Document VGpjp8X87bDLEVyLwyGegm45w

THEMOHOL HEAT TRANSFER Food Induetry Penetration Stanley Shaw October 13, 1966 HUNS 037782 SUMMARY During eh* p*e few month*, th* Pood Proce*lng Industry ha* been reviewed for THERMINOL sales potential. Th* result* of this suryey reveal considerable potential for many email eyeterns, however, the application of THERMINOL will seldom Involve fluid fills beyond the range of 50 - 300 gallons per system. The majority of the systems will be toward the 50-gallon figure. These volumes per plant can and will be increased, though, with the adoption of THERMINOL systems, within food plants, to perform space heating function as well as process heating. Only with the advent of new plants will this multi function system potential be realised. However, the acceptance of th* philosophy of liquid phase process heating In the Food Industry Is part of th* overall scheme of mass acceptance for all Industries, Every small system has tremendous promotional value. Ramembarin* tht our market 1. really th. heatlna irket. ,ajd oyf long ^gng. etrat.ay 1. achieving .ynonymy of Honaanto and hut tranafer. Che 1 erg.-volume orders will follow. Our method will simply be to promote, to be knowledgeable about, and to actively follow any and all potential THERMINOL sales to the Food Industry as well as provide sincere pre- and post-facto service. OBJECTIVES AND JUSTIFICATION It appear* that th* Food Procaaalng Induatry exhibit, great potential for utlllaation of THERMINOL In Indirect heating ay.teaa. From time to time, over th. laat few yeara, we have received lntereat from food companies -1- MQNS 037783 regarding the application of flulda In hasting ayatana. Tha lntenalty of thla lntaraat hat picked up during thlt economic upswing. Of significant Interest Is the fact that during tha first half of 1966, tha Food Industry led all other industries In mergers with 112. There is a definite trend for large multi-food product companies such as General Foods, Consolidated Foods, etc. to acquire small, successful specialty food processors. Reviewing THERMINOL business to dste In this Industry we can count approxi mately SO evstems In or going Into service shortly. The bulk of these systems are In frvina applications and their chief proponent here Is the Joe Lowe Corporation, Division of Consolidated Foods, who sells a doughnut frying machine In conjunction with the sale of doughnut mix. At last con tact Joe Lowe had 31 machines opsratlng In the field. APPLICATIONS The list of food applications appears as follows: Frvina 1. Frlto-Lay Company (now PepsiCo, Inc.) Various In USA 2. Joe Lowe Corporation (Division of Consolidated Foods) 3. DCA Food Products, Inc. Various In USA (major bakarles) New York City, New York Potato chip manu facture In 7 separate facilities Doughnut frying In some 31 Installa tions (major bakerlss) Doughnut frying One Installation shipped to Burney Bros. Bakery, Chicago, Illinois; now actively marketing fryer -2- HONS 4. Iceland Fish Products Company 5. Kroger Company 6. Idaho Potato Growers, Inc* 7, B&C Metel Product* (Equipment OEM) Heating of Suiter Liquor* S. Kellogg Conpany 9. Corn Products Co* Fat Daodorlelna 10. Campbell Soup Company es.,8wt.lns 11* Wilkins Coffee Company Candy and Confectionery 12. Sophie Mae Company Harrisburg, Pennsylvania Cincinnati, Ohio Pocatello, Idaho Denver, Colorado Fish chip frying system operating successfully for 20 weeks at time of writing Shrimp frying in stallation under construction for their Brownsville, Texas plant Precooking of french fried potatoes (a remarkably success ful system operating for 8 years with complete satisfac tion) Frying meet petti*., 2 lnetelletlon* old to e customer unknown et time of writing Omaha, Nebraska Chicago, Illlnola Manufacture of sugar coated cereals Manufacture of sugar coated cereals Napoleon, Ohio Manufacture of soups Washington, D.C. . Coffee bean roasting Atlanta, Georgia Candy brittle 13, Stuckey'* Specialty Product* 14. Pillsbury Company MultiFuncClon 15. National Tea Co. (In design) Eastman, Georgia Candy nougat Terre Haute, Indiana Manufacture of dietetic beverage mixee ("Funny Face") Chicago, Illinois Space and process heating end cooling entire plant POTENTIAL OPERATIONS Th* following appear Co be excellent util leat Ion point, for heat tranafer liquid.: 1. Coemerclal kitchen. -- for example, where large pvana, range., ateam tablet, etc. are uted 2. Pryera 3. Oven. -- for baking and cooking 4. Jacketed kettle. -- coll. 5. Drying and roa.tlng equipment 6. Extru.lon equipment PRODUCTS The following 1. a Hat of food araa. that appear likely candidate, for high temperature procea.lng: 1. Breaded and fried food. Bakery product., fi.h, potato.., onion ring., egg plant, artlchok.., ate. -A- 037'86 2. Baked good* 3. Roasted 4. Candy and Confectionery 5* Sugar liquors (cereal coatings) Soups, Sauces, Gravies 7. Dehydrated Foods (drying) Bread, cakes, pasterles, cookies, snack foods, etc. Coffee, nuts, etc. Licorice, tgffy, caramel, etc. Sugar glatlng for baked and fried goods, candy glaze , etc. Fat deodorising, kettle cooking, etc. Potatoes, sauces/gravies, dry beverages; for example, coffee, tea, Kool-Aid, "Funny Face," etc. From the above it is apparent that we have ouch to follow In the way of applications potential for the Food Industry. The ^ialor question Is -- How do we find the decision-making customer In the [food Industry? is it the Central Engineering groups of the major food companies? Is It the bakery and plant superintendents who are pressing for greater productivity and more modern methods of cooking? Is It the owners and officers of the food companies, small and large, who are Interested In more modern and productive facilities? Is It the food machinery companies such as BlawKnox, Wenger Mixer Manufacturing Company, Food Machinery Corporation, and Hamac*Hansella Company? Is It complete food systems manufacturers such as Smltherm Division of Hupp Corporation who "Invent" a method for roasting coffee or frying potato chips who are looking for exclusive and proprietary methods of food cooking? The resolution of this m+in question Is the ob jective of our "look see" Into the Food Industry and Its potential for THERMXNOL. -5- hONS 037787 so WHAT? This document Is essentially a plan of action. Our dbjective is to be so knowledgeable concerning the Food Industry as to l?e most effective in exploiting that industry. Here, we will document what must be accomplished prior to a successful "invasion" of this industry with a concept new to th{a industry. For the most part, the advantages of using THERM1N0L as an indirect heating medium outweigh the disadvantages; or perhaps, put another way, the disadvantages of utilising more common cooking and heating techniques allow for the success of a concept such as indirect fluid heating. WHERE THERMINOL FITS IN The THERHXNOL system advantages, which are obvious in industrial process heating, are here, too, prominent in their performance virtues. Uniformity of cooking and frying are especially important in the Food Industry. Here THERKLNOL systems provide this accomplishment. Also, indirect fluid heating with THERHXNOL provides it safely and most economically. There has been no existing THERMKNOL application, reviewed by the writer, where the use of liquid phase heating has not shown real advantages. Also, these advantages are enthusiastically revealed and proudly acclaimed by both the machine manufacturer and the ultimate customer-user. In summary, we have something to sell, we have a receptive buyer. We have a market which is improving its image from conservative to progressive. And, importantly, corporate-wise we have good knowledge of this industry -6- MOMS 037788 and have always been a major supplier to them. Our field sales staff (fine chemicals) can certainly be utilised and with THERMINOL training can be most productive. MARKETING BARRIERS7 There are three important barriers prohibiting a runaway success of the concept of THERMINOL heating in the Food Industry: 1. Who is the process design Influence in the Food Industry? We must resolve this question before we can hope to make any nead* way. We must reach this specifier. 2. We must promote and educate. The influence mentioned above must be Introduced to the concept; educated to the concept; and, pardon the pun, must be allowed to dlaast the concept. We must make available whatever technical help may be necessary to assure the success of systems in this industry, since It is far less likely that good engineering help is eyailable here than to, for example, the Chemical Process Industry. 3. We must vividly and specifically define the toxicological characteristics of THERMINOL, not only from an Inhalation point of view, but more Importantly, from an ingestion point of view. It is Important, in fact imperative, that we develop methods of detecting contamination of cooking oils that may be indirectly heated with THERMINOL, as well as contamination of the food products themselves. -7- HONS 037789 is is Climbing these barriers will allow for a very steep sales curve for TH&RMINOL in the food business. SyCCESS TO DATE We certainly have the "tools" which will help us achieve our objectives. We do have a long history of successful THERMXNOlf applications in the Food Industry. For example, there is the precooking of french fried potatoes by Idaho Potato Growers, Inc. in Pocatello, Idaho. Here is an installation that has been in operation for 7 or 8 years with no change in fluid and without maintenance problems to our knowledge. But this installation is not unique. For over 11 years, Frlto-Lay in Jacksonville, Florida, has been frying potato chips for the North Florida area. This installation has never seen a change in fluid and they've had perhaps no more than 25 gallons added as make-up in all that period of time. The newer installations, such as Joe Lowe Corporation doughnut fryers, have been received enthusiastically. Management at Joe Lowe indicates very real advantages for this method of frying bakery products. For example, the gentle and even heat provided by the THERMINOL heat oil bath gives doughnuts of 10% greater site with the same quantity of dough. Of course, the baker has the option of passing the savings on to his customers or improving his profit picture. We note new Joe Lowe installations going in monthly at major bakeries throughout the country. There are 31 installa tions to date spanning the country from coast to coast. Such companies as Continental Baking, Interstate Baking, General Baking, Atlantic and HONS 037790 I I Pacific Company, Horn and Hardart Company, acc. are enthusiastic and complimentary about the application. I The euccese of frying Indirectly with THERMWOL hae Incited the fleh product* companlee to get Involved with thl* method of heating. Moat recently, a email equipment manufacturer in Denver, Coloraro, B&C Product* Company, ha* dedgned, built and (hipped fryer* for meat pattiea. One of th**e machine* wa* cornel*aloned by a national food chain (presently anonymou*) who ha* al*o given B&C a (tanding order for ten additional unit* ahould the flret one prove successful. For 20 week* now, Iceland Flah Product* of Harritburg, Penniylvanla, ha* been frying flah chip* In what 1* perhape tha moat modern, automated convenience froeen food plant In Che country. Alao, the Kroger Company of Cincinnati, Ohio, 1* building a hrimp frying Installation for a plant In Brown*vll]Le, Texa*. They are convinced of the practicability of the approach and feel the advantage* will tell In Increased production and superior quality product. REVIEWING THE BARRIERS IN DEPTH Hurdle Ho. 1 Over the past two or three years, as we have become more Involved with food application*, we have noticed a diversity of the Influence for epecifylng food processing methods. There seems to be no predominant pacifying factor. This 1* confirmed by the writer In field visit* to various companies Involved in food processing and by review of cell report* of these field Functional Fluid salesmen. This la probably Indicative of the rather conservative and staid nature of the engineering aspects of the HONS 037791 buelneaa. However, there are acute eigne that the altuation ta laproving with the eetablinhmant of "nynteme" manufacturera who epeclallae In comolate food proceaaing plant*. The following have all, at one time or other, been Involved In Influencing a declalon toward Indirect heating with flulda: 1. The Central Engineering groupa of the major food companion. 2. In email planta, the bakery end food plant aanagera and/or euper- lntendenta. 3. Again, In email facilltlea, the ownera and offlcere of the ccm- panlea (thla can alto be applied to medium and large alae food companion). 4. The major food machinery manufacturera auch aa Blaw-Knox Company, Hanger Mixer Manufacturing Company, Food Machinery Corporation, ate. 3. Syatema manufacturera auch aa Saltherm Divioion of Hupp Corporation, who patent proprietary methoda of Indirect heating. 6. The email, epeclallead ueer equipment company auch aa B&C Froducta Company In Denver, Colorado (meat patty fryera), the equipment dlvlelone of food companion auch aa Joe Lowe Company (doughnut fryera), McBeth Engineering Company (potato chip fryera), etc. 7. A new Influence In the market la the amall dealgn and developmant company who apeclallzes in the Food Induatry, auch aa Dealgn + Froceaa Engineering, Inc. of Waltham, Maaaachuaetta, who bullde complete planta. MQNS 03779d tyurdle Ho, 2 Once we more accurately eetablleh the specifying Influences, we will at least have our target. Promotion and education becomes a simple step since we have already achieved acceptance of the concept in the Food Industry. In other words, it will then be only a matter of directing the results of these successes and the reason for the use of THERMINOL In these applica tions to the potential customers. It is Interesting to note that the bulk of THERMINOL systems In the Food Industry are associated with the convenience foods. It is known that these types of food products are more expensive than uncooked or "must be prepared" food Items. It certainly should be obvious that the major reason for the Indirect fluid heating system here Is the economies It allows. In effect, the food companies are able to make the convenience food items more attractive price-wise to the consumer. As competition builds up In the convenience food area, these prices will come down still lower. Higher productivity via fast, uniform cooking and frying is a must if the "con venience food" supplier Is to survive. Lately, the consumer has exhibited mass rebellion to the increased prices for food products. THERMINOL systems present a solution. He must direct this solution to the Food Industry. This can be done most effectively by advertising to and direct mail promotions to the specifiers determined via Hurdle No. 1. In this industry, this is the type of concept that "snow-balls" and as new equipment Is designed and Installed, the ten dency to copy the successes of your competition predominates. 11 0377^3 hONS Hurdle MO. 3 The Boet Intriguing history regarding the application of THERMINOL In lndlract heating systems la the almost complete abeence of medical and health problems In over some 800 lnetallatlona around the world. Even more surprising le the fact that In food applications there have been no reported toxic effects, effects of contamination (If contamination has aver bean proven), nor has there bean any litigation In the Food Industry where THERMINOL has been Involved. Beyond this, for over two years now, Hast Band Company has been marketing a multi-wall fry pan for domestic application which ueee THERMINOL as the liquid core fill. In all this period of time, we have had no adverse feed back regarding the performance of this unique application for THERMINOL. This is truly astounding insofar at approximately 230,000 pounds of THERMINOL FR-3 have baan sold to Heat Band to date. When you consider that only 14 ounces of THERMINOL are used per pan, a quick calculation will show that there are a large number of homes exposed to the advantages of Indirect heating with a safe heat-transfer liquid. Us have yet to be asked for technical help from Heat Bend (since our lnltlel help in de veloping the pan). Too, concern over toxicity hae not been a problem nor have we been asked to help In any litigation between West Bend and their customers, If any has taken place egalnst them. Nevertheless, while the Food and Drug Administration holds no Jurisdiction over a product not normally In contact with the edible food product, It may come to pats that "possible contamination" may be Injected Into the Food and Drug Administra tion rulings. We should well document the Ingestion characteristics of THERMINOL as well as other physiological effects. Simply, we must be able - 12 031^ (AO*S  l to etete that to many grama or ouncaa of THERMXNOL can be tolerated by an average hjgggQ system with auch and auch an effect when accidently In gested. Thla may call for actual human taata panel teats with accompany ing medical examination of Individuals Involved. We must be able to help the systems designer with a simple, effective method for determining contamination of a cooking oil bath or of the food product itaelf. If no simple technique Is available to detect thle con tamination) Monsanto mutt make available Its specialIted analytical labora tory techniques to the customer, at no charge, for this purpose. In nummary, we muse alleviate any and all concern over possible toxic effects and conse quences to that our customer can use TWRMXNOL with safety and assurance. to to 13 - MONS 037795 I I a a -OUR COALS 1. Achieve $50,000 per year sales volume for Food Industry applications. 2. Prove low toxicity for Food Industry applications. 3. Focus on Food Industry s a routs to multi-function (space/procsss) heating and cooling systens for all industries and institutions (restaurants, hotels, etc.)* 4. Train our Fine Chemical field men so they may aid our program. a m MONS 037796 WHAT CAN WE DO? Action Him 1. Advertising and Promotion _____ Action Responsibility A. Publish four color THERMINOL d featuring multi-function system Food Industry/Space Heating thame. RCI/SS B. Direct mall ad reprints to Food Industry mailing list. RCI/SS C. Prepare and publlah article on Design + Process Engineering, Inc. fish chip frying installa tion. OLP/SS D. Prepare Food Industry litera ture package for direct mall (conglomeration of all Food industry artlclea and ad re prints) . RCI/SS E. Direct mall Food Industry package. RCI/SS 2. atsimipii Action A. Document systems and/or tech niques for determining THERMINOL contamination In cooking oil and food products. B, Complete e concise toxicity statement specifically aimed at Food Industry. RW.9Bfifrm.ty CPD/DER/ E. F. Wheeler E. P. Wheeler/ SS/RC1 Target Pate August me (dost) October 1966 (on achadult) March 1967 May 1967 May 1967 I,Ml>t.,Pgtp March 1967 March 1967 - 15 - HONS 037797 3. Marketing Action Responsibility A. Vlalt and document completely 11 existing Food Industry applications* SS/DER/ Field Hen Be Visit ten equipment end system menufecturers known for their activity In the Food Induetry. SS/Fleld Hen c. Vlalt selected llet of New York- SS headquartered Food Companies* D. Follow up on ell Food Industry Interests SS/Fleld Han E. Vlalt appropriate Food Induetry convention^ for example, froten food* convention etartlng In December 1966. SS/Fleld Han F. Schedule five formal THSRMINOL preeentatlont to eh* largeet. Food Induetry companlaa directed toward thalr Central Engineering group*. SS/DER/Fleld Man 6. Administrative Action A. Aecertaln the possibility of a THERMINOL/Food Induetry strategy as defined by Organic Divlelon outline. B. Write strategy more than sales plan Is required to achieve volume available. Responsibility SS SS Tarxet Date June 1967 June 1967 August 1966 (done) Continuing Starts December 1966, Continuing By December 1967 Target pate December 1967 March 1968 oonausioss By thi end of December 1967 we will heve achieved a better underetendlng of our Food Induetry market and tha applicability of THERMXNOL eyeteme - 16 - MOWS 037798 I I within that narkat. En routa to thla goal wa ihould have baan abla to "pay our way" by tha aala of additional THERMIHOL and ayatama Into thla I lnduatry. I I I I I I I I 17 - l^9 *0' A D EM DA 1. The attached trip report provldea an Indication of the type of lntereat and the type of contact prevalent for Food Industry penetration with THERMHOL. 2. Correspondence revealing the lntereat and potential outside of Monsanto. 3. Some early returns (response) to a direct Bulling to the Food Industry. hons 037800 I0t>m incM| Louis General Offloes I I I I September 23, 1966 Trip Report August 29 - September 1 New York Dlstriot 0. R. Buchanan/R, Davis " AOE/DER H. A. Gilbert - WILMINGTON G. R. Graham - NEK YORK C. R. Gror.inger - ;;sw YORK A. R. Hempel - CHICAGO D, L. Hosmer - CHICAGO R. Moran - NET;.' YORK D. Olson - NET..' YORK P. L. Slayton * NEW YORK R. P. Sullivan - WIIMINGTON Objectives 1, To aid 0. R. Graham by making exploratory and follow up calls seleoted from his i960 sales plan providing relief from heavy workload. 2. Market research of the Pood Industry to determine potential for THERMINOL and to gain knowledge of that Industry. Companies Contaoted Company Contact Blaw-Knox Company Jim Gardner, Sales Engineer Bonomo Candy Dlv. Gold Medal Candy Co. Dr. M. B. Sherman, Director Research & Development DCA Food Industries Hal Kaufmann, New Products Mgr. A1 Spiel, New Process Mgr. Charles Putnam, Gen'l Mgr. Equip ment Division John Moore, Ass. Research Director Oeneral Foods Company Stan Barnett, Research Engineer Hamao-Hansella Company Tim Long, Sales Mgr. National Biscuit Company Jack Rossen, New Process Dev. Mgr Joe Lowe Company Ernie Roth, Engineering Mgr. Frank Chlpchase, Chief Engineer Wilmington Food Industry calls and Don Roush McBeth Engineering Corp. ling week with Hank Gilbert Freeman McBeth Wilkins Coffee Company Oeorge Payne, Resident Engineer Smltherm Dlv. Hupp Corp. 037801 HONS The Itinerary for this week war. established as an assist by the Product Group to the district to explore the potential for THERMINOL application* In' the Pood Industry. The same objeotiv* will help the Product Group to complete Its committment for establishing a market strategy for THERMINOL penetration into this industry. The selected timing for this itinerary prevented it from being as productive as could have been possible should It have taken place after the vacation season. However, through the use of the phone. It was possible to locate contacts at the above com panies who were helpful In providing Information regarding pro cess and heat requirements. An earlier contact with Walter Kutlo, Technical Editor of The Candy Industry and Confectioners Journal, led to two contacts who were equipment suppliers to the Candy Industry, Jim Gardner of the Blaw-Knox Company was completely unfamiliar with thermal liquid heating and was not optimistic at all re garding the use of THERMINOL In Blaw-Knox equipment supplied to the Confectionary Industry. The bulk of his equipment Is sold for use with steam and hot water. Generally, the Candy Industry does not see future requirement temperatures above 300"?. with as a maximum. Contrary to Jim Gardner's pessimism, the Product Group has witnessed considerable enthusiasm from the Buffalo headquarters staff of the Blaw-Knox organization. In fact, Blaw-Knox has recently supplied equipment to Kroger Com pany (Cincinnati, Ohio) for a shrimp frying installation In Brownsville, Texas. Again, contrary to Gardner's thoughts relative to the Candy In dustry, Dr. M. B. Sherman, Technical Director of Bonomo Candy Division of Gold Medal Candy Company, was quite enthuiastic. Dr. Sherman revealed that he has written artioles on the tech nology of candy manufacture, one of which Indicated the potential use of thermal heat transfer liquids in heating processes. Dr. Sherman also teaches, food technology at one of the New York Community Colleges. He has had occasion to discuss the applica bility of heat transfer fluid technique with his students. His enthusiasm revolves about the use of THERMINOL to eliminate the high cost of operating labor. Though the temperatures are relatively low, he visualizes completely automated candy pro duction. He is alert to the fact that THERMINOL allows this automation easily and with great economy. Dr. Sherman revealed a keen interest in working with Monsanto on a "mutually benefloial" arrangement when he leaves Bonomo to take up full time consulting activities to the candy and other process industries. He is currently consulting to Allied Chemical coin cident with his work at Bonomo. I indicated an interest in working with him and that Monsanto .orould look forward to such an opportunity. 0 03?82 I I I I I i 0 0 0 0 I - 3- Another equipment supplier to the Candy Industry, Hamae-Hansella Company, Palisades Park, New Jersey, revealed an extreme interest In the thermal liquid concept. Their equipment Is manufactured in Germany and the New Jersey location was the U.S.A. headquarters and U.S.A. technical service center. My chat, with Tim Long, Sale3 Manager, uncovered the fact that his organization had sold one candy cooking reactor to a customer who had asked that the heat transfer Jacket be designed for heat transfer liquids. The customer select ed a petroleum based heat transfer liquid for the application. Again, the temperatures are low, and steam Is the standard heat transfer fluid. The cooking kettles In question are used for caremel, salt water taffy, candy kisses, toffee, syrups, fudge and can also be utilized for the production of fillings, marma lades, Jams, fruit Jellies, special syrup and Juice concentrates. The heat transfer fluid capacities In these units would be rela tively small. Consequently, my review of the Candy Industry from a point of view of process heating does not reveal large volume potential.for THERMINOL. However, reverting back to Dr. Sherman's Interest (Bonomo Candy), completely automated candy processing plants, where THERMINOL is used for environmental control as well as process heating, would be the key to much larger volumes of fluid In this Industry. The basic principle of the Hamac-Hansella cooking reactor Is In dicated on the attached xerox from one of their sales folders. Stan Barnett, Research Engineer with General Foods Company, re vealed a lOng standing Interest In the application of THERMINOL to one of his projects now dormant. This Involved the sublima tion heating step In freeze drying of foods. We discussed the coffee roasting application somewhat. General Foods is very deep ly Involved In this area with their Maxwell House Division'. How ever, Barnett had no contact with that operation. Maxwell House Coffee Division Engineering would be the contact point there. Barnett Is Involved with Corporate Research and all divisions normally do their own engineering. I discussed the possibility of.a formal THERMINOL presentation to a mass audience at the Gen eral Foods Technical. Center also Implying the applicability of THERMINOL in facilities heating. Barnett Immediately contacted A1 Miller of the Facilities Engineering Group who was tied up and could not give me an audience. However, he Indicated on the phone to Barnett that he would welcome, and make available his staff,for , a formal presentation on THERMINOL heating. Barnett Indicated much enthusiasm for a formal THERMINOL presen tation late In the year. He suggested, we schedule this after he has had an opportunity to build a staff. During conversations with DCA Food Industries, it was learned that one of the doughnut frying machines developed at their Elllcot City, Maryland plant was shipped to the Midwest for installation in a customer's faolllty. The Installation was made on a contin gency basis that it would be paid for If satisfactory to the MONS 037803  i ti tf m -M- customer. X later learned this week at Joe Lotte Company, Engle wood, New Jersey, that the DCA Installation went to the Beatrice Poods Division of National Tea Company. They have some connection with the Bernle Brothers Company in the Chicago area. The writer would welcome clarification of the relationship between these three companies and which of the operations are frying doughnuts as well as the exact location of the equipment. (Dave Hosmer please note.1) DCA is extremely Interested in reviewing other food areas where indirect heating with THERMINOL would be applicable. They would welcome any opportunity to work on mutually beneficial projects. While basically, a family owned company, DCA exhibits a desire Tor progress and innovation. They are currently looking at micro wave heating techniques and in fact, revealed an Interest where THERMINOL is applicable as a oooling media in mloro-wave ovens. The writer Intends to explore this further. In discussions with Joe Lowe, I learned that they currently have 31 doughnut fryers in the field. Two of the last units were sold to Continental Baking Company in Brooklyn, New York. All units are currently operating satisfactorily since Joe Lowe has taken over thS engineering of the systems from the Cleaver Brooks Company, supplier of the heat transfer package. The difficulty encountered previously was severe leakage of the circulating pumps on some of the systems. Thl: has evidently been corrected by the re-design of the pump base providing firmer footing. Ernie Roth, Manager of Englneenng at Joe Lowe, indicated an extreme optimism for the future of THERMINOL within the bakery industry. He had conversations with Continental Baking at their Rye, New York headquarters with Ed Hildebrand, Director of Engineering. Hildebrand disclosed an Interest in THERMINOL for complete plant heat requirements. An additional contact at Continental in Rye is William Kollman, Assistant Direotor of Engineering. He, too, is aware of THERMINOL and its potential in the baking Industry. By oopy of this report, it is recommended that Randy Graham contact Ernie Roth at Joe Lowe requesting him to arrange an interview with Continental at Rye. Ernie lndloated he would be happy to do this for Randy when contacted. National Biscuit, Falrlawn, New Jersey is in the throws of a re organisation of their New Process and Engineering Groups. The New Process Development Department headed by Jack Rossen is brand new. In discussing possible applications for THERMINOL at Nabiooo, again, the main attraction would be applying the liquid heating in new facilities where environmental control as well as baking and frying are the usage areas, One lmmedla te area of in terest of Rossen'B is the extrusion of doughs which takes place in the range of 300'-MOO'F. Agal n, Rossen is gaining familiarity with his own processes as well as fighting the battle of achieving renown for his new department. He is a new employee of Nabisco, having oome from Oeneral Poods in Tarrytown. New York is -5- Attempts to contact additional possible users of THERMINOL in the Pood Industry were thwarted due to vacations and poor timing. Phil Slayton, Bob Moran, and Don Olson were most helpful in digging up oonitacts at various companies. Additional contacts which were not made because of the press of time should be followed: Standard Brands, Ino, Central Engineering Dept New York Office PI. 9-i*100 Nestles, Inc. White Plaines William C. Neumann Ray Schwab, Mgr. Quality Control Research Center, Stanford, Conn Larry Kogen, Quality Control Researoh Center, Stanford, Conn Mr. S. J. Lirot Colgate Palmolive Jersey City, N. J. Mr. Charles Martin, Development Engineer, Research Department The previous week, accompanying Hank Cllbert and Don Roush, the writer vlBlted McBeth Engineering in Harrisburg, Pa. McBeth is designing an indirect fluid heated frying machine with the ob jective of marketing this competitive with existing fryers on the market. rHls first attempt at Interesting a potential customer is General Mills In Minneapolis. The application is the frying of their new snaok sensation "Bugles". ^ We agreed to review his specifications and drawings and cooperate in any way possible. McBeth appears to be a very strong Influence in the oomplete potato chip plant equipment business and is ap parently interested in expanding their speciality to other food products. A visit to Wilkins Coffee Company in Washington, D. C. disclosed very complete and modern coffee roasting installations. It is evident that the process has some real advantages, however, some of these advantages have been dampened by the fact that the cost differential between a low quality coffee bean and-a high quality bean is narrowing. In discussions with various people Interested in ooffee roasting in the field, the writer learned that there is negligible Interest in the Smltherm process. I was interested to learn that the Smltherm process and equipment is leased to Wilkins Coffee on a long term basis (10 years). This can be extremely profitable for Smltherm should they make deeper penetrations into this business. Smltherm has always continually been plagued with lack of marketing acumen. Oenerally, the week was informative to the writer by giving him a deeper insight into the problem and requirements of this In dustry. The Pood Industry "look see" that the writer is currently composing will summarize what was learned and we will provide recommendations for greater penetration into, this industry. 03T85 moms -6- A second week devoted to tha Pood Industry# with more appropriate timlngt should be scheduled, it is suggested that Randy Graham pursue this with tha writer with a date mutually agreeable, but oertalnly later In the year. , /S Attachment S. Shaw HONS 037806 Joe Lowe Company * f'to ROUTE 4 P. O. BOX 200 ENOLEWOOD. N. J. 07031 (201) BB7-SBOO Pltait AJdmt Rtply It: EQUIPMENT DIVISION 40 ROCKWOOD PLACE ENGLEWOOD. N J NSW VONK PHONE. B24-7B7B CABLE AODRBBB. POPBICLK. ENOLEWOODNBW.IRRBKV October 24, 1966 Monsanto Chemical Company Organic Chemicals Division 800 N. Lindbergh Boulevard St. Louis, Missouri 63166 ATTENTION: MR. S. SHAW, MARKET SPECIALIST - FUNCTIONAL FLUIDS Dear Stanley: For three days last week, I sat In on the Task Committee on Donut Equipment at the Hotel Sherman to set up Sanitation Codes for Donut Equipment. The Chairman of this group Is Mr. Cy.Madeley, American Bakeries Company, 10 South Riverside Plaza, Chicago, Illinois. The biggest single problem we had to contend with Is that the sanitarians of both State and Local Government, Mr. Whltey Winters of The Kroger Company as well as a Representative of the City of New York, Insist that firing tubes must be eliminated from donut kettles. This, of course, puts the Joe Lowe Company ahead of everyone else because of the "REMO-THERM'1 Fryer and the use of THERMINOL FR-2 as the heat transfer fluid. During the discussions, I pointed out how the principle we use can have a broader application In the entire baking industry. I went Into a great amouht of detail on this with Mr. Madeley, who I believe Is Chief Engineer of American Bakeries Company and who has two of our "REMO-THERM'sB In their plants -- one In Detroit, Michigan and one In Brooklyn, New York. Having had the experience with this remotely heated fryer, he Is very Impressed with Its principle. He was equally impressed with the pos sibility of using this throughout the bakery for steam, heat, coal, and wherever hot water Is required. I told Mr. Madeley that I had talked to you about this sometime ago and thought that Monsanto would go through a couple of bakeries to see what the requirements are for heating, cooling, refrigeration, steam and hot water; and perhaps Monsanto can make a study on It and see how remote heating can be applied to the baking Industry. M0N5 037807 MtLROBI RANK. IL eirv OP industry cal. LOB ANOCLBB. CAL VANCOUVER. CAN. AN r*ANCi*CO. CAL. LONDON, (NO Monsanto Chemical Company -2- October 24, 1966 I honestly feel that you people should do something about It because this opens an entire new area for the use of THERMINOL and I am con vinced, furthermore, that If a big central unit were placed In a bakery, tremendous savings would be accrued In the building of a new plant and at the same time make for a more efficient operation. If you have discussed this with your associates since our last meeting together and have not pursued It further, 1 would like to suggest that you do so because you will have a very receptive ear with Mr. Madeley, as well as some of the other members, namely Mr. Ed Hlldebrandt and Mr. William Kollman of the Continental Baking Company, Mr. Ernest Stolzer of Ward Foods, Inc. and I am sure many other outfits could be added to this list for a study. If per chance my use of the English language does not clarify the situation, I would be happy to get together with you wherever you say and give you my thoughts and suggestions on how remote heating can be used In the baking business and from there, you can talk with Mr. Madeley, getting permission to go to one or a number of his plants to make a real study on the possibilities of applying the system to bakeries. With sincere best wishes, I remain Very truly yours, JOE LOWE COMPANY Ernest J. Roth Director of Engineering mb EQUIPMENT DIVISION MOMS 037808 Monsanto received an inquiry'fromI** *oup cist C015C ri.5T3ri.3S Inc. 340 Fla-ler St. F.O. 3ox 3277 Florida 33101 J INQUIRER'S INTEREST: Ths?r-:ir.cl r< Monsanto received an inquiry raoSt0 GRU/P J "r. i.'aync k. rush. Product .major See* Cnr.ciss Inc. 210 El Cam no So. San Francisco, California INQUIRER'S INTEREST: Thsrninol FH ACTION TAKEN REQUEST il/ii/o; SEND LITERATURE SEND SAMPLE* QUOTE PRICE* SALESMAN CONTACT * AOOfTlONAL INFO.* SEE ORIGINAL REQUEST ATTACHED COMMENTS: ACTION NEEDED ACTION TAKEN REQUEST ii/iVOo SEND LITERATURE SEND SAMPLE* QUOTE PRICE* r SALESMAN CONTACT* t ADDITIONAL INFO.* { SEE ORIGINAL REQUEST ATTACHED I COMMENTS: ! ACTION NEEDED HONS 037809 URRETtK SERVICES - CREIICAIS MTVERTBHe (SUES nSMTBI tB 040* Itv. VM SI. touts. MO. ! MHTETO6 SERV1C8 - CBEEUCALS ADVERTOR 1 SALES FROHOTOH US ! (HN KV. ti ST. LOUIS. MO. Monsanto product HOOT received an inquiry from t/ kr. "ess 3ri&n Chief Engineer Lauhoff Crain Co. 321 East North Danville, Illinois 61832 INQUIRER'S INTEREST: V. crtinol FT; Monsanto PRODUCT GROUP I RECEIVED AN INQUIRY FROM l/ Mr. John K. Mav, Vice President I'.iiy Hill Fruit Products Co., Inc. ; .0. Dox s D^ver.-crt, Florida INQUIRER'S INTEREST: THErtMINOL F?. ACTION TAKEN REQUEST ------------- U/U/--V. SEND LITERATURE SENO SAMPLE* QUOTE PRICE SALESMAN CONTACT* ADDITIONAL INFO.* SEE ORIGINAL REQUEST ATUCHEO ACTION NEEDED COMMENTS: "li.f, taking a fresh look at the cocking of starch." lvcTi:r <cvir*e* _ rur'MCfll* * *61R PROi'OTlOR IIS ACTION TAKEN REQUEST SEND LITERATURE SEND SAMPLE* QUOTE PRICE* SALESMAN CONTACT* ADDITIONAL INFO.* SEE ORIGINAL REQUEST ATTACHED COMMENTS: ACTION NEEDED HONS 037810 1-jnntrrao sumets - cheuiuu inarm t miej mnsim m Monsanto,, . PRODUO GROUP received an inquiry from. rlr. Koss Brian Lauhoff Grain 321 East North - Danville, Illinois 61S32 V Monsanto PRODUCT GROUP RECEIVED AN INQUIRY FROM ;:r. John Kazxi,. *-aint. Supt. Liiruert Bros. Inc* Pi,it*. Blvd, Plus St. Vineland, New Jersey J INQUIRER'S INTEREST: THUICilNOL Fit INQUIRERS INTEREST: Theminol FR I ACTION TAKEN REQUEST T 1 SENO LITERATURE SEND SAMPLE QUOTE PRICE* SALESMAN CONTAC* * ADDITIONAL INFO.* SEE ORIGINAl REQUEST ATTACHED COMMENTS: ACTION NEEDED HtRKrrtXC SERVICES - CMEinCALS ADVERT61R6 & SALES PMMOTIM I ACTION TAKEN REQUEST --------li/ii/o *SENO UTERATURE SENO SAMPLE* ACTION NEEDED QUOTE PRICE* SALESMAN CONTACT* ADDITIONAL R4FO.* SEE ORIGINAL REQUEST ATTACHED COMMEN^^ taking a fr?sh Xook at the "cooking** of Fruits and toppings for ccc cream - in place of high pressure steam.** MARKETING SERVICES - CflEMCAlS ARVEtTSMB l SALES MNWOT1N >8 HONS 03781 Monsanto PRODUCT GROUP RECEIVED AN INQUIRY FROMt Mr. A.C. Veen, Fsant Manager Sovey's Inc. 771 Bedford Avenue Brooklyn S, New York l/ INQUIRER'S INTEREST: thhr:-x\ol fr Monsanto PRODUCT GROUP RECEIVED AN INQUIRY FROMs Mr. 0.D. McKee, President McXee Baking Co. Box S68 . Collcgedale, Tennessee 1/ INQUIRER'S INTEREST: -THERMINOL C* ACTION -TAKEN REQUEST SEND LITERATURE SEND SAMPLE* ACTION NEEDED QUOTE PRICE * SALESMAN CONTACT * ADDITIONAL INFO.* SEE ORIGINAL REQUEST ATTACHED COMMENTS: "I'ra taking a fresh look 3t the drying of 30f* moisture content cocoa beans." warms services - cmeuicais Aorarom t sales phniotmi ns ACTION TAKEN REQUEST 11/0/00 SEND UTERATURE SEND SAMPLE* QUOTE PRICE* SALESMAN CONTACT ADDITIONAL NFO.* SEE OIIGINAl REQUEST ATTAOttD ACTION NEEDED CO^Y^QjTT^aking a fresh look at the cooking of cakes, cookies, pies. 'e are building a new plant with 8 ovens." HONS wmrrm Hmcts - emeus mtctthk i hies peownoa * 03781k Monsanto _ __ nooucrenw RECEIVED AN INQURY FROMi l/ I.A. Tass, Secretary SA PASS CORPORATION 4300 Manchester St. Louis, Missouri INQUIRER'S INTEREST: Thcrsinol FR Monsanto PRODUCT GROUP RECEIVED AN R4QUIRY FROM Mr. E.P. Christulides, F'ech. Supt. KATIONAL BISCUIT COMPANY 64ZS Peon Avenue Pittsburgh, Pa. INQUIRER'S INTEREST! THESMIKOL FR ACTION TAKEN REQUEST 11/2/06 SEND LITERATURE send sample* QUOTE PRICE* SALESMAN CONTACT ADDITIONAL 4FO.* SEE ORIGINAL REQUEST ATTACHED COMMENTS: ACTION NEEDED "cooking of frozen seafood" **TM!* semets - creotcau Amt-roars i sales raoaonoa us "xt w st. touts, no. ACTION TAKEN REQUEST 11/3/00 SEND LITERATURE SENO SAMPLE* .. QUOTE PRICE* SALESMAN CONTACT* ADDITIONAL UFO.* SEE ORIGINAL IEOUCST ATTACHED COMMENTS. ACTION NEEDED "I'm taking a fresh look at the cooking of cookies ( crackers." HONS mnrnK sutices - caotcau juramns a sales nowraa r caaaov. w ST. UIUB, am. 037813 Monsanto k PRODUCT GROUP RECEIVED AN INQUIRY FROM !'r. C.S. Ekerrsyer, Plant Manager STANDARD BRANDS INC. P.O. Bex S3S Pennsauk.cn, New Jersey 0S110 INQUIRER'S INTEREST: Therninol r : Monsanto . PRODUCT GROUP RECEIVED AN INQURY FROM. ji u-' ! ?*G* Kell3r* C!>ief Engineer | SUNLINE INC. [ 8100 hater St. j -St. Louis, Missouri 63111 iI I , INQUIRER'S IN1ER&T: ----------------------------------- !! N Therninol FR ACTION TAKEN 11/a/.a REQUEST SEND LITERATURE SEND SAMPLE* QUOTE PRICE* SALESMAN CONTACT* ADDITIONAL MFO.* * SES OHIOINAL REQUEST ATTACHED COMMENTS: ACTION NEEDED - i! ! ACTION TAKEN REQUEST 11/2/6.'. SEND UTBIATVRE SEND SAMPLE* QUOTE PRICE* SALESMAN CONTACT * AOOmONAl MFO.* ; * SEE ORIGINAL REQUEST ATTACHED ; COMMENTS^ "I'n taking a fresh look at the ' cat sealing of packaging materials ACTION NEEDED HONS 037814 KARKETIK SERVICES - CSEKICAU ADVERTED | SALES PRCrOTR* IB 0*01 vj/** ST. IQUS, MO. KARJCETWC SERVICB - CflEBlttLS MVERTOK C SALES PRCCffTIOR B &MIICV.VH ST. IOMS, MO.