Document gar6e9MXVNreg3ojbOn6Zn979

FILE NAME: Pfizer (PFIZ) DATE: 1972 Aug 31 DOC#: PFIZ021 DOCUMENT DESCRIPTION: Sales Data  ms. Inter-Office Communication MINIMAL*. MGMCNTS ANO MITALX 0 1 / FFlM N INC. 3 NATIONAL BANK BLOC. TOLEDO. OHIO 3404 TO: R o ger L ln n ett - N ew Y ork A u g u at 31, 1972 " * as ii| 3 a la U -s ; FROM: H arry E. Rourkc - Toledo Monthly Sale* Report * Building Producti Auguat, 1972 03i+s f tJo !| *1 ) l 1 > Attached ia the Monthly S alei R eport (or Building P rodueti (or the month ot Auguat, 1972. Harry E. Rourke HERtij cncla, cc: William Stcpheaaon, B ernard Long, Dave Brant, Don Ingram, Jamee Cara SAMPLE 15824 B ^ r/' S i ' R i 04S O O O W CO i : 1 JC 1 l A u g u i t 31, 1072 Bl'ILDING FRODUCTS TONNAGE COMPARISON REGION 4000 3 -5 1 t Si l =r ?! *|! S'* 5 3 | o J* Tl s 3 3 a I I I P roduct TONS, AVGUST l q T2____________ Seasonal- ized Budget 1072 1071 1071 Budget TONS YEAR TO CATE Seasonal- ized Budget 1972 1071 1971 Budget Finiih 2, 195 1.636 2,007 -19% -26% 16,261 lO f488 16, 042 *3% + i % Maaona 2, J79 2, 993 2 ,4 2 4 23% 26% 18,444 20 .1 0 8 16. 909 .19% 9% Agrie. 194 202 274 -26% 4% 1,687 1,817 2 ,0 0 6 -10% 8% Kilnotie 45 21 21 -54% 375 515 313 64% 37% Bulk Type S 404 1.022 TOTALS: 4,813 5 . 2 5 6 4 , 7 2 6 T 11% 9% 36,767 40 ,8 5 0 35, 270 + 16% 11% Stone 628 3,884 O O O ro co r Ltl SAMPLE 15825 505 >045; Roger Linnelt Page 3 SALES HIGHLIGHTS (Continued) to purch ase lim e from Rockwell, since our serv ice is >o e rr a tic and undependable. I a s s u r e d Ja c k that me u e r e out of the moods on our p ro b le m s and felt that our S e p te m b e r s h i p m e n t s mould be back to n o r m a l . P r e m i x h a s o r d e r e d 1? c a r s for S eptem ber and O ctober. 1 am s u r e thev mill be matching our p erfo rm a n c e in the n e s t oO d a y s . It s e e m s a s though me a r e losin g m o r e c u s t o m e r s " i n s i d e " than sales can gain ''outside". KILXOSE During ibis period, modified-formuta test oanela mere constructed and mill be tested a t G e ig e r H a m m e on S e p te m b e r o. I m e : mith Mai Stanley ar.d Dick Lrplcy in Tor* onto and they had a thorough review of the submay s y s i r m and re q u ire m e n ts to m e e t the specification. You may re c a l l that Don L ittle had re c u e s te d c u r r e n t inform ation a s to the sta tu s of r a r im oroved p roduct f o r a letting on July 1? on a nem section ef t e a s . At h is req u est. I attended an open house party at his home during this period. He advised m e. then, that they mere successful in bidding that contract. This segmen! mill be m o tunnels. "000 feet long each, requiring approxim ately 200 tons of K iln o ise. The ;.ob ts expected to begin in N ovem ber of th is y e a r. National Gypsum Cumsanv mithdrem their Perfo-Lvte base acoustic plaster approxi mately the first of August. I have reason to believe they a re also considering miihdraming their Sprayolite. mhtch rs a bertoni'e clsv/perlite aggregate acoustic plaster, a s meU. T h e r e a r e r u m o u r s th a t IT. S . G yp sum is a l s o c o n sid e rin g dropping th e i r lim e b ased p ro d u c t - K v -L ite. T h is is vet to be co iu irm e d . As a re s u lt of N ational's mithdram al f r o m th e m a r k e t , me re c e iv e d a 450 bag o r d e r f r o m J i m m y C ra n e , p l a s t ering contractor rent Fulton, M ississippi, and he fillet the c a r out mtth lime. KOSMOS PORTLAND CEMENT COMPANY A s pointed oat io our previous rep o rt, me had a meeting mith M r. Ray Capp, P r e s i dent. and Bill Quinn. Technical D irec to r, on August Reception mas verv good, and o u r p r e s e n t a t i o n on horn to im p r o v e t h e i r p rod ucts m et mith g r e a t i n t e r e s t on t h e i r p a r t . To m a k e a long sto ry s h o r t , they a r e planning to . erifv our re c o m m e n d ations. M r. Capp prom ised us a c a r of bulk hydrate in the very near future. F u rth e r iollam-up is planned in September. e n a tr at I S I -*<* * r r l ~2-\ s :? 5 2 ? i3 | 5 - JSI *1 SAMPLE 15826 505 00453 I I Roger Linnett II P a g e 4 RIVERTON CORPORATION No change h e re . I do not believe it will be a volume account for lom e'.im c. How ever, e will continue to pursue thia account. SANTEE FORTLAXD CEMENT COMPANY During our difficulties in the plant this period, it becam e n e c e s s a re fo r u* to drop one car on onr -hipping period. As you know, normallv they take th rre c a rs a week end ap.d with the eq uip m ent going down, we could toad only 2 - 1 / 2 c a r s . T he c a r was held up at the plant until it could be loaded the toilouing week. This was worked out with Santee, but they, too, are concerned with our service. I had a v isit with San'ee during this period, since they w ere hinting that they w ere in terested in a better o n c e and w e re oiannine <o i n c r e a s e th e t r vo lum e. During my v i s i t , l r e i t e r a t e d with a ll d e p a rtm e n ts the value of the highly plastic super quality d o iom itic that we have and how it v a r i e s g re a ilv fr o m o th er doiom itic , o u r c r s in th e c o u n tr y . The i n tent here was to persuade Ihsm not lo seek ethc-r sources. They have requested a quotation from Rockwell Lime Company in Manitowoc, Wisconsin. This was first noticed when our Traffic Manager picked up a request for freight rate to Cementon (Holly Hill), South C arslina. In my visit at the lab at Santee, th eir Ouality Control M anager showed m e a le tte r w ritten bv Sam Newcom er, P u rc h a s in g A g eo l/T ra ffic M anager at Santee, to Rockwell for a price quotation. The content of the le tte r indi cated that Sam Newcomer and Joe Brisch a re apparently personals* friends, BUT Tim Conway, R esearch Chemist at Santee, told me that M r. M iller, Chairm an of the B o ard , said th at b e c a u s e of the-work and effo rt that P f i z e r 'wit in to u p -g r a d in g th e ir product, they would Slav w ith P f iz e r so long as our quality and s e r v ic e did not i n t e r r u o t the scheduling of th e i r finished goods. So, we a r e back to c a n we hold the order from the "inside" again. In my talks with Frank S pears, G eneral Sales Mana ger, I did not indicate that I knew the back ground ust given. I sold the product based on its quality and our se rv ice. This was very im portant to him and now I know why. They a r e planning to i n c r e a s e th e i r r e o u i r e m e n ts by a p p r o x i m a t e ly SO1*! in the n e a r fu tu re and lOO*} in 1973/1474 when t h e i r new- ro ta ry kiln c o m e s on s t r e a m . I a ls o review ed with Santee the value of o u r P r o f e s s i o n a l Selling S k ills C o u r s e an d that we a r e willing to give (he co u rse to them. This was warmly accepted a c d it will be scheduled f o r late O c to b e r o r e a rl y N o v em b er. My a p p r o a c h h e r e w a s to outline production benefits and serv ice to them before we get into the d is c u ssio n of pricing and r e q u i r e m e n t s of c o m p e titiv e p ro d u c ts. It seem ed to- be (he p r o p e r a p p r o a c h . E - 2 FLOW QUICKLIME FOR WASTE TREATMENT I You may recall Walt Howlev's letter attached to last m onth's Sales R eport with regard to his effo rts with Banning Coal Mine, of Republic Steel, to c o n s id e r E - Z Flow Q uick lim e in tr e a tm e n t of known acid d rain a g e . ( T e s t s w ere conducted c u rin g th is period SAMPLE 15827 505 00454 I r I ^ \ I Roger Linnen Pige 5 E -2 PLOW QUICKLIME FOR WASTE TREATMENT (Continued) with this company end they did not ( re too 11. F u rth e r te sts will be conducted. C n e of the p ro b l e m * o n e a t it c o n ta in e d c o n s i d e r a b l e c h e r t and if this be the case, I am sure that we will not be successful is ale* efforts to secure the account. Confirming this, a sim ilar problem was experienced at A rm eo Steel, in Butler. Pennsylvania, using E - 2 F lo in acid treatm en t. So, * c have problem s on the qu*l ity of the E -Z Flow and i: is affecting our efforts to hold old custom ers and develop new ones. W a rn e r L im e Company has a product selling for approxim ately S25. 00 p er ton f. o. b. th e ir plant a n d , because of its p erfo rm an ce, it is reducing hvdratc tonnage by one-half. It is hopeful that our E -Z F lo can compete against this, but it ill have to be a b etter product than what e had last month. KENTUCKY WALL PLASTER When Charlie Plunkett and I visited Kosmos Cement Company, we mace an effort to develop our bagged business in the Louisville area and u e re successful with Kentucky W all P l a s t e r , h o p r e s e n t l y s a l i t s t h e i r b u s i n e s s i t h National G v psu m and U. S. Gypsum. They a g r e e d t o ta k e in a c a r of ou r lim e p r o d u c t s . We contacted s e v e r a l plastering contractors sc our visit. A lter hearing our storv, they were willing to try o u r p ro d u c t. F c ' . I s * - d e m o n s t r a t i o n s will be m ade during the month of S eptem ber, as soon a s the carload a rr iv e s in Louisviile. The o rd e r a s placed on August IS f o r sh ip m e n t on th e Mir., and w as a c tu a lly shipped on A ugust 26. To get it out on the 2eth I had to b u m p it in fro n t of o th er acco u n ts, so u e don't fall flat on our face before e even get started be re. NEW ACCOUNTS F. Bauer Construction 119 Washington Clyde. Ohio 43410 Gvpsum Specialties I l l o S . Vietch Street G ainesville, F lo rid a 32601 H. E e r t b Sons, Iisc. Woodford P ost Office Cincinnati, Ohio 45213 Kentucky Wall P la ste r P o s t Office Box 17056 L ouisville, Kentucky 40201 Featherlite Block Company P e s t Office Box 991 Midland, Texas 79702 Public Building M aterials Airport Branch Post Otfice St. P e te rs b u rg . F lo rid a 33132 HER:)} end. Harry E. Rourke ea 3 rx l eo * SI ls l 3*3< S" * nm || o Se * *a lI 8-5 fi 9 5 3l 3SI j j 2 i **i i 2 o o o N> CO r * I r ' JC t I : I SAMPLE 15828 505 0455