Document k6Kxrdy08j2oGgNN42vNN8zeD
GRACE
0641940
v\ 5 G'se* S Cc 62 Avnw
Cs^onaet. Wou Cl'^r <6171 87ft- UOC
October 7, 1933
TO: R. J. Bettaechi FROM: G. S. Claapa SUBJ: Monthly Report - September 1983
Buainaaa Suaaary Polycel Producta - Total shipments during the month of 69.OM lba are 15.92 behind budget but are 11.32 ahead of September 1982. Serong aalea in Texas and the Central region In Profeaalonal accounted for the majority of the overrun. Salea through our coneuaer and induatrlal reps were etrong enough (31.OM lba.) to offset the aeroaol aalea undexTuns in the Central and Eastern reglone. Wall Insulation Producta - ZMX salea volume of 212.OM -bags were 9.82 ahead of last September and 7.62 ahead of budget. Tear to date aalea volume of 164311 bags are 3.32 ahead of September 1982 and 5.02 ahead of budget. Thermo-stud salea of 582 MBF were disappointing after strong salea in July and August; ve felt September would be even better. Salea volume for the month were 34.42 behind last September and behind budget by 52.22. Tear to date aalea volume la even with last year but behind budget 35.92. Attic Insulation - Sales volume of 88.OM bags are for the sixth straight month below 1982 levels. Tear to date salea volume ia 18.52 below last year. Sea produet volume auamary chart on next page for detailed analysis of monthly and year to date volumes.
WR000798S
0641750
-a-
Market and Cccoetition
Polvcel Products
In mid-September we launcned a major program aimed at regaining business in. Texas. We are offering competitive prices and extended payment to tver.cyseven target accounts.
We're on the right track - we have sold 4.0M lbs. in a short period of time. Eagle Insulators, Inc. has taken advantage of the program and ordered 1.2.M lbs. Their purchases in 1983 prior to this were only 1.2M lbs. versus 13.2>! lbs. thru September 1982. We also regained Diversco's business in Dallas. They ordered l.SM lbs. under the program. When they were a full tine customer in 1981, cney purchases over 10.0M lbs.
Owens Corning management have approved Polycel One for sale through their sixty-five supply centers. Polycel is theonly foam sealant in an aerosol can tnat they nave allowedtheir supply centers to sell. We have received orders already for 120 cases from the Louisville and Cincinnati centers.
We participated in several dB Plus acoustical sealant seminars put on at the Owens Corning branenes in Columbus and Cincinnati. These seminars were a ' joint effort between Mike Ragan's people and the Owens Corning branch man agers. As a result of the effort O.C. is stocking dB Plus. They were successful in securing distribution in Louisville and Cincinnati.
Polycel One is being advertised by Cotter/True Value in October in the following magazines: BETTER ROMES AND CARDENS, FAMILY CIRCLE. MECHANICS ILLUSTRATED, POPULAR SCIENCE, POPULAR MECHANICS, SPORTS ILLUSTRATED, (World Series Preview)and OUTDOOR LIFE. Also theTrue Value direct mail circular going out in October to 20.3 million homes will also feature Polycel. The advertising we are receiving is an example of co-op advertising at its best. For a fraction of what it would actually cost, our product will be broughc before over 100.0 M people in October.
M. Toben has received an order for a new consumer aecoune in the Northwest. T & A has ordered 1400 cans of PCS's and an order is pending from the Angels centers in Southern California.
The industrial business appears to be picking up. Ue have lowered our price in two areas of the country to keep from losing business. We also introduced a 52 sales Increase in PC8's effective 9/15/83. Now that the fall weather has arrived we should expect to see a surge over the next three months.
In September leads received from ehe JULY BUILDER magazine were sent out to our certified contractors and distributors. Also a copy of the leads and letters sent to our customers was sent out to the Polycel specialists for follow up.
Wall Insulation
Central Regional Management has agreed to change over to the revised T-ellp system. New clips and the new channel have already been shipped to the Milwaukee plant.
WR0007986
- 3-
0641?Sl
Two new T-eiip Jobs were starred in Septerber. One job is in Waco, Texas and tnat is * 2 1/2 inch job and the second, a 2 incr. job in Florida.
We signed che Dryvic agreement and have returned it to then. We are wait ing at tnis point for Dryvit's approval and we can begin to actively pursue cnis business in Phoenix, Arizona and in Soutnern California. There are currently 100.OM board feet of aaterial aging a: the South Cate facility.
Another OCF Supply Center has been added to the Thermostud distributor list. The supply center in Atlanta purchased a half truckload of Thermostud for their warehouse and began marketing the product in September. This is the first OC supply center in che Southern Region to begin marketing Thermostud.
A slide presentation explaining che revised Thermostud T-clip system has been distributed to che regional offices as an aid to helping che sales force Introduce the revised system to distributors.
The ZA1 incentive program ended in September. Ue know the program was successful and a detailed analysis will follow.
Ue continue to get reports that IPS scrap is winning in obtaining acceptance at the contractor level over ZMI. Ue are developing sales tools to aid in defeating this low price competitor.
The 1904 Sweet's catalogs for the Thermoscud system with che new T-clip and channel as well as ZMI have been completed and are printed.
Attic Insulation
Overall, poor insulation sales at the retail level have affected attic insu lation. Ivan che best campaign dosen't seem to be able to compete with 80 and 90 degree cemperacure*. With many scores carrying last year's inventory and consumers who aren't interested ve have a product which is behind last year by 20Z.
Research and Development
Polycel Products
In October we trill begin the market test of the new improved A-l catalyst. Ve are producing one hundred PC60-D's and one PC3600. These will be dis tributed around che country to specific accounts. Ue will attempt to observe the operation of as many of che A-l catalyst tanks in the field as possible.
The private label 9.5 board foot two-component kit continues to elude us. The latest delivery dace is October 15ch. Since we have been promised this for the lasc four months, 1 don't put a lot of faith in this event occurring.
In Texas we experienced several failures of the new refill valve. The problem with the valve has been identified and steps have been taken to correct it. Ue have else contacted our original European valve supplier. They have sent us pricing and samples of valves which we will evaluate.
/ WR0007987
0641932
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We are going co have co identify another source of aerosol cans. Southern Can haa co date never met aany of their promised snip dates. It is especiali;ioportant during this season that they do meet chose dates.
Wall Insulation
A wall has been constructed for the guarded not box test on the Thermestud systea with the T-clip. We should know in October wnac the in-place performance is of the Theraostud system with che T-dip. We can compare cnis co these performance results from our computer model.
As stated earlier we are requesting research help co determine che static charges of ZMI and EPS serap. If our sales force can show proof chat E?S scrap's high static change prevents it from completely filling blockcores we may be able co deter sales of EPS scrap without lowering ZMI prices. In addition we plan to have some thermographs produced of separate block walls filled with EPS scrap and ZMI. This should graphically reveal that ZMI is a superior product in filling and insulating the cores of a black wall.
GNC: jtms
G. N. Ciampa
WR0007988
PRODUCT/ PS3I0N
PRODUCT WQLirE SUTUWy SEPTEMBER ISM
-- wmmmmm
mmmaaaa rnmmm
SEPTEMBER VOUTE
;a:.- sep vcur-
06AIP33 r
z-z bads(oqo) 82A
83A
SX'TH CENTRAL EA5T FLORIDA LEST
TOT
S3 75 52 59 54 SS 14 12 10 11
1S3 212
THERTC STUD SYST(F)
B2A
83A
82A/83A S3A/633
635 t
*
61 49 SO
9 18
--
197
19 13
2 (14) 10
10
23 20 (8) 33 (39)
9
82A/B3A 83A/B3B
838 *
t
62A
585 330 391 105 118
---
1589
82A
S2A/S3A =3i SIS
e3A 536 i
1:
609 389 421 117 107
1643
834
452 386 446
7S 145
-----
1510
it
g 11 (S?
--- .-------
3
;
......
e
62A/63A S3A/S35
823 *
i
-
s
z :
...
21
*-
z
EAST SOUTH LEST
CENTRAL Florida
288 219
280
(18)
(15)
107 120 155
13 (22)
172
115
400
(33)
(71)
171
82 280
(52) (71)
189 45 125 (73) (64)
1810 938 1378
1980 1C32
1970 1340 1111 1415 1C80
2120 1210 350C 2941 1125
22 43 (19) (a)
s
(2) IT
(56)
(52) (-)
64
4
t"
1 fc
TOT 887
582 1220
(3*)
(82)
6935
5917 10799
0 - (36) 55
B2A/83A 834/89
za: sacs(ooo) 82A 63A 838 t
(
924/834 634/335 t;
824 834 839 1
S is
EAST CENTRAL LEST
SCSJTH
FLORIDA
73
44
80
(AO)
(25)
41 39 43 (5) NA
3 4 2 33 100
1 1 0 0 NO
0 0 0 NA NA
289 228 293 (21) (22) 5
202 187 153 (17)
3 T-
25 31 21 19 46
9 5 0 (44) MO
0 0 0 NA NA
TOT 119
88
IQS
(28)
(15)
526 431 467 (18) (S) 9
PQLYOEL
B2A/83A 834/838
PRar.LSS(000) 62A 838 831 f
t
82A/83A 634/335 rr
824 834 638 S
S IS!
RYAfiS CENTRAL EAST SOUTH WEST FLORIDA OTVER
9 9 23 S (81)
3
8
* 100
50
* 4 8 0 (33)
2 3 3 50 a
2 2 S 0 (50)
0 1 1w 0
1
0
0 (100)
NO
125 92 194 (28) (5C) 17
28 39 34 52 12
31 35 51 13 (31) 4!
17 32 27 aa 19 r
21 23 38 10 (39) 21
3
6
9 100 (33)
t
3 4 0 28 rc r
TUT T1
18 19
45 (18)
225 230 343
2 (33) 31
AEROSOL
82A/93A B3A/B38
L8S (000) 82A B3A 839 8
I
824/534 634/833 TOT
82A 834 839 t
S 196
REPS
3 20 11 587 82
EAST
13 10 13 (23) (23)
INO/AUTO
9 11 10 28
6
CENTRAL 12 8 12 (33) (33)
RTALS
5 4 8 (20) (SO)
NEST
4 0 3 (100) (100)
SOUTH
2 0 * (88) (98)
FLORIDA
1 0 1 (90)^ (92)
RISC.
2
0
0 (100)
1C
43 99 SO 38 57 82 47 37 29 38 20 10 20 11
82 20
WR0007989
59 128 68 6
73 (CT) (51) 9
109 (6) (22) 12
59
(21)
(47)
6
42 39 (T) S
17 (49) (38) I
24 (45) (53) Z
7 (53) (88)
0 (100)
1C
t