ChemWorld | 7 | January 1991
New Product Technologies And Global Expansion
continued from page 5
Q. New C&P sales are expected in the Soviet Union in 1991. What products and applications will this include?
A. For a number of years, we’ve been considered a preferred supplier to the U.S.S.R. The main product groups that we’ve moved into the U.S.S.R. have been rubber chemicals and urethane prepolymers. We will continue to grow this business in rubber chemicals, mostly used for tire manufacturing; and urethanes, used for solid tires and die-forming pads. The U.S.S.R. has expressed considerable interest in Royalene EPDM for several applications and our commercial and technical people are presently in dialogue with the Russians. The lack of hard currency has produced some constraint, but we are working a number of avenues to secure letters of credit and necessary funds to continue this very important base of business.
Q. Recently, the first worldwide C&P Sales Meeting was held in Lenox, Massachusetts. What was achieved from this meeting?
A. I believe that all 75 participants of this meeting left very much enriched with enhanced sales and technical skills, as well as more in-depth product knowledge. This was a very successful communication exercise, with a significant sharing of issues and opportunities. We have organized a steering committee to review and manage these issues and opportunities through individual assignments. In short, this first meeting has provided us with a new coordination of identified global accounts.
Q. Uniroyal Chemical places tremendous emphasis on partnerships with customers. What is the C&P Division currently doing to enhance its customer relationships and encourage more business from them?
A. The C&P Division interacts with our customer base on a broad front. Our sales and technical representatives are the key, first-line interface with the customer. Secondly, we have organized our customer service department with specific representatives who are in daily contact with customers. Through our Excellence Modeling process, we involve as many people as possible to interact effectively with customers. For example, our Adopt-A-Customer program has been very effective in solving
Quality Recognition Program At Uniroyal Chemical Completes Second Successful Year
In the twenty-four months that Uniroyal Chemical’s Quality Recognition Program has been in existence, it has successfully produced a total of 294 nominations and 110 winners from around the globe. The following individuals and/or teams were chosen as Quality Recognition Winners for fiscal year 1990:
Middlebury, CT
Frank O’Shea
Herm Whitehead
C.P. Yip, Glen Karta, Alex Dzialo,
B.T. Dave, Richard Gencarelli, Ray Chan
Frank Marzella
Thomas Matan
Naugatuck, CT
Robert Henrichs
Richard Guest
Clayton Fernandes, Clarence Parks,
Lou Lakatos
Geismar, LA
John Boyd
Lubrizol Adopt-A-Customer Team:
Chris Jones, Scott Legleu, Cheryl Marquis, John Boyd, James Hayward, Keith Meyer, Perry Babin, Vic Hodges, Barbara Jefferson, Kathie Lambert
White Gold Quality Circle:
John Boyd, James Hayward, Keith Blanchard, Monty McKinley, Emmett Hood, Palmer Goodlow, Ed Rome, Charlie Pope, Ray Mouch, Paula Lanoux, Willie Stewart
Darlene Parker, Kerry Chelette,
Marsha Gautreau
Richard Santa
Frank Schlegel
Gastonia, NC
The Agri-Pros Quality Circle:
Kevin Russell, Charles Puckett, Julious Singleton, Paul Black, Charles Kistler, Fred Lee
Barbara Poole, Sherry Isenhour,
Ronald Lak
Sandra Evans
Elmira, Canada
Ken Jessop
Brad Manion
John Morris, Murray Conrad
Brea, CA
Luis Godinez
Sao Paulo, Brazil
Antonio Bucci
Latina, Italy
Giuseppe Fioravanti
Premier Chemical, Taiwan
Chen Yu-Chuan
numerous product applications. Our customers have a very proactive interface with sales management, myself, Bob Mazaika and the senior management staff who’ve been visiting them around the world. In addition, we continue to have Customer Council meetings. We’ve just completed our second meeting last December and feel it’s an outstanding way to get closer to our customers and strengthen our partnerships.
Q. What do you believe are the major strengths of the C&P Division?
A. First and foremost, our success is attributable to outstanding personnel throughout our organization. I’m very fortunate to have a very competent, skilled and experienced staff that works well as a
team. Our business is technically-driven, supported by exceptional R&D and technical service groups. The C&P worldwide sales organization is comprised of seasoned professionals who have in-depth knowledge of our business as well as our customers’ businesses. Internationally, we have a strong group of national as well as expatriate executives who have a sensitivity to the various country cultures and understand the many complex details of international business. This large organization is backed by powerful supporting staff operations like production, engineering, purchasing, material flow/customer service, finance, human resources, MIS, legal, corporate communications and administrative/secretarial support coordinated through the company’s senior management staff. ■
UNIROYAL CHEMICAL