WEBVTT

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You

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You

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The first objects man-shaped were tools for survival

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Simple nature formed rock and bone were his only tools and weapons

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Until hunger drove him to reshape them into the axe the arrow and the knife

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Water was drunk at the common water hole alongside the animals

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Until man shaped the vessel to carry and store water where he lived

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He took shelter in caves and trees

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Until acute distress urged him to shape a dwelling that provided some comforts besides bare safety and

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When climate changes and animal migrations created an environment hostile to his life

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he was forced to move on and

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Gradually he shaped the means to facilitate his mobility it started with the reshaping of a rock

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small thing

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But in perspective it was a vision of something beyond the tooth and claw

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The power of man to shape his world in the service of human needs

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With shaping came knowledge with knowledge new goals

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New techniques for forming wood iron stone were developed

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More varied and intricate structures and finishes evolved

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Aesthetics became a criteria along with craftsmanship

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Arts was added to every day

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beauty to usefulness

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Growing demands encouraged quicker and better means to shape form and mold

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Soften harden nail

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cement rivet

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flatten and finish the surface interior edges corners curves

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points holes and slots of

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the things men made

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The Stone Age the Bronze Age the age of steel and aluminum of glass and plastic

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The age of the atom all were built on the shapes and technology of a time

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Standard of achievement in all the sciences and arts is dependent on advanced methods of forming and shaping

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Without this the physical objects of our civilization could not have evolved

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Our

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Civilization rests on this simple fact

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Our industries could not exist without abrasives

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Without the wheels the belt the loose abrasives to shape size and finish a wide range of materials

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From massive castings to the most delicate mainspring in a spaceflight timing mechanism

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The carbon company

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Produces and sells a complete line of abrasives serving all markets

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Rendering enormous service to industry as well as the home

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There are three major kinds of abrasives

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bonded coated and loose

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The organization of the company follows the kinds of abrasives made

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bonded abrasives

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Making a multitude of different sizes grades and shapes of grinding wheels

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sharpening stones and specialty items

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Coated abrasives producing belts discs cones rolls and sheets

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Electro minerals

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Making basic electric furnace products abrasive grains and powders for blasting polishing and barrel finishing and

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For the manufacture of bonded and coated abrasives and grinding compounds

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Carbondym sells in many ways

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The manner of selling is based primarily on the most important need of the specific market

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primary trading areas

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Include and center around major industrial cities like Detroit

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Pittsburgh or Chicago which have 75% of the estimated national potential for abrasives

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secondary trading areas

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Include the next 20% of potential in and around moderate size industrial centers like Seattle Norfolk or Memphis

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Carbondym distributes its products through various channels through direct sales

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industrial supply distributors

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industrial supply jobbers or

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merchandising resellers

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Its customers number in the hundreds of thousands

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Carbondym sells industry government or individual consumers in the specific way that best serves them

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large or small

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Using the method most beneficial to its customers its own organization or its resellers

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making selling

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specifying giving technical and engineering assistance required in the use of abrasives are

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all part of

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Carbondym's work

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it serves industry and

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Mankind it helps to shape the world

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The

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Organization of Carbondym is based on the kinds of products it makes and sells

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Since there are three major kinds of abrasive products the company has established its organization with three abrasive divisions

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Bonded abrasive coated abrasives and

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electro minerals

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Looking at a visual flow chart of the organization. We find the following the office of the president

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providing creative leadership for the company

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Reporting to this office are the four functional staff divisions

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marketing

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finance

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industrial relations and

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research and development

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Also

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Reporting directly to the president are the three abrasive divisions of the company bonded

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coated

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electro minerals

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Each abrasive division is responsible for the development manufacture sale and profit of its products

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Taking a typical example of this divisional plan here is an illustration of the relationship of one division to its customers

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The coated abrasives division has its own sales branch

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Which includes headquarters sales management and an independent field sales force?

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Tracing its relation to the eventual user we find that headquarters sales are handled by sales management

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Selling direct to customers and to specialized national and regional resellers who in turn sell to the customer

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In the field the district sales manager heads a force of salesmen and sales engineers

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Who work with resellers as well as selling and servicing direct customers?

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Although Carbondoms field sales forces are specialized by product

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bonded

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coated

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loose

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There are some exceptions as follows

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The merchandising branch with its own headquarters sales management and field sales force

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Sells the products of the three abrasive divisions to its particular markets

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The second exception to product specialization is in the industrial market where salesmen of the bonded abrasive division

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Usually also serve the electro minerals division

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the third exception

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Occurs in territories where the potential cannot support

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Specialization and a general salesman sells all products to all markets

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Another basic consideration of Carbondom sales organization is geography

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Carbondom has geographically defined sales districts each served by a district sales office and warehouse

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In each district there are assigned district sales managers one for bonded and electro minerals

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one for coated and one for merchandising

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Along with the required number of divisional salesmen and sales engineers

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There are two basic rules which govern the assignment of industrial salesmen. These are

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first only one divisional salesman is assigned to one customer

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Second only one divisional salesman is assigned the responsibility for one reseller

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These rules are inviolate and always followed

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In addition, there are two basic principles which are used in the assignment of industrial salesmen whenever possible

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they are first that only one divisional salesman is assigned within one geographical area and

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Second that only one divisional salesman is assigned to cover the customers of a reseller

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Another major factor in Carbondom's organization for sales is in the marketing division which functions in many ways

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It acts as an advisor to Carbondom executives dealing with overall marketing policies and programs for all the divisions

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It coordinates the marketing of the divisions and reviews and reports on their progress

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It also provides services which deal with sales training

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market research

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advertising and sales promotion public relations and

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Administers the district offices and warehouses

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Carbondom is organized to help its resellers and consumers

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To aid and guide industry in using abrasive products to serve its many needs and help solve its problems

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Thus making each consumer a customer for Carbondom