BK438E-EU New Sales Rep Training Plan 2022 01

EMEA Training Plan
for New NALCO Water Field Sales Engineers

Onboarding started as of 10 January 2022
• Weekly Theme
• Technical
Lessons
Assignments
- PAC-1
- PAC-2
- PAC-3
• Field Experience
- Surveys
- Value delivery
- Analytical Testing
• Sales Training
• Administrative
- Create and Maintain
Value & Six Service
Standards
- Customer Relations
Management
- Connections &
SharePoint
• Safety Training
Book 438E-EU (January 2022) FOR NALCO Water EMPLOYEE USE ONLY 1
INTRODUCTION
You are now starting on your development journey. The first step is identified as New Sales Engineers
Training or Onboarding. By completing this schedule of learning experiences, you are taking the first step
toward a successful career as a Nalco Water Sales Engineer.
This New Sales Engineers training program has been designed with one goal in mind: to help you develop a
high level of sales and technical expertise that will facilitate a long and prosperous career with NALCO
Water! This is not just an orientation program but a structured roadmap intended to provide you with the
knowledge and skills you will need to serve your customers efficiently and perform your job effectively.
This program will enable you to gain the equivalent of two years of experience in just six months if you and
your Primary Trainer work hard and stay focused. This program gives you access to the sales and technical
experts, training content, primary trainers, manuals, media – in short, to all of the resources of NALCO
Water.
We hope that you approach this training experience with enthusiasm and high expectations of yourself.
You will benefit greatly from your improved understanding of the markets you serve, the challenges
customers face and the solutions NALCO Water offers to help customers face those challenges while
reducing their environmental footprint.
At the end of this brochure, you’ll find a lot of common Nalco Water abbreviations or acronyms.
THE TRAINING PLAN AND SCHEDULE
Since the autumn 2021 your training material box previously named Training Kit BK 322 including literature,
manuals, books that you could order using the form ADV-060 have been now replaced by a digital version
and can be found here: New Associate Onboarding: Materials (sharepoint.com). In order to visualize the
list of the documents, please scroll to the right and filter on BK322-EU Water by selecting the “X” in the drop
box menu. The list of the document is visible in the first column and you will find the link to the specific
document in the second column.
Links to digital Versions of many documents and training Videos are imbedded in the Training Plan and
Schedule. This and much more is available on the Industrial Group L&D Portal Europe on CONNECTIONS.
The Training Plan and Schedule is regularly updated and does include links to web based material. Therefore,
please always download the latest version from the Industrial Group L&D Portal Europe or directly from this
link.
Within the first three months of your employment you will spend two virtual Orientation trainings available
in Workday Learning. In the first one, called New Hire Orientation, you are introduced to the company,
culture, processes and resources and you will have completed most of your first-year requirements for Safety
Training. During the second one, called New Hire Field Orientation, you will be familiarized with the basics
of water treatment (pretreatment, cooling, boiler, waste water,…) and relevant tools for account and data
management.
In your district you will work with your Primary Trainer and District Manager. If not done before, you will
start the Admin, Account Management & Sales training, which runs through week 1-24. In week 2 and 3 you
will begin your first technical lessons – an introduction into boiler, cooling, and wastewater operations.
Weeks 2 and 3 must be completed prior to beginning the specific technical training such as Boiler Water,
Cooling Water and Raw Water/Wastewater Treatment. Week 4 continues with admin and sales training.
Starting in Week 5 you will start the detailed technical lessons for Boiler Water, Cooling Water and Raw
Water/Wastewater Treatment. The training is constructed so that you can complete the three modules in
any order that your DM or Primary Trainer may request – just remember to continue your admin and sales
lessons in addition to your technical lessons.
Respective Technical Lesson questions are found on the Industrial Group Europe L&D Portal: BK-304_EU
Technical Lessons PAC1, PAC2 and PAC3 EU rev 2019. You are expected to answer those questions and turn
them over to your Primary Trainer to discuss your answers.
Orientation weeks, Introduction to NALCO Water, first You will receive an introduction
technical lessons, start Admin, Account Management to the Company and your initial
and Sales and Safety Training safety training in Orientation.
You will start completing your
admin, account management
24 Weeks
Detailed Tech Training,
module 1 and sales training immediately.
After completing the
Continued Admin,
introduction modules to the
Detailed Tech Training, Account Management,
technical training (2 weeks) you
module 2 Sales and Safety
Training will start your PAC training in the
order suggested by your District
Detailed Tech Training, Manager.
module 3
FURTHER INSTRUCTOR LED TRAINING DURING ONBOARDING
Two months after your Orientation weeks you will be invited back to Leiden for a one-week Territory
Management workshop, which includes sessions on Service Execution & Excellence, time/territory/business
management, delivering the 6SS & CMV, finance – awareness, pricing, product knowledge and selection and
hands-on innovation training.
After another two months you will attend three days of CSP (Counselor Sales Person) sales training. The final
module is an Advanced Technical Training and Value Creation Workshop session. At this stage you need to
have completed your PAC 1, 2 and 3 competency exams and the 9 modules of the Bio-manage Training in
Workday Leaning. During the Advanced Technical Training, the focus is set on identifying, quantifying and
communicating value. You also will have the chance to demonstrate the skills you have obtained during the
past six months.
A new NALCO Water Sales Engineer’s technical training is one of the most important responsibilities for a
District Manager, Primary Trainer and the new Sales Engineer.
In conjunction with the New Associate Onboarding: Materials (sharepoint.com) reference material, the
technical lessons need to be completed before taking the competency exam.
In general, these technical lessons reflect current technology in the market place. These lessons cover “CORE”
material, which is fundamental to water treatment technology, which each sales person must possess.
TECHNCIAL TRAINING
1. Prepare with your primary trainer a training plan

o Prioritize in which order you will study – PAC 1 (post treatment) – PAC 2 (Boiler water treatment)
– PAC 3 (cooling water treatment).
o Set a realistic time frame to finish each module (the expectation is to finalize your basic training
in 24 weeks time)
o Block time in your agenda for your personal study (at least 1 to 1 ½ days per week)
o Schedule when you meet / have contact with your primary trainer. You should have at least
contact with your PT once per week. (telephone, skype, face to face)
o Besides the theoretical study at home you will also join your primary trainer or another senior
colleague in the field. Download the list of Field Experiences and plan these field activities with
your primary trainer.
2. To help you, your primary trainer and your direct line manager to follow up the status of your
onboarding training, download the tracking form and save it on a shared folder in OneDrive so that a
three of you have access to it.
o Read the instruction tab
o Fill in the yellow field on the cover page
o Start to sign-off your first completed tasks
o For Water use BK 438E “check-off list and feedback survey”
o For Paper use BK 383E “Paper check-off list and feedback survey
TECHNICAL COMPETENCY TESTING

A proficiency test will be administered at the end of each PAC’s technical training.
When can you take a PAC exam?
o Finish all Study instructions for that PAC
o Watch all microlearning videos for that PAC
o Complete all the Field experience activities for that PAC
o Complete in writing all technical lessons related to that PAC and discuss them with your primary
trainer (the technical lessons are the best way to check if you are ready for the exam)
How do I take the exam?
o Define the date of your PAC exam together with your primary trainer.
o Enroll yourself for the exam on Workday Learning
o Each PAC exam takes maximum 3 hours
o During the exam the only help you can use are the cheat sheets (ADV-885E), which you can find on
our Industrial Group L&G Portal Europe (Documents/NW On-Boarding Materials/ NW Technical
Documents) and in your technical training kit
o The exam need to be proctored by your primary trainer or your manager
Note that a score of 70% on these tests is necessary to pass the exam.
The Beginning
First Lessons (Weeks 1-4)
Orientation weeks, Introduction to NALCO Water, first

technical lessons, start Admin, Account Management
and Sales and Safety Training

module 1
24 Weeks
Continued Admin,
Training
module 3
This Training Module contains hyperlinks

• If using a digital copy of this material, click links to access content.
WEEK 1 & 2 – GET READY FOR THE FIELD
1.Your first day: Welcome to Nalco Water

o Watch the following videos
i. Welcome to Ecolab (CEO: Christophe Beck)
ii. Purpose and Values – The work we do matters.
iii. We are Nalco water
iv. A water awaking
v. Review the Company Overview Brochure
vi. Introduction to the 26 week training
o Inside Ecolab: is a great resource that you should continue to visit for information on a variety
of topics. Policies, procedures, forms, etc. are all located here : Inside Ecolab
o New Employee Resources. Starting a new job can be challenging, to make it easier, visit the New
Employee Information page. Here you can view weekly newsletters, check out Impact Magazine
and learn about the differences Ecolab makes in the world.
o Workday: Work with your primary trainer or your District Assistant to update your Workday
information with your work (mobile) phone number, your emergency contacts and your private
address (i.e. for shipping of samples). Take the 8 minutes course: Workday Learning
Introduction - Learner | Learning (myworkday.com)
o Make sure your Outlook is connected to your smart phone.
o Have a look at and bookmark the following sites in your browser:
i. Industrial Group Media Library.
ii. Nalco Water (kzoplatform.com)
o Subscribe to Nalco Water on You tube: (416) Nalco Water - YouTube
2. Finance
o Activate your Corporate Credit Card: You will receive this approximately 7-10 business days
following your official first day. It will need to be activated using your Employee Identification
Number (EIN). Ask assistance to your DA
o Get familiar with travel and expense policies
i. Ecolab Global Travel and Expense Policy
ii. Corporate Credit Card
iii. Get familiar with CONCUR (or your local expense reporting system). Once your card
has been activated and used, you will begin to see charges in Concur. This is the site
where to make your travel arrangements and report your expenses.
3. Safety Training:
a. Before going on site you need to complete the following training on Workday Learning
i. Be Safe (Risk Assessment):
https://www.myworkday.com/ecolab/d/inst/17816$358/rel-task/2998$29489.htmld
ii. Personal Protective Equipment:
iii. Lockout/Tagout: https://www.myworkday.com/ecolab/d/inst/17816$362/rel-
task/2998$29489.htmld
iv. Global Driver Safety: https://www.myworkday.com/ecolab/d/inst/17816$360/rel-
v. Personal Safety Management:
vi. Hazard Communication: https://www.myworkday.com/ecolab/d/inst/17816$361/rel-
vii. Fall Prevention: https://www.myworkday.com/ecolab/d/inst/17816$359/rel-
viii. Confined Space Awareness:
ix. Electrical Safety: https://www.myworkday.com/ecolab/d/inst/17816$366/rel-
x. Formal Risk Assessment: https://www.myworkday.com/ecolab/d/inst/17816$370/rel-
xi. Respiratory Protection: https://www.myworkday.com/ecolab/d/inst/17816$369/rel-
xii. Workplace Ergonomics: https://www.myworkday.com/ecolab/d/inst/17816$379/rel-
b. Discuss with your Primary Trainer and apply for a Driver Safety Training at an accredited
partner of NALCO Water and send your certificate to the training department
c. Personal Protective Equipment: Check your “Safety Bag” and make sure all Safety Supplies
and Protective Equipment (PPE) are included.
d. Personal Safety: Intimately familiarize yourself with the “ Be Safe” Cards ADV-1083 (on
CONNECTIONS).
4. Safety Reporting: Get familiar with INTELEX, Nalco’s online Safety Reporting tool (Ask your District
Safety Champion for help)
5. Knowledge Management: Get familiar with CONNECTIONS- you will reference this environment multiple
times throughout the course of this training program.
a. Get familiar with the Industrial Group L&D Portal Europe. Here you find the most current
training plans for Water and Paper, Industry Focused Trainings, support materials and links
to useful sites.
b. On the Main Page of Connections you will find the following materials under ‘Training’.
Please access and review these materials to ensure you get off on the right foot as you
begin using this valuable resource:
o Connections Quick Start Guide – 10 things a new hire needs to get up and running
with KM
o Connections Communities and MySite Manual – Study the section on ‘Search’.
o Tip of the Week – this is really short bloggy materials that point out aspects and
functions in Connections and Communities
c. Branding: Review the Corporate Presentation Template and Email Signature Template:
o Branding Guidelines
o Email Signature Branding
o Ask the help of your DA to order your Business Cards
d. Apps: Employees have access to several apps that will make task completion and referencing
of work materials easier while on the go!
6. Microlearning
a. Watch the following video: Introduction to Microlearning
b. Create a shortcut to Microlearning videos on your phone.
7. Bio-manageTM
a. Plan to complete the 9 modules of Bio-Manage from Workday Learning within the 3 months.
i. Bio-Manage™: Algae (90 minutes)
ii. Bio-Manage™: Basic Cooling Water Microbiology (54 minutes)
iii. Bio-Manage™: Biofilm (100 Minutes)
iv. Bio-Manage™: Microbial Monitoring (160 minutes)
v. Bio-Manage™: Macrofouling (60 minutes)
vi. Bio-Manage™: Microbial Management Chemistries (60 minutes)
vii. Bio-Manage™: Chemistry Application (60 minutes)
viii. Bio-Manage™: Chemistry Monitoring | Learning (myworkday.com) (76 minutes)
ix. Bio-Manage™: Discovery & Site Survey (53 minutes)
The completion of these modules is mandatory prior to attend the Advanced Technical
Training & Value Creation Workshop. Each module is self-qualifying and there is no more
separate bio-manage exam.
8. Information Technology:
a. Check if the following apps are installes/enabled on your computer
i. CWO (Cooling Water Optimizer),
ii. TCO (Total Cost of Operation tools) and
iii. WASP for Windows
iv. UNO Normalization software
v. If you have issues – call IT help desk
b. MS Teams: Make sure you and your primary trainer are comfortable using MS TEAMS.
c. Password: Make sure to save all your passwords in a secure place. It is a pain to lose them.
d. SharePoint: Get familiar with the Technical Training “Connections” Landing Page. Start
organizing frequently used links (e. g. add them to your favorites).
e. Review the SharePoint Site for your Business organization.
i. Light SharePoint
ii. Heavy SharePoint
9. Download and print the below worksheets. You can use them for taking notes when watching the
microlearning videos:
o Introduction to clarification - Worksheet
o Introduction to membranes - worksheet
o Introduction to ion exchange - worksheet
o Introduction to steam systems – worksheet
o Introduction to cooling systems – worksheet
o Introduction to wastewater – worksheet
o Raw water Impurities dissolved solids - Worksheet

o Raw water Impurities – Suspended - Worksheet
o Raw water Impurities – Organics - Worksheet
o Raw water Impurities – Biological - Worksheet
o Raw water Impurities – Gasses - Worksheet
o Properties of water - Worksheet
o Alkalinity Basics- Worksheet
o Alkalinity Advanced - Worksheet
o Solubility Dissolved Gasses - Worksheet
o Solubility Dissolved Solids Worksheet
Words of Wisdom - The first two weeks are designed to be an action-packed overview of what a sales career
at NALCO Water will entail. This is a great time to absorb the culture of NALCO Water, which prides itself on
customer intimacy and new technology. As you start learning new systems, processes, and technology
remember that each aspect of our business impacts our customers’ ability to be competitive.
For over 80 years NALCO Water has focused on providing solutions to our customers that result in water
conservation, energy conservation, asset protection and a competitive advantage. Alignment of NALCO
Water solutions with a customer’s key business drivers ensures a mutually beneficial long term relationship.
Your role is to understand your customer’s business drivers and deliver solutions that make them better –
more capable, more sustainable, and more competitive.
Welcome to NALCO Water, An Ecolab Company – the World Leader in delivering value solutions; over the
24 week training program you’re going to learn how.
Technical Introduction
First Lessons (Weeks 3 & 4)
➢ Start Administrative Training, Account Management & Sales Training

➢ Continued Safety Training
If working with a digital copy of this material, click links to access content.
If working on a paper copy, a digital version of this material can be found here:
https://ecolab.sharepoint.com/:b:/r/sites/IndustrialGroupTrainingPortal/Shared%20Docu
ments/NW%20On-
boarding%20Materials/NW%20General%20Onboarding%20Info/BK438E-
EU%20New%20Sales%20Rep%20Training%20plan%202019%2011.pdf?csf=1&e=he
b8Ug
WEEK 3 – INTRODUCTION TO BOILER WATER AND WATER CLARIFICATION
General introduction
1. Study ADV-051 “Going back in time with Nalco”
2. Study ADV-738, PAC Code Quick Reference Guide (in your Technical Training Kit)
3. Watch the video: Reinventing the way water is managed
Technical Lesson 2 – Basic Water Chemistry
1. Microlearning activities
Watch the following microlearning videos. Use the appropriate worksheet to take notes and complete
the available quizzes associated to the videos below
o Properties of Water
o Ground and Surface waters
o Raw Water Impurities – Dissolved
o Raw Water Impurities - Suspended
o Raw Water Impurities – Organics
o Raw Water Impurities – Biological
o Raw Water Impurities - Dissolved Gases
o Alkalinity Basics
o Alkalinity Advanced
o Solubility - Dissolved Gas
o Solubility - Dissolved Solids
2. Complete Technical Lesson 2: If you need additional information look to

o PAC-1 Technical Manual (Bk 001) - Section 1.2
o PAC-3 Best Practices Manual (Bk 313) - Section 3.2 (page 15-38)
Technical lesson 1 – PAC 1 – Liquid Solids Separataion
1. Microlearning activity
o Watch the following microlearning videos. Use the appropriate worksheet to take notes
and complete the quiz associated to the video
i. Introduction to Wastewater
ii. Introduction to Clarification
2. Download, save and read Bulletin B-040 “Introduction to Water Clarification”. Keep it as a useful
reference document
3. Save ADV-885E-PAC-1 Quick Reference Guide on your computer
4. Complete Technical Lesson 1: If you need additional information look into:
o PAC-1 Technical Manual (Bk 001) – Section 1.1
Technical Lesson 21 – Boiler Water Introduction
o Watch the following microlearning videos. Use the appropriate worksheet to take notes and
complete the quiz associated to the video
i. Introduction to Steam Systems
2. Download, save and read Bulletin B-030 “Boiler Feedwater Treatment: An Introduction”. Keep it as a
useful reference document
4. Complete Technical Lesson 21 (If you need additional information look into)
o PAC-2 Application and Best Practice Guide(Bk 314) - Section 2.
o PAC-2 Technical Manual (Bk 002) - Section 2.1
WEEK 4 – INTRODUCTION TO COOLING WATER & OTHER TECHNOLOGIES
Technical Lesson 41 – Cooling Water Introduction

o Watch the following video. Use the appropriate worksheet to take notes and complete the
quiz associated to the video
i. Introduction to Cooling water
2. Study “Next Generation of 3D TRASAR Technology” on CONNECTIONS
3. Download, save and read Bulletin B-034 “Cooling Water Treatment Introduction”
4. Complete technical Lesson 41 (If you need more information look into)
o PAC-3 Best Practices Manual (Bk 313) - Introduction - Section 3.1
o PAC-3 Technical Manual (Bk 003) - Introduction to Cooling Water - Section 3.1
Technical Lesson 42 – Basic Concepts Cooling Water

1. Study in PAC-3 Technical Manual (Bk 003) - Basic Concepts Cooling Water - Section 3.2
2. Study Cooling Water Application and Best Practices Guide (Book 313), Section 3.2, pages 16-24; 29; 36-
39; 45-46
4. Complete Technical Lesson 42
Administrative Training:
1. Work with your Primary Trainer to order the literature you want to have in your car to be used during
sales calls. Identify the literature through CONNECTIONS and send your order electronically to Shipping-
Receiving Corporate.
Safety:
1. Did you make a Safety Observation in customers you have visited the last two weeks?
o Report this into Intelex.
o Keep your eyes open and always BE SAFE
Words of Wisdom – In the first three weeks with your district you may feel overwhelmed
with all that you must learn and do. You are beginning a career-long journey of learning, do
not panic! You have many resources at your disposal, including your Primary Trainer, to
help you on your educational journey. Keep ADV-885E for PAC-1, 2, 3 and RO Guides with
you. They are an excellent quick reference.
ADMINISTRATIVE
TRAINING
NALCO Water Plan and Schedule for
New Sales Engineers
Continued Lessons (Weeks 5-24)
Technical Lessons begin in addition to this

week’s training
PAC-1,
PAC-2 or
PAC-3
Orientation weeks, Introduction to NALCO Water, first

technical lessons, start Admin, Account Management
and Sales and Safety Training
24 Weeks

module 1
Continued Admin,
Training
module 3

WEEK 5 – CMV & 6SS
Account Management:
1. Get familiar with Six Service Standards and the Create & Maintain Value (CMV) model
o Study Bulletin B-293 “Six Service Standards Overview”
o Download , print and save ADV-726 “Six Service Standards: Essential Elements and Key Steps”, for
further reference
o Study Bulletin B-1115 “Creating and Maintaining Value”
o Review the CMV model
o Take the course :
▪ CMV and Six Service Standards on Workday Learning: CMV and Six Service Standards |
Learning (myworkday.com) (50 minutes)
▪ Warning Signals: Warning Signals | Learning (myworkday.com) (20 minutes)
2. CMV - Activity with your primary trainer.

Go to your district’s CRM Home page (select the District Sites link on the Announcements Dashboard)
and locate an existing CMV Plan on the CMV Share Point site (using Account Sites link on the left) for
one of your accounts or one of your Primary trainer’s accounts. Discuss the content with your Primary
Trainer
3. CMV questions: write your answers to the following questions and discuss them with your Primary
Trainer:
o Why do we need a Create and Maintain Value Plan?
o Why is it important that executing the process is identical from customer location to customer
location?
o Why is it important to know our customer's drivers?
o Are the drivers specific or broad based? Explain.
o Are there any drivers that appear to be consistent from Customer to Customer? Explain.
4. Attrition: Discuss with your Primary Trainer and how the CMV process (6 Service Standards) can impact
attrition
WEEK 6 – PEOPLE SURVEY
Account Management (activity together with your Primary Trainer):

1. Understand how to create a People Survey
o Study the chapter on People Survey in Bk 303A, which you find in your training kit
o Prepare a list of essential elements of a People Survey. Present to DM this week
o Discuss with your Primary Trainer why we do People Surveys and how they are filed in CRM
o Expand your People Survey by making an appointment with a member of a customer
account that you haven’t met before
2. Watch the video on How to Create a Contact
o Review your contacts in CRM for CMV Management
3. Review CRM Training Site for Contacts job aids
WEEK 7 – PLANT SURVEY

1. Understand how to create a Plant Survey
o Study the chapter on Plant Survey in Bk 303A, which you find in your training kit
o Discuss with your Primary Trainer the essential elements of a Plant Survey
o Discuss with your Primary Trainer how Plant Surveys are filed in CRM
o Schedule an appointment to join a Plant Survey with your Primary Trainer
Safety:
2. Discuss with your Primary Trainer how to incorporate safety in general and specifically a “Be Safe”
card into a Plant Survey
WEEK 8 – SERVICE PLAN

1. Understand how to create a Service Plan
o Discuss with your Primary Trainer the essential elements of a Service Plan (Book 303-A, which you
find in your training kit)
o Discuss with your Primary Trainer how Service Plans are filed in CRM
2. Review the System Assurance Tab of a CMV Workbook
Safety:
3. Discuss with your Primary Trainer how to incorporate safety into a Service Plan
WEEK 9 – PERSONAL SERVICE REPORT

1. Understand how to write a Personal Service Report
o Discuss with your Primary Trainer the essential elements of a PSR (Bk 303A and Bk 312)
2. Review PSR examples in your district with your Primary Trainer
o Discuss with your Primary Trainer how PSRs are distributed to the customer and filed in
CRM
Safety:
3. Discuss with your Primary Trainer how to incorporate safety into a PSR
WEEK 10 – PROGRAM ADMINISTRATION MANUAL

1. Understand how to create a PAM
o Discuss with your Primary Trainer the essential elements of a PAM (Bk 303A)
o Discuss with your Primary Trainer how PAMs are distributed to the customer and filed in CMV
o Ask your Primary Trainer to show you one of his PAMs
2. Review and update the PAM of one of your key customers
Safety:
3. Review F-755 and generate ideas on how to incorporate safety into a PAM
WEEK 11 – BUSINESS REVIEW & TARGET ACCOUNT PLAN

1. Understand how to create a Business Review
o Discussion with your Primary Trainer the essential elements of a Business Review (Bk 303A)
2. Schedule to attend a Business Review together with your Primary Trainer
o Discuss with your Primary Trainer if the Business Review that you attended included the
essential elements and if the goal was met
Safety:
3. Discuss how safety improvements can have a positive impact on your customer’s finances?
o Discuss how this might be included in a Business Review
WEEK 12 – Monthly Executive Summary (MES)
Account Management
1. Watch the videos on the Monthly executive summary
o MES Introduction
o MES creation from CRM
o MES Safety Highlights and Exponential Value
o MES Key Business Drivers
o MES Project Creation
o MES Savings Associated with Projects
o MES Project Stages
o MES Document Creation
Safety
2. As the driver, conduct a commentary drive experience with your DM or Primary Trainer
o Study ADV-776-A before
o Report this into Intelex
WEEK 13 – BUSINESS INTELLIGENCE
Account Management
1. Billing Arrangements
o Review with your Primary Trainer the various NALCO Water billing arrangements – Fixed Bill,
Ship and Bill, Usage, Use-Risk, etc.
o View the video on “How to set up a new Billing Arrangement”
2. Discuss NALCO Water TERMS &CONDITIONS (as shown on the back of a NALCO Water invoice) and the
contract review process.
3. Talk to your Primary Trainer about how to find, use and interpret the available sales data housed in the
Sales Performance Dashboard. Be sure to download the app on your phone and review instructions for
mobile usage.
4. Review the “Business Intelligence” Module of Nalco Direct with your DA
o Review a Stewardship Report and a BA Expiration Report and discuss the process for renewing a
Billing Arrangement on-time
o Review an Open Order report and understand how this will affect your customers.
o Review a BA Pricing report and review previous products and pricing from existing and expired BA’s
and SPA’s.
o Review Power BI (sales performance dashboard) data and territory fact pack for sales and attrition.
Discuss how to use these reports to manage your territory.
o Discuss with your Primary Trainer how to use sales and attrition reports to manage your territory
5. Discuss DSO with your DA. What is it? What are District Reps responsibilities to resolve problems?
Sales Training:
6. Study ADV-737 and explain to your Primary Trainer the Six Warning Signals
o Did you observe any of these signals in customers serviced in the past weeks?
o Discuss how to handle these situations with your Primary Trainer
WEEK 14 – ROI CALULATIONS
Account Management:
1. Study Return on Investment Handbook ADV-006
a. What are the three categories of value?
b. What are the three dimensions of value?
c. How do we know our value?
2. Make sure to have the TCO app installed (if not done in your first month)
WEEK 15 – INDUSTRY BUSINESS DRIVERS
SBUs
1. Visit the websites of your 3 major accounts. Read the introduction in the Annual Report written by
the CEO of the customer and find out what the Key Business Drivers are for your account. Discuss
with you primary trainer how we link ourselves with these drivers.
Safety:
2. Discuss the principal of a “Near Miss” with your Safety Champion
o Why do we do Near Miss reporting?
o Did you have a Near Miss?
o If so, Report it into Intelex
WEEK 16 – ZERO DEFECIVE DELIVERY
Account Management:
1. Review “Packaging System EMEA” SharePoint site to learn about the European packaging systems
and the PORTA-FEED® procedures:
o Review the PORTA-FEED® checklist & order form and the PORTA-FEED® customer
agreement
2. Review Documentation on PORTA-FEED® containers on the “Equipment-Analytical Product Library

for Europe and MEA”.
WEEK 17 - ENVISION & SYSTEM ASSURANCE CENTER
Service Tools Training
1. Watch the video on the System Assurance Center

2. Work together with your Primary trainer to become familiar with enVision (To enter this site enter your
email address and your laptop password)
o Ask your Primary Trainer to show you data, graphs and reports he has generated on enVision
o Look for one of your customers
o Create a graph with 2 variables
o Get familiar with the possibility to narrow down the period on the graph to see more details
o Review the “2nd Generation PSR Guide”
2. Get familiar with the kind of information that is available at the KZO Video Channel for Automation Nalco
Water Automation. Make a link to your Favorites; so you can easily find the info back.
WEEK 18 – EQUIPMENT
Account Management:
1. Familiarize yourself with the “Equipment-Analytical Product Library for Europe and MEA”.
WEEK 19 – ANALYTICS
Service Tools Training:

1. Get familiar with the Analytical Services Homepage in Connections
o Review the Global Analytical Resources – Leiden Customer Price List

2. Shipping samples to Leiden
o Discuss the proper shipping of water and/or deposit samples with you Primary Trainer (Shipping
Information Analytical Lab Leiden)
o Discuss Nalco’s Ready Label Program and the use of the Global Ready Label Request Form for
recurring analysis for a customer (presentation and form on the Analytical Services Homepage)
3. Proper disposal of test reagents: study ADV-652
WEEK 20 – BUSINESS PROPOSAL
Sales Training:
1. Study the “Writing Effective Proposals” presentation
2. Understand the key elements of a good Business Proposal
a. Ask your Primary Trainer to show you some proposals he made
b. Email other colleagues in your district and ask them to send you some proposal they have made.
Save them for future reference.
WEEK 21 – CUSTOMER PROPOSAL
Sales Training:
1. Prepare a proposal & presentation for a prospect for the end of this week
2. Anticipate objections you will receive at proposal presentation this week
o Make a list of reasons why your prospect should switch to NALCO Water after your
presentation
o Make a list of reasons he might stay with current supplier
WEEK 22 & 24 – COMPLETE ALL OUSTANDING ACTIVITIES
Complete Open Activities and Lessons

o A Plan always is good until the feet hit the ground. We are aware that there is a lot to learn and
maybe you are behind your schedule by now? Use this week to catch up.
o Did you know that your brain only keeps 5% of learning exercises after a presentation or a
Studying assignment? Constant Repeating is the only way to transfer knowledge from your
working memory into your long-time memory. Use this week the revisit the Sales Toolbox Site
and Refresh your knowledge about 6SS, CMV and CSP.
Schedule an “oral” competency test with DM, Regional manager and Primary Trainer
Final Task:
After all your final exams are passed, email the completed document BK 438E “check-off list and feedback
survey” to your training department to indicate that you are Ready to join the Advanced Technical Training
session
Tip: There have been some more books and bulletins in your box of training material that have been
marked as “referenced materials”. These materials have not been highlighted as Studying assignments
during the last 24 weeks. Now might be a good time to have a look at them for your continuous
development
RAW WATER &
WASTEWATER
TECHNICAL TRAINING
New Sales Engineers
PAC-1 training contains 7 Segments
The PAC 1 Basic technical training exists of 7 segments.

The goal is to complete each segment within 1 week.
As you move through the training mark the completed items into your tracking form. Only mark
the item when you completed all aspects of it.
Review also the Field Experiences list and complete the actions mentioned there as you visit
your customers together with your primary trainer or another colleague.
After completing all segments:

o Answer the review questions at the end of this section and discuss them with your
primary trainer
o Fix the date with your primary trainer or proctor and enroll yourself for the exam on
Workday Learning
Before starting the training, download and print the below worksheets. You can use them for
taking notes when watching the microlearning videos:
Secondary Treatment overview
SEGMENT 1 – INTRODUCTION TO WASTE TREATMENT TECHNOLOGY
Technical Lesson 3 – Basic Calculations

1. Study PAC-1 Technical Manual (Book 001) - Sections 1.3
2. Download, save and print ADV-885E-PAC1 Quick Reference Guide
Technical Lesson 4 – Coagulation and Flocculation

1. Coagulation and flocculation theory
a. Watch the following videos
i. What means “Zeta potential”
ii. Coagulation Flocculation Basics
iii. Coagulation Chemistry Basics
iv. The chemical process of Coagulation by Dr Belinda Sturm
v. Introduction to Flocculation
vi. Flocculation Process Operation
b. Study PAC-1 Technical Manual (Book 001) - Sections 1.4: pages 55- 59
2. Nalco applications
a. Study PAC-1 - Europe Presections: PAC -1C and PAC-1F
b. Watch videos on how to carry out a field test
i. How to make up polymer solutions
ii. Jar Testing
3. Complete Technical Lesson 4 (if you need more info go back to PAC-1 Technical Manual (Book 001) –
Section 1.4 or PAC-1 Application and BEST PRACTICES Guide (Book 315) - Section 1.3 )
Technical Lesson 5 – Preliminary treatment

1. Video training
a. Preliminary Treatment
SEGMENT 2 – RAW WATER CLARIFICATION
Technical Lessons 6 – Raw water clarification

1. Video training
a. Sedimentation
2. Study PAC-1 Technical Manual (Bk 001) - Section 1.6 pages 75- 87
3. Complete Technical Lesson 6: if you need more background information look back to
a. PAC-1 Technical Manual (Bk 001) - Section 1.6
b. Nalco Water Handbook 4th Edition (Bk 010), Chapter 6
Technical Lesson 7 – Raw water clarification equipment

o Watch the following microlearning video, use the worksheet to take notes and complete the
quiz related to it
i. Clarifier Overview
2. Video training
o Sedimentation and clarifiers
o Upflow Clarifier / solids contact or sludge blanket
o Lamella Clarifier
3. Go to the Innovation webpage and familiarize yourself with the Pareto technology
o Watch the Pareto video
4. Familiarize yourself with the “EMEA PAC1 Service Tools” on the Water Treatment Community
o Locate and save on your computer the following tools under the PSR tab and discuss with your
Primary Trainer how they can be used:
i. SR_circular clarifier
ii. SR_rectangular clarifier
5. Complete Technical Lesson 7: if you need more background information look back to
o PAC-1 Technical Manual (Book 001) - Section 1.7
o PAC-1 Application and BEST PRACTICES Guide (Bk 315) - Section 1.4
SEGMENT 3 – INTRODUCTION TO PRIMARY WASTE TREATMENT
Technical Lesson 8 - Filtration

1. Watch the following videos
a. Filtration and Filtration Processes
b. Dynasand
2. Study PAC-1 Technical Manual BK1: pages 115-117 / 123-127 / 134 / 136 / 138
3. Study PAC-1 Application and BEST PRACTICES Guide (Book 315) - Sections 1.5 pages 104 and 105 (rest
optional)
4. Complete Technical Lesson 8 if you need more background information look back to
o PAC-1 Application and BEST PRACTICES Guide (Bk 315) - Section 1.5
Technical Lesson 9 – Primary Wastewater Treatment

1. Video training
a. Wastewater treatment Primary treatment
b. How Primary Clarifiers Work
c. Dissolved Air Flotation Plant
2. Study PAC-1 Technical Manual BK1 : pages 98 – 101 / 201 – 206
3. Complete Technical Lesson 9: If you need more background information look back to
SEGMENT 4 – SECONDARY WASTEWATER TECHOLOGY
Technical Lesson 10 – Secondary Wastewater Treatment

quiz related to it
i. Secondary treatment overview
2. Video training
o Wastewater treatment Secondary treatment
o Sequencing Batch Reactor
o Clarifier Basics State Point Analysis
o Upflow Anaerobic Sludge Blanket Reactor
3. Study PAC-1 Technical Manual BK1 : pages 221 / 223 / 226 - 229 / Fig 1.11.3 / 240 - 242 /
4. Visit the “EMEA PAC1 Service Tools” on the Water Treatment Community
o Locate the “SR_Nutrient requirements_AS” tool under the PSR tab and discuss with your
Primary Trainer how it can be used
o Locate the “Energy saving calculator aeration” under the “Value Documents ROI” tab and
discuss with your Primary Trainer how it can be used
5. Complete Technical Lesson 10 . If you need more background information consult PAC-1 Technical
Manual (Book 001) - Section 1.11
Technical Lesson 11 – Tertiary Wastewater Treatment

1. Study PAC-1 Technical Manual (Book 001) - Section 1.12
2. Video training
o Breakpoint chlorination
Study Nalco Water Handbook 4th Edition (Bk 010), Chapter 24 (optional)
SEGMENT 5 – HEAVY METAL REMOVAL / SLUDGE STABILIZATION
Technical Lessons 12 – Heavy metal removal

1. Study the EMEA Nalmet Webinar wet team
2. PAC-1 Technical Manual (Book 001) – Section 1.13 pages 283-286, 289-293;
3. Study PAC-1 Application and BEST PRACTICES Guide (Book 315) – Section 1.10 pages 204 – 205
(NALMET)
4. Complete Technical Lesson 12. If you need more background look into PAC-1 Technical Manual BK1
section 1.13
Technical Lesson 13 – advanced Wastewater Treatment

1. Study PAC-1 Technical Manual (Book 001) - Section 1.14 pages 311-318
Technical Lessons 14 – Sludge stabilization

1. Video training
a. The Basics of Anaerobic Digestion of Biowaste
b. How Aerobic Digestion Works
2. Study PAC-1 Technical Manual BK1 : pages 323 - 325
3. Complete Technical Lesson 14. In case you need more background look into
a. PAC-1 Application and BEST PRACTICES Guide (Book 315) - Section 1.12
b. Nalco Water Handbook 4th Edition (Bk 010), Chapter 26
Technical Lesson 15 – Sludge Thickening

1. Video training
a. Gravity belt thickener
b. Gravity belt thickener for thickening sludge and slurries
c. Drum thickeners for sludge thickening
d. Rotary Screw Thickener
2. Study PAC-1 Technical Manual BK1 : pages 335 - 338 / Fig 1.16.5 / 345 - 347
3. Complete Technical Lesson 15. In case you need more background look into
a. PAC-1 Technical Manual BK1 section 1.16
b. PAC-1 Application and BEST PRACTICES Guide (Book 315) - Section 1.13
SEGMENT 6 – SLUDGE DEWATER CHEMICAL TECHNOLOGY
Technical Lesson 16 – Sludge dewatering

o Watch microlearning video. Use the appropriate worksheet to take notes and complete the
i. Dewatering Overview
2. Video training
o Wastewater treatment - Solids and sludge handling
o Free Drainage Test
3. Sludge dewatering equipment
Watch the following video Reading assignment that supports the video
PAC-1 Technical Manual BK1: pages 350-354

Belt press CPF
358-359 / table 1.17.3
Belt press SMX PAC-1 Technical Manual
Centrifuge decanter PAC-1 Technical Manual BK1: pages 359 / 376 /

Centrifuge GEA 379
PAC-1 Technical Manual BK1 : pages 359 / 361/
Screw press sludge dewatering
Fig 1.17.9 and 1.17.10
Chamber filter press PAC-1 Technical Manual BK1 : pages 381- 383
Vacuum filter PAC-1 Technical Manual BK1 : pages 373 - 375
4. Complete Technical Lesson 16. If you need more background look into
o Study PAC-1 Technical Manual (Book 001) - Section 1.17
o Study PAC-1 Application and BEST PRACTICES Guide (Book 315) - Section 1.14
SEGMENT 7 – INTRODUCTION TO OILY WASTEWATER TREATMENT,
ANTIFOAMS
Technical Lesson 17 – Emulsion Treatment

1. Study Nalco Water Handbook 4th Edition (Bk 010), Chapter 27
2. Study PAC-1 Application and BEST PRACTICES Guide (Book 315) - Section 1.15 pages 297 – 300
3. Visit the EMEA Innovation SharePoint site and learn what new technologies Nalco Water can provide
for Raw and Waste Water Treatment
a. Familiarize yourself with 3D TRASAR Technology for DAF
Technical Lesson 18 – Foam control

1. Study Europe Pre section PAC1A
2. Study PAC-1 Technical Manual (Book 001) - Section 1.19 pages 407-409; 412
Technical Lesson 19 – Odor Control

1. Study PAC-1 Technical Manual (Book 001) - Section 1.20 pages 415 and 418
2. Complete Technical Lesson 19 (If you need more information, look into)
o PAC-1 - Europe Pre section PAC-1S
o PAC-1 Application and BEST PRACTICES Guide (Book 315) - 1.19
PAC – 1 Review
1. Complete the PAC-1 Review (next page) and discuss with your Primary Trainer in preparation for the
Proficiency Exams
PAC-1 Exam
After finishing your technical training, conducting the field experience activities for this PAC and completing
the Review Questions, you are ready for taking your PAC exam.
Consult the FAQ Technical Proficiency Exams to learn how to enroll for the PAC-1 exam on Workday
Learning
You will need a proctor who will be with you during the test (i. e. your Primary Trainer or District Manager)
After passing the test, enter your score in the checkoff list BK 438E and send it to your Training department.
PAC-1 REVIEW
1. In general, what type of flocculant will be most successful in sludge dewatering?

2. What is goal of sludge thickener operation?
3. Two most important characteristics in comparing performance of flocculant chemistries?
4. What are advantages/disadvantages of dry flocculants?
5. How do you calculate the removal efficiency of a gravity thickener?
6. What mechanical recommendations can you make to improve dewatering in a twin belt filter
press?
7. What is purpose of gravity drainage zone?
8. What has greatest impact in proper application of antifoam?
9. How do solids/sludge affect performance of a solids contact clarifier?
10. How do you calculate the detention time in hours for a rectangular primary sedimentation tank?
11. How does sludge recirculation aid in clarification?
12. Describe equipment typically found in a raw water clarification plant.
13. What is an Oil/Water separator used for?
14. What are probable causes of thin sludge blanket in a DAF
15. How is colloidal turbidity removed?
16. When jar testing with 500 ml sample jars and 1% solution, how many milliliters should be added to
get 50ppm of coagulant in jar?
17. What is best approach to screening coagulants for a clarification application?
18. Aluminum is least soluble at what pH?
19. What is the best approach for removing soluble BOD?
20. What test is used to screen flocculants for sludge dewatering?
21. What does F to M ratio measure?
22. What are the benefits of running a trial in wastewater application? What should be considered?
23. What are the advantages of ULTRION coagulant vs alum programs?
24. Be able to calculate chemical consumption in kg/Dry Metric Ton for dewatering applications
25. What causes floc carry-over in a clarifier?
26. What is relationship between BOD and COD?
27. What are 2 methods for phosphate removal in wastewater?
28. Know how to calculate solids capture in Belt Filter Press
29. What are some important performance characteristics for selecting a coagulant?
30. What is typical source of color in surface water?
31. What is definition of secondary wastewater treatment?
32. What causes excessive filamentous bacteria growth in secondary treatment?
33. What are the major nutrient requirements for activated sludge?
34. What are the consequences of low DO in aeration basin are?
35. Name the main reasons to use bioaugmentation products?
36. What does “Mixed Liquor Volatile Suspended Solids” indicate?
37. What is purpose of primary treatment?
38. How do you calculate rise rate of a clarifier?
39. What is the difference between dissolved and induced air flotation?
40. What is difference between an oil-in-water emulsion and a water-in-oil emulsion?
41. How do you break an oil-in-water emulsion?
42. Identify parts and flows of a DAF system, belt press, gravity filter & clarifier.
PRETREATMENT and
BOILERS TECHNICAL
TRAINING
New Sales Engineers
PAC-2; 6 Segments

The goal is to complete each segment within 1 week. Heavy reps can take 2 weeks for segment
4.
the item when you completed aspects of it.

primary trainer
Workday Learning

Before starting your training, download and print the below worksheets. You can
use them for taking notes when watching the microlearning videos:
Overview of Ion exchange configurations- worksheet

Strong acid cation sodium form - worksheet
Osmosis and reverse osmosis, the basics - worksheet
Cross flow filtration dead end concentration polarization - worksheet
RO Membrane and Modules - worksheet
Chloride Anion Dealkalization Intro - worksheet
Oxygen in Steam systems – worksheet
Oxygen removal open water Feed tank- worksheet
Mechanical deaeration spray vs tray - worksheet
Mechanical deaeration Venting- worksheet
Deaerator trouble shooting- worksheet
Feedwater Guidelines WT and FT boilers – worksheet
Feedwater Guidelines CT boilers - worksheet
Feedwater impurities
Barium chloride OH Alkalinity test – worksheet
OH Alkalinity Generation – worksheet
Carbon Dioxide in Steam Estimate – worksheet
Carbon Dioxide Generation in Steam Systems – worksheet
Fire tube boilers
Clayton coil boilers
Water tube boilers
Steam purity versus steam quality
SEGMENT 1 – PRETREATMENT
Technical Lesson 22 – Basic Concepts and Calculations

2. Study PAC-2 Application and BEST PRACTICES Guide (Book 314) – Section 2.2
Technical Lesson 23 – Feedwater impurities:

o Watch microlearning video. Use the appropriate worksheet to take notes
i. Feedwater impurities
2. Complete Technical Lesson 23: Lime Softening. If you need more information look into PAC-2 Technical
Manual (Bk 002) - Sections 2.3 pages 23 – 30 / 39-40
Technical lesson 24 - Ion Exchange:

a. Watch microlearning video. Use the appropriate worksheet to take notes and complete the
i. Overview of Ion Exchange Configurations
ii. Study PAC 2 Technical Manual (Book 002): Section 2.4 page 124 and Fig 2.4.15
i. Strong Acid Cation Resin - Sodium Form
ii. Study PAC 2 Technical Manual (Book 002): Section 2.4 page 83 - 92 / 101 - 103
i. Chloride Anion Dealkalization Intro
ii. Study PAC 2 Technical Manual (Book 002): Section 2.4 page 108 – 110
2. Complete Technical Lesson 24: Ion Exchange. If you need more information look into Nalco Water
Handbook 4th Edition (Bk 010), Chapter 7.1–7.15; 7.34; 7.38; 7.47-7.50; 7.58-7.68
Technical Lesson 25 - Reverse Osmosis:

i. Introduction to Membranes
ii. Crossflow filtration dead end concentration polarization
iii. Study PAC 2 Technical Manual (Book 002): Section 2.5 page 157 -159
i. Osmosis and RO (Basics)
ii. Study PAC 2 Technical Manual (Book 002): Section 2.5 page 158 - 161
i. RO Membranes and Modules
o Watch microlearning videos.
i. RO Autopsy
2. Download the ADV-885E –RO Quick Reference Guide: Reverse Osmosis Quick Reference Guide
3. Visit the EMEA Innovation SharePoint site and see what new technologies Nalco Water can offer for
Reverse Osmosis treatment.
4. Study the „3D TRASAR Technology for membrane booklet”
5. Complete Technical Lesson 25: Reverse Osmosis . If you need more information look into
o PAC-2 Application and Best Practices Guide (Book 314) - Sections 2.5 pages 152 – 188
o PAC-2 Technical Manual (Book 002), Section 2.5, pages 155 - 184
SEGMENT 2 – OXYGEN REMOVAL
Technical Lesson 27 Oxygen removal:

a. Watch microlearning video. Use the appropriate worksheet to take notes and complete the
i. Oxygen in steam systems
i. Mechanical deaeration spray vs tray
iii. Study PAC 2 Application and Best Practices Guide (Book 314) : Section 2.7: pages 216 -
224
i. Mechanical deaeration Venting
i. Deaerator trouble shooting
iii. Study PAC 2 Application and Best Practices Guide (Book 314) : Section 2.7: pages 222 -
231
i. Oxygen removal open water Feed tank
iii. Study PAC 2 Application and Best Practices Guide (Book 314) : Section 2.7: pages 244 –
251
2. Download and save for later use the Operating Manual for 3D TRASAR Technology for Boilers in your
preferred language
3. Visit the EMEA Innovation SharePoint site and see what new technologies NALCO Water can offer for
Boiler Water treatment
4. Study the „3D TRASAR Technology for boiler booklet” latest version
5. Complete Technical Lesson 27: Deaeration. To complete the technical lesson, you might need
o PAC-2 Application and Best Practice Guide (Book 314), Section 2.7, page 222-246
SEGMENT 3 – FEEDWATER HEATERS, BOILERS AND SUPERHEATERS /
REHEATERS
Technical Lesson 28: Feedwater heaters

2. Study PAC-2 Application and BEST PRACTICES Guide (Book 314) - Sections 2.8
3. Complete Technical Lesson 28: Feedwater Heaters
Technical Lesson 29: Boiler Systems
a) Watch microlearning video. Use the appropriate worksheet to take notes
i. Water Tube Boilers
b) Watch microlearning video. Use the appropriate worksheet to take notes
i. Fire tube boilers
ii. Study PAC 2 Technical Manual (Book 002): Section 2.9 page 248-250
c) Watch microlearning video. Use the appropriate worksheet to take notes and complete the
i. Clayton Coil Boilers
2. Complete Technical Lesson 29: Boiler System. If you need more information, look into:
a) PAC-2 Technical Manual (Book 002) – Section 2.9
b) PAC-2 Application and BEST PRACTICES Guide (Book 314) – Section 2.9
Technical Lesson 34 – Waste Heat Boilers (If you work in a Light district, you can skip this lesson
and mark it as completed in your tracking form)
1. Study PAC-2 Technical Manual (Book 002) - Section 2.14 (Light only page 371)
2. Study PAC-2 Application and BEST PRACTICES Guide (Book 314) - Section 2.14 (not for Light)
Technical Lesson 30: Superheaters and Reheaters (If you work in a Light district, you can skip this
lesson and mark it as completed in your tracking form)
1. Study PAC-2 Technical Manual (Book 002) - Sections 2.10 (not for Light)
2. Complete Technical Lesson 30: Superheaters and Reheaters (not for Light)
SEGMENT 4 – TURBINES, CONDENSERS, BLOWDOWN AND HEAT RECOVERY
Technical Lesson 31 - Turbines: (If you work in a Light district, you can skip this lesson and mark
it as completed in your tracking form)
1. Study Nalco Water Handbook 4th Edition (Bk 010), Chapter 12 (not for Light)
2. Study PAC-2 Technical Manual (Book 002) Sections 2.11 (Light: only page 303)
3. Study PAC-2 Application and BEST PRACTICES Guide (Book 314) Section 2.11 (not for Light)
4. Complete Technical Lesson 31 (not for Light)
Technical Lesson 32 – Steam condensers. (If you work in a Light district, you can skip this lesson
and mark it as completed in your tracking form)
i. Surface Condenser Monitoring
i. Surface Condensers Monitoring tool
2. Study PAC-2 Technical Manual (Book 002) - Section 2.12 (Light: only page 319)
3. Study PAC-3 Application and BEST PRACTICES Guide (Book 313) – Section 3.9 (not for Light)
4. Complete Technical Lesson 32 (not for Light)
Technical Lesson 33 – blowdown control and heat recovery

▪ Feedwater Guidelines WT and FT boilers
▪ Soft water and RO cycle diagrams
▪ Feedwater Guidelines CT boilers
2. Study PAC-2 Technical Manual (Book 002) - Section 2.13 (pages 339, 344 – 369)
3. Complete Technical Lesson 33. If you need more information look into:
o PAC-2 Application and BEST PRACTICES Guide (Book 314) - Section 2.13
o ADV-885E-PAC-2 Quick Reference Guide
SEGMENT 5 - CONDENSATE
Technical Lesson 38 – Steam Quality and Steam purity:

o Watch microlearning video. Use the appropriate worksheet to take notes:
i. Steam purity vs quality
3. Study PAC-2 Application and BEST PRACTICES Guide (Book 314) - Sections 2.18 and 2.21
Technical Lesson 39 – Condensate systems

i. Carbon Dioxide Generation
i. Study PAC 2 Technical Manual (Book 002): Section 2.19 page 517- 519
ii. Study PAC 2 Application and Best Practices Guide (Book 314) : Section 2.7: pages 222 –
227
i. Carbon Dioxide in Steam Estimate
ii. Study PAC 2 Application and Best Practices Guide (Book 314) : Section 2.12: pages 315-
316 / 340
i. Oxygen in Condensate Systems
ii. Study PAC 2 Technical Manual (Book 002): Section 2.19 page 519- 523
2. Study PAC 2 Technical Manual (Book 002): Section 2.19 page 524-533 / 538-539
3. Study PAC-2 Application and BEST PRACTICES Guide (Book 314) - Section 2.12 pages 340 -349
4. Read brochure
i. R-543 -Monitoring of Iron in Steam Generating Systems
ii. PR-107 - Fe II test Detects Active Corrosion in Preboiler Systems
5. Complete Technical Lesson 39. If you need more information, look into:
o PAC 2 Technical Manual (Book 002): Section 2.19
o PAC 2 Application and Best Practices Guide (Book 314) : Section 2.12
Technical Lesson 26 – Condensate Polishing

1. Study PAC-2 Technical Manual (Book 002) Section 2.6 pages 187 – 193 and 201 – 202
2. Study Nalco Water Handbook 4th Edition (Bk 010), Chapter 13.21-13.22
Technical Lesson 40 – Special Procedures

o Although in this microlearning video US products are mentioned , it still gives a very good overview
of the different types of boiler layups as well as it gives some useful tips and tricks. Watch
microlearning video. Use the appropriate worksheet to take notes:
i. Boiler layup
2. Study in PAC-2 Technical Manual (Book 002) - Sections 2.20 pages 540 – 548 and 554 – 560
3. Study PAC – 2 Application and Best Practices Manual – Section 2.19: pages 503-509 / 520-529
4. Complete Technical Lesson 40.
SEGMENT 6 – BOILER WATER FINISH
Technical Lesson 35 – High Pressure Systems: (If you work in a Light district, you can skip this
lesson and mark it as completed in your tracking form)
1. Study in PAC-2 Technical Manual (Book 002) - Section 2.15
2. Study PAC-2 Application and BEST PRACTICES Guide (Book 314)
o Section 2.15: Pages 383-397
o Section 2.16
Technical Lesson 36 – Boiler Scale and Deposits

o Watch the following microlearning video, use the worksheet to take notes
i. OH Alkalinity Generation
o Watch the following microlearning video, use the worksheet to take notes
i. Barium chloride OH Alkalinity test
o Watch the following video
i. Hardness Ingress into Condensate
2. Study TF-141 – Boiler system sampling
3. Study PAC 2 Technical Manual (Book 002) Section 2.16 pages: 421 - 435 / 438 - 449 / 454 - 460
4. Complete Technical Lesson 36: if you need more information, look into PAC-2 Application and Best
Practices Guide (Book 314) - Sections 2.17 : pages 473-482
Technical Lesson 37 – Boiler Corrosion

o Catastrophic Boiler Failure
2. Study Bulletin B-1082E - 3DTRASAR Technology
3. Study in PAC-2 Technical Manual (Book 002) - Sections 2.17
4. Study PAC-2 Application and Best Practices Guide (Book 314) - Sections 2.10: pages 295-303msax
Boiler Product selection

1. Make yourself familiar with the PAC 2 product selection chart that you can find on the EMEA
training site.
2. With your Primary trainer, review the actual treatment at 2 of your boiler customers and
compare with the selection chart. Use the CPP to find the recommended dosages and compare
with actual dosing rate
PAC 2 Review Questions

Proficiency Exams
PAC-2 Exam
Learning
PAC-2 REVIEW
1. What temperature should the storage section of a spray or tray type deaerator be if the pressure is
70 kPag, 35 kPag?
2. When evaluating deaerator efficiency, samples should be taken from what point in the system to
measure dissolved oxygen?
3. When restricting the vent of a deaerator, how will it impact its operation efficiency?
4. What level of dissolved oxygen would you expect in effluent of a properly operating spray-tray
deaerator?
5. What would the source of elevated silica be in a strong acid cation /strong base anion demin train?
6. How would a utility plant monitor for leakage from a strong acid cation /strong base anion demin
train?
7. What is the purpose of a degasifier in a demineralizer pre-treatment plant?
8. What is elevated pH in effluent of demineralizer indicative of?
9. Be able to convert a substance from a known concentration to an equivalent level as CaCO3.
10. Explain the various causes of boiler carryover.
11. Know how to calculate % salt rejection and % recovery of an RO system given permeate and
concentrate flow rate.
12. What limits the use of sulfite as an oxygen scavenger? What is correct feed point of oxygen
scavenger?
13. What would make Nalco ELIMIN-OX the preferred oxygen scavenger and what testing strategy
should be used?
14. What tests could you use for controlling Nalco ACT? Where should you feed Nalco ACT?
15. If feedwater is used for spray attemperation, where should you feed NexGuard?
16. What is NexGuard programs best application fit (high pressure/demin makeup or low
pressure/softened makeup)?
17. What chemistry should not be used for wet lay-up of non-drainable superheater?
18. What does a hydrogen study help determine in some boiler systems?
19. A sodium study is used to determine what in a boiler system?
20. What is desired OH alkalinity to silica ratio in a residual phosphate program for 1 MPag
boiler?
21. What can result from improper circulation in a water tube boiler?
22. What can deposits on fireside of superheater cause?
23. What is caustic gouging?
24. What does Fe2+ test measure?
25. What does combination of CO2 and oxygen do to corrosion rates?
26. Explain what the impact of vapor to liquid ratio is on the performance of an amine treatment.
27. What is the impact of ammonia on yellow metals?
28. Explain how to calculate % condensate return in a boiler system.
29. What form of iron does a 45µ filter chart measure?
30. Does cyclohexlamine have a high or low V/L ratio when compared to other amines?
31. Where does CO2 come from in a softened water industrial steam system?
32. What amines are required in an extensive condensate system with many associated processes to
properly protect system from carbonic acid attack?
33. What does 2P-M calculate? What is it used for?
34. Explain how to interpret results and observations made during a boiler inspection….
35. Where would you expect to see pitting damage in a water tube boiler that is frequently out of
service and not laid up wet properly? Where in a fire tube boiler?
36. How do you calculate boiler blowdown and heat recovery savings?
37. What is purpose of an economizer?
38. Be able to identify parts of a large utility boiler, fire-tube boiler, D-Tube Water Tube boiler and
spiral-wound RO membrane.
COOLING WATER
TECHNICAL TRAINING
New Sales Engineers
PAC-3; 7 Segments

The goal is to complete each segment within 1 week.
the item when you completed aspects of it.

primary trainer
Workday Learning

Before starting your PAC 3 training, download and print the below worksheets. You
can use them for taking notes when watching the microlearning videos:
Evaporative Cooling Basic Principles – worksheet

Evaporative Cooling Towers – worksheet
Counterflow Cooling Towers – worksheet
Crossflow Cooling Towers – worksheet
Evaporative Condensers – worksheet
Closed Loop – worksheet
Closed Systems Aluminium – worksheet
Galvanic Corrosion – worksheet
Galvanic Corrosion minimization – worksheet
Fouling – suspended solids
Fouling – suspended solids removal
Fouling - Organics
Fouling - Dispersant Surfactant
SEGMENT 1 – OPEN & CLOSED RECIRCULATING SYSTEMS
Technical Lesson 43 - Open Recirculating Systems
o Watch the following microlearning video, use the worksheet to take notes and complete
the quiz related to it
i. Evaporative cooling towers
ii. Study PAC 3 Technical Manual section 3.3: page 43 - 51
i. Counterflow Cooling Towers
i. Crossflow Cooling Towers
i. Hybrid Cooling Towers
i. Evaporative Condensers
iii. Study PAC 3 Technical Manual section 3.10: page 259 - 261
i. Evaporative Cooling Basic Principles
2. Read PAC-3 Europe Pre-sections: PAC3A
3. Complete Technical lesson 43: In order to do so, you might need to look into
o ADV-885E-PAC-3 Quick Reference Guide
o PAC -3 Application and Best Practices Guide (Book 313)- Section 3.3
o PAC-3 Technical Manual (Book 003) - Open Recirculating Water - Section 3.3
SEGMENT 1 – OPEN & CLOSED RECIRCULATING SYSTEMS (continued)
Technical Lesson 44 Closed Recirculating systems
i. Closed Loop
ii. Study PAC 3 Technical Manual section 3.4: page 56 – 61
iii. Study Cooling Water Application and Best Practices Guide (Book 313)- Sections 3.4:
page 113-120 / 129 – 130 / 134 – 135
i. Closed Systems Aluminium
ii. Study PAC 3 Technical Manual section 3.4: page 79
iii. Study Cooling Water Application and Best Practices Guide (Book 313)- Sections 3.4:
page 136
2. Complete Technical Lesson 44: to do so you might need to look into
o PAC-3 Application and Best Practices Guide (Book 313)- Sections 3.4
o PAC-3 Technical Manual (Book 003) - Open Recirculating Water - Sections 3.4
SEGMENT 2 – HEAT TRANSFER CONCEPTS
Technical Lesson 45 - Once-Through Systems

1. Study PAC-3 - Europe Presection: PAC3B
2. Study PAC-3 Application and Best Practices Guide (Book 313) - Section 3.5, pages 153 – 155; 159 – 162
and 163 - 164
Technical Lesson 46 – Heat exchangers

1. Micro learning activities
o Watch the following microlearning video, use the worksheet to take notes and complete the quiz
related to it. We give you 1 answer for free : The heat capacity of water is 1 BTU/lb °F
i. Heat Exchanger Introduction
2. Watch the technical video
i. Alfa Laval plate heat exchanger
ii. Shell and tube exchangers
3. Study Nalco Water Handbook 4th Edition (Bk 010), Chapter 14.3 – 14.8 / 14.13 – 14.18
4. Study PAC-3 Application and Best Practices Guide (Book 313)
i. Section 3.6 pages 173 – 191; 194 – 199; 201 – 203; 210 – 219; 221 – 232
SEGMENT 3 – REFRIGERATION SYSTEMS / SCALE & FOULING
Technical Lessons 47 - Special Cooling & Refrigeration Systems

1. Study PAC-3 Technical Manual (Book 003) - Section 3.7: Pages 125 – 132 / 145 / 156 - 166
o Reps working in steel or chemical industry: Study additionally page 132 – 156
2. Follow the IFT 200 Refrigeration training
3. Complete the IFT 200 Refrigeration test on Workday Learning
Technical Lesson 48 - Deposition-Scaling/Fouling Problems

1. Microlearning Activities: Fouling:
related to it
▪ Fouling ,Total Suspended Solids
▪ Study PAC-3 Technical Manual (Book 003) - Section 3.8 pages 210-212 / 221 – 223
▪ Study Cooling water best practices manual (Book 313) Section 3.3: pages 107 – 108
related to it
▪ Fouling, total suspended solids removal
▪ Study PAC-3 Technical Manual (Book 003) – Section 3.3 pages 51-55
related to it
▪ Fouling, organics
▪ Study Cooling water best practices manual (Book 313) Section 3.10: pages 442/ 445-456
related to it
▪ Fouling, Dispersant Surfactant
▪ Study PAC-3 Technical Manual (Book 003) – Section 3.9 pages 240 - 243 / 253 - 254
▪ Study Cooling water best practices manual (Book 313) Section 3.13: page 543
2. Scaling
o Study PAC-3 Technical Manual (Book 003) - Section 3.8 page: 198 – 205 / 212 – 221
o Study PAC-3 Technical Manual (Book 003) - Section 3.9 page: 225 – 228 / 238 – 240 / 243 – 252
3. Complete Technical Lesson 48. In case you need more information have a look into:
o PAC-3 Technical Manual (Book 003) - Section 3.8 and section 3.9
SEGMENT 4 – CORROSION IN COOLING WATER SYSTEMS
Technical Lessons 49 - Corrosion Problems & Control

1. Study PAC-3 Technical Manual (Book 003) - Section 3.10: page 257 - 268
quiz related to it
i. Galvanic Corrosion
quiz related to it
i. Galvanic Corrosion Minimization
ii. Read PAC-3 Technical Manual (Book 003) - Section 3.4: page 69 – 70
3. Study PAC-3 Technical Manual (Book 003) - Section 3.10: page 269 298
SEGMENT 5 – CORROSION PROTECTION AND SPECIAL COOLING WATER
SERVICES
Technical Lesson 50 - Overview of Recirculating Cooling Water Programs

o Top 10 reasons for using Cooling Water OPtimizer
o Cooling Water Optimizer - Installation and first-time use
o Cooling Water – CWO Value Report
o Cooling Water Optimizer - Purate Oxidizing Biocide
o Cooling Water – CWP Multiple water sources
o Cooling Water - Variability Analysis
Technical Lesson 51 - Contingency Action Plans

1. Study PAC-3 Best Practices Manual (Book 313) - Sections 3.10 pages 419 -425 / 427 / 429 / 432
Technical Lesson 52 – Diagnostic TRASAR

1. Study PAC-3 Best Practices Manual (Book 313) - Sections 3.11
SEGMENT 6 – COOLING WATER MICROBIOLOGY
Technical Lesson 53 - Analytical & Research Support

1. Watch the following video
o Free Halogen testing
2. Study PAC-3 Best Practices Manual (Book 313) - Sections 3.12 pages : 493-494 / 497-501 / 508 / 517-
518
Technical Lesson 54 - Microbial Biology & Application Technology

1. Study PAC-3 Best Practices Manual (Book 313) - Sections 3.13
o Study Nalco Water Handbook 4th Edition (Bk 010), Chapter 17 (optional)
Chlorine Dioxide
1. Microlearning activities: complete the basic training modules of the Chlorine Dioxide Knowledge
Base (sharepoint.com) 92 minutes
1 ClO2 - Go or no-go - Basic.pptx (sharepoint.com) (5 minutes)
2.1 ClO2 Information - Basic.pptx (sharepoint.com) (5 minutes)
3 ClO2 FAQ - Basic.docx (sharepoint.com) (30 minutes)
4.1 ClO2 Byproducts - Basic.pptx (sharepoint.com) (15 minutes)
5.1 ClO2 - Corrosion - Basic.pptx (sharepoint.com) (5 minutes)
6 ClO2 - Material compatibility.pptx (sharepoint.com) (5 minutes)
7 Analytical Procedures Overview.pptx (sharepoint.com) (2 minutes)
8.0 ClO2 - Cooling Towers - Basic.pptx (sharepoint.com) (10 minutes)
9.1 ClO2 - Closed loop - Basic.pptx (sharepoint.com) (5 minutes)
10.1 ClO2 - Process applications.pptx (sharepoint.com) (5 minutes)
11 ClO2- Our generators overview - Basic.pptx (sharepoint.com) (5 minutes)
2. Complete the ClO2 knowledge Test. xxx
SEGMENT 7 – COOLING WATER MONITORING & CONTROL
Technical Lessons 55 - Monitoring and Control

o 3D TRASAR Envision
o 3D TRASAR Envision Configuration
o 3D TRASAR - General Overview NG Training
o 3D TRASAR – conducting a 2pt. calibration
o 3D TRASAR Smart Sensors NG Training
o 3D TRASAR How to troubleshoot NGG Connectivity
o Nalco Oxidant Controller
2. Download the 3D TRASAR NexGen Operating Manual OM-0270C in your preferred language on your
laptop
3. Study Cooling Water Application and Best Practices Guide (Book 313) - Sections 3.14, pages 565-591
and 596-625
Technical Lesson 56 – Adding Value

1. Study Cooling Water Best Practices Guide (Book 313), Section 3.15 pages 627 / 630 / 641-643 / 650 /
656-659 / 660-661
2. TCO APP: with your Primary Trainer carry out 2 examples using the TCO APP (1 for a cooling water
application and 1 for a Boiler application)
Product selection
1. Make yourself familiar with the PAC 3 product selection chart that you can find on the EMEA
training site.
2. With your Primary trainer, review the actual treatment at 2 of your cooling water customers
o Compare the actual treatment with what you would select using the PAC 3 product
selection chart
o Use the CPP to find the recommended dosages and compare with actual dosing
rate
o Use the Cooling Water Optimizer and double check with your findings of the 2
previous steps
PAC-3 Review Questions
Proficiency Exam
PAC-3 Exam
Learning
PAC-3 REVIEW
1. What causes pitting of mild steel in a closed loop?

2. What are the pH end points of P, M and O alkalinity?
3. Where does metal loss occur in a corrosion cell?
4. What causes the localized corrosion rate to increase?
5. What is white rust and how can it be prevented?
6. Why do deposits aggravate localized corrosion?
7. What is the primary mechanism by which a particulate dispersant works?
8. What are the Langelier and Ryznar indices calculated from?
9. What potential problem can arise when chlorinating a system with higher iron or manganese
levels?
10. Explain how to calculate sulfuric acid feed requirements in a cooling tower to maintain a pre-
determined alkalinity in the cooling tower recirculation water.
11. What limits heat transfer mechanism in a clean, deposit free heat exchanger?
12. Define wet-bulb temperature
13. In a cooling tower system, how do you calculate evaporation?
14. What are some issues with enhanced chiller tubes?
15. What is Holding Time Index and how do you calculate it?
16. Define the approach temperature in a counter-current heat exchanger.
17. What is important to consider when slug feeding a chemical to a cooling tower system.
18. When looking at heat exchangers, what does a change in U-value indicate?
19. What has an affect on the L/G ratio? How does L/G impact cold water temperature?
20. How should a corrosion coupon be oriented in flow through corrosion rack? What do corrosion
coupons measure? How do corrosion coupon results correlate with NCM 100 Studyings?
21. When entering values for hardness, silica, zinc, iron and phosphate into the optimizer, do you enter
filtered or unfiltered values?
22. What is a disadvantage of plate and frame heat exchangers?
23. In a counter current heat exchanger, how does cooling water flow and process flow relative to each
other?
24. In a heat exchanger a gaseous ethanol stream of known flow-rate at 108°C is cooled and condensed
down to 40°C. What else do you need to know to calculate the water flow?
25. What does NCM 100 measure?
26. How would you calculate the water velocity through each tube in a 4-pass heat exchanger with
known water flow, tube quantity, diameters and wall thickness?
27. What kind of heat exchangers are particularly susceptible to fouling?
28. How would you minimize particulate fouling in a heat exchanger?
29. Where is the best place to feed an organic scale inhibitor?
30. How can you determine cooling water flow rate through an exchanger?
31. Explain how a stabilized-phosphate program prevents corrosion and what the function of the
polymer is.
32. What is the main concern over the reversion of polyphosphate in a stabilized phosphate program?
33. How would you minimize potential for magnesium silicate fouling?
34. What kind of analyses would you run when feeding a multi-functional zinc/phosphate program for
corrosion control?
35. What is the main corrosion mechanism for azoles in controlling yellow metal corrosion?
36. What closed system corrosion inhibitor should you avoid in a system with hard water make-up?
37. What biocides can you use in a system with sulfide contamination?
38. What is most common cause of pump seal failure in a closed cooling water system?
39. What does the Nalco Scale Index represent on a 3D TRASAR unit?
40. By what mechanism do bio dispersants work?
41. What test procedure is recommended for checking STA-BR-EX? What factors may lead to over-
stabilization of a tower treated with STA-BR-EX?
42. What advantage does bromine biocide chemistry have over chlorine chemistry?
43. What is the major biocidal species of chlorine and what three species does chlorine dissociate into
when added to water?
44. In a recirculating cooling tower, what effect does ammonia have on free chlorine residual? What
other oxidizing biocide would be more suitable?
45. Why is it difficult to control fungi using biocides in a cooling tower?
46. What non-oxidizing biocide is effective for use in a cooling tower with short holding time index
(<4hrs)?
47. By what mechanism do humans contract Legionnaires Disease?
48. How do you calculate, evaporation rate, blow-down rate, make-up rate in a cooling tower?
49. What does the “C” factor of a heat exchanger indicate?
50. What are negative consequences of slime forming bacteria in a cooling system?
51. Are sulfate reducing bacteria aerobic or anaerobic?
52. Identify the different parts of a cooling tower and a shell and tube heat exchangers
TECHNICAL TRAINING KIT (BK 322)
ITEM SHORT DESCRIPTION LESSON PLAN COMMENT

All over the lesson
BK 010 Nalco Water Handbook, 4th Edition plan
F-941 Counsellor Sales Person Overview Weeks 1&2
ADV-051 Going back in time with NALCO Water Week 3
ADV-738 PAC Code Quick Reference Guide Week 3

Week 3, all over
BK 001 PAC-1 Technical Manual PAC-1 Module
Week 3, all over
BK 313 Cooling Water Application - Best Practices Manual PAC-3 Module
B-040 Intro to Water Clarification Week 3
B-030 Intro to Boiler Chemicals Week 3

Weeks 3, all over
BK 314 Boiler Water Application - Best Practices Manual PAC-2 Module
Week 3, all over
ADV-885E-PAC-2 Boiler Water Quick Reference Guide Week 3
B-034 Intro to Cooling Water Chemicals Week 4

Week 4, all over
ADV-885E-PAC-3 Cooling Water Quick Reference Guide Week 4
B-293 Six Service Standards Overview Week 5
ADV-726 Six Service Standards elements and key steps Week 5
BK 303-A CMV and the Six Service Standards, Participants Guide Week 5
ADV-776-A Commentary Drive Process Week 12
ADV-006 NALCO Water ROI Guide Week 14

Raw Water/Wastewater Application - Best Practices All over PAC-1
BK 315 Manual Module
PAC-1 Module,
ADV-885E-PAC-1 Wastewater Quick Reference Guide Week 1
PAC-2 Module,
ADV-885E-RO Reverse Osmosis Quick Reference Guide Week 1
SHORT DESCRIPTION LESSON PLAN COMMENT
ITEM
Reference
ADV-841 Problem Solving Guide N/A Material
Reference
ADV-842 Team Effectiveness Handbook N/A Material
Reference
BK 170 Cooling Failure Analysis N/A Material
Reference
BK 129 Boiler Failure Analysis N/A Material
Reference
BK 301 Industry Norms/Rules of Thumb (METRIC) N/A Material
COMMONLY USED NALCO WATER ABBREVIATIONS IN THIS BOOKLET
6SS Six Service Standards

ABR Annual Business Review
AP Asia Pacific
AVP Area Vice President
BI Business Intelligence
BLDE Breakfast, Lunch, Dinner, Entertainment
BTW Behind the Wheel
CAM Corporate Account Manager
CFS Customer Feedback Survey
CMV Create and Maintain Value
COC Code of Conduct
CONCUR Expense reporting system
CONNECTIONS Knowledge Management System
CPP Confidential Product Profile (not to be seen by the customer)
CRM Customer Relationship Management
CSP Counselor Sales Person
CTC Circle the Customer
DA District Administrator, known as ‘Field Support Specialist’ in Light
DIFOT Delivered in Full and On Time
DM District Manager
DSO Days Sales Outstanding
ECL Ecolab
EHS Environmental Hygiene Services
EIN Employee Identification Number
EMEA Europe, Middle East, and Africa (sometimes also called EAME)
EPC Ecolab Principal Company
F&B Food & Beverage
FRS Food Retail Services Division
FSS Field Support Specialist, formerly ‘District Administrator’ in Light
GM Gross Margin -or- General Manager
GP Gross Profit
HC Healthcare Division
HR Human Resources
INST Institutional Division
IT Information Technology
ITC Industry Technical Consultant
LA Latin America
NA North America
MEA Middle East & Africa
MES/QES Monthly/Quarterly Executive Summary
MN Manufacturing
OEM Original Equipment Manufacturer
OI Operating Income
PAC Product Application Code
PAM Program Administration Manual
PPE Personal Protective Equipment
PSR Personal Service Report
PT Primary Trainer
PTS Pretreatment Solutions
QSR Quick Service Restaurants Division
RA Regional Administrator
ROI Return On Investment
SBU Strategic Business Unit
SC Supply Chain
SDS Safety Data Sheet
SH&E Safety, Health and Environment
SIFOT Shipped in Full and On Time
SLA Service Level Agreement
SOS Safety on Site
SPD Sales Performance Dashboard
SSA Sales Support Associate
TAP Target Account Plan
T&C Terms and Conditions
TCD Textile Care Division
TCO Total Cost Ownership
WPS Water and Process Services
YTD Year to date
ZTP Zero Tolerance Policy
Some abbreviations are not common anymore, but do still exist in some literature

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EMEA Training Plan

for New NALCO Water Field Sales Engineers

THE TRAINING PLAN AND SCHEDULE

1. Prepare with your primary trainer a training plan

TECHNICAL COMPETENCY TESTING

Orientation weeks, Introduction to NALCO Water, first

Detailed Tech Training,

This Training Module contains hyperlinks

1.Your first day: Welcome to Nalco Water

o Raw water Impurities dissolved solids - Worksheet

➢ Start Administrative Training, Account Management & Sales Training

This Training Module contains hyperlinks

Technical Lesson 2 – Basic Water Chemistry

2. Complete Technical Lesson 2: If you need additional information look to

Technical lesson 1 – PAC 1 – Liquid Solids Separataion

Technical Lesson 41 – Cooling Water Introduction

Technical Lesson 42 – Basic Concepts Cooling Water

Technical Lessons begin in addition to this

Orientation weeks, Introduction to NALCO Water, first

Detailed Tech Training,

This Training Module contains hyperlinks

2. CMV - Activity with your primary trainer.

Account Management (activity together with your Primary Trainer):

WEEK 7 – PLANT SURVEY

Account Management (activity together with your Primary Trainer):

WEEK 8 – SERVICE PLAN

Account Management (activity together with your Primary Trainer):

Account Management (activity together with your Primary Trainer):

WEEK 10 – PROGRAM ADMINISTRATION MANUAL

Account Management (activity together with your Primary Trainer):

WEEK 11 – BUSINESS REVIEW & TARGET ACCOUNT PLAN

Account Management (activity together with your Primary Trainer):

WEEK 13 – BUSINESS INTELLIGENCE

WEEK 15 – INDUSTRY BUSINESS DRIVERS

2. Review Documentation on PORTA-FEED® containers on the “Equipment-Analytical Product Library

Service Tools Training

1. Watch the video on the System Assurance Center

Service Tools Training:

o Review the Global Analytical Resources – Leiden Customer Price List

WEEK 21 – CUSTOMER PROPOSAL

WEEK 22 & 24 – COMPLETE ALL OUSTANDING ACTIVITIES

Complete Open Activities and Lessons

PAC-1 training contains 7 Segments

The PAC 1 Basic technical training exists of 7 segments.

After completing all segments:

Secondary Treatment overview

Technical Lesson 3 – Basic Calculations

Technical Lesson 4 – Coagulation and Flocculation

Technical Lesson 5 – Preliminary treatment

Technical Lessons 6 – Raw water clarification

Technical Lesson 7 – Raw water clarification equipment

Technical Lesson 8 - Filtration

Technical Lesson 9 – Primary Wastewater Treatment

Technical Lesson 10 – Secondary Wastewater Treatment

Technical Lesson 11 – Tertiary Wastewater Treatment

Technical Lessons 12 – Heavy metal removal

Technical Lesson 13 – advanced Wastewater Treatment

Technical Lessons 14 – Sludge stabilization

Technical Lesson 15 – Sludge Thickening

Technical Lesson 16 – Sludge dewatering

3. Sludge dewatering equipment

PAC-1 Technical Manual BK1: pages 350-354

Centrifuge decanter PAC-1 Technical Manual BK1: pages 359 / 376 /

Technical Lesson 17 – Emulsion Treatment