8
NEWS
Vol. 1 1 , N o . 1
E D I T I O N
The British Sulphate of Ammonia Federation C. H . S. T U P H O L M E , 32, Russel Hill, Purley, Surrey, England PRODUCERS REPRESENTING 91 per cent of the o u t p u t of a m -
monium sulfate in Britain, which includes gas plants, coke-oven plants, a n d iron and steel works, sell their total sulfate production through t h e British S u l p h a t e of Ammonia Federation, L t d . This body, which is limited by guarantee a s its title indicates, was formed about 1920, a n d exists solely in t h e interests of sulfate producers i n the British Isles. N E E D FOR C E N T R A L SALES ORGANIZATION
The need for a central selling organization arose from various factors. I n the first place, approximately only 1.2 tons of sulfate are produced from every 100 t o n s of coal carbonized, and British gasworks engineers and coke-oven plant managers have been too busy to g i v e all the a t t e n t i o n t h a t is needed to marketing this product i n the most efficient w a y . Sales, therefore, are placed in t h e hands of this central body, which h a s headquarters in London. Again, the British Sulphate of Ammonia Federation, by coordinating all sales efforts, cuts o u t a great deal of useless competition, which would otherwise m a k e t h e cost almost prohibitive t o the buyer and t h e worthwhile nature of selling sulfate somewhat doubtful t o the producer. T h e British Sulphate of Ammonia Federation regulates all prices of British sulfate, which also includes the product from Britain's only synthetic plant, t h a t a t Billingham-on-Tees, not only to home buyers, but also t o overseas customers. T h e purchaser p a y s a price which includes all charges to h i s nearest railroad station, the same applies to t h e foreign merchant, who pays a price, fixed b y t h e federation, which includes all costs to his nearest point of delivery. T h e merchant, therefore, has only one bill to pay, and t h i s is paid direct to the B . S. A. F . T h e producer then receives t h e price at which the sulfate is sold, less the cost of delivery, plus a small percentage which covers all charges incurred in selling the sulfate. Such charges include t h e overhead of the B.S. A . F . , propaganda, and so on. T h e accounts of the federation show that, out of t h e sales proceeds, t h e r e is paid a first instalment t o the producers, called t h e "basis price," a n d allowances for high-testing quality Which are to encourage maintenance of a first-class product, charges for delivery t o buyers in this country or overseas, sales commission, interest, etc. The s u r p l u s is carried t o an accumulated fund, which is divided among t h e producers according to their tonnage. In this w a y the producer receives payment for his product in t w o instalments: t h e first, when t h e product is produced; a n d t h e second, after t h e accounts for t h e quarter have been certified b y the auditors. While a uniform price level is sought, prices a r e determined according to t h e riding competition. Where the B . S. A. F . d e sires to cultivate and expand a new market, special facilities are offered. I n this way, a farmer or other customer does not have to bother t o "shop" for his sulfate. H e asks for, and gets, an all-in price. T H E F E D E R A T I O N ' S S A L E S ADVISERS
A number of young m e n , mostly with university degrees in agriculture, are distributed throughout the country, and constit u t e the federation's home advisers. Each man h a s a specified territory and h i s job is t o a t t e n d all markets and shows and t o cultivate the farmers, gaining their confidence. These men a r e consulted on problems involving soils o r crops. E a c h adviser is a skilled chemist in soils, a n d he advises t h e farmer after an investigat ion which costs the lat t e r nothing. These salesmen are strictly enjoined to push only t h e sales of sulfate where it is t h e right form of fertilizer to use. They are o u t to give honest advice t o the farmers a n d , if a particular problem can be solved by t h e use of sodium nitrate or nitro-chalk, it is t h e adviser's job so t o recommend. I n this way the confidence of t h e farmers is gained. The latest Annual Report of t h e B. S. A. F . , summarizing activities of t h i s body during t h e past year, shows that t h e agricultural representatives in the British Isles number t h e same as last year— namely, twenty-six. Personal visits to farmers, lectures, film displays, and general advisory work h a v e all been continued a n d numerous practical demonstrations h a v e been held, as in former years, o n farms all over the country. These h a v e been well a t t e n d e d ; indeed, if anything, in greater numbers than in times of less depression. I t is estimated t h a t the representatives h a v e visited 6326 farmers during the year a n d interviewed, in addition, some 14,000 a t markets, etc.; 8638 calls on merchants have been made; a n d 2235 markets a t t e n d e d . Visits t o educational officials and centers number 954 ; 275 lectures were given during t h e y e a r to audiences totaling 14,500; and a n additional 3283 farmers attended demonstrations in t h e field. F O R M S OF ADVERTISING
Various forms of press advertising have been continued i n national and local p a p e r s , particularly in t h e spring and a u t u m n
months. Articles on t h e value of sulfate of ammonia are constantly issued and m a n y favorable reports and references to this fertilizer h a v e been secured in trade and national journals and the local press. Fertilizer exhibits were staged during t h e season at t h e leading agricultural shows. As in former years, t h e window display models were largely used b y members from February to M a y , inclusive. From time to time display models of entirely new design are drafted in t o replace worn stock or for showing in districts where the older type has already been on loan. A number of other exhibits were staged at local shows by members during t h e summer months and assistance was given with models a n d other material. General propaganda material in the form of posters, cut-out show cards, and t h e like was also widely issued. As in former years, tours and visits t o various parts of t h e world have been undertaken by senior members of t h e research a n d sales staff to explore the possibilities of new or backward m a r k e t s and t o exert a fresh influence on t h e promotion of sales. I n Portugal and Spain active propaganda for sulfate of ammonia is being carried out by a resident technical staff. A new film—"Our Daily Bread"—has been prepared showing t h e results of t h e numerous experiments with sulfate of ammonia in Portugal. It m e t with a great reception at its official release in Lisbon towards t h e end of t h e summer a n d was shown in twenty-nine cinemas t o audiences totaling some 14,730 during t h e first month of its run. I t is now being shown throughout the country and has aroused great interest in all quarters. EXPORTS O F SULFATE O F AMMONIA
T h e Annual Report shows t h a t t h e exports of British sulfate of ammonia for the year ended June 30, 1932, were 377,082 tons il ton, 2240 lb.). Of this quantity. Spain, with 143,986 tons, Japan, with 52,159 tons, and Hong Kong, with 30,879 tons, were the chief consumers. RESEARCH
WORK
On the technical side one of t h e first achievements of t h e federation was to persuade manufacturers of sulfate to produce a neutral product. Previously, the sulfate of ammonia sold was acid and resulted in the bags rotting. Now n o more t h a n 2 per cent of the sulfate sold by British producers contains acid, t h e result being t h a t British sulfate is received b y the consumer in the same condition as when it left t h e producer. A most up-to-date research station has lately been established near Maidenhead, the purpose of which is to investigate and advi**e on cultivation problems. This station receives seed, etc., from all over the world, and grows crops under conditions which are artificially made to reproduce those of t h e countries t o which the crops are native. This station has been a powerful factor in promoting good will between foreign consumers and British sulfate. Typical examples of the research work carried out by t h e B. S. A. F . is the demonstration to dairy farmers that, by sulfating their pastures during t h e winter, t h e fresh growth of pasture grass can be advanced some 3 or 4 weeks. In this way t h e dairy farmer can turn his cows out t o pasture t h e same number of weeks earlier in the spring, thus improving both the yield and quality of t h e milk and also saving t h e cost of cattle feed. This is now recognized as an established practice in British agriculture. T h e B. S. A. F. also interests itself in t h e technical side of a m monium sulfate production and retains experts to advise on technical problems confronting its individual members. Any newdevelopments in this department of gas plant operation, such as t he concentration of ammonia liquor, are followed by t h e federation, and expert advice and skilled assistance are given to local gas plant engineers and chemists as, and when, necessary. F E D E R A T I O N D I V I D E D INTO N I N E
DISTRICTS
For some years the B . S. A. F . have employed overseas branches of t h e I. C. I as their local selling agents for t h e particular, countries in which those branches are located. Some three years ago this arrangement was extended t o cover t h e home market also. This has resulted in further economies in t h e costs of selling British sulfate. T h e federation is divided into nine districts, which are given below, the figures after each district indicating the percentage of the total tonnage of t h e district represented b y adherents of the federation: Scotland, 98; northeast coast of England, 9 9 ; Cumberland, 98; Lancashire, Cheshire, Ireland, 8 2 ; Yorkshire, Derbyshire, 92; Staffordshire, Warwickshire, 8 5 ; South Wales, 95; eastern a n d southern counties of England, 63; Empire of India. T h e federation has as its chairman Sir David Milne-Watson, governor of the Gas Light & Coke Co., t h e largest gas undertaking in t h e British Isles, serving t h e whole of London on t h e north side of the Thames, and m a n y of t h e " h o m e " counties.
