ff PROMPT DELIVERY FROM THESE™^ Γ ; DU PONT METHANOL DISTRIBUTORS * L-. ~ ._ . _ Since offices listed may also serve outside the state shown, contact agent nearest you.
MANAGEMENT
CALIFORNIA Los Angeles . . . Braun Corporation, 2260 E, 15th St. San Francisco. Braun-Knecht-Heimann, 140016th St. COLORADO Denver The Chemical Sales Co., 1125 7th St. FLORIDA Jacksonville Apperson Chemical, Inc. 2903 Strickland Street Miami Biscayne Chemical Laboratories, Inc. 200 N. E. 11th Street GEORGIA Atlanta. . .Chemical Services, Inc., Box 264, Sta. D ILLINOIS Chicago
Central Solvents & Chemicals Co. 2540 W. Flournoy St. Chicago.. .Phillips & Martin Co., 5524 N. Wolcott INDIANA Fort Wayne . . . Hoosier Solvents & Chemicals Corp. Nelson Road Indianapolis . . . Hoosier Solvents & Chemicals Corp. 1650 Luett Avenue KANSAS Wichita Barada & Page, Inc., 2041 N. Mosley KENTUCKY Louisville Dixie Solvents & Chemicals Co. Dixie Highway & Appleton Lane LOUISIANA New Orleans . . . Southern Solvents & Chemicals Corp., 917 Jefferson Highway, P. O. Box 4067 MARYLAND Baltimore. . . Leidy Chemicals Corp., 920 S. Eu taw St. MASSACHUSETTS Boston . . . Howe & French, Inc., 101 Broad Street Holyoke . . Eastern Chemicals, Inc., 76 Front Street MICHIGAN Detroit Western Solvents & Chemicals Co. 6472 Selkirk Avenue Grand Rapids . . . Wolverine Solvents & Chemicals Co., 1500 Centurv Ave., S. W. MINNESOTA St. Paul Lyon Chemicals, 2305 Hampden Ave. MISSOURI Kansas City Barada & Page, Inc. Guinotte & Michigan Avenues Kansas City. . . Missouri Solvents & Chemicals Co. 2522 Nicholson Avenue St. Louis . . . Missouri Solvents & Chemicals Co. 419 De Soto Avenue NEW JERSEY Lyndhurst. . . Stoney-Mueller, Page & Newark Ave. NEW YORK Binghamton . . .Collier Chemicals, Inc., 3 Broad St. Buffalo. . . .Chemical Sales Corp., 1382 Niagara St. Rensselaer Eastern Chemicals, Inc., South St. Rochester Chemical Sales Corp., 1600 Jay St. Syracuse Eastern Chemicals, 103 N . Beech St. NORTH CAROLINA Durham . . . Cardinal Products, Inc. P. O. Box 1611 OHIO Cincinnati Amsco Solvents & Chemicals Co. 4619 Reading Road Cleveland Ohio Solvents & Chemicals Co. 3470 W. 140th Street Toledo Western Solvents & Chemicals Co. W. Central Avenue OREGON Portland Van Waters & Rogers, Inc. 3950 N. W. Yeon Avenue PENNSYLVANIA Pittsburgh Vitro Mfg. Co., 60 Greenway Dr. TEXAS Dallas. .Van Waters & Rogers, Inc., 10216 Denton Dallas . . . Texas Solvents & Chemicals, 2500 Vinson Houston... Texas Solvents & Chemicals, 8501 Market UTAH Salt Lake City Braun-Knecht-Heimann Co. 650 West Eighth South Street Salt Lake City Wasatch Chemical Co. 2225 South Fifth East Street WASHINGTON Seattle... Van Waters & Rogers, Inc., 40001st Ave., S. Spokane Van Waters & Rogers, Inc. North 809 Washington Street WISCONSIN Milwaukee... Wisconsin Solvents & Chemicals Corp. 1719 S. 83rd Street
Sales developers (left to right) : R. W. Eddy, W. A. Woodcock, G. E. Bernard, J. A. Gast. Bernard wins an award for selling the first tank car of acrolein
Introducing N e w Chemicals Carbide's product manager maintains necessary li aison to move chemicals from test tube to tanker C>ARBIDE AND CARBON'S fine chemicals
division is an example of an organiza tion setup to carry out sales develop ment efficiently and to hasten introduc tion of a rapidly expanding number of promising new chemicals. Among the key men in Carbide's setup are the product managers. In organizational plan, six product managers report to assistant managers, De France Clarke, R. W. Eddy, and J. J. Morris, who in turn work directly under division man ager, W. A. Woodcock. Introducing new chemical products in commercial channels is becoming in creasingly complex. Sometimes it is a slow process; sometimes it moves faster than supplies can be brought into pro duction. In all cases close liaison must be maintained between sales personnel, plant production, and supporting groups such as research, patent depart ment, and advertising and publicity de partment. This liaison is what keeps Carbide's product managers on the road up to 40% of their time. Carbide emphasizes personal contact all the way down the line. Twice yearly technical conferences are ar ranged for each field office t o bring dis trict sales personnel up-to-date on latest developments in the plant, in the lab oratory, and in product applications. The company's technical representa
tives look to the fine chemicals product manager to keep them informed on these developments as they apply to his (the product manager's) particular group of chemicals. This teamwork of sales and sales development requires technically trained people. No small part of the product man ager's time is devoted to contacts with supporting groups. Recently, for ex ample, two of the product managers flew to the South Charleston plant in the morning for a day's meeting. They spent a full day conferring with plant production, engineering, quality con trol, and research and development people and returned that evening. This kind of contact is a vital part of their job and helps in maintaining the close liaison necessary to move products from "test tube to tank car." The product manager generally "nurses" a new chemical through the following stages of growth: for a re search chemical, information must b e assembled from the research depart ment and preliminary specifications, properties, and suggested uses are pub lished in what is called an "Advance Technical Information Sheet/' The product may then be produced in large scale laboratory equipment and sup plies are limited to small samples for preliminary testing. SEPT.
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