Marketing—A New Direction

Cassiar’s Marketing Division,
which was formed in 1977, is now an
organized and responsive corporate
function.

This new Division has been added
to accomplish two specific corporate
goals. The first is to sell the Com-
pany’s annual fibre production in an
increasingly competitive world market;
the second is to create and maintain an
ongoing relationship with Cassiar’s
customers, thus enabling a quick and
effective response to their changing
needs.

In 1977 a start was made to
achieve both of these goals. In the
process, effective sales and adminis-
trative procedures were developed and
computerized.

The Marketing Division is com-
posed of five departments: Sales,
Sales Administration, Traffic, Truck
Transport and Asbestos Wharf. Each of
these Departments is managed by an
individual who co-ordinates his
activities with all other departments
within the Division. The marketing
function includes—negotiating on cus-
tomer's behalf freight rates with
world-wide carriers and shipping con-
ferences; complete documentation
permitting the uninterrupted flow of
fibre from the mine gate to a cus-
tomer’s receiving door; negotiating
Letters of Credit; booking space on
vessels and surface carriers to domes-
tic and overseas destinations around
the world. Cassiar’s customers are
located in forty-five different countries.
Indeed, it is difficult to imagine a cus-
tomer’s problems, or opportunity that
would not attract both the interest and

support of Cassiar’s Marketing Division.

Sales Action Around the World

A good product, competitive
prices, and high quality customer ser-
vices are fundamental to successful
marketing.

Cassiar’s marketing program
offers all three of these ingredients. In
addition, the Division provides direct

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technical assistance to customers
through Cassiar’s key operating per-
sonnel from the mine, mill and labora-
tory, plus the facilities of the Ontario
Research Foundation.

Cassiar’s Marketing represen-
tatives have covered all of the Company's
principal asbestos market areas
throughout the world. During these
visits sales personnel, often accom-
panied by members of Cassiar’s tech-
nical or production staff, meet with
customers as well as with the Company's
strategically located Sales Agents.

Being located in specific market
areas the Sales Agents are in a posi-
tion to provide customers with techni-
cal assistance; offer advice regarding
the importation of asbestos fibre into
any country designated by a customer,
and act as a local and continuing com-
munications link between the Market-
ing Division and its customers.

The Sales Department of the
Marketing Division keeps abreast of
world-wide asbestos trade and pro-
duction; the latest progress in asbestos
product development; current pro-
gress in environmental control and
manufacturing machinery, and the
latest methods of fibre packaging and
transportation.

1,2. Cassiar’s Marketing Division

and its Agents are fully familiar with
international market conditions, custom
requirements and transportation details
related to the shipment of Cassiar fibre
to some 150 customers located
throughout the world.

3. During the year Cassiar marketing
people, often accompanied by Cassiar’s
technical personnel, call on customers
located in over 45 countries.