Document oe5QLGarqvy2DwJx61e0Y6XdD
UC 14*.it
INTERNAL CORRESPONDENCE
L
MINING AND METALS DIVISION
To (Nomo) Division location
Mr. J. L. Myers
UCC Metals Niagara Falls, NY 14302
Copy to
Messrs. T. P. Norris W. C. Thurber/
File
r
Data Originating Oopt.
P. 0. BOX 579, NIAGARA FALLS, NEW YORK 14302
May 22, 1975 "Calidria" Asbestos
Answoring lottos dato
Swbjocf
Attached are listings of our sales performance in the western states for 1972-1974, key prospects for the future, and comments on the prospects. These were submitted by Tom Norris in support of his conclusion that we would benefit substantially from having a full-time salesman, namely Tom Norris, in residence.
As you know, our three distributors in the area do a reasonable job of servicing existing business, but seem to lack the capability to generate new business. Tom would be better motivated and equipped to spend most of his time in developing new accounts and would be better able to oversee and coordinate the efforts of the distributors.
Our 1975 plan for that area is an ambitious one which has already benefited from Tom's focused attention and will, undoubtedly, progress even more rapidly as the location question is resolved.
Tom and I agree that optimism and prudence have been balanced in the list of prospects. We will probably not sell them all, but, by the same token, we probably have not uncovered them all. As new prospects are uncovered, our own man in the west would be situated to prosecute them with vigor. Our considered opinion is that we can anticipate an annual growth rate of about 11% with sales in 1980 of about $880M on the west coast.I
I agree with Tom that we should strive to complete his move as rapidly as practicable. I recommend that he be established in the UCC office in either Los Angeles or San Francisco, with a slight preference for Los Angeles. If you concur, please take the necessary steps to implement his move.
REB:cjb Attachments
RZC&VED MAY 2 7 1975
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CUSTOMER
1972"
TONS
SM
West Chemical ... itO 158
Peck Mfg. 'SG'1
0
H&C y , 0
10.0 0 0
Asphalt Maint.
2 0.2
Beadex
Chemware
Custom Coating
Gilsonite H&C
,<?
rS>-
Intercoastal
James Lee
Kaiser Gypsum , M
HN
M&B Products
National Gyp.
Norris P&V
Paco
'
Mud Corporation
Rich Tex U.S. Gypsum
J
12 0
10 0 0 73 0 21 6 36 3 109 21 87 0 68 563
1.1 0 1.1 0 0 6.6 0 2.1 0.6 3.2 0.3 9.8 2.1 7.8 0 b8 50.7
H&C
H&C Republic
H&C
*
,w*o
V-1 ,/J
4,0'
1
3
0 0
0
0.3
0 0
0
H&C U.S. Gypsum H&C
Major Paint
' j.
0 35
CJ . 7 0 ~C'V' Cr 40
0 10.0
0
16-0
Daubert-Oock 7 -. .7 Oaubert, CA V J H&C
Phil Dostal ;'* H&C > Steele & Son ^ West Chemical "
206 0
26
2 26
1 0
Broadway Metal / <*
H&C ;
Hastings
S
West Chemical \
Kinetics
j
H&C, Vancouver
0 71
2
0 0
_0
1. 581
25.0 0 2.7
0.8 5.7 0.8 0.2
0 75.0
3.5 0.4 0 0
242.8
SALES PERFORMANCE
I*
1973
TONS
SM
265 18.1 00
00
2 0.2
2 0.2 1 0.1 1 0.1 20 2.1 282 27.3 84 8.2 8 0.9 26 2.6 9 1.0 58 5.5 00 54 5.5 15 1.4 42 4.0 00 73 7.2 330 30.9
8 1.4
30 3.7 00
2 0.5
30 9.3 6 1.6
00
13 5.2
127 8
37
3 39
4 1
1 24
6 1 0 0
1,612
15.3 1.1 4.0
1.3 8.5 1.6 0.3
1.1 26.0 10.6
1.7 0 0
208.5
*
1974
TONS
SM
185 13.0 00
36 3.0
00
4 0.6 00 00 00 878 92.0 00 00 11 1.0 7 1.0 00 00 00 13 1.0 00 11 1.0 21 2.0 00
13 2.0
25 3.0 32 5.0
00
18 7.0 00
169 75.0
87 38.0
0 0 32
0 32
0 5
0 29
4 1 3 _____ 3
1,619
0 0 4.0
0 8.0 0 1.0
0 31.0
9.0 1.0 2.0 3.0
303.6
^> 1975' .yr
TONS
SM
200 18 60 6
450 36
00
0 0 0 0 1,000 0 0 10 0 0 0 0 10 0 0 20 0
0 0 0 0 131 0 0 1 0 0 0 0 1 0 0 2 0
100 13
150 22 27 4
00
275 139 00
00 75 30
0 0 70
4 42
0 0
0 60
4 0 3 0
2.560
0 0 10
2 18
0 0
0 75
9 0 4 0
521
REMAR
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COMMENTS ON PROSPECT LIST
Gibson-Homans
They would like a local source on the west coast, and not be dependenton cross-country, 3,000-mile rail service. They have purchased pallet sample of HPO - RG-110 for evaluation. Provided we can replace their longer fiber and be competitive, we would expect to maintain this business.
DAP
HPO is going into a new revised line of caulks, both oil-base and butyl. They have made up samples which have passed their rigid quality control standards, with the exception of the butyl caulk. In this grade, the HPO shows poor slump and they are currently trying to overcome this problem. In the meantime, they have purchased 65 tons of HPO for extended production runs at their Baltimore and Dayton plants.
Sim J. Harris
If we can solve their mixing problems, the potential for 100 tons of HPP is realistic; if not, HPO samples have been sent as a means to overcome problems and same the business potential. In the meantime, they have gone back to the Canadian fiber.
Bay Slurry Seal
They have tested HPP, Can disperse the pellets, and are now awaiting installation of a screw conveyer prior to ordering. Potential here is around 200 tons of HPP at a quoted price of $130 per ton, FOB King City.
Santa Maria
Their project is an asphalt topping compound for resurfacing existing asphalt roads or runways. A trial has indicated that SG-130 will work and this could open a new application field for our products. Bids have been let and we should know soon.
Asphalt Products
They have evaluated the HPO - RG-110 versus 7M and found it takes about 252 more of our grades than existing formulations now use. We would have to work closely here and offer them technical service to get this business.
Douglas Oil
V
They are attempting to equate SG-130 with 7R05 on a pound-for-pound basis'. Their desire is to have us as a second source. To date, his tests indicate we are not a pound-for-pound replacement in all formulations. Testing will continue.
W. U. Henry
Although this represents a large potential, they are known in the trade as being extremely tough to sell. Close and continued follow-up is necessary.
Comments on Prospect List
Page 2
FIintkote
We have just begun sampling them with SG-130, SG-210, and HPO. It is hoped that one or two of these grades will work in their varied applications. They do enjoy a 10X intermine discount with their various suppliers and so we must plan on being competitive as well as having success in their R&D labs. Continued follow-up is required.
Mobil Trim and Elixir Industries
They are strong potentials because of the strike, and the fact that we are quoting an off-schedule price of $130 per ton on HPO to get the business. The California location has ordered a T/L and is currently running various trials to perfect their formulation. Both the Indiana and Georgia locations have also received 800-pound samples for evaluation. On 5/14, the Indiana plant ordered 1,600 pounds for an extended run. Provided we remain competitive, and they can replace the longer Canadian fiber, we would expect to retain this business once the strike ends.
Polyester Producers
They all appear to be waiting for each other to make the first move using RG-244. They are really gun-shy. What is necessary is for one to break the ice and the others will slowly and perhaps reluctantly follow. Silmar has produced a few drums and has sampled several customers with five-gallon samples of a new resin containing RG-244. Cargill, since the recent faborable dust count, has also sampled various customers with five-gallon samples of resin containing RG-244. American Cyanamid appears to be hung up on toxicology at their eastern headquarters and are reluctant to authorize its use on the west coast.
Reichhold
Latest report from Reichhold indicates that to date nothing has been started. Bob Walker apologized for their slowness but claims more pressing problems have been occupying his time. He said his sales and marketing people do not want to push a resin containing RG-244, and that this is an internal bottleneck he must first address himself,too. He may just bypass the Seattle plant altogether and attempt to get something started at their Azusa plant, but he quickly pointed out it would not happen soon.
Marco Chemical
Had a pleasant luncheon with Cal Hall last week. He was greatly impressed with their potential savings of about U/lb. on their resin cost, and promised to get back with their Linden people.
Alpha Chemical
They requested 70 pounds of RG-244 to run a trial. With the successful sales in their Florida location, it is hoped some of their goodwill will rub off at their Perris, CA plant.
Ashland
Progress at Ashland is dismal. Fred Fox, Technical Director, has
retired. George Wolf appears negative to ever using RG-244. Joint sales
calls are planned at their Columbus, OH headquarters to determine what, if
anything, we are doing wrong.
_