3m Company · NYSE:MMM
3m — Investor Presentation (November 2021)
26 slides from 3m's investor presentation, November 2021
Slide 1: Construction Industry Sales Training
Construction Industry Sales Training Sales Training – 3M Sales and Channel Partners Global Version November 2021
Slide 2: General Statements
General Statements • This presentation is based on current United States federal requirements • US state or other country requirements may be different • Always consult User Instructions and follow local laws and regulations • This presentation contains an overview of general information and should
Slide 3: Agenda
Agenda • Key construction industry hazards • Construction industry overview • Working at heights • Sub-segments • Respiratory hazards • Project timelines • Head and eye hazards • Project influencers • Dropped object hazards • Engineering Procurement Construction (EPC) firms • General Contractor (GC)
Slide 4: Sub-segments
Construction Industry Overview Sub-segments Higher PSD priority Lower PSD priority Refineries Retail Roads Single Family Infrastructure Commercial Institutional Residential Hospitals Industrial Power Plants Office Buildings Railway Multi-Family Public Building Utilities Hotels Bridges/Tunnels Apartm
Slide 5: Construction project timelines
Construction Industry Overview Construction project timelines These are typical stages in any construction project. Good planning at the beginning and anticipation contingencies is key to meeting project commissioning and close out times. It is usual that during the Procurement stage Design Construc
Slide 6: Project influencers
Construction Industry Overview Construction project influencers PPE Decision Making Owner Architect Engineer Owners Rep Construction General Contractor manager Building LEEDS Scheduler Project Cooperate Project Manager Influencers: Compliance Contract General Project Environmental Electrical Superin
Slide 7: Engineering Procurement Construction (EPC) firms
Construction Industry Overview Construction project Engineering Procurement Construction (EPC) firms Companies that provide EPC services are often called the EPC contractors. These will carry out the detailed engineering design of the project, procure all the equipment and materials necessary, and t
Slide 8: General Contractors (GC)
Construction Industry Overview Construction project General Contractors (GC) General Contractor is responsible for planning, leading, executing, supervising and inspecting a building construction project. In many cases EPCs are also referred as GCs. The responsibility extends from the beginning to t
Slide 9: Specialty Contractors
Construction Industry Overview Construction project Specialty Contractors The specialty trade contractor subsector consists of these industry groups: • Foundation, Structure, and Building Exterior Contractors: NAICS 2381 • Building Equipment Contractors: NAICS 2382 • Building Finishing Contractors:
Slide 10: Trades to keep in mind
Construction Industry Overview Trades to keep in mind Example of spend per trade in the United States Occupations with highest exposures to climbing ladders, scaffolds, or poles at work or working Top 5 most cited OSHA regs in the US, 2020 ✓ Carpenter ✓ Painter at heights (% of US construction workf
Slide 11: Contracts and bids
Construction Industry Overview Construction project contracts and bids Vendors Procurement Procurement Sub-contractors Compiles a list of Awards winning bid Sends bid package or Reviews bid vendors / sub- Estimate cost and converts into documents to proposals contractors Turn in bid sub-contract or
Slide 12: Drivers
Construction Industry Overview Drivers Skilled Labor Shortage Digital Technologies & Industrialization Age Infrastructure Investment Innovation ▪ Increased need for education on ▪ Modular construction is one of the ▪ Increase in population and ▪ Internet of Things, 3D printing, fall protection solut
Slide 13: Solution-based selling
Construction Industry Overview Solution-based selling Industry Try to solve their greatest problem. Applications Know how to solve their problem, by Strategy understanding their business. Hazards of Applications Understand their Business by knowing all about their industry. Product Solutions to miti
Slide 14: Opportunities
Construction Industry Overview Opportunities Key industry Slips, trips and falls The Fatal 4 hazards** Silica, asbestos, particulates and gas/vapor chemical exposures Noise induced hearing loss (NIHL) Struck by objects or vehicles (moving and stationary) Foreign body eye injury Welding-related hazar
Slide 15: Key industry applications
Construction Industry Overview Key industry applications ➢ Earthworks, Tunneling, Infrastructure, Reinforced Concrete ➢ Iron work steel structure assembly and framework ➢ Rebar work at height, steel tensioning ➢ Aerial concrete formwork and concrete finishing ➢ Mobile elevating work platforms ➢ Conf
Slide 16: Key Construction Industry Hazards: Working at heights
Key Construction Industry Hazards Working at heights Hazard Examples 3M Solutions ▪ Falling from heights (low and high) ▪ Fall protection ▪ Leading/sharp edge ▪ Anchors ▪ Ejection from mobile elevating work ▪ Harnesses platforms (MEWPs) ▪ Connectors (lanyard/SRLs) ▪ Confined space entry ▪ Rescue pro
Slide 17: Key Construction Industry Hazards: Respiratory hazards
Key Construction Industry Hazards Respiratory hazards Hazard Examples 3M Solutions ▪ Silica dust ▪ Respiratory protection ▪ Asbestos particulates ▪ Powered & supplied air ▪ Metal fumes from welding activities ▪ Full & half face respirators ▪ Vapors from paints, glues, solvents and ▪ Filtering face p
Slide 18: Key Construction Industry Hazards: Head, eye, and face hazards
Key Construction Industry Hazards Head, eye, and face hazards Hazard Examples 3M Solutions ▪ Arc Flash & UV exposure ▪ Eye ▪ Flying particles (dust, sparks, splinters) ▪ Safety glasses (gasket option) & ▪ Foreign objects (nails, wire, rebar) goggles ▪ Environmental particles ▪ Welding shields ▪ Chem
Slide 19: Key Construction Industry Hazards: Dropped object hazards
Key Construction Industry Hazards Dropped object hazards Objects such as tools and structural debris can easily fall towards construction site workers and equipment. These objects can strike the workers on the scaffold or those working below the structure. Depending on the weight and shape of the to
Slide 20: Key Construction Industry Hazards: Hearing and communication hazards
Key Construction Industry Hazards Hearing and communication hazards Hazard Examples 3M Solutions ▪ Intermittent noise ▪ Protective communications ▪ Continuous noise ▪ Noise cancelling microphones ▪ Inability to communicate clearly ▪ Environmental microphones ▪ Moving equipment or vehicles ▪ Bluetoot
Slide 21: How to win in construction
How to win in construction Relevant portfolios for construction Fall Hearing & Eye & Face Head Respiratory Welding Other Protection Comms • Helmets • Goggles • Regular • Scotchlite™ • Anchors • Disposable • Passive Brim Respirators Hearing • PAPRs • Safety • Connected • Harnesses Glasses • Full Brim
Slide 22: How to win in construction: relevant portfolios
How to win in construction Hearing Communications Relevant portfolios for construction Fall Pro Eyewear Fall protection can open the door for you at a construction site Head & Face DR Welding RR P&SA Source: 3M USAC POS insights This is an example of what USAC sells into the construction industry. A
Slide 23: Sales resources
How to win in construction Sales resources Ask your area segment or global segment marketing lead for these resources: • Top products catalogue • Construction quick reference guide • Multimedia assets • Posters, wallet cards, stickers • Promotions • Hazard resources • Hero product assets • Images an
Slide 24: Sales tips
How to win in construction Sales tips Follow Project Awards Ask your Area or Global Segment Marketer for a list of construction projects in your area. PSD has visibility of most construction projects around the world. We suggest you look at projects scheduled to start breaking ground within the next
Slide 25: Sales tips
How to win in construction Sales tips Dress for success Before you visit a construction site, ask your customer about the dress code and PPE requirements. Most sites require you to wear long pants or jeans and, in some cases, long sleeved shirts. Make sure you wear shoes that are safe and appropriat
Slide 26: Developed by PSD Global Segment Team
Developed by PSD Global Segment Team Catherine Lopez Shari F. Smith catherinelopez@mmm.com sfranklin-smith@mmm.com 11 November © 3M 2021. All Rights Reserved. 3M Confidential. 27