Document OEvweXzbnLjKmkpVoMj7vx9Xe

CLAF MINERALS Sai s by Industry Cosm etic 59.5<5 P harm aceutical 19.0% 1993 Sales w nfng Inf 0.9% Food T.4% /-- - ..Paint 1.4% i Plastics 17.0% P LA IN T IF F S EXHIBIT WCD-53 CLAR MINERALS Sal 3 by Industry Cosmetic 59.5% -- -- --------- i Phamstceutfcal 19,0% IS CLAF ;; MINERALS Sale s by Producs Thousands 1993 Sales MINERALS 3 by Industry tiannseeuScaS 19.0% 3f 1993 Sales * Paper 0.8% - Printing Inks 0.9% Pood 14% Paint 1.4% Plasties 17.0% CLARK MINERALS -1 993 SALES acci. No. Customer 722610 ' Location R n xiu a D $251,060 4545 296550 148500 "4T49WnoAoVn 120600 515550 452420 221850 426560 388050 148501 684635 w $82,641 1629 D $82,200 140 D $61.534 4472 W $56,354 5251 . D $55,800 1629 D $40,800 3351 D $46,540 3351 W $44,415 1825 D $41,021 1829 D $39,249 4619 . W $36,600 1625 I 263697 581425 966975 441451 961980 860965 164243 974645 F07SO |j & esoses w $30,750 5251 D $28,560 1629 W $26,800 140 w $25,185 1 w $22,680 5141 w $21,822 1625 . D $20,250 1718 W $19,470 140 D $19,098 3351 W $18,200 140 625650 133364 413000 655200 655940 655940 655200 203697 W $17,776 127 w $17,392 1626 D $16,020 1718 D $15,776 1629 D $15,250 1625 W $15,250 1625 W $14,780 1629 w $14,274 1625 171310 202650 w $13,500 127 w $13,450 1625 D -D ire c t Shipment W - W arehouse Shipment Pagei CLARK M1NERALS - 1993 SALES A ccilJo .C m to m & r 943140 Xocatton * W Product I W $13,286 140 229275 | W $12,912 1623 203S9Q 514108 133364 416850 929220 044165 920500 552750 625655 w $11.600 4545 D $11,440 3351 W $11,368 1626 w $11,076 1629 w $10,976 140 D $10,400 114 W $10,335 127 w $10,230 140 I w $9,914 127 664001 336790 219030 682545 201435 w $8,780 1629 w $8,768 127 w $8,662 140 w $8,526 1629 w $8,470 1625 222080 600435 201135 042580 443325 503700 830175 389215 069320 w $8,370 1625 w $8,370 1625 w $8,275 1623 D $8,100 1629 w $8,010 1625 w $7,920 140 w $7,800 1625 w $7,762 4545 w $7,360 4473 752030 042580 511350 212065 528610 w $7,040 127 D $6,780 114 D $6,750 4619 W $6,600 140 W $6,500 114 D-DIrectSMpmant W- Warehoueft Bbpm m l Paga 2 CLARK MINERALS - 1993 SALES Acci No. Customer 148500 331050 Location w Product D $6,390 4619 W $6,387 4473 103050 001990 825800 825800 D $6,240 1625 1 W $6,224 127 ! W $6 , 2 0 0 1625 ' W $6,200 1625 718950 932700 825900 452500 815420 974646 672200 552750 779600 378200 086240 ! 3913 148300 655945 L w $8,052 127 w $6,040 1 w $5,940 140 D $5,850 3351 W $5,810 5251 w $5^690 1623 w $5,685 1625 w $5,595 5141 w $5,380 127 1 w $5,370 127 w $5,322 5251 iltl w $5,160 140 w $5,072 5141 D -D ire c t Shipment W~ W arehouse Shipment Pages MARKET SHARE DATA Total Tale tormnage for ft year 1993 in finished and cruelTalc was P 8 S ton. The rmu'ordomestic osfor Talc was in ccl mics,33% of consumption, followed by paint,18% paper,14% roofing,9% cosmetics,4% and plastics about 4% the balance is in a variety of application. These numbers do not include Talc from Canada or Austria m any other non US source,10% of the US Talc consumption Is foreign Talc. 98% of the Talc produced in the US comes from plants in Montana, New York, Texas,and Vermont M^for producers of Talc are Luzenac Arne ?aInc. Dal Minerals, Gouverneur Talc Co.,Montana Talc, Milwhite Inc.,United Clay,and Barretts Minerals Inc. l Luzenac America Inc.-- The largest of the ale producers especialy since they have purchased the Montana Talc Co. Luzenac has plants in K iitana New York, Vermont, North Carolina, Nebr: fa, and Texas. Luzenac's major markets are paper,paint,piastics,and cos~ tics. Luzenac's current strategy appears to be to dominate the Talc businc a in the US by diversification of types of Talc and unmatched ore reserves. Luzenac's market share wifi ie acqustion of Montana Talc Go is probably dose to 60% of what would be classified as the White Talc market This would be a number close to 360,000 tons. Luzenac does not seem to have a uniform pricing strategy, probably because they have purchased businesses thatwere price sellers such a: Cyprus and Montana Talc and as yet have Imm total swccesfu! in changing contract prices. We have observed of late m unwillingness to sell on price except to keep Polar Minerals out of good accounts. Luzenac's current focus is on Improving \ i consistency of the Talc they sell and exploring a wide variety of surfed :enhancements to Talc. Barrets Minerals Inc Barrets is the secoK' argest producer of white Talc In the US with about 20% of the MS market Barrets does not sell on price [ .1focuses on the applications and having products dial are consistent BMPs main market is paint followed fey p it 'cs and paper. With a consolidation of Talc company BM is picking up several accounts that were former Montana and Cyprus aecourife, BUI one and only plant is in Montana. Grovenuer Talc CO.[R.T. VancferbHQ-VancMant Is die king of the white Ceramic talc or steatite talc. Vanderbilt's ceramic talc Is white fires white has low shrikage and is fairly cheap. Vanderbilt's next larges! market is the paint industry with the Nytai product line. Nytal largest market segment is in the Industrial coatings. Vanderbilt cur-art strategy is to sell their products on their uniqueness while maintaing an attractive price. Vanderbilt has about 15% of the US talc nm/test if you do not count their Canadian operations .with Canada Include:;:' they most likely exceed BMI. Canada Talc Co.- Canada Talc Co appears nthe decline in tern of being able to supply new business and have had shipment problem in the pa; iwo years with several accounts. The products they sell are riot of the same quality as the group above but they do ha, a product that can be used in several plastic applications and is cheap,' is does not appear to be a ta g term operation and is venuerabl to Polar Minerals taking the lie share of their business. Polar Minerals- Polar Muerais strategy is sell on price and provide fairly consistant products. They use Chinease e to replace both Canada Talc and Montana Talc. They have been very sucessful in a short time becau' the prises they have offer! are very a tte "ve. Polar's main market ithe plastic industry followed by paintwith a 11 * bit of Cosmetic. Milwhite- Mllwhite strategy is to sell on pr i witti overall poor quality. They seennto jet niost off#m acculante t e i otiEd probatsiy use rockJust as wel! as tale. Thelr Win reaitets are ceramlcs ' rooflng whera th application is not quali!? focused. MifwhHe d.es not rr "Syconsuetewitti th qroup tftat has preeeded. Tjhlist of competitore we flave overviewe all sei! direct to th market place as well as ttuough agente and distributore. Tiey are all felli? well te i '.tuIn Ih Industries they serve and th top three are big supporter olfndustry organizations.