What happens when you buy from Eastman!
Test Tube to Tank Car in Ten Months Chief Sales Development Representative: Hello, Bob. How's the industry's greatest living production genius? Acid Division Superintendent: we can do?
Suspicious. W h a t have you already promised
C.S.D.R.Well, I've got a prospective customer who needs 600 lbs. of—* in 2 weeks. A.D.S.
Nice talking to you!
C.S.D.R.No, wait! This prospect is developing a new agricultural chemical. Potential requirements for the intermediate are in the neighbor hood of... A.D.S.
(Interrupting) Do you realize that we do not have a pilot plant avail able for this production, we do not have raw materials on hand, we do not have production specifications, we do not have—what did you say the potential requirements would be?
C.S.D.R.High A.D.S.
...INTERMEDIATES FOR HERBICIDES A N D PESTICIDES
six-figure bracket annually.
You have a lab procedure?
C.S.D.R.Yes. A.D.S.
Send it over.
(We made the 600 lbs.; and then two weeks later, another 600. And it went like this for some months. By taking an operating unit off regular production, altering process lines and heat transfer equipment, we met rush drum ship ments at odd times and with little or no advance notice. This was both expensive and time consuming, so, in view of the fact that the customer's evaluation looked most promising, we quietly built a pilot plant. And from our end things began to smooth out. We were producing and shipping five to ten drums per month, meeting both scheduled and unscheduled requirements. A degree of rapport developed between our Acid Division Superintendent and our Chief Sales Development Representative until...) C.S.D.R.Bob, our customer has completed his evaluation; you can stop filling drums w i t h — * . A.D.S.
EASTMAN AGRICULTURAL CHEMICALS
And what would you suggest I now use this pilot plant for?
Acetic Acid Propionic Acid η-Butyric Acid Isobutyric Acid 2-Ethylhexoic Acid Ethyl Alcohol η-Butyl Alcohol Isobutyl Alcohol 2-Ethylhexyl Alcohol Mixed Octyl Alcohol Isobutyronitrile n-Butyronitrile Manganese Sulphate (TECMANGAM)
Tricthyl Phosphate
C.S.D.R. Well, you better put it in high gear—they want a tank car in six weeks.
...FOR ANIMAL FEEDS
All told, we were a shade under ten months from the time a laboratory sam ple was submitted, to the date on which the customer received his first tank car. The material is now supplied from a commercial production unit — and at only 17.5% of the price per pound of the first 600 lb. shipment.
Tenox® BHT-Agricultural Grade: A free-flowing, non-dusting form of BHT specially prepared for feed use.
*a chemical intermediate we did not manufacture.
Interested personal service always-* when you buy from Eastman
Εastman
CHEMICAL PRODUCTS, INC. CHEMICALS DIVISION, KINGSPORT, TENN. S u b s i d i a r y of E a s t m a n Kodak Company
...FOR PLANT N U T R I T I O N TECMANGAM®. Source of readily available manganese for fertilizers and nutritional sprays. 75-78% manganese sulphate. Completely soluble. For properties and shipping infor mation on these and other East man products, see Chemical Ma terials Catalog, page 225, or Chem ical Week Buyers' Guide, page 113.
SALES OFFICES: Eastman Chemical Products, Inc., Kingsport, Tennessee; Atlanta; Boston; Buffalo; Chicago; Cincinnati; Cleveland; Dallas; Detroit; Greensboro, N. C ; Houston; New York City; Philadelphia; St. Louis. Western Sales Representative: Wilson & Geo» M e y e r & Company, San Francisco; Los Angeles; Salt Lake City; Seattle.
