Document MJrL5YLLy3qMYJymdOQm7gRaV

FILE NAME: Pfizer (PFIZ) DATE: 1972 June 29 DOC#: PFIZ017 DOCUMENT DESCRIPTION: Handwritten Notes - Author Unknown I : .V.';*. ...*-- -f- w7'to t , Q i "A*. L S L w^ -a Ifc * : $-- 5o l itJ * a * U ra < \* i* * d r, jEgia T T Z L : ---- ---------------"1_. ifci 4UM jUvkrtW^L^ _ .< - t 7-*.. .y, " .. .-- -*}..*. --------- ^ c r ,, . . .. AtM +tlirk. Soop ffild J J & .lh d y ^ P tv M -M & d y fa p W Iv U d o , tuoijluA <*AuJ j(oC4*4*mC <l*iniV L ttJ A l A * 4 d R .* ..(C 4 ji fl* A ^1 \j v di t f K fAli*t AAddfptAtoadh y - + *..,-i-- y . J. ' \.a** M ty ttd u i* (film*. S U ^d tu t i 'U *e fto d r t 44*t JU <4& & e d u ! [ f z t C n if o l a , k )tto t-C M 4 id C .* * * * & i (l* <?** Cm"if pudStf>. , x u d d fl*i 2 . ^tJLm A VL " A h d J t l d * c u X ^ d th i. M U & m fa u C t S f i ft' ! * * l <>tyi**A* c m to L m m JiZ+ . akm *MH < k U * 4 ^ S ^ X e 4 ) l On. opt*i A& udiL A i+ u /ttllti C&Uo '-i A jL * d A lU v A m i d*4 ! ttU ilA i/L jfU M C U /uJiL^dU S`0<JL- f l t f u l f i l ttM .m tO filil 6 v d f l * A ' J. X'vuoUvu***. A**<**t-gtv+iU.to * * * * * * 1. (L U p ii^ Ardd^/^M t. + SAMPLE 15812 PFZ001f 62_10455 SAMPLE 15813 PFZ01 162^10456 ': ^-v: : V ' .' W * '* g' 7 ' ' i / j O.o(,~w*a; Art&UA ! 'K t i ftA U & jd iH r E J L /to ^ , 'C'Cl j/kU *ffeX-b.^ M U ,U < . . f \ n Z I & L -tie tH r'j& A & fa fc lA t J r< ? \A rfotfnru 5S2 A*tr4 iiU . m f4 A m * 4 iM H i^ m C i % * $ & Jo.ttO?C XU mfZf to** .4 VMUUucM T * tA * i A f t K f % 4 V V * M - ' I ^ < b *d ufQ a*. /V 8.U3*As *& i. * 6 3T0T 7 fi* A . fa Aitb** fb : lo ^ U i., ^ /4^ n iZhc fa 4*3 /* % , <> $ 0 & ~ fz it. ( r v u A fe i,L u * i ` CM tM SAMPLE 15814 PFZ001162 10457 m hm-Office Communication H i NATIONAL BANK BLOC. TOLEDO. OHIO i U U TO: R oger L ln n ctt - New Y ork FROi: R*; H arry E . Rourke - Toledo Monthly Sale* R eport - Building P roducta Auguot, 1972 A u g u r e 31, 1972 I lilil l ' -- ; a l :I ?' s; ll *1*1 If-fl '1 ~*\` V*.rp^r --Cff A ttached ia the Monthly Sale* R ep o rt fo r Building Product* (o r the month of Auguat, 1972. H arry E . Rourke H E R tjj end*. cc: W illiam Stephrnaon. B ernard Long, Dave B rant, Don Ingram , ftm ra C ara T ) Y Orv SAMPLE 15824 ii':S./?if-l4?cn0V ,) NOTICE: If the film Imtgt It Ittt d ttr thin thlt notlct. It It dut to tht quality of tht doeumtnt btlnfl fllmtd_____ . N o 3 W3 < I s * OO ca| -I ^ t Oo* o O' o eo* o o 9t !O m *v0 nM it M 3 tn -- cq || S * 'll tfO' o 1- -- o t- o o -- M N 1*1 O <o -- *31 * *S If V) n *n 4 O' b N^ l/) CD M $ ft if s b * t M N \ m- r * N fM -r N N **b N O' O *M O' M N O' ft h* O' *r N co * * u C 2 TOTALS: 4.813 5 .2 5 6 4 ,7 2 6 Tl l * +9, 36,767 40.850 35,270 +16* *11 IMDQ023 k '! "j! PS I SAMPLE 15825 55 0045; Roger Linaett Page 3 SALES HIGH U G H TS ( Continued) to purchase lim e from Rockwell, since our serv ice i i o e rra tic and undependable. 1 a s s u re d Ja c k th at we w e re out of th e woods on our p ro b le m s and felt that our Septem ber shipm ents would be back to n o rm a l, p re m ia has o rd ered l? c a rs to r S eptem ber and O cto b er. I am su re tkev w ill be w atching our perfo rm an ce in the next 60 d ay s. It seem s as though we a r e losing m o re c u sto m e rs "in sid e" than sales can gain "outside". KILXOSE D uring tin s period, m odified-torm ula test oanels w ere constructed and will be tested a t G eig er H am m e on S ep tem b er o. I m e: w ith Hal Stanlev ar.d D ick Lepley in Tor* onto and they had a thorough review o: the subway system and req u irem en ts to m eet the specification. You mav re c a ll that Don L ittle had reeu ested c u rre n t inform ation a s to the sta tu s of crar ir ro ro ' ed p ro d u ct fo r a lettin g an July I? on a new sectio n of town. At has re q u e st, I attended an open house party at his home during this period. He a d rise d m e , then., th at thev w e re su ccessfu l in bidding th at c o n tra c t. T his seg m ent w ill be two tu n n els, 7000 feet long e ach , requiring approxim ately 200 tons of K iln o ise . T he to b t s e x p ected to b eg in in N o v em b er ol' th is y e a r. N ational Gypsum Cumaanv withdrew th e ir P erfo .L v te base acoustic p laster approxi m ately the firs t of A ugust. I have reason to believe they a re also considering w ith draw ing th e ir S p ray o lite. which ht a bentoni`e elav /p erlite aggregate acoustic p la s te r, as w ell. T here a re rum ours that C . S. Gypsum is a lso considering dropping th eir lim e based product - K v-L ite. T his is vet to be v o iu irm rd . As a resu lt of N ational's w ithdraw al fro m the m a rk e t, we receiv ed a 450 bag o rd e r fro m Jim m y C ran e, pia s t e riug c o n tra c to r tro n i Fulton, M ississip p i, and he fillet the c a r uut wtth lim e. KOSMOS PORTLAND CEMENT COMPANY A s pointed oat in our previous re p o rt, we had a m eeting w ith M r. Ray Capp, P r e s i dent, a rc B ill Q uinn. T echnical D ire c to r, on August a . R eception w as verv good, and tw r p re s e n ta tio n on how to im p ro v e th e ir p ro d u cts m et w ith g re a t in te re s t on th e ir p a rt. To m ake a long sto ry sh o rt, they a re planning to erifv our recom m end atio n s. M r. Capp prom ised us a c a r of bulk hydrate in the very near future. F u rth e r follow -up is planned in S eptem ber. o j p n "*_ . e I -w | * s js fi s ws 3 l 3* 51 `I I I SAMPLE 15826 505 00453 Roger Linnett Pge 4 RIVERTON CORPORATION No change h ere. I do not believe it w ilt be a volum e account for so m etim e. How e v e r, we w ill continue to pursue this account. SANTEE FORTLAND CEM ENT COMPANY During our d ifficu lties in the plant this perio d , it becam e n e c e ssa rv to r us to drop one c a r on one shipping period. As you know, norm ally they take th re e c a rs a w eek end and with the equipm ent going down, we could load only 2 -1 /2 c a r s . The c a r was held up a t the plant until it could be loaded the following week. T h is w as w orked out with Santee, but they, too, a re concerned with our serv ice. I had a v is it w ith San tee during this period, since they w ere hinting that they w ere in te re ste d ia a b ette r p ric e and w ere s'tannine to in c re a se th e ir volum e. D uring my v is it, I re ite ra te d w ith a ll d e p a rtm e n ts the value of the highly p lastic su p er q uality d o io m itic th a t we have and how tt v a r ie s g re a tly fro m o th r r d o io m itic s o u r c e s in th e c o u n tr y . The in tent here was to persuade them not to seek o th rr so u rces. They have requested a quotation from Rockwell Lim e Company in M anitowoc, W isconsin. T his w as f irs t noticed when our T raffic M anager picked up a request to r freight ra te to C cm entoa (Holly H ill), South C arolina. In my \i s i t at the lab at S antee, th e ir O uality C ontrol M anager showed m e a le tte r w ritten by Sam N ew com er, P u rc h a sin g A g e n t/T ra ffic M anager at Santee, to Rockwell for a price quotation. The content o: the le tte r indi cated that Sam N ew com er and Joe B risch a re apparently personalv frie n d s, BUT Tim Conway, R esearch C hem ist at Santee, told me that M r. M ille r, C hairm an of the B o a rd , sa id th a t b e c a u s e of the-w o rk and e ffo rt th at P f i z e r wut in to u p -g ra d in g th e ir product, they would stay w ith P fiz e r so long as our quality and se rv ic e did not in te r r u p t the sch ed u lin g of th e i r fin ish e d goods. So, we a r e back to c a n w e hold the o rd e r from the "in sid e" again. In my talks with T rank S p e a rs . G en eral S ales M ana g e r, I did not indicate that I knew the back ground just given. 1 sold the product based on its q u a lity and o u r s e r v ic e . T h is w as v ery im p o rta n t to h im a n d new I know w hy. T hey a r e planning to in c r e a s e th e ir re o u ire m e n ts by a p p ro x im a te ly 50*"' in the n e a r fu tu re and lOO9 in 1973/1974 when th e i r new ro ta ry k iln c o m e s on s t r e a m . 1 a ls o review ed w ith S antee the value of o u r P ro fe ssio n a l Selling S k ills C o a rse and that we ' a re willing to give the co u rse to them . This was w arm ly accep ted an d it w ill be sc h ed u led fo r la te O c to b e r o r e a rly N o v e m b e r. My a p p ro a c h h e r e w a s to o u ttin e production benefits and serv ice to them betore we get into the d iscu ssio n of pricing and re q u ire m e n ts of co m p etitiv e p ro d u cts. It seem ed to-be the p ro p e r a p p ro ach . E -2 FLOW QUICKLIME FOR WASTE TREATM ENT You m ay re c a ll W alt H aw ley's le tte r attacked to last m onth's S ates R eport with reg ard to his e ffo rts w ith Banning Coal M ine, of Republic S teel, to c o n sid e r E -Z Flow C uicklim e in tre a tm e n t of known acid d ra in a g e . IT e sts w ere conducted c u rin g th is perio d n i* i - m| s U RI to -I SAMPLE 15827 505 00454 Roger Linn Page 5 E-Z PLOW QUICKLIME TOR WASTE TREATMENT <Continued) with this companv sod they did not fa re too e ll. F u rth e r test* ill be conducted. Cne of the p ro b le m s a s i t it co n tain ed c o n sid e ra b le c h e rt and if th is be the case, i am su re that a ill not be su ccessfu l in sa le s effort* to secure the account. Confirm ing th is, a sim ila r problem was experienced a t A rm co Steel, in B utler, P ennsylvania, using E -Z F lo in acid tre a tm e n t. So, e h a re p roblem s on the qual ity of the E -Z Flow and it is affecting our efforts to hold old cu sto m ers and develop new o n es. W a rn e r L im e C om pany has a product sellin g fo r appro x im ately S25. 00 p r r ton f. o. b. th e ir p la s t a n d , b ecau se of its p e rfo rm a n c e , it ia reducing h vdratc tonnage by o n e-h alf. It i s hopeful that o u r E -Z Flow can com pete agalnat th is, but it w ill have to be a b e tte r product than h a t we had la st m onth. KENTUCKY WALL PLASTER When C harlie P lunkett and I v isited Kosmo* C em ent Company, u e m ace an effort to develop our bagged b u sin ess in the L ouisville a rea and e re su ccessfu l with Kentucky W all P la s te r , who p re s e s tlv s o lits th e ir b u sin e ss ith N ational G vpsum and U. S. Gypsum . They a g re e d to tak e in a c a r of o u r lim e p ro d u c ts. We contacted se v e ra l p lastering c o n tra c to rs ae our v isit. A fter hearing our sto rv , they w ere willing to try o u r p ro d u c t. F e l l a - s a d e m o n s tra tio n s i l l b e m ad e d u rin g the m onth of S ep tem b e r, as soon a t the c s r '. a : a rr iv e s in L ouisville. The o rd e r a s placed on August IS fo r sh ip m e n t on th e l ; : h , and a s a c tu a lly ship p ed on A ug u st 26. To g et It out on the 2oth I had to bum p tt in fro n t of o th e r acco u n ts, so we d o n 't (a ll flat on our face before e even get started here. NEW ACCOUNTS F. Bauer C onstruction 139 W ashington Clyde. Ohio 43410 Gvpsum Specialties 113o S. V ietch S tre e t G ain esv ille, F lo rid a 32601 H. E e r s It S o n s, In c . Woodford P o st O ffice C incinnati, Ohio 45213 Kentucky W all P la s te r P o s t O ffice Box 17056 L o u isv ille, K entucky 40201 F e a th e rlite Block Company P e s t O ffice Box 991 M idland. T exas 79702 Public Building M aterials A irport Branch P o st Office St. P e te rsb u rg , F lo rid a 33132 e ac oa r zo lI l f;< s S-3 fi f?R | S* 51 H E R tjj cod. H arry E. R ourke SAMPLE 15828 5C5 VO455