WEBVTT 1 00:00:23.660 --> 00:00:25.060 You 2 00:00:56.260 --> 00:00:57.660 You 3 00:01:00.840 --> 00:01:06.220 The first object man shaped were tools for survival 4 00:01:07.020 --> 00:01:12.180 Simple nature formed rock and bone were his only tools and weapons 5 00:01:12.180 --> 00:01:18.440 Until hunger drove him to reshape them into the axe the arrow and the knife 6 00:01:21.980 --> 00:01:26.500 Water was drunk at the common water hole alongside the animals 7 00:01:26.500 --> 00:01:31.020 Until man shaped the vessel to carry and store water where he lived 8 00:01:32.700 --> 00:01:35.340 He took shelter in caves and trees 9 00:01:35.860 --> 00:01:42.900 Until acute distress urged him to shape a dwelling that provided some comforts besides bare safety 10 00:01:43.940 --> 00:01:50.940 and when climate changes and animal migrations created an environment hostile to his life he 11 00:01:50.940 --> 00:01:57.000 Was forced to move on and gradually he shaped the means to facilitate his mobility 12 00:01:57.000 --> 00:02:02.560 It started with the reshaping of a rock a small thing 13 00:02:02.560 --> 00:02:08.080 But in perspective it was a vision of something beyond the tooth and claw 14 00:02:08.080 --> 00:02:13.260 The power of man to shape his world in the service of human needs 15 00:02:17.580 --> 00:02:23.560 With shaping came knowledge with knowledge new goals 16 00:02:23.560 --> 00:02:28.920 New techniques for forming wood iron stone were developed 17 00:02:28.920 --> 00:02:33.420 More varied and intricate structures and finishes evolved 18 00:02:33.420 --> 00:02:38.000 Aesthetics became a criteria along with craftsmanship 19 00:02:38.000 --> 00:02:41.600 Art was added to every day 20 00:02:41.600 --> 00:02:43.460 Beauty to usefulness 21 00:02:49.860 --> 00:02:57.600 Growing demands encouraged quicker and better means to shape form and mold 22 00:02:57.600 --> 00:03:11.260 Soften, harden, nail, cement, rivet, flatten and finish the surface, interior, edges, corners, curves, points, holes and slots 23 00:03:11.260 --> 00:03:14.560 Of the things men made 24 00:03:18.320 --> 00:03:29.180 The Stone Age, the Bronze Age, the Age of Steel and Aluminum, of Glass and Plastic, the Age of the Atom 25 00:03:29.180 --> 00:03:34.740 All were built on the shapes and technology of a time 26 00:03:34.740 --> 00:03:42.700 The standard of achievement in all the sciences and arts is dependent on advanced methods of forming and shaping 27 00:03:42.700 --> 00:03:49.140 Without this the physical objects of our civilization could not have evolved 28 00:04:07.240 --> 00:04:10.940 Our civilization rests on this simple fact 29 00:04:10.940 --> 00:04:15.880 Our industries could not exist without abrasives 30 00:04:15.880 --> 00:04:24.140 Without the wheels, the belts, the loose abrasives to shape, size and finish a wide range of materials 31 00:04:25.700 --> 00:04:32.340 From massive castings to the most delicate mainspring in a space flight timing mechanism 32 00:04:37.200 --> 00:04:42.740 The Carburundum Company produces and sells a complete line of abrasives 33 00:04:43.520 --> 00:04:49.740 Serving all markets, rendering enormous service to industry as well as the home 34 00:04:49.740 --> 00:04:53.900 There are three major kinds of abrasives 35 00:04:53.900 --> 00:04:57.020 Bonded, coated and loose 36 00:04:58.360 --> 00:05:02.740 The organization of the company follows the kinds of abrasives made 37 00:05:02.940 --> 00:05:13.240 Bonded abrasives, making a multitude of different sizes, grades and shapes of grinding wheels, sharpening stones and specialty items 38 00:05:14.700 --> 00:05:19.940 Coated abrasives, producing belts, discs, cones, rolls and sheets 39 00:05:23.400 --> 00:05:31.640 Electro-minerals, making basic electric furnace products, abrasive grains and powders for blasting, polishing and barrel finishing 40 00:05:31.640 --> 00:05:36.640 And for the manufacture of bonded and coated abrasives and grinding compounds 41 00:05:37.920 --> 00:05:40.620 Carburundum sells in many ways 42 00:05:40.620 --> 00:05:46.640 The manner of selling is based primarily on the most important need of the specific market 43 00:05:47.620 --> 00:05:57.120 Primary trading areas include and center around major industrial cities like Detroit, Pittsburgh or Chicago 44 00:05:57.120 --> 00:06:02.120 Which have 75% of the estimated national potential for abrasives 45 00:06:03.460 --> 00:06:13.120 Secondary trading areas include the next 20% of potential in and around moderate sized industrial centers like Seattle, Norfolk or Memphis 46 00:06:14.480 --> 00:06:18.360 Carburundum distributes its products through various channels 47 00:06:18.360 --> 00:06:27.260 Through direct sales, industrial supply distributors, industrial supply jobbers or merchandising resellers 48 00:06:27.260 --> 00:06:31.260 Its customers number in the hundreds of thousands 49 00:06:31.260 --> 00:06:39.540 Carburundum sells industry, government or individual consumers in the specific way that best serves them 50 00:06:39.540 --> 00:06:48.800 Large or small, using the method most beneficial to its customers, its own organization or its resellers 51 00:06:48.800 --> 00:07:00.780 Making, selling, specifying, giving technical and engineering assistance required in the use of abrasives are all part of Carburundum's work 52 00:07:00.780 --> 00:07:05.080 It serves industry and mankind 53 00:07:05.080 --> 00:07:08.940 It helps to shape the world 54 00:07:51.820 --> 00:07:59.200 The organization of Carburundum is based on the kinds of products it makes and sells 55 00:08:00.060 --> 00:08:08.980 Since there are three major kinds of abrasive products, the company has established its organization with three abrasive divisions 56 00:08:08.980 --> 00:08:15.200 Bonded abrasives, coated abrasives and electro minerals 57 00:08:15.200 --> 00:08:20.060 Looking at a visual flow chart of the organization we find the following 58 00:08:20.060 --> 00:08:25.660 The office of the president, providing creative leadership for the company 59 00:08:25.660 --> 00:08:30.580 Reporting to this office are the four functional staff divisions 60 00:08:30.580 --> 00:08:37.640 Marketing, finance, industrial relations and research and development 61 00:08:38.860 --> 00:08:43.660 Also reporting directly to the president are the three abrasive divisions of the company 62 00:08:44.700 --> 00:08:48.240 Bonded, coated, electro minerals 63 00:08:48.240 --> 00:08:56.800 Each abrasive division is responsible for the development, manufacture, sale and profit of its products 64 00:08:56.800 --> 00:09:05.580 Taking a typical example of this divisional plan, here is an illustration of the relationship of one division to its customers 65 00:09:06.240 --> 00:09:16.260 The coated abrasives division has its own sales branch, which includes headquarters sales management and an independent field sales force 66 00:09:17.040 --> 00:09:24.460 Tracing its relation to the eventual user, we find that headquarters sales are handled by sales management 67 00:09:24.460 --> 00:09:32.120 Selling direct to customers and to specialized national and regional resellers who in turn sell to the customer 68 00:09:33.400 --> 00:09:44.460 In the field, the district sales manager heads a force of salesmen and sales engineers who work with resellers as well as selling and servicing direct customers 69 00:09:44.460 --> 00:09:57.020 Although Carbondam's field sales forces are specialized by product, bonded, coated, loose, there are some exceptions as follows 70 00:09:57.020 --> 00:10:08.760 The merchandising branch with its own headquarters sales management and field sales force sells the products of the three abrasive divisions to its particular markets 71 00:10:09.760 --> 00:10:20.600 The second exception to product specialization is in the industrial market, where salesmen of the bonded abrasive division usually also serve the electro minerals division 72 00:10:20.600 --> 00:10:32.460 The third exception occurs in territories where the potential cannot support specialization and a general salesman sells all products to all markets 73 00:10:32.460 --> 00:10:38.520 Another basic consideration of Carbondam sales organization is geography 74 00:10:38.520 --> 00:10:47.140 Carbondam has geographically defined sales districts, each served by a district sales office and warehouse 75 00:10:47.140 --> 00:11:02.980 In each district, there are assigned district sales managers, one for bonded and electro minerals, one for coated, and one for merchandising, along with the required number of divisional salesmen and sales engineers 76 00:11:03.780 --> 00:11:14.940 There are two basic rules which govern the assignment of industrial salesmen. These are, first, only one divisional salesman is assigned to one customer 77 00:11:15.760 --> 00:11:26.860 Second, only one divisional salesman is assigned the responsibility for one reseller. These rules are inviolate and always followed 78 00:11:26.860 --> 00:11:34.860 In addition, there are two basic principles which are used in the assignment of industrial salesmen whenever possible 79 00:11:34.860 --> 00:11:41.720 They are, first, that only one divisional salesman is assigned within one geographical area 80 00:11:41.720 --> 00:11:49.080 And second, that only one divisional salesman is assigned to cover the customers of a reseller 81 00:11:49.080 --> 00:11:56.860 Another major factor in Carbondam's organization for sales is in the marketing division, which functions in many ways 82 00:11:57.220 --> 00:12:05.980 It acts as an advisor to Carbondam executives dealing with overall marketing policies and programs for all the divisions 83 00:12:05.980 --> 00:12:12.640 It coordinates the marketing of the divisions and reviews and reports on their progress 84 00:12:12.640 --> 00:12:26.220 It also provides services which deal with sales training, market research, advertising and sales promotion, public relations, and administers the district offices and warehouses 85 00:12:27.880 --> 00:12:40.500 Carbondam is organized to help its resellers and consumers to aid and guide industry in using abrasive products to serve its many needs and help solve its problems 86 00:12:41.700 --> 00:12:46.500 Thus making each consumer a customer for Carbondam 87 00:12:56.500 --> 00:12:57.520 Thank you