Document JNdK1nQoe6q61nzYwD43qa5ra

MV<k 5Lv-*> l^o Division Headquarters July 20, 1967 INSULATING FIREBRICK SPECIAL SIZES - SPPI PROCEDURES TOUR LETTERS OF MARCH 17 & 22 AND OUR DISCUSSIONS In an effort to increase our business by offering our trade larger than conventional size OT3, we believe it is necessary to revise our SPPI pricing procedure* Although we nay eventually add some or all of these sizes to our published price schedule, we first want to judge the trade and competitive response. The following procedure trill result in selling prices that will encourage the use of sizes most convenient to our production* At the sane tine, we believe this will give us a competitive advantage* increase our market share and further improve our profit picture. Effective at once, the following procedure should be used to price SPPI's for sizes shown. For J-M 20, 23 * 26, 28 and 3000, use the proper list price for total B/E and destination multiplied by one of the following factors depending on size0 J-M 1620 will not be offered in these sizes, but if customers in sist, they will be priced the same as J-M 20* Factor Size D&B ALL ot; *23 1/2" x 9" x 2 1/2" or 3" 13 1/2" x 4 1/?" x 2 1/2" or 3" 11 1/2" x 4 1/2" x 2 1/2" or 5" 9" x 7 1/2" x 2 1/2" or 3" 11.5 3.0 1*7 2.2 14.5 4.0 212' 2.8 *24" for 28 and 3000 Standard or special shapes (arch, wedge, key, skei } cut from any of the above will be priced by adding S20/M pcs.* for 1,0X) pcs, or more* If less than 1,000 pas., add $30/Mo Any other rectangular pieces within our maximum limits and larger than 11 1/2" x 4 1/2" will be priced using the following formula* List price times 2.25 for D & B customers and times 2*5 for all others* Sizes smaller than 11 1/2" x 4 1/2" will be priced at next larger standard size* 825/h for 15 1/2" x 4 1/2" shapes* R. E. Robinson -2< July 20, 1967 Notice the "D & B" price class. This will include distributors, furnace' builders and other so called "B" original equipment accounts who may purchase these items. This is a change from current policy. Also note that 2 1/21' x 3" series ere the same. This amounts to a premium for 2 1/2" and will encourage 3" Regarding modification charges, I am planning to issue these on a "Pricing Bulletin" to become effective November 1, 1967. I'm attaching a draft of this bulletin for the comments of all concerned. You'll notice I've changed the present SPPI procedure for these prices somewhat*, We have increased the charges in some cases as we've discussed at different times and set up quantity brackets. # By publishing this as a bulletin first, before adding to the price book, we hope to get the trade and competitive reaction and then we can adjust accordingly if necessary before the effective dateo In the meantime, present modification charges should be used in processing SPPI's. I would like the comments of all concerned by August 1 since by that time I plan to have a promotion program starting. J. A. Campbell, Jr. cc:- K. V. Burleson R. A. Stapleton E. L. Troax A. Posius D. B. Wingerter G. Young L. D. Sorrentino L. R. Blair E. E. Konrad S. E. Vlooley L. G. Rice R. M. Garis R. A. Eubbs File Chrono DBQ DKJ DHQ DBQ DB? DEQ - 7 DHQ - Interaatij Finderne Finderne Zelienople Zelienople Toronto DHQ