Document mqbqpYLX1YrM1Qm2XrYJgMzYO

MANAGERS' MEETIN MINUTES 1964 to 1965 MANAGERS' MEETING meeting of the Managers was held in Buffalo, March 2l*-25, 1965, the following being presents Mr. Anderson Mr. Beckman Mr. Brewster Mr. Brown Mr. Hromadka Mr. Hubbard Mr. Lunden Mr. Lutz Mr. Mather Mr. Maycock Mr. McManamy Mr. Mehrhof Mr. Meidinger Mr. Miller Mr. Murphy Mr. Rhode Mr. Roth Mr. Ruggles Mr. Schroeder Mr. Sianter Mr. Solly Mr. Stark Mr. Webster Mr. Wilkinson Mr. Zimmer Mr. Johnston - Secretary of the Meeting (Minute 65-1 through 65-39 inclusive) 65-1 REVIEW OF PRODUCTION Oils Linseed Current billing cost - $.11*11; per lb. Current market cost - $.ll*7l* per lb. .* There is no change in price. Further advances not likely at this time. Tung * Current billing cost - $.21*75 per lb. Current market cost - $.2650 per lb. domestic. .2550 per lb. imported. Market is inactive with adequate supplies available. Refined Soya Bean Current billing cost - $.1300 per lb. Current market cost - $.1381* per lb. Refined soya bean oil continues active advancing in hands of speculators. The current crop is sufficient for all demands. Resins Most resin prices are firm. Phthalic Anhydride was recently reduced in price from $.105 per pound to $.10 per pound and the market for this product continues weak. 0007-PTL-001688 -2- Solvents Solvent prices are firm and there has been no change since the last report. Pigments No important change since last report. Market is firm and active. Containers Five gallon pail prices have advanced $20o00 per thousand since last report. - Carton prices are firm and unchanged at this time. Mr. Brewster reported that necessary equipment had been obtained for resin kettles to make resins for the present formulas for Gellu-Tone Satin and Vitralite Enamel Eggshell. The required liquids can now be furnished for these products, without restriction. Also, he. reported that March 1965 shipments, up to March 22nd, were 11$ more than .shipments in the corresponding 196U period. Shipments for 1965, to datei, however, are U.5$ lower than in-196U. r 65-2 lff66 SALES MEETINGS Mr. Wilkinson reported that 1966 Sales Meetings would be held as follows? Buffalo ~ Hotel Statler Hilton - Tues., Jan. 25 and Wed., Jan. 26 New York - Hotel St. Moritz - Tues., Feb. 1 and Wed., Feb. 2 Chicago - Brake Hotel - Mon., Feb. 7 and Tues., Feb. 8 65-3 NATIONAL ASSOCIATION OF HOME BUILDERS - ANNUAL CONVENTION, CHICAGO, ILLINOIS, DECEMBER 5-9, 1965. _______ * ________ _ # .Mr. Wilkinson reported that the cost of a booth at this convention would be 800 It was decided that Pratt & Lambert would not exhibit at this convention. 65-4 CONSTRUCTION SPECIFICATIONS INSTITUTES - ANNUAL CONVENTION, SAN DIEGO, CALIF., MAY 2U-26, 1965 - It was decided that Pratt & Lambert would not exhibit at this convention. 65-5 1965 CONSUMER DIRECT MAIL FOLDERS Mr. Wilkinson recommended that the selling pried to dealers of the Direct Mail Folders now in stock be |2.00 per hundred folders, U.S.A. and Canada, with no charge for dealer imprints in minimum lots of 500 - dealers to use these folders as desired. This recommendation was adopted. 0007-PTL-0016S9 -3- If the3e folders move slowly, this decision will be reconsidered at the June 1965 Managers* Meeting* 65-6 CELLU-TONE SATIN At the December 1961i Managers * Meeting, it was decided to make tests with various type rollers to determine the best one for use in applying tlje new Cellu-Tone Satin formula. The most satisfactory roller was to be recom mended -on.:the. back label* Mr* Lutz reported that 12 types of rollers had been examined and no one roller could be recommended as the best for applying the new Cellu-Tone Satin formula* In view of these results, the Label Committee had decided not to recommend any special type of roller for the new Cellu-Tone Satin formula* Their decision was confirmed at this meeting* 65-7 MPLTIHJBPOSE TINTING COLCBS Mir. Maycock reported that when Multipurpose Tinting Colors Green Light, Green Medium and Green Dark were revised to eliminate lead pigments, it was decided to designate the new formulas with stars on the face labels and cartons* The change was made four years ago and stocks of the old formulas should now be exhausted. He recommended therefore that stars be removed from labels when next reprinted and that stars be removed immediately fran the cartons* These recommendations were adopted* 65-8 MAPLE FLOORING MANUFACTURERS ASSOCIATION Mr. Lntz reported that at the September 1952 Managers* Meeting, it was decided not to submit samples of "61 Gymnasium Floor Finish* to Foster D. Snell, Inc. for qualification tests under Maple Flooring Manufacturers Association specifi cations. At that time it would have been necessary to downgrade 6l Gymnasium Floor Finish to meet M.F.M.A* requirements* The 1965 program of the M.F.M.A. has now been started* Specifications have been changed and Mr. Lutz stated that we appear to have a good chance of meeting the Joew requirements. Compliance testing will cost $100* It was decided to hare necessary tests made at this cost* 65-9 EFFECTO SPRAT ENAMEL (a) Bone White Color Mr. Meidinger stated that there was still a demand for a Bone White color in Effecto Spray Enamel. It was decided that Mr. Slanter would investigate the Cleveland market to determine if there was a demand there for a Bone White in the line and also whether a Bone White Gloss or Eggshell was wanted* ........ ... 0007-PTL-001690 -u- The Eastern and Western Divisions will make the same survey in suitable areas. Cb) Appliance White Color Hr. Roth stated that there appeared to be a demand far a White color to be used in refinishing heme appliances. It was decided to survey the need for an Appliance White at the same time that the survey for a Bone White was being undertaken. (c) Congo Brown Color Hr. Heidinger stated that there was seme demand for a Brown, probably a Congo Brown, in the Effeeto Spray Enamel line. It was decided to survey the need for a Brown, when the surveys on Bone White and Appliance White are being made. 65-10 COLOR CQMHITTEB REPORT Hr. Hather reported that a Color Committee Heeting had been held January 19, 1965. The following decisions were made at this meeting and are recommended to the Hanagers for approvalg C65"i EPCKY ENAMEL The following colors were adopted by the Color Cccraittees Ready-Mixed Crocus Yellow Dublin Green f Green (matching that shown on the Oncrete color card named Crystal (hreen - subsequently named Vermont Green) Grenadier Red Jasper Light Gray (to match a 1 to 1 mixture of Silver dray and White in Vapex Floor Paint NEW - subsequently named Nickel Gray) Reef Brown (matches O'Brien*s color - subsequently named Acorn Brown) Silver Gray Swimming Pool Blue 0007-PTL-001691 -$- Swimming Pool Green Black White The following colors were adopted as Machine-Made colors? ELosscsn Pink Pine Tint Bone White Polar Cap (li!?67) Champagne Suede Cobblestone Gray Tumbleweed Melon Green Whitecap Gray It was agreed by the Color Committee that no formulas would be established for making any of the standard ready-mixed colors. Colors are to be identified by name only, and not by the Machine System color number. Formulas will be printed on formula cards to be filed in the Machine System formula card file box. The products in this line will be packaged as follows? ACTIVATOR, BLACK AMD COLCRS Gallons U. S. (128 U.S. FI. Oz.) Canada (160 Can. FI. Oz.) Quarts WHITE - U. S. (32 U.S. FI. Oz.) Canada (UO Can. FI. Oz.) r Gallons - U. S. (120 U.S. FI. Oz.) Canada (lf>2 Can. FI. Oz.) Quarts - U. S, (30 U.S. FI. Oz.) Canada (38 Can. FI. Oz.) An asterisk will be used with the name of each machine-made color name that appears on a color card. The asterisk will denote that the color can be made by adding colorant to only Epoxy Enamel White. The recommendations of the Color Committee regarding the Epoxy Enamels were adopted. 065-2 VAPEX FIRE RETARDANT PAIHT Th4 Color Committee recommended a White and the following U colors for the Vapex Fire Retardant Paint line? 0007-PTL-001692 -6- 1) Bone White 2) Craribrook Green 3) Gray Stone (new color recommended by Chicago) U) Kent 5) Milan Blue (let down 1 to 1 with White) 6) Melon Green 7) Parchment 8) Platinum 9) Ro3e 10) Tiber Gold 11) Wedgwood Blue * In addition to the standard ready-mixed colors, an effort will be made to show three let-downs of each of the above colors, to be included on a folder, or color, card* The recommendations of the Color Committee regarding Vapex Fire Retard ant Paint were adopted* 65-11 COLOR COMMITTEE Hr* H. Luhden was appointed as the second: representative of the Eastern Division on the. Color Committee. Mr. Hubbard recommended that a color stylist or color expert mfeke a study of color trends for Pratt & Lambert's future guidance in color. It was decided that the various Sales Divisions would make recommendations for the study color trends* 65-12 EPOXY WmSL LIME (a) is Report Mr. Lutz reported that we had previously decided to market this line in gallons and quarts, but that Mr. Zimmer recommends we also include pints because pints are available in certain competing lines. Using a pint can, the least a customer can purchase is equivalent to a quart because a pint each of enamel and Activator are required* Mr. Zimmer recommended also that a red lead primer be included in the line. Epoxy White hides successfully in one coat over a red lead primer if the White is applied in a film thickness of 2 mils as recommended. 0007-PTL-001693 -7- It was decided to include pints in this line for all colors. White, Black and Activator* Also it was decided to add a Red Lead Primer (by that name) in the same sizes as the colors. White, ELack and Activator* Mr. Lutz reported that, to date, no name had been formally approved for the. Epoxy Enamel line* Epoxy-Clad, Epcod-Clad and Palgard were the most favored names. It was decided to adept "Palgard11 for the Epcasy Enamel line, with the sub-heading "Epoxy Coating", subject to investigation to determine whether there was any conflict with other registered names. "EpoxyClad" and "Epoxi-Gard" will be investigated as alternative names. A distributor price of $7.5U per U.S. gallon was suggested for all readymixed colors. Activator and a short-filled gallon for the White - with corresponding prices of $2.12 per quart and $1.15 per pint. A distributor price of $8.58 per U.S. gallon was suggested for the Red Lead Primer, with corresponding prices of $2.38 per quart and $1.28 per pint. Before adopting definite prices, it was decided that the Sales Divisions would check competitive prices, commenting as soon as possible by mail, but not later than the June 1965 Managers* Meeting. A sample can cover showing lithographed instructions for using Epoxy Enamels was presented. It was decided that Mr. Brewster would study the costs of a cover of this type. Final decision will be settled by correspondence. (b) Color Card Pending adoption of an exact name for this line, Mr. Mather presented three sample color cards, consisting of eight pages in two or three colors. These color cards can be obtained in lots of 10,000 at an estimated cost of $.10 each. They will show 20 color chips. Design No. 1 was adopted for the Epoxy Enamel line. It was decided to produce 25,000 cards of this design and to order 50,000 color chips, one-half to be held in reserve. Mr. Mather estimated that the card would be ready in about two months after adoption of the product name. Mr. Slauter recommended that a counter display be furnished for the E>axy Ehamel line, and that it be tied in with P&L Non-Slip Additive. 0007-PTL-001694 -8- It was decided to order 1,000 counter displays, details to be referred to the Sales and Advertising Committee. Mr. Brown recommended that we have a streamer or soft sheet for the Epoxy Enamel line. It was decided to order 2,000 streamers or soft sheets, details to be referred to the Advertising Department. It was recommended that formulas for fives, gallons, quarts and pints be furnished for Machine System formula cards relating to the Epoxy Enamel line - if necessary, putting the pint formula on the reverse side of card. Mr. Hubbard recommended that colors to be machine-made in the Eoxy Enamel line be assigned different names than used in the regular Machine System. This would eliminate the possibility of incorrect use of regular formulas for producing these colors in Epoxy Enamel. Recommendation adopted. 65-13 SEWAGE DISPOSAL, WATER TREATMENT AMD ENGINEERING PROJECTS SPECIFICATION MANUAL Mr. Zimmer reported that a meeting of the committee to study suggested changes in the Specification Manual for Sewage Disposal, Water Treatment and Engineer ing Projects was held in Buffalo on March 3-U, 1965, with Messrs. Brown, Hubbard, McManamy, Potee and Zimmer in attendance. The committee reviewed suggested changes in the manual as recommended at the divisional 1965 Sales Meetings and by architects and engineers. Also speci fications listed under the Decorative and Protective Paint Schedules in the manual were reviewed. After review, the more important recommendations made ly the committee at this meeting were as follows? * 1) Change name to "Pratt & Lambert-Inc. Engineering Specification Manual". r This manual will relate to the following type projects:. Water Pollution Control Plants Water Treatment Plants Municipal Plants Chemical Plants Power Plants and Engineering Projects,. 2) Reword "Foreword"1, expanding it to include references to the painting of breweries, bridges, dairies, papa? rnill^, etc. 3) Table of Contents - Retain. U) Delete "How to use Manual - six steps". 5) General Condition, Surface Preparation, etc. - Change as needed. 6) Products - no changes, except delete "Reference No. P 1 and P 2". 0007-PTL-001695 -9 r 7) Specification Index - retain Protective Coatings. Add index for Protective Coatings - to be same as Decorative Coatings. 8) Painting Schedules - revise to use the same format as Architectural Specification Manual SELO. Include, notes on same pages as specifications. 9) Tabs to identify sections recommended. IQ) Product Description - include more technical information if possible. Recommended additions to manuals a) Resistance chart - including resistance of various -type coatings to acids, alkalies, solvents, and miscellaneous materials. b) Include section on primers. c) Provide pocket on inside back cover to hold color cards. New Products Heeded 1) Heat Resistant Enamels in colors - Yellow, Green. These products are being formulated. 2) Chlorinated Rubber Coatings - Red Lead Primer and Silver Gray finish coat. These products were adopted as standard unlisted items. 3) Vinyls - Require Silver Gray finish coat. This product was adopted as a standard unlisted item. f A White will be considered as a standard listed item also, by the Sales and Advertising Committee if there is a demand for a White. All. committee recommendations presented by Mr. Zimmer were adopted. The adoption of the new Epoxy line of standard listed items eliminates the need for the present Epoxy standard unlisted items Mr. Zimmer stated that it would require approximately six months laboratory work to complete committee^ recommendations. It was decided to proceed with this work at once. Mr. Solly estimated costs for the new manual as followss $1.21 each in quantities of U000 $1.15> each in quantities of f>000 These figures include printing on both sides of each sheet and also in clude cost of carton at $.13 each for each manual. 0007-PTL-001696 - 10 - It was decided to print 5000 copies of the manuals A reprint of 725 copies of the present manual (which is to be discontinued) was authorized at $.83 per book, including carton* The copy will be slightly revised to reflect necessary changes 65-11* NEW LYT-ALL FLOWING FLAT An improved formula for New Lyt-all Flowing Flat White (G35130) was presented at the December 1961* Managers' Meeting (Item 6l*-89a). In laboratory tests the hiding of the improved formula was equal to or better than that of leading competing products. It had slightly improved leveling, and was slightly whiter than the present formula. Samples sent to the various Sales Divisions for testing were evaluated with the following-.results? Western Division Slight improvement in hiding and mare continuous film when applied by roller, Chicago reports sample is inferior to Kyanize in hiding. Central Division Two tests made in Cleveland territory ty large contractors showed excellent results. Both contractors wanted more material,, Eastern Division Improved product* noticeably better in hiding, especially when brushed* better leveling when rolled. This division recommended adoption. Canadian Division Tests made with improved product gave satis factory results. The hew formula costs $.07 more per gallon in U.S.A. and $.10 more per gallon in Canada. Based upon 1961* production, these increased costa would decrease profits ty $12,500 per year. It was decided to adopt the proposed formula, the laboratory to continue efforts to effect further improvement. It was decided that no special identification on label or carton was neces sary. 65-15 7APEX FIAT WALL FINISH At the December 1961* Managers* Meeting (item 6l*-91a), it was reported that an improved formula for Vapex-Flat Wall .Finish would be ready before the end of the year. It would have better resistance to scrubbing than the standard formula. In laboratory tests the improved formula had better wasliability, a mushier consistency, and better stay-put properties than the present forraula, but glosses more when spot washed. 0007-PTL-00] 697 - 11 - Mr. Miller reported that samples had been supplied to the various Sales Divisions far evaluation. Results of these tests reported to Mr. Miller were as follows s Western Division - Chicago was not convinced of improved washability, but liked the appearance of the film on work so would be satisfied with new formula, although would like greater improvement. Washing tests at Waggener Paint Comparer were not consistent, but it was believed generally that the new formula was more resistant to film erosion. Central Division - Tests by Mr. Kirchner showed much improvement in resistance to scrubbing. Mr. Balderson reported excellent working properties, but had made no washing tests. Mr. Slauter reported more angular sheen and better leveling required. Made no washing tests. Eastern Division - Reported scrubbability much improved. The improved formula results in an increase of $.05 to $.09 per U.S. gallon. Based upon 196b production, the increased cost would reduce our profit by $35,000 to $U0,000 per year. Mr. Miller stated that the laboratory generally would recommend the adoption of the new formula if it weren't for the loss in profit. The improvements reported from divisional tests.did not seem commensurate with the cost in crease. '* It was decided not to adopt the improved formula. f The laboratory will continue work to improve the scrubbability of Vapex Flat Wall Finish, and will determine what sheen increase is required to attain the properties that are desired. 65=16 P&L MACHINE SYSTEM (a) Add Deep Colors to MS Color Merchandiser Books l Mr. Anderson suggested that deep colors be added to the MS Color Merchandiser Book. Only colors made with Machine Sjystem Light and Deep Bases are now included in the MS Book. Mr. Solly proposed that we show 69 of the deeper colors, not now in the MS Book, which are made with the Machine System Neutral Base. He presented a sample supplement to the MS Color Merchandiser Book which could be obtained at an estimated cost of $6.00 each in lots of 500. Action was deferred to the June 1965 Managers * Meeting. 0007-PTL-001698 - 12 (b) Add Hew Colors to System Hr. Andersen stated that the present F&L Machine Color System was lack ing in desirable colors, such as golds, olives, earthen tones and neu trals. It was decided that each Sales Division would review what defects it now believes, exists in the present color system and report to Mr. Mather so he can review the situation and make recommendations at the June 1965 Managers8 Meeting. (c) Sticker Labels No action was taken at this meeting. (d) CCD Calibrated Color Decks Hr. Hubbard stated that the CCD Calibrated Color Decks do not include all P&L Calibrated Colors. He recommended that all Calibrated Colors be included in one package or color deck* Action was deferred until June. 65-17 COLOR CENTER DISPLAY Mr. Solly summarized answers to a questionnaire submitted to the Sales Divisions regarding a color center display, as followss 1) Primary, purpose of the color display should be "to display Pratt & Lam bert Calibrated Colors". 2) Preferred location in the store varied considerably. According to the questionnaire, the consensus was to have the display in the center of the store although there were an equal number of write-in votes that wanted a display that could be used in "any location in the stare". 3) The display should be "free standing". h) Display should have steady illumination as the "attention getter". 5) Eight hundred thirty-six colors should be shown. 6) Colors should be displayed on fixed cdLor chips - chips should not be removable. 7) Average figures far size were? Height - 3 lj Width - 3! 9" Depth - 1! 9" 8) Displays should be constructed for heavy use - to support books and people leaning on them as on a bank-type table. 9) Displays should be expected to last "several years". 0007-PTL-001699 - 13 - 10) Amount to be spent for display varied from $50 to $100 per unit. It was decided that the Advertising Department would get quotations on a unit with 1*00 selected colors in lots of 500 and 1000 displays. The Ad vertising Department was allocated $1000 to develop two prototype dis plays: one for 1*00 and a second for 800 colors. The designs will be based on the statistical averages, cited by Mr. Solly, and will be of the "wing* type. The Sales Divisions were asked to determine how customers are being charged by our competitors for their color centers, and to transmit their findings to Hr. Mather. 65-18...1966 CONSUMER MAGAZINE ADVERTISING Hr. Mather presented a general concept for magazines, like American Home, House & Garden, Maclean1 s and Le Magazine Maclean, which, are currently being used. Approval will permit proceeding with sketches, layouts, studio sets and photog raphy, all of which take maty months of time. At the. June 1965 Managers* Meeting Mr. Mather will present a schedule of maga zines to be used, number of insertions, and total estimated costs based on their current space rates, for approval. Subsequent increases in space rates will be reviewed at a later meeting* A basic, minimum program will be prepared. If desired this can be expanded at a later date with little, if any, additional cost for production. The program followss Preparation of suitable copy and illustrations far a series of 3 consumer type, half-page bleed advertisements, one each ons 1) P&L Wood Stains and Varnishes with incidental mention of wall coatings and enamels. 2) P&L exterior paints. 1 3) P&L wall coatings and enamels. In -the four previous years, production costs including sketches, layouts, set construction, painting, decorating, photography, photo retouching, type composition, mechanicals, engravings, electros, protection molds, etc. have been? 1962 1963 1961* 1965 $ 12,806 12,377 12,730 1U,030 It is expected that production costs for 1966 will be comparable to 1965 costs. Mr. Mather's recommendations were approved. 0007-PTL-001700 - 1U - 65-19 1966 TRADE AND PROFESSIONAL MAGAZINE ADVERTISING Mr0 Mather presented proposed programs as follows? A. Basic Program ,1. Architectural, School and Hospital series A continuation in 1966 of the 1965 program which consists of seme fractional page, black and white Skds but features a series of full color, full page preprinted inserts presenting case histories of noteworthy P&L jobs in various parts of this continent. The current insert series consists of? 6 subjects for architects k subjects for schools k subjects for hospitals Production costs of similar advertising in recent years have been? 1962 1963 196U 1^65 $ 20,997 20,395 17,875 21,3U8 e estimate that production costs for 1966 will be comparable with 1965. Choice of magazines, schedules and their current space costs will be presented at the June meeting. Mr. Mather*s proposals were approved. 2. Dealer series f '" In 196I4. and 1965, advertising to dealers made limited use of full color, full page preprinted inserts plus seme black and red full page ads. The full color inserts do a more effective job and so, for 1966 we propose a series of 2 instead of I4. subjects but each to be full color inserts; one on P&L exterior products, the other on P&L interior products. In recent years, production costs have been? 1962 1963 1961? 1965 $ 2,7U9 2,683 U,592 U,8UU A. moderate increase in production costs but seme reduction in space costs is anticipated for 1966. Choice of magazines, number of insertions ard their Current space costs will be presented at the June meeting. 0007-PTL-001701 -15 - Hr. Mather's proposals were approved* 3* Painter series For 1966, a continuation of product advertising in a series of six full page, black and red ads is recommended, equivalent to the current series* Tentatively, the products to be featured would bes a. Exterior (1) Vapex House Paint, specifically (2) All exterior paint, in general b. Interior (3) Cellu-Tone Satin CU) Vapex Flat Wall Finish (5) Vitralite Enamel Eggshell (6) Wood Stains and Varnishes Alternate or additional products might bes c. Exterior (7) Noxide Metal Finishes (8) Masonry coatings, specifically (9) Exterior Stains d. Interior (10) F&L Machine System (11) Lyt-all Stippling Eggshell (12) Epoxy Enamels and/or VitrarTile In recent years, production costs for 6 ads have beens f 1962 1963 1961; 1965 $ 2,031 2,083 1,1;06 1,827 Production costs for 1966 are expected to be proportionate or comparable with 1965* Choice of magazines, recommended insertion schedules and their space costs will be presented at the'June meeting. Mr. Mather's proposals for the first six suggested subjects - see |(a) and 3(b) were adopted. B Program Mr. Mather ^presented the following additional categories of trade and professional magazine advertising for possible consideration in 1966s 0007-PTL-001702 - 16 - 1 . Civil and Sanitary Engineers (for sewage treatment and water filtration works). 2. Municipalities (for sewage and water works). 3. Hotels, Motels, Resorts. U. Institutions, in general. 5. Catholic schools, colleges, institutions. 6. large office buildings, 7. Residential construction (a) architects (b) builders 8. Commercial buildings, stores. 9. Sports stadia and fields. 10. Marine (a) marinas (b) boat owners 11. Farms and ranches. 12. .Amusement parks. 13. Industrial maintenance. 111. Public utilities (Power). 15. Refineries. f 16. Home hobbyists. 17. Industrial product finishes. 18. Yellow Pages (TM headings and listings). It was decided to consider additional categories, including Yellow Page data at the June 1965 Managers* Meeting, 65-20 1966 SWEET8 S CATALOG SERVICE Mr. Mather presented the followings ML Sweet* s Architectural Catalog File History of recent years regarding P&L preprinted architectural speci fications inserts in Sweet*ss 0007-PTL-001703 Tear - 17 - Number of Pages Production Cost Space Co3t Total Cost 1962 1963 1961* 1965 16 16 16 20 1*,U27 5,U71 U,222 U,225 3,591 3,911 3,911 U,67U 8,018 9,383 8,133 8,899 For 1966 the rate will increase from $U,67U.OO to $5*281*00 for 20 pages., but barring any major copy revision, we expect we can virtually reissue our current catalog (under a new cover) and save nearly enough to offset the rate increase. Mr. Mather recommended entering into a contract far a 20 page insert in Sweet's Architectural Catalog Pile at a space cost of $5,281.00. This recommendation was adopted. Mr. Mather asked approval to proceed with a reprinting of our current 20 page specifications insert, under new cover, at an estimated cost of $3,680.00. Approval was granted. B. Other Sweet's Catalog Files Hr. Mather mentioned these other Sweet's Catalog filing services as worthy of consideration: 1. Plant Engineering Catalog File - covering plant engineers and purchasing officials responsible for the organization, instal lation, operation, and maintenance of all plant facilities and services to production. 2. Industrial Construction Catalog File - coverings consulting engineers, architects, contractors, industry and utility construction departments, and government agencies who are responsible for the design and construction of industrial and storage buildings. There was no interest in these filing services. 65-21 1966 TRADE AMD PROFESSIONAL DIRECT MAIL ADVERTISING Mr. Mather reported as follows? A. ARCHITECTURAL 1. Basic In recent years, our basic program of direct mail advertising to architects has consisted of 2 full color folders, one each spring and fall, featuring case histories of outstanding P&L jobs around this continent. Illustrations in them have been draim from photos taken in preparation for our architectural, school and hospital magazine inserts. In addition to their momentary value, they provide our salesmen with examples for cultivation of new archi tects. 0007-PTL-001704 - 18 - In recent years, total costs (production and mailing) for folders of this type have been? 1962 1963 196U 1965 $ 6,3ia 8,263 7,933 7,083 Costs for 1966 will be about the same as for 1965* possibly a little higher because of anticipated postage increases. A continuation of these folders, one each in the spring and fall of 1966, was proposed. This basic program was approved. 2. Special In addition to our basic promotional folders there have been occasional special mailings, such as one on Vitra-Tile and one on our Architectural Specification Manual. It was decided to issue no special mailings in 1966. B. SCHOOL Mr. Mather reported our direct mail advertising to schools, colleges, and universities in the United States, in the past few years has consisted of a single, case history type of folder printed in full color, describing noteworthy Jobs on this continent. Mailings have been Just prior to school budgeting time, early each spring. Total costs (production and mailing) in recent years have beens 1962 1963 196U 1965 $ 5,199 5,101 5,03H U,832 Costs (except for a slight increase in postage) should be about the same as in 1965. Hr. Mather recommended one school folder to be mailed in spring of 1966. This reccmmendation was adopted. C. HOSPITAL Mr. Mather reported that our direct mail advertising to hospitals formerly consisted of 2 mailings a year, one each spring and fall, but recently only one folder has been issued per year. These also have been case history types in full Color. 0007-PTL-001705 - 19 - Because hospital maintenance painting is not cyclical, but is fairly constant year 'round, Mr. Mather believed it -would be beneficial to resume mailings at about 6 month intervals. Total costs (production and mailing) of one folder each in recent years have beens 1962 1963 196U 1965 $ 3,885 3,387 3,U99 3,H*9 Costs, except postage, for 1966 should be comparable proportionately to 1965. Mr. Mather recommended two mailing folders to hospitals in 1966. It was decided to have one mailing to hospitals in the spring of 1966. Consideration of a second mailing will be deferred until the June or September 1965 Managers' Meeting. D. PAINTER Mr. Mather reported that our established cycle had been to send two mailings to painters each year, one each spring and fall. He thinks this is scarcely adequate to sustain printer awareness of, and interest in, our products. In preceding years, two mailings per year have cost: 1962 1963 196U 1965 $ 6,076 8,215 7,803 6,1*62 f Mr. Mather recommended four mailing per year, one each early spring, late spring, early summer and early fall, each dealing with seasonally appropriate products, at an increased expenditure of 50# - 60He believes that production economies would permit a series of four in 1966 at such a cost. It was decided to have three Painter mailings in 1966 at a cost not to exceed $10,000.00. E. OTHER Mr. Mather inquired if there would be interest in other categories of trade or professional direct mail promotion such as: 1. Catholic schools, colleges, institutions 2. Hotels, Motels, Resorts 3. Industrial Maintenance U. Office and Commercial Buildings 0007-PTL-001706 - 20 - 5. Prospective Distributors and Dealers 6. Industrial product finishes This list will be reviewed at the June 1965 Managers' Meeting. 65-22 1966 LOCAL (COOPERATIVE) ADVERTISING Mr. Mather reported that there are many forms of local, cooperative adver tising which seem to interest our various sales divisions and they seem to like a free hand in choosing, or allowing their customers to choose, whatever promotional features they want. Although this is a departure from what is supposed to happen, it may be a desirable evolution which could eliminate the necessity of developing further, formal programs. Various forms of local, (and supposedly co-operative) advertising have included: independently prepared newspaper ads, radio commercials, TV spots, bus cards, painted store signs, billboards, catalog inserts. Yellow Page listings, scratch pads--in fact practically anything that dealers may think of and request. Mr. Mather has tried to find out, without much success, to what extent our Merchandising Plan File and contents have been used. It was presumed to cover forms of local advertising which our ccmpaty would extend to distribu tors and dealers. Cooperative advertising is supposed to be explicit, as spelled out in agreement forms. Some contracts have, of course, been made based upon professionally prepared newspaper mats and professionally recorded radio scripts which advertise and promote P&L products advantageously for Pratt & Lambert as well as for the local accounts. In practice, however, there seems to have been no serious attempt to restrict distributors and dealers, but instead a willingness to let them do as they please. If complete freedom of action is wanted by our Sales Divisions, Mr. Mather suggests that we curtail or even eliminate the standardized features of news paper mats aid radio platters which we have regularly produced. These features are costly, and wasteful, if not used. It was decided that it was not necessary to produce any new radio script for 1966. It was decided to "dress up" and revise the mat book, as necessary, using color on the cover. If possible an available four color P&L dealer ad will be used on the cover. The Merchandizing Plan File was designed for three years, 196!*, 1965 and 1966. It was decided therefore to revise the mat book insert for 1966 at an estimated cost of $6000-$7000 for 2500 units./ 65-23 1966 PRATER MERCHANDISING KITS Mr. Mather reported that dealer Merchandising Kits consist of die-cut, easel mounted window displays, soft sheets, magazine reprints and inci dentals which tie-in seasonally with P&L national consumer magazine advertising. 0007-PTL-001707 - 21 Tears ago, we issued three such kits annually, one each in early spring, early summer and early fall. Later, this was reduced to two kits, one each spring.and.fall. Last year we issued only one kit in the spring, for the entire year. This year we have two to be issued, one each in spring.and fall. Because of variations in schedules, our yearly- posts have fluctuated,. but. this.is the records Tear Number Total Cost Mailed 1959 I960 1961 1962 1963 196U 1965 3 2 2 2 2 1 2 $26,316 16,799 19,255 18,35U 18,2U9 11,076 19,352 For 1966 Mr, Mather proposed two kitsj one each in spring (on exterior paints) and in fall (on wall coatings and enamel). He estimated that this could be done for about fifteen to sixteen thousand dollars, without mail ing coats, jor-for about $20,OQQ, including mailing costs, Xt was decided to have two kits for 1966. 65-2h 1966 HOUSE & GARDEN COLOR PROMOTION Deferred to June 1965 Managers' Meeting. 65-25 POSL LARGE OUTSIDE PLASTIC (ILLUMINATED) SIGHS Mr. Mather reported our latest blanket order for 50 of these signs was authorized try the December 1963 Managers* Meeting at a unit cost of $198.00 f.o.b. Pardeeville, Wisconsin. Our dealers buy these from us at $86.Hj. plus shipping and erection costs. f As of February, 16, there ware & signs remaining on this blanket order. General Indicator Corporation quotes the same price of $198.00 each f.o.b. Pardeeville on a reorder of 50 signs. It was decided to reorder 50 signs at this price. 65-26 DEALER-LOMER BOOKS Mr. Mather reported there has been no interest evidenced in this feature by our trade sales divisions. / He recommended that this subject, carried forward from Item 6U-101 be closed. This recommendation was adopted. 65-27 P&L ITIHERANT DISPLAT Mr. Solly reported that the present itinerant display had beeii produced the latter part of 1961 at a cost of $3,600 and was designed especially for the Constructions Specifications Institute Convention. 0007-PTL-001708 - 22 Supplementary material added to the display for use at other conventions raised, the cost to $5,500. Freight, incidental costs and refurbishing has brought the total cost to date to $11,191. For the next showing in November 1965, $300 will be required for refurbishing. Mr. Mather reported that we could adopt one of three procedures for a new display as follows? 1) Buy simple.modular units and decorate these units for each exhibit for an estimated, cost of about $5,000 . 2) Kent a complete convention display from a firm supplying such displays, at an estimated ..cost .of $2,000 per. show. 3) Revise, or refurbish the present display. It was decided.that Mr. Mather would investigate these possibilities and would then make a definite recommendation at the June 1965 Managers* Meeting* 65-28 LYT-ALL STIPPLING EGGSHELL PROMOTIONAL FOLDER Mr. Mather reported that there was a demand for a folder of this -type, es pecially from the Central Sales Division. He presented a sample folder show ing two large color chips. This folder can be obtained in lots of 30,000 at approximately $7,000, or $.23'per copy, printed in four colors. The cost would be approximately $6,000, or $.20 per copy, printed in two colors. It was decided to prepare 30,000 four color folders at an approximate cost of $7,000 or $.23 each. It was decided to include one large color chip only, * in a medium green color, illustrating the stipple pattern obtained with a carpet roller. f It was decided to mention in the folder that other stipple patterns cohld be obtained with lyt-all Stippling Eggshell and how they could be obtained. Technical infomation will be included. 65-29 YELLOW PAGE LISTING - P&L TRADEMARK HEADING Deferred to June 1965 Managers* Meeting. 65-3 VAPEX HOUSE PAINT - ADD CHALK RESISTANT WHITE Mr. Hubbard stated there was a need for a chalk resistant white in the Vapex House Paint line and recommended that one be adopted. It was decided to adopt the formula for Vapex House Paint Light Base No. 1675 as "Vapex House Paint Chalk Resistant White". The laboratory will assign a new. number to the paint. 65-31 NO. U6 METAL PRETREATMENT - PACKAGE IN SMALLER SIZES Mr. Anderson reported that there was a demand in the Western Division for No. 1*6 Metal Pretreatment in quarts and for the Activator in half pints. 0007-PTL-001709 - 23 Xt was decided to defer action to the June 1965 Managers* Meeting. In'the meantime, the other Sales Divisions will survey the need for smaller sizes in their territories. 65-32 VITRALITE UVA SPAR VARNISH - COUNTER DISPLAY UNIT Mr. Anderson reported that sales of Vitralite UVA Spar Varnish in the Western Division were most satisfactory. He recommended that a counter display unit be furnished for this varnish possibly a half round molding of redwood or birch. It was decided that the Advertising Department would offer a mock-up display at the June 1965 Managers* Meeting. 65-33 ENAMELIZED HOUSE PAINT Mr. Anderson reported that there was an insistent demand for an enamelized house paint in Chalk Resistant White and Light and Deep Bases in Salt Lake City, California, joining and Pacific Northwest territories. Hr. Zimmer, reported that, fieldstests had not been exposed sufficiently long to recommend nationwide marketing .of such a paint. There had been sane criti cism of the working and of the color of the white. It was decided to test market the Chalk Resistant White and Bases in the 11 Western states, as follows? Arizona New Mexico California Nevada Utah Colorado Idaho Washington Oregon Montana YJyailing It was also decided to test market these paints in Florida and in British Columbia. The paint will be made at the Orange Plant for the Western Division? at the Buffalo Plant for Florida, and at the Fort Erie Plant for British Columbia. It was decided to establish Confidential Dealer and Suggested Retail prices after checking costs and profits - marketing in fives, ones and quarts, bases to be 15/16 full. This paint will be marketed/in Group IV, with a 35$ dealer profit to be used in establishing suggested retail prices. There will be no change in name or label. AL slightly improved formula for the Chalk Resistant White was recaamended by Mr. Zimmer and was adopted. 65-3k ARCHITECT PANEL BOX Mr. Schroeder recommended that we adopt a substantial panel box for archi tects, to contain 2U-36 wood panels. 0007-PTL-001710 2U - It was decided that the Advertising Department would determine the cost of a 2U panel box in units of 1000. 65-35 FIRE RETARDANT PAINT Mr. Zimmer reported that since the December 1961; Managers' Meeting, the laboratory had built a two foot fire tunnel for determining flame spread, fuel contributed, and smoke developed of fire retardant coatings. The tunnel ^reproduces the flame spread ratings that are obtained by the Under writers * Laboratories Inc. The laboratory tunnel separates undesirable experimental paints. .. . At the December 196U Managers* Meeting, a fire retardant paint of an intumescent type was presented. It contained PHOS-CHEK P/20 and had a flame spread rating of 2Q of less. While satisfactory in fire retardancy, the paint has poor package stability (2 to 3 weeks), mud cracks when applied at spreading rates of 300 sq. ft. per gallon, and-is difficult to tint. Since the last meeting, work has continued with PHOS-CHEK P/20 and another organic phosphate, RETRO GT, from another supplier. Paints made with the latter product cost lessj mud crack lessj are easier to tint, and are more stable after two weeks than the PHOS-CHEK P/20 paints. They are not so fire retardant as the PHOS-CHEK P/20 type. The laboratory is continuing its efforts to develop a satisfactory fire retardant paint with a flame spread rating of less than 25. At the present time it can not be predicted when a satisfactory paint will be available. 65-36 NEW LIT-ALL FLOWING FLAT AND VITRALITB ENAMEL EGGSHELL At the September 1961; Managers * Meeting, Mr. Wilkinson reported that the sales of many ready-mixed colors in the New Iyt-all Flowing Flat and Vitralite Enamel Eggshell lines had decreased substantially since the introduction of the P&L Machine System in I960. He recommended that the following colore be discontinued in New Lyt-all Flowing Flat and Vitralite Enajnel Eggshells Blue Spruce Buttercup Yellow Fawn Gray Lime. Green Rose Swedish Red Windsor Blue Action was deferred to this meeting. It was decided to announce to the trade on June 30, 1965, that these seven ready-mixed colors will be discontinued in New Lyt-all Flowing Flat and Vitralite Enamel Eggshell lines on December 31, 1965. No color cards will be destroyed as -the discontinued colors can be made on the Machine System. 65-37 LATEX ENAMEL EGGSHELL WHITE Mr. Miller reported that Vapex Enamel White Semi-Gloss, GZA113, was adopted in 1959 as a standard unlisted item but was withdrawn from the market in I960 because of serious defects. An improved product was recently submitted to the Sales Divisions for test ing. This product, GZ179, compared favorably with competing products and with Cellu-Tone Satin White in laboratory tests - equalling Cellu-Tone Satin 0007-PTL-001711 - 25 - in scrub resistance and leveling, and having better color and gloss retention than Cellu-Tone Satin* It was slightly inferior to Cellu-Tone Satin in hid ing. Results of divisional tests were as follows t Western. Division - Working satisfactory* but film was rather skimpy. Showed some lapping and poorer hiding than CelluTone Satin, which is true of similar competing products. Western Division recommended that we do not adopt this product as it would detract from sales of Cellu-Tone Satin and Vitralite Enamel Eggshell. Central Division Mr. Slauter reported good hiding! good hold-out, and. very satisfactory degree of gloss. Mr. List's report was favorable but there was little interest in his territory for a product of this type unless Bases could be marketed. A very small volume would be sold if marketed only in White. Eastern Division - Reported that GK179 was a good product which they could market. Eastern Division wanted more material for further tests and had ordered 25 gallons. -- 65-38 It was decided to name GZ179 "Latex Enamel Eggshell White". It will be test marketed in the New York Division and in Mr. List's territory. A 150 gallon batch will be made, filling in ones only. A dealer price will be established by the Sales and Advertising dcmmittee, based upon advice received from the Eastern Division. f 7ITRA-TILE COLORS Mr. Miller presented over 100 proposed colors for factory-made Vitra-Tile colors. These color recommendations had been received from the Sales Divisions. The proposed colors were displayed on a large piece of wallboard. The dis play will be circulated to all Sales Divisions, with color names listed. Each Sales Division will review the colors, selecting no more than U8 colors. Recommendations will then be submitted to Mr. Mather. An effort will be made to resolve final color selection without calling a meeting of the Color Committee. 65-39 NOXIDE EQUIPMENT ENAMEL - PACKAGE IN SPRAY CANS? At the September 196U Managers' Meeting, it was suggested that Nood.de Equipment Enamel be marketed in spray cans. Laboratory work was incomplete at that time and action was deferred to this meeting. 0007-PTL-001712 26 Mr. Miller reported that all laboratory tests had now been completed with all colors. All, formulas were satisfactory to market, if such a decision were reached. Considerable discussion followed on the advisability of adopting a full line, or, as Mr. Lunden mentioned, a short line. It was suggested that this line include a fast drying red primer. Laboratory work has been started on .a primer and it was decided to continue this work so that a fast drying primer can be recommended. It was decided, tentatively that all colors and a fast drying primer would be included _in a Noxide Equipment Spray line and that a "package deal" should be prepared for marketing. Each Sales Division will write to Mr. Lutz, outlining details of a proposed "package deal", i.e. merchandising aids, racks, order blanks. Copies will be sent to other.Sales Divisions. An order will be placed with Sprayon Products, Inc. as soon as possible. It was decided that Mr. Lutz would initiate New York City registration pro ceedings as soon as formulas and labels are established. APPROVED BY f 0007-PTL-001713