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


• 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


• 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


• 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



• 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



• 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

Documents

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