Document 5D466BGk69y2eXzjZqrK16mGN

ea.M-us-2 gU/l i! ^ VT.r1 ' fitfgl&Jj}*- INTERNAL CORRESPONDENCE % CHsr;1ICAL3 mi3 PLASTICS Mr. F. D. Dexter Mr. W. S. Young Ta (Hamal Dr. L. P. Jehle DivUfon Chemicals and Plastics loealian New York . 270 PARK AVENUE, NEW YORK, NEW YORK 10017 OoJ* August 20, 1969 Orfgl/taf'ng . Aniwarlng ttfiar data .( Copy la ' .iu5j*ef Tbs Asbestos Market in the Floor ing Industry The Market . .. The total asbestos market in VA and asphalt floor tile is approximately 150,000 tons. The asphalt market has "been dwindling steadily and the VA market is growing at approximately 5# per year. As a result, total asbestos sales have been .relatively constant for the last few years. At present copolymer sales of 180 MM lbs.; we estimate asbestos sales of 85,000 tons in VA tile after estimating proportion now going to Coalinga producers. The entire VA market is available to Coalinga producers. ' The asphalt tile market is not as clear cut. Asbestos contents range 20-24$ normally, but Coalinga fibers are used only in formulations which contain significant percentages of polystyrene. Loss of hot strength occurs with Coalinga if sufficient styrene is not pre sent . 'Is do not have* reliable information on present asphalt formulations at the major tile companies. Historically, Johns-Manville and Armstrong have not used styrene, Kentile was borderline and American Biltrite, GAF, Uvalde can use Coalinga asbestos. The Products ' ' Flooring manufacturers have become quite sophisticated in a competitive market charac terized by constant style innovations and new product introduction. Asbestos from Coalinga field has been available and used since early 1962 when JohnsManville converted their Western plants and introduced it to the market. No new asbestos technology has been added since UCC's 1964 entrance to the market with a pelletized floor ing grade. - % The advantages of Coalinga asbestos are high fiber content, lighter color, and less batch to batch variation. Among the grades available, UCC excels slightly in each of these categories. Its disadvantages are high absorptivity and greater surface activity bringing about the most common complaints of excessive water sensitivity and higher cost stabilization. UCC products are no better or worse than others, but we have devoted much more SSL effort to solving them. * -. UCC 001646 2- As things stand today, the price and simple logistics of the situation h2s given Coalinga products all California and Texas producers; and they are dominant in.the South along the SP right of way. ; Canadian asbestos enjoys supremacy in the Chicago area and the East Coast. Coalinga asbestos usage in these areas is limited to the high TiOg premium grades. On sum, a price vs. volume curve would best describe the market. Tie Customers ' Prom purchases of copolymer, the asbestos sales pattern in VA tile can be guesstimated, but no similar refinement exists for asphalt tile. Asbestos Potential VA Tile (Estimate) Customer Location Asbestos Source American Biltrite La Mirada ` UCC la Mirada Calif. Minerals Trenton UCC Trenton Carey Armstrong . Iancaster Carey Kankakee Carey Jackson Carey : ~ South Gate Calif. Minerals Flintkote Chicago J-M Can. L. A. J-M Coal. New Orleans J-M Coal. GAP Vails Gate J-M Coal. Joliet J-M Coal. Houston J-M Coal. Long Beach J-M Coal. Kentile Brooklyn Calif, Minerals Brooklyn Carey Can. Chicago UCC Chicago Calif. Minerals Torrance Calif. Minerals - . Chicago Carey Johns-Manville All J-M Uvalde Others Houston -- UCC -- Uvalde . Stragari Total % Quantity (tons) 1000 600 1000 3000 4800 8400 3000 1600 6000 2400 1200 6500* 1600* 1600 2400 1600? 11000 2500 ? 3700 3600 9000 2500 3500 2300 847B00 Coalinga Sales including UCC 30,200 UCC alone 7,000 * Recent changeover from Canadian source to Coalinga has been reported. .. * UCC 001647 The Outlook The industxy should see growth la asphalt tile over the next five years as state and federal supported low cost housing projects profligate. This factor has not been present in the past and in 1970 ve should at least see a halt in the decline of sales. Even with total housing going to 2MM, units in the early 70's VA tile will not bene fit as much as sheet vinyl and carpeting. We estimate 5$ growth for VA about right. The UCC Position : To increase market share in a slow growth commodity market, there are not many options 1. Cut Price 2. Develop product or service superiority. T^ ` If we examine the latter approach--UCC enjoys a superior position in product form-- the pellet. In the flooring industry, use of SG-100 is limited to Eanbury Mixer operations This eliminates Armstrong as a potential customer (est. 17,800 tons) in a strategy based on the pellet. Though it is not necessary to sell to everybody to achieve our own goals, ve should be careful not to create a competitive imbalance for a valued UCC customer. The pellet advantages,are reduction of dust hazard, and amenability to bulk handling. ` The first is probably the more saleable factor. The second does bring cost advantages for some price in capital investment. But the VA, asphalt tile plant is not a choice new investment territory, unless that investment is dictated by product marketing strategies. In fact, all new investment by the industry has been toward buying into competitive markets vinyl sheet flooring plant, carpeting. To sell bulk handling, as a part and parcel of dust hazard reduction, is like selling air pollution control. From, the manufacturers' point of view, it also carries the disadvantages of a single source of supply. In sum, the pellet form is a positive advantage to the user, but as a sole marketing strategy, it will not be a short term factor. . . This leaves us with the rather unpredictable strategy of price reduction. In a way we are following that policy now. None of the Coalinga producers followed the recent price rise on Canadian asbestos. By so doing, there opened up a slightly larger market share to Coalinga. It is also worth noting the price rise was orderly, as far as we can tell, with each producer following suit. Though there may be and probably are concessionary price structures in contractual offerings. * In the asbestos industry price has been a laissez-faire battle ground. If we move to cut prices as we did in 1965, ve can expect consternation and a move to follow. To reduce repercussions, we should try to make obvious to competitors the nature and limits of our intent. ' Unless we are both cautious and sophisticated in any price recession policy, ve will attain only temporary advantage and create a long term problem in maintaining a diminishing market share. UCC 001648 Selection nay be a reasonable approach. Move prices against selected competitors or for selected customers; For example, one could avoid Johns-Manville. But this reduces the available market to slightly over 40,000 tons and we would have to get over half of it. I s.uspect this situation would lead to excessive price cutting and confusion as to our prupose. The same result would occur for similar moves for selected customers, along with the ancillary danger of creating a disorderly market situation. In short, a simplistic, unilateral approach is not likely to be successful. Recommendations Combining the positive aspects of TJCC's position as to raw material, product form, and capacity, it is suggested we review the possibility of marketing SG-100 to the asbestos producing industry. To this end we would approach all competitors and offer to supply SG-100 pellets at, say, 40 per ton, in bulk or bags, with a total quantity of 20-25000 tons available. All the advantages of the pellet form would then be generally available to all tile manufacturers including the captive group at prices consistent with today's schedules. We, in turn, would maintain our currant business and withdraw from further active marketing. There are advantages for UCC and to the competitive producers, and if success ful it will maintain a stable market value. It Is also consistent with UCC's position in the chemical industry. I suggest we discuss this suggestion carefully and if agreed upon, we move as rapidly as possible. . . NJS:,Jr N. J. Setter UCC 001649 INTERNAL CORRESPONDENCES CHEMICALS AND PLASTICS TofNarn.7 Dirhien Xocaflon Mr> F> D< Dexter Dr. L p. Jehle Mr. g< YOung Cep/to 270 park avenue, new York, new york 10017 De,,t August 22, 1969 Or?siiw>ij D#pfc Affjw&ivn^ T*Har dct* *. Subjitf The Asbestos Market In the Flooring Industry - II There is one more aspect to the subject report which was not covered In my letter of August 20, 1969. The Competition The flooring industry has always preferred to deal directly with the asbestos producer to maintain leverage on price. As a result resellers are not a significant factor. For the major producers contract purchasers are the norm. These contracts generally carry price-volume incentives and are renewed annually. For both VA and asphalt tile only Canadian grades 7HF, 7TF and Coalinga asbestos is used. To Canadian producers 7RF and 7TF are refined tail end products from the mills. The "money" cuts from the ore are grades 4 and 5. There has been a shortage of these grades recently and so it isn't surprising that several new mines are being opened. How much grade 7 refining is planned for these new ore supplies is unknown but the potential is there. At present there is an excess of grade 7 available for milling. However, mill capacity for 7*s _is limited especially with the present high demand for the longer grades. In a typical month Canadian exports of milled asbestos will approximate 90.000 tons with 52,000 tons going to the U. S. Of the U. S. import total 37.000 tons will be grade 6 and below. Because mills are designed to profit on grades 4 and 5 it is likely that refined grades 6-9 are treated on an incremental basis. I think we should assume the Canadian asbestos industry is not vulnerable to price recessions In grade 7. UCC 001650 -2- Callfornia producers are an insignificant factor in the industry as a whole particularly in the Coalinga area. Since Coaiinga ore is limited to grade 7 production, it was initially viewed as a local source for West and Southwest customers. However, in retrospect, if Union Carbide had not moved so aggressively into the area and threatened the grade 7 market, it is doubtful if Johns-Manville would have developed this source at all. Johns-Manville , Of all producers Johns-Manviile has the only captive consumption in floor tile. They also deal heavily in reciprocity exchanges with GAF and Flintkote. We estimate total asbestos sales to VA flooring at approximately 31M tons -- of this at least 9,000 tons are captive. Other than the above, floor tile manufacturers prefer not to deal with a competitor. Johns-Manvllle is also the only Canadian producer active in Coalinga. We estimate Coalinga mill capacity at 25-30,000 tons per year and operations at 70% capacity and profitable. J-M is an important UCC customer for phenolics and epoxies. They can be expected to threaten this business if we bring price pressure to bear on SG-100 or SG-144. Philip Carey Carey is now a subsidiary of Glen Alden Corporation -- a conglomerate which also holds Playtex, BVD, Schenley, Swift Textiles, RKO-Stanley Warner, etc. Carey net sales for 1968 were $97MM but this includes a wide range of building products and accessories. They represent 12% of Glen Alden sales. While independent, Carey was quite interested In a joint venture at Coalinga with UCC. Nothing came of it because we wished to go it alone. Carey provides the best available Canadian asbestos to the floor tile Industry. Their volume of 33,800 tons to VA tile is mostly in 7RF-9. Presumably Carey would be more receptive to any proposal giving them access to Coaiinga fiber, since their market share is more vulnerable having no captive and no known reciprocity agreements. California Minerals Originally known as Atlas this business changed hands in 1966-67 and is now owned by the Individual holding the mine property. Sales appear to be in the hands of resellers though we know of personal dealings between the owner and Mr. Kennedy of Kentlle. . UCC 001651 -3- We are unsure of the amount of sales to flooring but would estimate a minimum 10,000 tons. Mill capacity Is estimated at 25,000 tons. Overhead Is minimal and if sales are 507. capacity the mill should be profitable. Of all competitors in this market California Minerals is the most vulnerable. We have captured their business at American Blltrite's plant in Trenton, mostly because of difficulties between their agent and the P. A. at Trenton on quality consistency and delivery. ^ If UCC severely reduces the price of its flooring grades it is unlikely that California Minerals would be able to follow. KJS/ds Setter UCC 001652 UNION CARBIDE CORPORATION Chemicals and Plastics Operations Division 270 Park Avenue, New York, N. Y. 10017 To: W. L. Carrick F. D. Dexter L. P. Jehle W. S. Young September 25, 1969 Asbestos Products for the Paper Industry -- 1970 It Isn't necessary here to litanlze the problems we have had in the past serving asbestos products to the paper industry. In 1969 we have directed our activity toward determining: 1. Do we have a product? 2. Do we have a market? 3. How do we serve it? Products High Purity Asbestos is expected to contribute 6.5MM pounds, $36GM in NIFS in 1969. This compares with 9MM pounds, $500M in 1968. Lost business at Longview Fiber, Western Kraft to Johns-Manville's Ultrabestos is largely responsible. If we recover this business, it will not be with HP but possibly with a Standard Grade which would be exactly competitive to Ultrabestos. It is passible 1968 may be the high water mark for HP. Maximum potential is in the 10-12MM pounds per year range. Though touted as a pitch control agent HP sales are almost exclusively for other uses. For example, Boise Cascade has purchased 1.5MM pounds ($86M) through August 1969 for use as a TiOj extender and retention aid. Conwed 1.4MM pounds ($7<JM) for starch retention in acoustic and ceiling tile. We seem, therefore, to be misled as to the value and utility of this product and cannot recommend any significant sales activity for HP In 1970. T-135 will contribute 1MM pounds and $150M in 1969 vs. 2.2MM pounds and $336M in 1968. Despite this record we look to T-135 for growth of sales to the paper industry and it is here we concentrated our studies in 1969. We estimate potential at $2MM and 15MM pounds. UCC 001653 2- T-135 is a very good opacifying pigment and is equivalent pound for pound with TiC^* There are no equivalent products available. Extenders plus Ti02 have become quite common in the paper industry but since the extender itself (Hi-Sil, Zeolex, Paper-Ad, etc.) does not contribute Jto opacity, the total system cost is still more than a T-135 and TiOj system. However, product limitations are not insignificant. Once on the paper machine T-135 performance is reliable and it performs as advertised. The problem is delivery to the machine. To Increase utility we offer pellets and open fiber and specially designed repulpable beater bags and will deliver in bulk. But a modern mill is designed to reduce manpower requirements with systems which meter important pigments in slurry form. Ti02 purchasers are increasingly in 70% slurry which is diluted to 30% for feeding the macnine. T-135 can be slurried but to date concentrations are limited to 3^-4%. As a result a large mill will have restrictive investment requirements in tankage, mixers and pumps not to mention the increased water demand and disposal problem. ' ** Ideally we are looking for a 20% T-135 slurry which maybe fed into existing Ti02 delivery systems. Extenders such as Hi-Sil have this capability. We propose this as a high priority development project. Marke ts It is axiomatic that more paper is sold on brightness than opacity but it is also true that opacity is a dominant specification in such products as offset, coated and uncoated including publication grades; book; catalog; envelope and glassine. There is little point in quantifying the total production of these grades -- suffice to mention that uncoated offset alone amounts to 1.2MM tons per year. - The major producers are in order Crown Zellerbach, International Paper, Hammermill, Kimberly-Clark, Mead, Champion, Scott, Westvaco and Boise Cascade. They represent $1.4MM from a total industry sales of $2.5MM in printing and publication grades. To give you an idea of the magnitude of our problem, of this group, only Boise is a regular customer and that for HP. I. P. and Hammermill have been in and out, Westvaco gave us our first carload order in July, Scott is in trials and first contact was made with Mead on September 17, 1969. Consumption of TK^ by the paper industry is 140,000 tons but this figure includes both wet end and coatings. We estimate 100,000 tons at the wet end maximum. An unknown proportion of this quantity is actually used to obtain opacity and would be vulnerable to replacement by T-135. An educated guess would be 65/35 -- opacity to brightness. Geographically, our major potential for T-135 is in the Eastern half of the country and almost entirely concentrated in Minnesota, Michigan, Ohio, New York, Maine, Pennsylvania, Maryland, Tennessee and North Carolina. UCC 001654 -3- In summary, we have a salable product which is relatively unique in the Industry, It is priced to compete not only against Ti02 itself but vs. extended Ti02 systems which cost 17-18c/pound in combination. To reach our potential which we estimate at 10-127. of available market we need to provide a system for producing 207. solids slurries in the mill. A large sales force operating nationwide is not necessary to reach the 10 major producers with mills in 8 or 9 states. -' Paper Program -- 1970 Selling: Two man years -- `. $70,000 'i . It Is proposed that two men or the equivalent be used to cover selected paper accounts in 1970. It would be preferable if these men were part of a separate Asbestos sales force numbering four or five in total. At any rate we would strongly resist use of the General Sales Force as we have in 1968 and 1969. In one area around Kalamazoo, Michigan we would propose to supplement this effort with a distributor who would provide local contact for the four major mills located there. . Promotion: $ 5,000 Mostly necessary to update our sales literature which is in very poor shape. We would also plan to attend the February, 1970 TAPPI Show in Mew York. Research and Development: 2 Man Years We do not plan for a research program at this time. We will require pilot development of a T-135 slurry system. Technical service will be required to support sales. The degree and type will be determined largely by the quality of sales personnel we will have available. In addition we would like the capability of operating a corrective sales program with technical service personnel. In the past many T-135 and HP mill trials resulted in no new business for various reasons. This losing image haunts the program. We propose to establish a technical task force with the responsibility for reclaiming these accounts. In one sense it will be a floating lab program, but success will provide a buffer for the future. MJS/ds N. J./Setter UCC 001655 King City, Calif. CALIDRIA Asbestos Page 1 12-16-68 1969 BUDGET SUMMARY Material $673,020 Direct Labor 177,333 Departmental Expense 77,337 Auxiliary Expense 338,940 Gas 53,912 Electricity 74,148 r Production Budget Packing Expense ' 1,-594,690 i/ 1,250 Finished Product Storage 24,126 Distribution 35,163 Shipping and Storage 60,539 TOTAL 1,655,229 UCC 001656 O 00 o o ai 0) to ja rH ai < CM r-l S a N a. hJ 00 5 e* 2 >4 a U 0) S' & u A b) c H (0 w CO ii NO (J Vi ON V O rH Vi >2 *H CQ Q 4 CS rH co N p CO ON ON o o o 00 CM r*b rt to NO co v N rt r*A 00 m -T rt O * 4b * A A A *A pa CM Ot rH CO ON Ot CO co rH H rH r4 ON o> rH CO- vO pa <o <o CM I-H CM CM 1 o 1 *4- tO NO co O o A 4b 00 O 4b 1 O It. NO A# A Ho rH H rH rH CO MHT CM GO <o> O' V n o o o OooOOo V3 4J eQ) O o o oo oo oo o o MT o o -O1 CM o o H &) 25 H S-& w AW 4b * A a A A A to* CO tO CM CM rH CM CM *o i--4 CM in rH CO H ON H s ?5 O rt 5 pa g CO 4J CM CM o 40 00 tQ 3 E-t Oow o\ 4> O rH Vi Ja *H A QM rv H 1H CM CM < GO a NOb O 1 cO i--t r4 o A rH O rH tO NO A I-* CM r!--ti1 rA 00 CJ <0- </> MM e r-l u<0 a -rf o <; Wto Z W 0) CO 4J ac) H s-s W AW r-H 00 o o m CM ON Ml CO nO tn <r 00 in o o o4b CO * ON 4b On A ON A rH A m I*" CO CO A NO n ON rH r r-t pa m *n rH 00 ON m CM rA N O CM 0- Q 00 * P c w PQ H J cn ii- o\ 00 o \o O V4 ON rH m <o CO i-H CO u J2 w u ON 0) 0 rH Vi A iH (d A h3 On A m4b 1 o rt NO ia* 1 ao in 1 o 1 rH at CO AA A CM oo f*A CM CM <0- CM m a- PA rH 5 </> CM w \. - Q Ot tO at rH i ti H U> 01 vC f-4 44 ca H tI C0 rH a a m rH tu a 0W o *t4 1 < *rl 4J Ha Vl a CO ty A 41 O H In o 0 oa H 40 S* 00 c atH Vl A- 01 1"4 4-1 H -H tH 0) rH H E Cd t*4 X 40 i-at rH <d 60 0 1 40 J? **uH e >t Ft U 4> a cS9 C(m0 43 U H 2H U"t o cn o m JI O rH O H o rH o--t o rH o rt o rH Aoo11 CrMt o 1 co co o 1 %T en O 1 m co o i to cn o 1 r- CO o 1 co pi o 1 at cn o UCC 001657 UCC 001658 U t ilit ie s a re charged d ir e c tly from 707 (purchased fu e l o r power) to M anufacturing Accounts as d ir e c t ' m a te r ia l.' We do n o t use th e A u x ilia r y 318 purchased gas, w a te r & e l e c t r i c i t y a c c o u n t. ' oo u Cft 10 fl)fa Ji 1 ID CM <H *- OS s3Q M <U .J 00 <3 O fa , 4J j U V rH pw CJ < * EH CO H CO *0 on Ha cd o Ss Sion o o n >n VO rH on on ** as rH CO on rv IS <r ON CM coo r CM CM rv s * et CO m iA co rH H' </> , NO CO IS co CM GO- av rv ON -o o NO s *0<J> GO H PN s o\ CM * U a o P* 00 M rH o pH n on m m rH rH a> rH os VO rH Eh <u On m H H m o rH H rH ptf pH w co on CO m in CO pH pH cn 5 rH 5 <0- 00 sO <7 H 3cd CO H wM a fa y -H m o <M CM noOIS ON m rv 00Si 8 o co </> <A- IS > ii orl S t--i R Eh 5 U o t4 fjJ u rH uw 5Q 00 On co A rH coSI vO vO ao * CO -o- s m rs H - i-t o co m rv rH o* 00 rv U"J * IN. VO CM co OV m CM rH rH CM <#> ao "O rH s -O N 00 a\ M c vO <J\ av N5 pH CJN rH GO n) u CM o CM CM OIS a\ rH coft Ov is N rH CO iA m <o </> i 3omI faHa fMa U , i a) rH rH f>a M a iH f<ao fua T3 a toH U <u 4J .a a 4) 00 fUa rfHa s u co < a rH faa *H fa 00 a faa u a 00 a fa CO *U w o m A! u fa rH rH (S fa fa a) i--i c fa >N O s J? u fa 6 3 <u Q o OS -rl X <U OS fa fa 14 Q O*S9 <4 fa JS u 45o-11J1 CcroH-n14 a! o CCorH1OO o orHt a o oipn(H co o orvHOt cn o coprv4nH o orH4 c0n0 O roOH1N co o UCC 001659 50-305 King City, Calif. CALIDRXA Asbestos Page 5 12-16-68 1969 ALL OTHER BUDGETS Material Ore tio2 Sodium Silicate Acetic Acid Bags Pallets Total Material packing Expense Distribution Finished Product Storage Total $244,620 246,225 3,010 . 3.125 117,073 ** 58,967 $673,020 1,250 35,163 24,126 60,539 TOTAL ALL $733,559 f. UCC 001660 ^Z1 * ^ 1 4 9 la ------ ------- ---- ------- ----------- -- .......... 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M.>.krtr t. a*._ -I*____ P ^5.-.i?.^s.r'A.*f^______ ._. .. .......... ... ._. ... montello KEN CAMPBELL - UCC 001663 /VJP ' IdiffyC^U^ ^ J j P~tJ*-+ G4n*^L&&u mJ& $& 2- + 4 *si f\f .' )y ^ T ^ <J)'lfi>*<it*iy stx*6*ss~ ^ ~"^ ^-*****JU<(L. --g^Lv**^ (X '~&S^*ss*Xs ^J'-'-'W-*^***^^', tyt-Ln^t,S^i/ ~~Q*J-<si/*** <?-TS 4-*^s hi. z>, jlq cists a-<s ybjf+~&*$ '/g fits-d- (^ 2- i--- 3 <2 a * /) , ^ ^-'t-t^C^^*-' (Jut* sy*t>e*i$*i+c7^, x l Q GO o ^Jld * ltr*s d >w G01J& jt*s&zrjz> Jr* CsPjs /fc*^-*#***^ yts*+**Jcdl ft*&- s*~A-^^ASSst*i$. jLrt, sC^q, CJ^tS^S /^lAt^KA^ ' *&L; sp*isc-^&sP y^--_ 'Zssh A**-y~ , //4m*S*y6***Sr /^U^U^tAv^ /,6ft/ /i x"i--y*^>*u ft-Ty . ;3-o - .5- i" // UCC 001664 A. 1& Ate.e***K. O^-do S*-- , TT /Q*4>~ c ytst^+f A4&<C<-r , -- ---------- ^ ~^s&* ^.<A jU Y' ***** ^*t-^txt-*^ - St*e ) {y^u 1 -Y^ UCC 001665