A Practical Look at Types of Corrosion and What Went Wrong Cliff Cracauer World Sales Meeting 2009

A Practical Look at Types of Corrosion and What Went Wrong

Cliff CracauerWorld Sales Meeting 2009

Outline

• Types of Corrosion Examined– Atmospheric Makes up majority of claims– Microbiologically Induced Corrosion (MIC)

• Causes of Corrosion– Who, What, When, Where & Why

• Troubleshooting when a claim occurs• Examples

Atmospheric Corrosion

• Necessary Elements– Presence of electrolyte– Humidity

• Fe is >60% RH

– Others depend on:• Hygroscopic Nature• Atmospheric Pollutants

Troubleshooting Corrosion

• Don’t Panic – Everyone WILL eventually have a rust or

corrosion issue» Emotional Issue: “The sky is falling”» * Looking for a scapegoat

Troubleshooting Corrosion

• Don’t Panic – Everyone WILL eventually have a rust or

corrosion issue• Use the Integrated Solutions Approach

» * Identify extent of corrosion» * Look for potential causes

The Four Quadrants

-Which category did your customer fall within

Uses VCIHAS a Rust Issue

Uses VCIDoes NOT have Problem

Does NOT Use VCIHAS a Rust Issue

Does NOT Use VCIDoes NOT Have Problem

Who is having corrosion?

New Customers

• Use “the four quadrants”– Switching from another brand to Cortec?

• Pre-existing problem– Was the application correct to begin with?– Was there an existing corrosion problem that was not

noticed?

– The product change CAUSED the problem• Wrong Application• Awareness – Customer not aware of the problem• Sabotage – Allegiance to previous supplier

Established Customers

• Long standing customers susceptible:– Change in personnel– Cutting Corners– Product Reduction

• Down gauging• Lower Concentration or thickness

– Other extenuating circumstances• e.g. Receiving party not taking care upon receipt

What, Where, When & How

• What caused the corrosion problem?• Where did the corrosion initiate?• When was the corrosion problem

identified?• How to move forward?

Categorize the Application

• Identify what is new, or what has changed– New Application– New Customer– New Facility– New Material– New Process– New Raw Material Supplier– Change of Season– New Shipping Route, or company

Troubleshooting Corrosion

• Visit the customer– Allows you to identify

• Who is responsible• The extent of the problem

– Difficult to see from a picture

• Emotion & Attitude of the customer• Other factors involved

• Coordinate someone to visit the sight of the corrosion problem

Troubleshooting Corrosion

• While visiting the customer– Look for the unusual

• Smells• Textures• Purchasing habits (prior to visiting)• Different people using the product

• Coordinate someone to visit the sight of the corrosion problem

Process Troubleshooting

• Packaging Problem– What does the corrosion look like?– Is it uniform throughout the package?– Is it isolated to one area of the package?

• Top of package• Center of package

– Is there moisture in the package?

Process Troubleshooting• Chemical Application

– What does the corrosion look like?– Is it happening immediately (flash rust)?

• Quality Control– Identify how they measure the product

• pH• Refractomer• Temperature

– Check the quality log

What We Need

• Cortec Product used:– Batch number– Process flow chart

• What happens before & after product use

– Sample of material from batch, or process– Pictures– Contact Data

• Contact Cortec Immediately – Don’t Wait– Make a joint call– Deploy someone to the end customer

Examples of Troubleshooting

Example: Insufficient Protection

• Heavy Corrosion• Evidence of

Condensation• Multi-metal corrosion

• Don’t automatically blame competitor’s product!

Example: Contamination

Example: Contamination

• VpCI 368 Applied to surfaces– Visually examined – Identified unusual occurrences

• 368 not clinging to vertical surfaces• Pooling present

• Possible causes:– Contamination– Surface temperature too high

Example: Insufficient Protection

Example: Insufficient Protection

• Existing, long standing customer– VpCI 322 fogged inside engine compartment

• No visual indication of application problem

• Reviewed purchase history– Using 1/10 of the appropriate amount– Resulted from personnel changes

Example: Contamination & Physical Damage

Example: Contamination & Physical Damage

Example: Contamination & Physical Damage

• Problem: Probes enter tanks and chip away coating

• Solution:– Add a finish coat (MCI 2026) that significantly

increased impact resistance by 200%– Increase overall coating thickness for

additional protection

Contamination

• Cleaning Process– VpCI 422– VpCI 416– VpCI 377

• Carryover• Decreased pH in 377

Example: Work In Process Corrosion

Example: In Process Corrosion

• “Corrosion” upon receipt (right)

• Finished Gear (left)• Shipment to Brazil

Example: In Process Corrosion

• Corrosion identified at end customer in Brazil• Considered quality issue at packager

• Solution:– Reviewed packaging

• No noticeable issues

– Looked at parts with corrosion– Viewed earlier process

• Likely cause was handling & processing issue• Quality log not properly maintained

Example: Damage in Transit

Example: Damage in Transit

Example: Existing Corrosion

• Chiller shipped to India

• Bleeding through paint

• Audited Entire process

Example: Existing Corrosion• Corrosion ID by

customer in India• Previous Process:

– Leak test– Wash– Paint Pre-treat– Paint

• Painting over rust• No inhibitor in

paint

Example: Existing Corrosion

• Added VCI to wash• Used PKG during

shipping– Band-aid approach

• Working on paint

Troubleshooting Corrosion• Don’t “pass the buck”

– Take ownership• Provide a solution• Become the corrosion expert

– Benefits:• Secure existing business• Develop new business• Eliminate Competition

Troubleshooting Corrosion• Be Proactive

– For existing customers:• Perform regular corrosion audits• Sell Integrated Solution• Don’t assume everything is ok

• Seek opportunities• Leverage relationship• Increase SKUs

Conclusions

• Corrosion is inevitable– Ever customer will eventually have a problem– How you respond will determine success

• Utilize Integrated Solutions approach– Process– People– Product