Document pedD37yzqBYd4QEndYbpqYdyB

/ TO: All Regional Managers All MRO Salesmen FROM: MO Magna RE: Gasketing Strategy May 4, 1982 Attached please find a copy of a policy statement that is being mailed to all General Line Distributors and Gasket Fabricators. It is imperative that you immediately visit each of your distributor locations to ensure receipt of this statement, as well as verify their complete understanding of this major policy. This statement in no way indicates a shift in focus on our' non-asbestos BLUE-GARD line. Our goal remains to convert our customers in the most expediate time frame possible. However, we are realistic in recognizing the impact of the economy on testing and specifying and we will not abandon our valued customers. This decision to offer our customers a full range of product options furthermore provides you and your distributors an even stronger . case for selling BLUE-GARD.- By offering either option, you automatically gain increased credibility for the facts on sealability. This should be used as a major strategy by both you and your distributors, and we are asking you to make sure your distributors are aware of it. You should use a "top-down" approach on all end-users, i.e., BLUE-GARD should always be your initial recommendation. This visit to each distributor affords you an excellent opportunity to ask for an order for either BLUE-GARD, compressed asbestos, or a combination of both. You, by virture of this policy with regard ^,to offering both product lines indefinitely, are in a position of strength no competitor can match. MD Magna:h att. cc: N Collins C Jewett G Townsend FOR IMMEDIATE RELEASE TOt * All Garlcck General Line Distributors All Garlock Gasket Fabricators FROM: President, Mechanical Packing Division HE: ASBESTOS Gasketing As you knew, Garlock has and Is continuing to develop non-asbestos sheet vith equivalent or bettor characteristics than current - asbestos products. These non-asbestos products have had an excel lent performance record, and product development is continuing for special applications. , However, under current economic conditions, testing end specifying of nev products automatically slows down. Accordingly, to protect you and our mutual customers, Garlock will continue to offer asbestos I gasketing indefinitely along vith the newly developed BLUE-HARD non-asbcctos family. . He are confident that this full range of product options gives Garlock and you, our business partners, an unequaled position of strength to serve all marketplace demands.