Transportation Management Company that provides quality facilities and professional support services to anticipate and meet the unique needs of our various clients. Our alliance with third party distribution systems strengthens and completes your supply chain, providing you with truly superior inventory control and product distribution. Call us or visit our web portal and discover a better way to store and ship.

1.800.605.7307 www.multimodal.on.ca

17


EmployeeN BAYER INC. ANNOUNCES THE RETIREMENT OF RICHARD ROBERT

T H E

E W S

C H E M U N I C A T O R

BRENNTAG CANADA WELCOMES RJ PETERSEN TO THE REGULATORY GROUP

Richard Robert is retiring from Bayer Inc. effective July 2, 2008. Please join me in wishing him all the best.

I am pleased to announce the appointment of RJ Petersen to the position of Regulatory Compliance Manager, effective April 28th, 2008.

Richard is retiring after 33 years of exemplary service with Bayer Material Science. Currently, he is Senior Account Manager, Ontario for Polycarbonates and Thermoplastic Urethanes. Richard began his Bayer career in 1975 as a Technical Sales and Marketing Representative in Pointe Claire, Québec for the Thermoplastic Sales Department responsible for Quebec, Atlantic Provinces and Ottawa/Brockville. He relocated to the Toronto area in 1988.

RJ joins Brenntag with extensive experience in the chemical manufacturing sector in the areas of legal and environmental compliance. For the past 6 years, RJ worked in roles as process chemist and environmental chemist with Rohm & Haas. Prior to that, she worked in the area of specialty formulated chemicals. Her familiarity with ISO 14001 and ISO 9001 management systems, and a wide variety of regulatory issues pertinent to chemicals, their manufacturing, storage and transportation requirements, as well as environmental, health and safety issues, HazMat and emergency response protocols, will be well suited to this new compliance role within the Corporate Regulatory Affairs group. RJ received her Bachelor of Science, and Masters Degree in Chemistry from the University of Toronto. I am confident that RJ’s contribution to our regulatory compliance function will help bring about added value to our business and operational processes, while benefiting our people, and the environment. Please join me in wishing RJ every success in her new role.

In his retirement, Richard is most looking forward to reconnecting with his family, renewing old friendships and getting into “the best shape of his life”! When asked what he will miss most about Bayer and working in the plastics industry, Richard says that it’s all about the people.

Bernard Cook Manager, Corporate Compliance Systems

“I have always been impressed with my colleagues at Bayer both in Toronto and in Pointe Claire - with their Love Winning attitude and the exceptional pride they take in their work.”

BRENNTAG CANADA PROMOTES NORM CUNNINGHAM TO ROLE OF DISTRICT MANAGER, QUEBEC REGION

Richard developed and maintained a large number of excellent relationships with suppliers and customers in both the United States and Canada. Many of those relationships grew into personal friendships that he will greatly miss and they will miss him as well.

It is with much pleasure that I announce that Norm Cunningham has been promoted to the role of District Manager, Quebec, effective immediately.

Good luck, Richard! We wish you well.

Norm, who has been providing guidance to the Quebec team on an interim basis over the last several weeks, will provide the leadership and strategic direction required to guarantee our success in the increasingly competitive Quebec environment.

In Richard’s absence, if you would like to speak to someone at Bayer Inc. about the Bayer MaterialScience business, please contact Raj Ori, Senior Account Manager, Bayer MaterialScience, Bayer Inc. at 416.248.0771.

Norm first joined the company in October 1992 as Assistant Marketing Director and, in 1996, was promoted to Sales Manager, Quebec. In 2000, Norm was promoted to the newlycreated role of Business Unit Manager, Pulp and Paper. Instrumental in the development of a Canadian corporate

Ernie Springolo Country Division Head Bayer MaterialScience

18


S U M M E R • 2 0 0 8

several weeks, Norm Cunningham and Vincent will be developing an effective transition plan to ensure the smooth migration of accountabilities. During this interim period, Vincent will continue to lead the B.C. District team.

accounts focus, Norm took over management of the National Accounts group on January 1st, 2007 while continuing to provide leadership in the pulp and paper arena. Norm brings an impressive background of senior sales and marketing expertise to his new role combined with a highly developed understanding of the business trends and practices which currently impact our business and continues to demonstrate a highly collaborative approach to dealing with his team, colleagues and business partners. I am confident that under Norm’s leadership, the Quebec district will continue take on and conquer new challenges.

Please join me in wishing Vincent all the very best in his new role. Michael Staley President

CACD WISHES TO CONGRATULATE ROSS CULLY ON HIS RETIREMENT

Please join me in wishing Norm all the very best in his new role.

Cathy Campbell, Executive Director of CACD, Ian Dowding, Former President of CACD, and Catherine Wieckowska, Member Services Coordinator of CACD met with Ross Cully on May 13th, 2008 to celebrate Ross Cully’s, of Brenntag Canada, formerly St. Lawrence Chemical recent retirement from the industry. Ross Cully has been in the industry for over 35 years and leaves behind a stellar portfolio and reputation. Please join us in wishing Ross many successes with his future endeavors. Enjoy the home renos and studies Ross!

Steve Jones Vice President Eastern Region

BRENNTAG CANADA APPOINTS VINCENT BOISSINOT AS NATIONAL ACCOUNTS MANAGER

I am very pleased to advise that Vincent Boissinot has accepted the position of National Accounts Manager, effective immediately. Vincent brings an impressive sales and commercial background to his new role -- he first joined Brenntag in December 1993 as a Technical Sales Representative, and was promoted to Sales Manager, Quebec in 2001. Vincent’s next move took him to the far side of the country and, in September 2005, he took on the role of District Manager, British Columbia. In his new National Accounts role, Vincent will provide leadership and strategic direction for the ongoing development of our national accounts portfolio. In collaboration with internal and external stakeholders, the National Accounts team will continue to identify opportunities and establish alliances that will contribute to the growth and profit of our business. Vincent will also oversee the growth and development of our pulp and paper business, as well as act as the primary Canadian liaison to the North American National Accounts Group ensuring an effective alignment of our mutual cross-border activities.

Ross Cully, Retiree and Cathy Campbell, Executive Director of CACD

CHARLES TENNANT WELCOMES LANE CRASSOSKI

Charles Tennant is pleased to welcome Lane Crassoski as our new Personal Care Sales Representative in the Montreal Region.

The national account team has experienced significant successes over this past year and I am confident that with Vincent’s guidance, this group will continue to achieve even greater wins in this important segment of Canadian industry.

Lane joins us as a procurement and sales specialist with over 30 years experience in the manufacturing and distribution sectors. Please join us in welcoming Lane to Charles Tennant. You can contact Lane at 514-631-8580 ext. 23

Vincent will be working from the Corporate Office in Toronto; however, given the approaching arrival of two important additions to his family, Vincent and Martine will not be returning to Eastern Canada until later this year. Over the next

Kathie Taylor Sr. VP of Sales & Marketing

19


EmployeeN DIVERSITY TECHNOLOGIES ANNOUNCES DAVID LLOYD AS PRESIDENT

T H E

E W S

Steven LePoole is pleased to announce appointments to the senior management of Diversity Technologies Corp (DiCorp). As of July 1, David Lloyd is president of DiCorp. David has been with DiCorp for 26 years, and has performed a number of senior management positions, mostly recently Director of Marketing Non-Oilfield. Also on July 1, Dirk LePoole is appointed Director of Marketing. Dirk has been with DiCorp since 2002 and was most recently Director of Marketing Oilfield. Steven LePoole has resigned as president, and will act as Executive Chairman of the company. Steven LePoole Executive Chairman, Di-Corp FLOCHEM CONGRATULATES TEAM MEMBERS ON 10 YEARS OF SERVICE!

C H E M U N I C A T O R

Advisory Board. Isabel was chosen for this 3 year term, because of her experience and perspective on international trade matters, and will be asked to provide advice on a range of issues of concern to SMEs and on the trade promotion programs and services provided by DFAIT. "I'm excited and honoured to have this opportunity to bring forward the issues impacting our Chemical industry - I invite the Chemical industry to make me aware of the matters and suggestions that I can present to Minister Emerson." Isabel Alexander is serving her 4th year as chair of IE Canada (Canadian Association of Importers and Exporters) and is the inaugural chair of CACD's You Be The Chemist Committee. Phancorp Inc. is proud to announce the promotion of Laurie Pedziwiatr, to Director of Sales, North America. Laurie previously held the role of National Sales Support Manager, along with a significant corporate account portfolio. “I embrace the opportunity to take the lead on enhancing existing relationships and building new business in North America for Phancorp!” Phancorp Inc. is a global chemical wholesaler specializing in sourcing, procurement, distribution and logistics of industrial chemicals and fine ingredients. As The Distributors' Partner™, Phancorp Inc. provides advantages in the intensely competitive business of chemical distribution. Phancorp Inc. delivers improved pricing, increased product availability, new product lines, innovative solutions and solid manufacturer relationships for the North American chemical distributor. Erika Larson Regulatory & Quality Supervisor

From left to right: Jim Grahlman -Truck Driver, Sandra Sc huett -Office Manager, Carol McComb -Accounting, Hugh Fielding -Truck Driver.

PHANCORP PHEMALES MOVING PHORWARD

PHANCORP Inc. The Distributors' Partner TM

Isabel Alexander, President and Founder of Phancorp Inc., was recently appointed by the Honourable Minister David Emerson, Department of Foreign Affairs and International Trade (DFAIT), to his Small and Medium-sized Enterprises

UNIPEX SOLUTIONS, FORMLY MULTICHEM INC. ANNOUNCES HIRE OF MARY CAPAN

It is my pleasure to announce that we have hired Mary Capan in the position of technical account manager for the Industrial Specialties division. Mary will start working with us on Monday April 21, 2008 from our Mississauga office. Mary has considerable technical experience in the HI&I, Water Treatment and Life Sciences market segments having worked

20


S U M M E R • 2 0 0 8

most of her career for Henkel holding the position of Technical Services Manager. Mary's most recent position was as account manager for Brenntag (St Lawrence Chemical). Mary's principal goals will to strengthen our position in the HI&I and Water Treatment markets and she will also help support other account managers serving customers in these markets.

Barry brings over 28 years of experience to this position. Currently General Manager – Prairies, he was appointed General Manager – Northern Alberta in May 2006, and prior to that, General Sales Manager. Barry will retain the role of General Manager – Northern Alberta, and will be responsible for Western Canada, Industrial Chemicals, with the exception of our Caustic Soda business.

We are very excited to have Mary join us. Mary brings a tremendous amount of enthusiasm as well as technical knowledge to markets that we have identified as significant growth opportunities for MCI.

Please join me in congratulating Barry and wishing him much success with his new challenges. Randy Craddock President

D.T. (Dave) Saucier, Business Unit Manager - Industrial Specialties

UNIVAR CANADA PROMOTES RYAN SCHAFFER TO NATIONAL CREDIT MANAGER

UNIVAR CANADA APPOINTS BARRY NICHOLLS TO VP OF MARKETING & STRATEGIC BUSINESS DEVELOPMENT

I am pleased to announce that effective August 1, 2008 Ryan Schaffer will be promoted to National Credit Manager.

Ryan will be responsible for managing and monitoring compliance to Univar’s credit policy and procedures. He will continue to oversee and supervise the B.C. and North Vancouver Distribution Centre (Caustic Soda) credit functions. Ryan will report to Joel Kallner, Vice President – Finance and Administration.

Effective April 1, 2008: Barry Nicholls, Vice President – Marketing and Strategic Business Development

In his new role, Barry will assume responsibility for our Canadian efforts in Marketing, Industry Team development, Materials Management, Strategic Supplier relationships and development, and Corporate Accounts. As well, he will represent Canada in all North American and global approaches on the same, and will continue to be responsible for our newlyacquired Caustic Soda business.

Ryan has a Bachelor of Commerce degree from the University of Alberta, and a Chartered Financial Analyst designation. His experience includes personal and small business lending, as well as financial advisor during his eight years with TD Canada Trust. Since November 2005, he has been our B.C. Credit Manager.

Barry brings over 27 years of experience in sales and sales management. In 2004, he was appointed General Manager – Northern Alberta, and in May 2006 became Regional Vice President, Western Canada.

Please join me in wishing Ryan much success in his new challenges. Randy Craddock President

I am extremely pleased that he has accepted these new challenges, and look forward to the exciting results that Barry and his group will develop for Univar Canada. Randy Craddock President UNIVAR CANADA APPOINTS BARRY MCGEE TO REGIONAL VP, WESTERN CANADA

Effective April 1, 2008, I am pleased to announce that Barry McGee will be appointed Regional Vice President – Western Canada.

21


ONE OF THE MOST POPULAR TOPICS IN OUR KEY

Account Management and Selling On Value workshops is how to gain access to higher-level decision makers. This is a critical skill for sales professionals, especially when you need to build relationships with multiple decision makers and influencers at key accounts. This month's newsletter will address two related topics: • Guidelines on how to gain access • What to do if the gatekeeper blocks access

HOW CAN YOU GAIN ACCESS

TO HIGHER LEVEL DECISION-MAKERS?

T H E

C H E M U N I C A T O R

TOP 10 METHODS ON HOW TO GAIN ACCESS TO DECISION MAKERS

STAR has surveyed thousands of sales professionals and sales managers, and asked for their most practical and effective tips on how to gain access to higher-level decision makers. Here are the Top 10 responses: 1. Use an outside referral to get an initial meeting or phone conversation with the top level decision maker

2. After you have the initial conversation (see above), use "top down" selling to gain access to the decision makers who report to the top person 3. When you are speaking with a mid-level contact, ask some legitimate high-level questions that would normally be outside of his or her authority limits; then, ask follow-up questions such as "who would have this information?" and "would you be willing to help me contact this person?" 4. If this is an existing customer, use your current contact as an ally to refer you to sales opportunities at other divisions or locations

5. Use "indirect influence", meaning that you let one of your internal allies become your advocate, and let this person sell your product/service/idea for you

All employees of CACD member companies are eligible to be a part of the Waterloo Insurance

Group Auto & Home Insurance Program We offer discounted insurance products to groups and associations across Canada, catering to all of our English and French speaking members.

Save up to 50% on your insurance products, plus your group discount! For a no-obligation quote, contact Waterloo Insurance today. For English speaking service contact: Toll Free: 1-866-247-7700 For French speaking service contact: Toll Free: 1-800-361-7573 Email: waterloocallcentre@economicalinsurance.com

6. Offer training or informational workshop for which the topic would attract other decision makers

7. Join a relevant trade or industry association, especially one that is likely to include higher level managers 8. When you make a future appointment, schedule a joint sales call and bring one of your higher-level managers with you, and ensure that the customer will have a matching level person at the same meeting

9. Although it isn't as common as it once was, entertainment and outings can also be used

10. Finally...be persistent! Average salespeople give up after two or fewer attempts, whereas successful sellers make 6 attempts (on average) to gain access to new and important customers.

Victory belongs to the most persevering."-Napoleon

WHAT IF THE GATEKEEPER BLOCKS ACCESS?

For many of the above suggestions, you may find that a gatekeeper is blocking access to the higher-level decision maker. This is a common roadblock, for which some of these suggestions would then be appropriate: • Don't go around the gatekeeper, but do your best to cultivatethis person as an ally.

• Make a reasonable request, such as "I'd only like 5 minutes", or "Can you forward this information to him or her?"

• Telephone or visit either very early or very late in the day, in the hope that the gatekeeper isn't there • Send an email directly to the decision maker

• Cite a referral or internal ally (similar to the suggestions in the Top 10 list)

Visit us at www.economicalinsurance.com

- Bill McCormick

22


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Dear CACD Members: As a member of the CACD, you are cordially invited to participate in the National Association of Chemical Distributors (NACD) Operations Seminar & Trade Show this year in Orlando, Florida.

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OPSEM

HERE ARE THE TOP TEN REASONS TO ATTEND NACD’S OPSEM 2008:

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Operations Seminar & Trade Show FicXe[f#=cfi`[X J\gk\dY\i('$()#)''/ :Xi`Y\IfpXc\FicXe[f

C689 NATIONAL ASSOCIATION OF CHEMICAL DISTRIBUTORS

2. Awesome networking – Build better relationships with your industry colleagues, peers and suppliers. A golf outing and our Thursday night event at NASCAR Sports Grille will definitely be another hit. Network, Network, Network! There is not a better way to know the chemical distribution industry and its experts! 3. Opportunity to build new relationships with chemical distribution industry peers.

Visit www.disneyconventionear.com/NACD today to purchase your tickets.

4. Opportunity to meet top industry vendors – A trade show that features the latest technologies, equipment, and services used in our industry’s daily operations. Network with top vendors in the industry.

Please visit http://www.nacd.com/events/opsem/ for.'*&,).$-))* all program details, and to register for OPSEM go to http://www.nacd.com/events/opsem/registration.aspx.

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5. OPSEM’s Networking Directory – A valuable resource. All registrants will receive a Networking Directory, a helpful reference tool with a year-long shelf life.

Caribe Royale Orlando All Suites Hotel & Conference Center 8101 World Center Drive Orlando, Florida 32821 Reservations: 1-800/823-8300, use reference code “NACD” Fax: 407/238-8400 NACD Room Rate: $129 S/D Hotel Reservations Deadline: August 11, 2008 Visit: http://www.cariberoyale.com for more hotel information.

6. OPSEM’s a superior value – Everything’s included in the registration fee (except optional tours and golf outing).

7. Florida Chemical Co., Inc., will host a facility tour. Founded in 1942, Florida Chemical markets to the citrus industry by pioneering solvent, chemical synthesis, and flavor/fragrance applications from citrus oils.

We hope to see you in Orlando!

8. CACD members pay the same OPSEM registration fee as NACD members!

10. Location, Location, Location – Convenient and affordable location for NACD’s 20th OPSEM – there’s lots to do in Orlando, Florida. Added Bonus! A little Disney magic can provide the perfect escape after a long day’s work. To add a sprinkle of imagination to OPSEM2008, we are providing discounted tickets to all attendees.

Mike Shepherd Deeks & Company, Inc. GA OPSEM Chairman 2008

Your Success is Our Goal

We help our customers operate more efficiently – not just cut costs. Find out how at:

www.lakesidelogistics.com/success 23

3826 OPSEM2008 ecard_3.indd 1

1. First-rate education - OPSEM offers a variety of educational sessions – from our featured keynote speaker Isabel Perry, The SafetyDoctor.com, to hot topics on regulatory, transportation, REACH, and human resource issues – you will be well prepared to deal with issues impacting our industry and you can help your company run your business more efficiently and effectively.

9. First-Time Attendees – Receive recognition for attending and are treated to a luncheon on Wednesday.

1/24/08 10:08:07 AM

S U M M E R • 2 0 0 8


T H E

C H E M U N I C A T O R

New Cross-Border Cooperation Ottawa, Ontario, July 2, 2008 -- The Canada Border Services Agency (CBSA) announced today that it is working with U.S. Customs and Border Protection (CBP) to strengthen cargo security. The new arrangement will promote a smarter, more secure and efficient border.

With the new arrangement, both countries will now use similar criteria when granting companies membership to their respective cross-border programs: Canada’s Partners in Protection (PIP) and the U.S.’s Customs-Trade Partnership Against Terrorrism (C-TPAT). "This arrangement demonstrates that Canada is moving forward with the United States and the business community to increase cargo security and support economic prosperity," said Greta Bossenmaier, the CBSA’s Interim President.

"With strong industry support and the combined efforts of U.S. CBP and the CBSA, the United States and Canada are leading the way toward a more secure global supply chain," said U.S. CBP Commissioner W. Ralph Basham.

PIP members benefit from having an enhanced reputation as being low-risk companies. In addition, their shipments are eligible for expedited cross-border clearance through Canada’s Free and Secure Trade (FAST) program. In January 2007, the Government of Canada dedicated $11.6 million to strengthen the PIP program under the Security and Prosperity Partnership of North America.

With Canada doing almost $2 billion daily in cross-border trade with the United States, trade security programs such as PIP and the efforts of its members contribute to a smarter, more secure and efficient border and help protect Canadians against potential health, security and economic threats.

FACTS YOU SHOULD KNOW

international standards for cargo security such as the Framework of Standards to Secure and Facilitate Global Trade (SAFE) and the Authorized Economic Operator concept of the World Customs Organization.

Under the PIP program, the CBSA works hand in hand with business partners to lower their vulnerability of being used for the purposes of criminal activity and to raise their awareness of security issues, thereby enhancing cross-border security. Businesses agree to implement and maintain the high security standards in their day-to-day operations and to ensure cargo security from supplier to customer. PIP members contribute to the protection of Canadian society and benefit from having an enhanced reputation as being a low-risk company. In addition, their shipments are eligible for expedited cross-border clearance through Canada’s Free and Secure Trade (FAST) program. On June 27, 2008, the United States and Canada signed a mutual recognition arrangement that formalizes their commitment to have the C-TPAT and PIP programs continue to work together to help protect the shared border, strengthen safety and security, and support economic prosperity. REGARDING ARRANGEMENT

Q A

This arrangement exemplifies how Canada and the United States are working together to ensure the safety and security of their citizens and to keep the borders open to legitimate trade. This arrangement also formalizes that Canada and the United States have met their commitment under the Security and Prosperity Partnership of North America; that is, to achieve compatibility.

Q A Q A

WORKING TOGETHER TO ENHANCE SECURITY FOR CANADIANS AND THE BUSINESS COMMUNITY

The Partners in Protection (PIP) program is a cooperative effort between the Government of Canada and private industry to enhance border and supply chain security. By working with the Canada Border Services Agency (CBSA), businesses contribute to the dual goal of protecting Canadians from potential health, security and economic threats and of facilitating legitimate trade. The recent introduction of higher security standards and measures similar to those of the U.S. Customs-Trade Partnership Against Terrorism (C-TPAT) program further strengthens PIP, demonstrates the Government’s will to standardize practices for the benefit of the business community, and confirms Canada’s commitment to meeting

Why is this arrangement of mutual recognition with C-TPAT important?

How does this arrangement benefit Canada?

Having membership in the PIP program allows the CBSA to concentrate their efforts on unknown or highrisk cargo and individuals. How does this arrangement benefit PIP members?

A company applying to be a member of both PIP and C-TPAT programs may receive only one site validation instead of two since both countries have agreed to do these jointly or to recognize the other program’s site validations. Also, members in both programs benefit from an enhanced reputation as a low-risk company and are eligible for expedited cross-border clearance through FAST lanes in both directions.

24

Q

Will this arrangement change anything for the program and its members?


S U M M E R • 2 0 0 8

Will Strengthen Cargo Security A Q A Q A There are approximately 2,200 current members that range from importers, manufacturers, couriers, air, land, and marine carriers, warehouse operators and customs brokers. All of these members will need to re-apply to the program because stricter, better-defined and targeted security measures have been implemented as a direct result of our efforts to make PIP compatible with C-TPAT. How does this arrangement benefit the United States?

The United States benefits from knowing Canada will have a comparable supply chain security program with the same focus, and is therefore able to concentrate its efforts on unknown or high-risk cargo and individuals. The United States and Canada, as next-door neighbours and major trading partners, benefit by having safer, more secure borders because it contributes to the continued prosperity of their nations.

Q A

Can a company be a PIP member only or will it have to join C-TPAT?

Under the arrangement, each program will maintain its independence from the other. This means that companies can be members of PIP only, allowing for benefits entering Canada.

REGARDING PROGRAM COMPATIBILITY

Q A Q A

In which areas are PIP and C-TPAT compatible?

C-TPAT and PIP are now compatible in the application of mandatory minimum security requirements for membership, site validation processes (i.e., on-site visits) and approval of membership. In which areas are PIP and C-TPAT not compatible?

C-TPAT and PIP are compatible overall but have a few differences. For example, PIP does not:

conduct overseas validations of trade chain partners; or

have a three-tier membership status, the first of which provides conditional approval and minimal benefits prior to a site validation and C-TPAT does not offer awareness sessions to member companies.

Q A

How will these differences affect the arrangement?

sufficiently similar to be compatible and mutually recognized.

REGARDING SECURITY OF SUPPLIERS What does supply chain security mean?

Supply chain security refers to the efforts made to enhance the security of all partners - from suppliers to customer - with whom members do business (i.e., manufacturers, storage, transport and logistics companies, etc.). These efforts are driven by threats such as organized crime, terrorism, smuggling and theft. For example, activities that ensure supply chain security include:

Verifying credentials and assessing the risk of participants in the supply chain; Validating the participant’s security measures and access controls to ensure the integrity and security of the transportation, handling, customs clearing and storage of cargo; and Ensuring the security of cargo while in-transit via the use of locks and tamper-proof seals.

Q A

How will the new PIP program verify that its members are dealing with suppliers that adhere to the same security standards?

As part of the application process, the PIP program will perform an on-site validation to determine if the applicant has written and verifiable processes for the screening of its business partners. Canada will rely on the PIP member’s commitment to exercise due diligence by ensuring that their business partners adhere to and apply sound security measures. The CBSA may periodically verify that members continue to maintain program standards and membership renewal must be completed every three years. Thank you to the Canada Border Services Agency, Media Relations department, for the contribution of this information. Tracie LeBlanc Communications Officer/Agente des communications Media Relations/Relations avec les médias Canada Border Services Agency/Agence des services frontaliers du Canada

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Track your KPIs on our proprietary online Dashboard. Take a test drive at:

Program differences have no impact on the arrangement. The joint evaluation of each program’s requirements and validation practices has confirmed that the programs are indeed

www.lakesidelogistics.com/dash 25


T H E

C H E M U N I C A T O R

ON

RIGHT

THIS ARTICLE APPEARED ON JUNE 2ND 2008 IN THE ICIS Business News supplement published for the annual FECC congress. It highlights important strategic issues influencing distributors and suppliers. Prior to its publication, the content of the article was reviewed by several industry experts. It should not be considered as a legal opinion, but as expressing the views of an industry expert.

1999 and 2006, the top ten North American distributors saw their joint market share increasing from 34% to 44%. While the revenues of the top ten

A number of chemical distributors are facing now the strategic, financial and legal challenges which were already foreseen last year. Additionally, they have to define new principles of cooperation with their commodity and specialty chemical suppliers based on applicable competition laws. “On the right track” aims at clarifying these issues by covering the following topics: Fragmentation or consolidation of the chemical manufacturing and distribution sectors, latest trends in distributor M&A activities and new legal and commercial rules for commodity and specialty chemicals.

distributors are based on published figures, the overall distributor or producer market sizes are based on estimates. However, these contradictory trends are evident and we can therefore state that while the chemical industry is increasingly fragmenting, the distributor sector is consolidating to such an extent that suppliers and customers have often a limited choice of available distributor options on the European and North American markets. TABLE 2

1. INDUSTRY FRAGMENTATION OR CONSOLIDATION?

Early March 2008, at the Brazilian Chemical Distributors Association congress in Bahia, Dr Pedro Wongtschowski President of the leading Brazilian chemical manufacturer “Ultrapar” factually demonstrated the growing fragmentation of the chemical manufacturing industry. While in 1970, the top ten producers had a global market share of 16%, in 2006 their market share declined to 11%. Over the same period, the top thirty producers market share had gone from 29% to 20% and the top fifty producers saw their global share decline from 36% to 25%. (Table 1: Chemical industry fragmentation). TABLE 1

These developments, although barely realized so far are likely to impact future distributor M&A strategies. One of the main justifications for the consolidation of the distributor scene was founded on the wrong perception that the chemical industry was consolidating. Other reasons for the distributor consolidation are known such as the producers’ drive for doing more businesses with fewer distributors, succession issues in family owned companies and the corporate and private equity owned distributors’ strategy to pursue “Buy & Build” growth strategies. 2. THE END OF THE “BUY AND BUILD” M&A STRATEGY?

The increasing fragmentation of the chemical manufacturing industry is the result of the globalization, the emergence of new producers in Asia and the Middle East, as well as the leading producers’ focus on core competencies and key processes. It is symptomatic that several of the past top ten chemical industry leaders like Hoechst, ICI, Montedison, Rhone Poulenc, Veba disappeared from the scene. By contrast, the top ten European distributors increased their market share from 29% to 34% between 1998 and 2006. (Table 2: top ten European distributors’ growing share). Similarly, between

The main industry consolidation engine behind the “Buy & Build” strategy were the investments made in chemical distribution in the nineties by renowned public companies, like Ashland, InternatioMuller, Stinnes, Veba and Vopak and in the last years by private equity firms like 3i, AXA Equity, ABN Equity, Bain, BC Partners, CVC, Permira. The following example highlights the money game behind the distributor industry consolidation. When a private distributor achieves sales of 100 Millions Euros, he may typically get a 5 Millions Euros EBITDA which, depending on his company equity structure and debt levels, can allow him to invest 3X EBITDA or up to 15 Million Euros on the basis of a 50/50 debt equity ratio.

26


S U M M E R • 2 0 0 8

THE

TRACK

A corporate or conglomerate owned distributor obtaining the same result can double this leveraged financing to around 6X EBITDA or up to 30 Million Euros as he offers as risk guarantee a wider asset and equity base than what a private distributor may put forward. Before the credit market turmoil, private equity owned distributors were able to mobilize up to seven to nine times the previously generated EBITDA. Private equity sponsors mostly focus on the acquired company’s cash generation potential to raise debts. The possibility to obtain loans based on creative financing instruments and the possibility to transfer debts to the next buyers without paying back the debt principals supported the recent expansion of the “Buy & Build” model. Consolidation in chemical distribution was mostly driven by external sources of leveraged financing, initially by public conglomerates and lately by private equity. Without these "external" leveraged investments, the distributor sector consolidation would have been much less spectacular. This example makes clear the structural advantage corporate and private equity owned distributors enjoyed so far. During the period 2000 to 2007, eighty per cent of the distributor M&A or over 150 transactions were globally completed by private equity owned distributors. Two aspects facilitated their inroads into distribution, namely the boundless availability of funds for financing new acquisitions and the possibility to trade companies as secondary or tertiary placements. While private equity owns a relatively small number of distributors, they now control the industry leaders in Europe and America, namely Brenntag, Univar, IMCD and Azelis as well as some smaller companies such as Quaron, Solvadis, Safic Alcan, Warwick, Unipex or Banner/Surfachem.

During the last years, several leading private companies avoided to get involved in pricey M&A activities and focused their efforts to achieve ambitious organic growth programs. Leading distributors like Algol, Quimidroga, Caldic, Helm, Eigenmann & Veronelli, Barentz or Norkem grew organically their revenues without resorting to M&A activities. They show solid results and balance sheets with low indebtedness. For instance, Iberian distributor Quimidroga became in 2007 a 600 Millions EUR distributor whose sales and profits grew organically more than 20% over the last two years. Several factors may act now as private equity investment decelerators, namely the credit crunch, more difficult to manage and less profitable exit opportunities and more restrictive M&A procedures. Competition authorities are now likely to be more attentive to market share issues to avert some distributors’ market dominance and the formation of oligopolies. EU competition authorities are likely to use the concept of pertinent market to approve new transactions. To circumvent this

restriction, private equity owned distributors are seeking to expand on the emerging markets of Asia, the Middle East and South America or are acquiring smaller European niche players. This is illustrated by Azelis’ recent acquisitions in India and Turkey matched by IMCD expansion in South Africa and Turkey and the other small size acquisitions which took place so far in 2008. These aspects will impact the number and scope of new distributor M&A activities in Europe and in North America and are likely to reduce significantly the recently observed M&A multiples in line with what is happening for specialty chemical manufacturing acquisitions. 3. NEW COMPETITION RULES FOR COMMODITY AND SPECIALTY CHEMICALS

Distributors and suppliers often paid limited attention to competition laws. They tended to overlook the importance of these legal issues which paradoxically concern all the commercial aspects in which they are involved, such as information exchange with suppliers, distribution contracts, exclusivity, antitrust, merger policy, market share and market dominance. As these topics are fairly complex and distributors have limited legal in-house resources, they tended to mostly rely on their suppliers to put them in the picture. However, few suppliers have specialist legal resources capable of mastering these topics and the information provided to distributors was often contradictory and in hindsight even inadequate. It is important to underline that competition laws are evolving under the influence of new jurisprudence, consumer protection, business economics and competition agency regulations rather than being cast as a defined set of rules, like those written in the French Code de Commerce (1). They are not meant to protect producers or distributors but to look after the customers’ welfare. In practice, competition rules differentiate the distribution of commodity or bulk industrial chemicals based on producers’ sales to several competing channels and multi-sourcing for distributors from the distribution of specialty chemicals. The latter is broadly based on sales to a selected network of specialized channels covering specific markets or industries. The ensuing legal principles often reflect commercial practices already in place in the industry. Producers and distributors (Table 3) are expected to fulfill reciprocal obligations when they are involved in the sale of

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T H E commodity or bulk chemicals. Producers should apply the principle of fair pricing and avoid price discrimination among channels to markets. They should also serve distributors fulfilling product stewardship compliance criteria and offering modern logistic and environmental protection capabilities. It is now generally admitted that they should not ship directly to their distributors’ customers since they are not supposed to know which customers are served by them and at what prices. (2)

C H E M U N I C A T O R TABLE 4

TABLE 3

Distributors may exchange information with their commodity suppliers based on market trends, technical and service issues but should avoid giving away information about prices and customers. They should organize delivery pick ups at their suppliers’ sites when these shipments are delivered directly to their customers and keep sufficient stocks to meet their customers’ demand. Finally, they should have antitrust compliance programs as well as proper governance policies in place. For specialty chemicals (Table 4), the main legal and commercial difference derives from the concept of supply exclusivity which creates specific mutual obligations for both producers and distributors. The exclusivity dimension is commonly found in other consumer and industrial sectors. Producers wishing eventually to sell exclusively to a selected network of specialized distributors must fulfill a list of demanding obligations. Firstly, they should commit to work with a single channel to serve a given specialty market or industry on a defined territory. They select their distributors according to a defined set of criteria such as market development skills and industry expertise. Producers should publish a distributor policy and define the type of transactions and customers they will serve directly and those who will be managed by their distributors. Producers and distributors relationships are described in contracts whose terms are in conformity with new competition laws. Producers must technically train their distributors’ staff and abstain from selling to distributors’ competitors active on the same markets. Producers should also audit their distributors’ ability to comply with REACH and Health, Environment and Safety (HSE) principles.

Similarly, selected specialty distributors should have enough resources to develop and serve defined target markets. They are expected to provide their suppliers with a range of information on market trends, technical developments, competitive technical activities, product performance and quality issues, as well as some information on customer data. Distributors should defend their suppliers’ brands and refrain from promoting specialty sales outside a defined territory or industry. They should abstain from offering similar competitive chemicals to their customers and should align their marketing resources with their suppliers’ strategies. Exclusivity rules implementation entails a range of mutual obligations for both suppliers and distributors. These obligations should be well defined and contractually agreed between the partners, keeping in mind the customers’ interests. They can sometimes be difficult to implement when distributors offer specialty chemicals from one source on an exclusivity basis in one country and compete with their supplier in another EU country or when they import competitive unbranded Asian chemicals for specific applications. Due to the increasing specialty and fine chemicals “commoditization” largely influenced by Asian producers, it seems more difficult to strictly apply mutually beneficial exclusivity terms. It is easier to be aware of these principles than putting them in practice. In case of doubt, it is always prudent to take advice from competent competition law experts. Distributors are at a crossroad: the chemical industry is fragmenting while distribution is consolidating, the dynamic financial forces behind the “Buy & Build” strategies are temporarily decelerating and new legal and commercial rules create demanding mutual obligations for distributors and producers. These identified developments encompass the most recent strategic, legal and financial challenges faced by the chemical distribution industry. Distributors will successfully overcome these challenges by working closely with their suppliers and by defining with them new partnership principles in conformity with modern legal and ethical principles.

Marc Fermont DistriConsult Senior Partner

(1) Professor Giorgio Monti: “EC Competition Law” Cambridge University Press 2007

(2) Dr Thomas Wesserly. Freshfield Bruckhaus Deringer. FECC presentation Brussels. November 2007

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S U M M E R • 2 0 0 8

MANAGEMENT REPORTING THEN & NOW If you had to guess, what would be the number one complaint of users of

3. Use with Caution – Spreadsheets are an excellent tool, but are VERY prone

financial & management systems (inventory management systems, accounting

to error. Some studies suggest that 90% of spreadsheets with more than 150

software, MSDS management tools etc)?

rows contain errors. Many of these errors are significant.

Perhaps more importantly, what is YOUR number one complaint? One such example – TransAlta Corp announced in June of 2003 that they would If you are like the vast majority of our clients, or those who Microsoft recently

take a $24 million charge to earnings due to a spreadsheet that had

surveyed, your number one complaint is…. “Accessing data to enable business

mismatched bids & contracts.

decision making”. Thus, after spending all that time doing the manipulations to answer your

Consider the following scenarios:

questions, you need to spend even more time testing the spreadsheet to

1. Your sales manager wants to re-align your commission structure to

minimize likelihood of error. Even if you do this testing (most people don’t

accelerate sales for two specific product lines. To do so, she needs to

mind you) you should still be sceptical about the results.

determine gross sales, gross profit (based on full landed cost of course) & units sold by distribution centre by customer, by province by salesperson –and

THERE IS A BETTER WAY:

not only of these two lines, but certain complementary SKUs which are believed to enhance sales opportunities on these lines.

Imagine a more contemporary approach. What if all of your management team

2. As part of your Dead Stock reduction program, your inventory manager

could connect to the data they needed in a way that:

needs to rank & categorize inventory items (SKUs) based on gross sales, gross

1. Ensured referential integrity of the data analyzed and conclusions derived;

margin & corresponding inventory value.

2. Allowed them to “Ask & Answer” all the iterative question we know they will

How long would these tasks take? Hours? Days? Surely not weeks…right? Another related question - how many people in your organization would need to get involved to get this data?

have; and 3. Accelerated generation of actionable data up to 300% faster than the above methods. The best news is that this is likely possible without changing your current

THE TWO MOST PREVALENT METHODS….

systems. Step 1 - Remove the perceived barrier (“I need a

We commonly find that most distributors resort to one of the following time

consultant/techie to write a report”)

consuming and error prone approaches:

Step 2 - Understand how your data is stored in your

1. Generate standard reports from your systems, dump them to Excel and then

systems (1/2 to 1 day of your time)

perform extensive manipulation & reconciliation to get the data into reasonable

Step 3 - Learn how to use some of the tools you likely

shape to answer the original question (and hope that no errors entered into the

already own (1/2 day)

manipulation!). 2. Create custom reports (created either by technical staff or outside

Would you be prepared to spend 1 – 2 days to get these benefits? Investing

consultants). Depending on how well the reports were designed & developed,

time on these three steps will likely save many times this investment! Worst

they may still need to be dumped to Excel for manipulation.

case scenario, you may need to consider one of a current suite of Business Intelligence (BI) software tools to fill out your arsenal.

AND THEIR WEAKNESSES INCLUDE…. Watch for our article in the next Chemunicator which will highlight many of the While vastly superior to manually culling through ledgers and assembling the

BI options available to you today (with your current technology) and some of

data yourself, time and again we have seen numerous short comings:

the leading BI specific software products.

1. Delays, Delays & more Delays - These approaches often necessitate using others (report writers) to get the data out of the financial systems to answer management’s questions. This inevitably delays management’s progress. Perhaps the manager has the skill, but that begs the question “is this the best

Jamie Black, Partner & Director of IT Services for F.H. Black & Company. F.H. Black & Company provides Canadian wholesale distributors with ONE source for business support, focusing on accounting services, business systems and technologies, business process enhancement, human resource and management consulting.

use of their time – creating & formatting a report?” 2. That answers the first question, but what about ….. Typically, as data becomes available management may be able to answer the initial question that started the process, but these answers suggest even more questions. The nature of management analysis is iterative; What salesperson sold the most of this product? Oh, just

Greening your Supply Chain

Our Vision Green helps to green supply chains across North America See how you can be greener at:

as I suspected, it is Jim. I wonder what provinces he sold them in? Geez he sold a lot in Saskatchewan. Who is he selling them to there? The typical distributor must continually run new reports (or need to get them built) to answer each

www.lakesidelogistics.com/green

of these successive questions, causing even more delays.

29


T H E

C H E M U N I C A T O R

Executive Director

From the desk of the

IT’S A TIME OF REFLECTION. Summer days are finally here after the long winter. Things are slowing down a bit, but not like they used to though. We’re all working harder & more, busy to achieve the same results we did years ago. It was simpler & easier then to make money. That’s what I hear all the time. Was it really?

Reflection ADVERTISERS SPOTLIGHT

Distribution was a different world early on. The manufacturers were in Canada and product was heavily supplied by Canadian chemical companies. That’s before the World got smaller and we started to bring product in from just about everywhere. There were big major international companies dominating the marketplace. And then something new became a trend in the business. The entrepreneurial spirit began to take hold & smaller companies sprouted up. Businesses that are big companies today, started 30 years or less ago and doing very well. Of course the World Wide Web changed everything and the way we look at things and information from anywhere in the world at any time. The idea of 24/7 open for business has become a reality that most of us live with. The invention of cell phones were seen to be the salesman’s dream come true! At first. The same could be said for “home offices”. And then the blackberry. An amazing technological advancement. It gave us the ability to work 24/7 from our home office. Have we advanced? Or are we working harder than our parents? What will our children be working? There is not any more time left in the day. Our legacy is the “we can do it all” syndrome.

Audit fatigue is another term I hear from the membership all the time. How can I get any work done when there’s another auditor at the door every day? The Responsible Distribution® Committee heard you and have contracted a new Verifier that can integrate your RD audit with ISO 9001, 14001, RC 14001 and others. The goal is to reduce the number of audits, while saving your time & resources, so you can be making money.

Regulations galore. There are hundreds of regulations affecting members (provincially and federally), not to mention your local / municipal by-laws and others like the Fire Code, Building permits, etc. The only thing we can do about these regulations is to help you through the fantastic Regulatory Affairs Committee members, who are willing to share their expertise, best practices and experiences. If you need to learn, you need to get involved or visit the website for the minutes of the meetings. You have a hardworking team, who sit on almost every government panel or stakeholder group. They know what’s going on

30

and what’s coming!

Recently, we had a speaker at the Operations & Logistics Committee meeting from Transport Canada. Believe me when I say it was an opportunity to network, hear a “common sense” approach to the regulations by the person who is responsible for the enforcement of the regulations and someone who has been around the block. It was a chance to ask questions and delve deeper, in some cases on an individual basis. That’s the kind of stuff we’re doing. At the Montreal Chapter, there was a plenary session filled with speakers with expertise in the transportation field, who spoke to trends that will affect the entire industry, such as the cost of fuel, lack of drivers and what members should be considering in their carrier assessments. There was a Health Canada rep who spoke about the drug precursor regulations, following a presentation by the RCMP on the crisis of drug labs & what they do to communities. There was a talk from a Supplier Partner on the TDG Amendment 6 regs and particular attention to how members could get help through resources, such as training.

The Western Chapter had two speakers who informed the local BC members about the possibility of the interruption of normal business during the 2010 Olympics & Paralympics. They were asking for CACD’s help in attaining information on where chemicals are stored, whether at member facilities, customers sites, product being shipped by road or rail is being scrutinized carefully as we head into the 2010 deadline. Please submit the info requested to the CACD Office, if you have not already done so. This is just a few of the activities that the Committees have been working on for you. If you want to really know what’s going on in the industry, come out to a meeting & participate, even just to network.

The annual meeting in Quebec City was a success and the feedback confirms that we are getting it right. The meeting would not have met budget this year, if not for the sponsorships from Members, Supplier Partners and for continued support from the companies, who come to the event. I believe we can say that small or large members get value from the meetings. The thing is….you have to be there to see what the value is. It might not be the reason you signed up for initially, but you will have something to take away! As I reflect on the past year, I think about the accomplishments at work, my family and not on how hard I’m working, but rather on how blessed I am. Til next time, enjoy the summer and don’t work too hard! Cathy Campbell


YOUR INDUSTRY HAS CHALLENGING RISKS

WE UNDERSTAND YOUR EXPOSURES AND THE INSURANCE MARKET BEST POSITIONED TO SERVE YOUR NEEDS.

We Have Solutions! TORONTO Stephen Smith, Partner 416.408.5408 ssmith@jonesbrown.com Peter Bryant, Partner 416.408.5037 pbryant@jonesbrown.com Patty McNeil, Partner 416.408.5048 pmcneil@jonesbrown.com

CALGARY Don Taylor, Account Executive 403.298,4321 dtaylor@jonesbrown.com

VANCOUVER Grenville Finch-Noyes, Managing Partner 604.608.1173 gfinchnoyes@jonesbrown.com


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The Chemunicator - Summer 2008