Document XRGEmLE1z65dzZaqRVwO5g30R

ALL PaCKILG PERSOKNEL cc: M.A. Haddon MoH* Reinhart File Toronto Toronto Division Headquarters* Toronto8 July 21, 1969. COMPRESSED ASBESTOS SHEET A STM SPECIFICATION D117Q. & SAE SPECIFICATION 90R BOTH GRADS ?U6lA X have been asked to clarify our pricing and policy on the several products we sell which meet the above specifications. as you know., these sheets include the following: . Styles 60 & 61, 25 & 25W, 1600GC k 1661GC . V/hen styles 60 & 61 were made at Asbestos, in an attempt to give them all the volume possible,we sold gasket cutters in Eastern Canada at 10 carton list less 50^ for any quantity 1 carton or more in full cartons* When qur list and discount structure was changed, it was list less The price request limited this to "sheet made at Asbestos only"* how that 60 k 61-are no longer made at Asbestos, I believe that all those concerned were notified the above no longer appEed. Because we are selling imported 60 k 61, we must adhere to the U.3* price structure and there are no special discounts other than those shown in our price book. Y/e will accept a blanket order at the ten carton price, to be taken at least 2 cartons at a time. Of this you were also advised* We now have 3 classes of sheets for 3 classes of trade: . lc Styles 60 & 61, our best quality line* which we should pu.~h in preference to the others, vrhere our customers will pay our price and who .wants the best sheet* Vte can supply for general_service * '. " 2o Styles 25 & 25# to be sold to distributors only, 5 carton minimumf where the competitive situation prevents sale of 60 k 6l sheetc ' * 3* Styles 1600GC k 1661GC for gasket cutters only: The gasket cutter must not resell as sheet. ~ nontrri. l 2- VS*'"'- rf-~ '- 'V|{ f r.7- Why 3 classes of sheet to the same specification? Primarily to protect the price structure of our top line* This type of sit uation is prevalent in many classes of business* e*g. the tire business, batteries, floor tiles, canned fruit; the examples are so numerous it is ridiculous to have to name any* It is certain that many manufacturers sell identical or almost identical lines under two or more labels at two different prices. Some people will always buy the highest priced product (the "carriage" trade) because they want the best because they can (usually) afford the best. The profit in these lines is usually much better than in the lower-priced lines* Why sacrifice it? HOWEVER, because all three classesof sheets meet the same spec ification, it doesn't follow that they are necessarily identical or of the same quality* Note that (for one thing) Styles 60 & 61 also meet MIL-A-17472B* The other styles don't! It is necessary to understand what compliance with a specification means to appreciate the point I am trying to make. For example, one property subject specification spells out is a minimum tensile strength of 2000 p.s.i. It doesn't matter how much above this figure they run; a sheet having 2000 p.s.i* meets it, as does one having if 10,000 ps.i. . Our Data Book shows "typical properties" of styles 60 & 61 as minimum 2500 p.s.i. textile the other styles as 2000 p.s.i. Other properties listed are also different. From this we can assume all these sheets are not of identical quality. r r The point of all this is that we should consider style 60 & 61 as our quality sheets and sell them where we can. If our gasket cutter is supplying your customer, he will probably want to supply styles 1600 & 1661, because he can buy them at a lower price, xhere is little point in making a big issue of this. If the GC sheets are satisfactory to the end user, fine! If the latter insists on the better sheet; you should not attempt to convince him there is no fI i difference; rather you should attempt to have your cutter carry our better sheets also. I trust this attempt at clarification meets the objective stated at the beginning* i-. u. K h.J. Gunn A i- 4 -J. & 7^? 7^. ([L^L^zr. "s**, V , J y -J <07 y Xs ^ & 0 ]C & 3 yZ >5 <2 - tO-Z^tOZ.^ sdrLs, 5^ s<3^^L*~^zT IS J * yy^t+^s' &oy& 3 ^^ SS tft & ^ X ^ ^ of0 /O^^Z^T sJrlsp/^ "Z?d' * e ^y%i^ sZ*~<z--, /2^z^x- *> ___ ___ az s S>C~--<2-- .sU^ZiC ",, / yG*?^Jl~`~ y^r* sdLao+1_ ii %, * - yLa*e~r .s&~3 S'# ja /^jMi--^^ ^v-- ^^3fo-<,-- <n-'<--i__ ^ V/^^o" y 3 ' <rt f^cdoLii^- /?* & s&v /x>^ico^~ /Zyt' T*^ /O y^>J 6Z &/j/ * 7& &$ d-<^y y& & / j0&yy^u-~ d^~a^z, yd-dt^U, y2--iL**~^+. 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