Page 18 - SELECTA • 3M SELLING GUIDE for 3M Distributors

Locating and Marking – Path Markers

What are the key segments where
our solutions could be applied?
• Construction, industrial manufacturing,
renewable, mining, data centers,
petrochemical, infrastructure and
transportation, power/gas/tel/water utilities
Who are the right contacts?
• Damage prevention managers/
environmental health and safety (EHS)
• Project directors
Typical Applications • General contractors
• Outside plant managers
• Cable and/or pipe path identification • Design engineers
• Early warning during excavation Why recommend path markers?
• Wireless locate solution for telecom and gas industries • To protect and identify the underground
• Use in open trench applications network and avoid disruption during
excavation that can generate serious safety
Questions to ask issues
• How important is protecting your underground assets? Why does 3M win?
• How important is safety for your job? Have you ever experienced an unexpected • 3M™ Electronic Marking Systems (EMS)
technology embedded for precise
situation during excavation? identification of the utilities buried
• Do you know the exact position of buried utilities before you excavate? How can you underground without the need of excavation
distinguish among them? • Helps reduce the risk of digging near
• Do you need to identify your underground assets? underground utility lines by providing
visual verification
• Do you have problems of congestion among the different utilities underground? • Allows for following the utility path
• Do you use tracer wires? And have you experienced issues with tracer wires such as • RF/EMS passive technology requires no
installation issues, breaking, difficulties to locate or find the end point or lightning? need for charges or batteries
• Do not need continuity so tape can be
located even if it breaks
Potential Objections • Provides early warning thanks the extreme
• Objection: Tracer wires are a commonly used technology for many years that I am tensile tape featuring 3000 lb, strength
comfortable with. material in premium 3M™ Electronic
Response: Tracer wires do not identify the type of utilities that are underground in a Marking System (EMS) Warning Tape 7900-
congested area like our 3M™ Electronic Marking System (EMS) Warning Tape 7900- XT Series model
XT Series.

Potential 3M Solutions

3M™ Electronic Marking System 3M™ Electronic Marking System
(EMS) Warning Tape 7900-XT Series (EMS) Warning Tape 7900 Series
This warning tape series uses a high strength Warning tape that is a maintenance free
core material for an early warning during the solution for marking and locating the path
excavation period. It’s virtually a maintenance of underground utilities to help eliminate
free solution for marking and locating the path the problems and costs associated with
of underground utilities and to help eliminate the tracer wire and test stations.
the problems and costs associated with the
tracer wire and test stations. The embedded
markers are compatible with 3M™ Dynatel™
Locators 7000 series.
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Visit 3M.com/dynatel to learn more.