Sales . communicator - Dorr-Oliver Alumni

Parts marketing peopleVisit plant facilitiesCease Minor, product managerfor Parts and Pump Products,recently held meetings inAllentown and Hazleton with Partsmarketing and manufacturingmanagers.The meetings were planned toaccomplish three basic objectives:to share with plant peopleMarketing's assessment of currentmarketplace conditions and advisethem of what Marketing is dOing toget business; to update the Partsmanagers on what's going on at theplants, particularly the recentimprovements in equipment ,methods and organization; and towork on generating a moreproductive teamwork approach tomeeting cU'stomer needs.According to Cease , themeetings ended with a true senseof commitment on behalf of allparticipants to produce strongerprofit levels, a stable factoryproduction load, 100% of 0-0produced parts bought for 0-0equipment, a quality Parts servicethat convinces a customer to buy0-0 equipment, prices and servicethat thwart competition andimprove efficiency throughout theparts handling system.Mike Pasquarello, Allentownplant manager, welcomed thegroup the first day as did JackSkitka, plant manager at Hazleton,on the following day. The Partsmanagement contingent , inaddition to Cease, included EdRanieri , who discussed marketing;Larry Mappa, who covered sales;Lou Silverman who reviewedEastern region activities; NoreenWalsh , who talked about theWestern region ; Mark Hoekenga,who covered Central region affairsand Hanne Slawsky , whodiscussed export business. LillianHall talked about order entryprocedure in Allentown . JimForbes, Tom Toth and GeorgeHardish explained Hazleton partscapability and led the plant tour.As one might expect from a Partsmeeting, a lot of nuts and boltswere covered in the presentations,cont'd on page 4Marketing poses during Allentown visit. From left are C. Minor, L. Mappa, Hanne Slawsky,M. Hoekenga, Noreen Walsh, Ed Ranieri, L. Silverman and Bernie Lenhardt. Hidden behindEd is M. Pasquarello.Lou Silverman talks with Gerry Debalko during visit to Allentown plant. At left is MikePasquarello.Lillian Hall, Allentown industrial engineer, points out the fine points of Parts marketingduring presentation.During Hazleton shop tour, group stops to inspect large internal gear. From left are EdRanieri, Karl Guenther, Jim Forbes, Cease Minor, Lou Silverman, Mark Hoekenga and LarryMappa.3

Art McKennaArt McKenna retiresOne last time from 0-0On August 31st, Art McKennaretired from Dorr-Oliver after 35years of service. Actually, this washis " second going" since heofficially retired at the mandatoryage back in 1978. At that time, weprevailed on Art to stay on anotheryear to support our Export Salesactivities and help train some ofour new chem and met employees.That one year quickly turned intofive.Art started his Dorr-Olivercareerin 1948 in the Chicago office ofwhat was then Oliver United FiltersCompany and transferred in 1961to Stamford, where he's workedever since. He worked mainly in thetechnology of primary andspecialty chemicals and flue gasdesulphurization, but says"Filtration always has been my firstlove."Now that he's retired, Art expectsto continue to "dabble in politics" ­- he ' s vice chairman of theRepublican Town Committee inRidgefield and to continue hisgardening hobby -- he's famous forgrowing huge zucchinis. He andhis wife, Marjorie, expect to dosome traveling, also. Art will beremembered for his extraordinarywillingness to share his vastknowledge of products andprocesses associated with ourbusiness with anyone who asked.We wish him well.Parts - cont'd from pg. 3but the result is that the marketingorganization and plant productionpeople now have a better insightinto each other's problems andaspirations and how to betterservice the customer.SPUBS debuts with fanfarein Norwalk, CT ceremoniesWe call it SPUBS. It means SandPreheated Using Bed Sand. It's asystem we've designed and producedfor wastewater treatmentplants using fluid bed combustionsystems to dispose of sludge. It'sused to remove as much moistureas possible from the sludge so thatthe fluid bed reactor doesn't haveto work as hard, or burn as muchfuel oil, to evaporate moisture duringthe sludge destruction process.As far as D-O is concerned, SPUBSis the epitome of sludge dewateringsystems.The first installation of its kind isin the City of Norwalk treatment,plant. I nitial results show that thesystem is working well and the cityprojects savings on fuel -- whichmakes for a very satisfiedcustomer. Norwalk Public Worksdirector, Dominick DiGangiexpects the sludge removal plant" will use about 300,000 fewergallons of oil a year and therebysave $300,000 a year in fuel costsalone."The system package includes afluid bed dryer which is heated bythe sand drawn from the incinerator.The heat in the dryerevaporates moisture from thesludge which is then fed into thereactor. The dewatered sludge isthen incinerated.To introduce the system to theworld, the City of Norwalk cooperatedwith Dick Millward andDoug Robbins in a ribbon-cuttingceremony at the plant on September16. Here's how the day went.Before ceremonies, visitors, 0-0 people, city public works department people and pressgathered for coffee and donuts. Event was covered by local Cablevlslon News, newspapers,and water pollution control trade press.City and company VIPS participated. From left are Dominick DIGangi, Norwalk publicworks director; Mayor Thomas C. O'Connor; and Dr. Neal Barton, 0-0 president.4

To make It official, Dr. Barton and Mayor O'Connor cut the ribbon.Norwalk plant operator's shirt says It all.With him on left is Ray Ellis, public relationsdirector of our advertising agency, St.Vincent, Milone, McConnells.5

Fall tradeshow activity highlights growing 0-0 markets6Cyril MortonCyril Morton joinsEuropean managementCyril Morton , a 34 yearemployee, was promoted recentlyto the position of Europeantechnology manager with theEuropean management team . Inthis assignment Cyril will beresponsible for coordinatingtechnical resources within Europeand the transfer of developingtechnologies between the U.S.,Europe and other internationalfacilities. He'll be working out ofthe Croydon office, according toLazlo Bonnyay, general managerof 0-0 Europe.He joined Oorr-Oliver U.K. in1949 as a laboratory and serviceengineer. In the early 50's he wasappointed chief chemist of ourlaboratory in Forest Hill, London,which at that time had a staff ofabout eight people. He was laterappointed unit executive forTechnology. In 1978, Cyril wasappointed a director of Oorr-OliverCompany Limited. He is a memberof the biotechnology task forceunder Paul Stavenger.Cyril has an honors degree inchemistry from London University.He and his wife, Lia, live in London.Pulp & Paper cont'd from pg. 1design and the redesign of certainexisting products are also underway.With these kinds of dynamicsupport programs, together withthe enthusiastic commitment of allconcerned, Oorr-Oliver pulp andpaper should produce significantresults.Quiz answerThey all use Dorr-Oliver hydrocyclones.Stu Korchin discusses potential applications for IOPOR with a booth visitor at Interphex inNew York City in September. They are at stand where Series S unit was exhibited.The Opryland Hotel, Nashville, was the site of the Keeler/Dorr-Oliver Industrial WoodEnergy Forum in September. At the show from left are Jurgen Klelnau, marketing manager;Jim Halloran, Kansas City office manager; Dick Sechrist, burner proposal engineer; GerdaJensen, D-O show coordinator; and Max Wahler, Baltimore office manager. Promoted wereboilers that use wood as fuel and wood In combination with other fuels.George Lawrence and Vlren Mody (of Dorcan) are talking flotation by the display unitat theAIME " SME" ExhibitIn Salt Lake City In October. Booth was part of society'sannual meetingand covered our principal offerings In the minerals processing Industry. At right is JimBowersox.

Tom O'Sullivan, left, of MembraneTechnology in Stamford and Brian Pike,sales engineer from the Oak Brook office,man the booth at the September MarschallCheese Show, Madison, Wisconsin, wherethe theme was putting our knowhow inultrafiltration to work in the dairy Industry.This is an annual show where suppliers tothe cheese making industry take relativelymodest booths to promote their productsand services to a major part of the nation'scheese making market.Ray TiffanyAfter 32 year careerRay Tiffany retiresRay Tiffany remembers well thatday 32 years ago when he started atDorr-Oliver. It was November 19,1951 and the company was stillknown as the Dorr Company. Theplace was Oakland, California andhe worked as a draftsman. Whenthe Oliver Company FiltrationDrafting Department moved toStamford in 1958, Ray transferredalong.I n recent years, he's worked inthe Stamford Parts Departmentsupplying parts he'd worked on inengineering as a draftsman yearsbefore. Happy retirement, Ray.George HardishPat FigliolaPromotions are announcedJack Skitka, Hazleton plantmanager, announced the promotionof George Hardish tomanufacturing manager of theHazleton facility. George began hiscareer with Dorr-Oliver in 1960 andfor the past six years has beenmanager of manufac t uringengineering.Pat Figliola was promoted to theposition of purchasing agent forthe Stamford function, accordingto Peter Stern, director of operations.All of the current organizationwill report to him and he willreport to Steve Andrejkovics,director of purchasing.This is how our Dairy and Food Industries Supply Association booth looked beforeshowtime In Chicago at McCormick Place on Lake Michigan in October. That's an 80Cmembrane station In the middle with the control unit on the right. Graphics IncludedAnltron, Mars and membrane products.Ron Long0-0 Europe's Ron LongTakes early retirementAfter a career of 31 years, RonLong, former managing director ofEurope Division , elected earlyretirement. Ron joined the U.K.company in 1952 in the SanitaryEngineering Department, first atVictoria and later in Croydon whenthe Company established an officethere. Over these years he sold toU.K. customers and also forvarious projects overseasincluding Singapore and Nairobi.In early 1966 He was appointed adirector Dorr-Oliver and in 1967was chosen to be managingdirector.7

8Hindustan Dorr-OliverP. Shanker Prabhu, a pulp and paper storage , erection, testing andSales continue to soarspecialist, who Mo Rao calls a "shoot to commissioning the plant, including thekill" man because of his successful civil works. Supply includesK. P. Mohandas Rao, Hindustansales record, enbmechanical, electrical instrumentation,I e a c h P. S. Prabhucontract with HDODorr-Oliver's director of marketing andtered the over threeillumination and ventilation facilities.technology, is wearing a big smileand one-half millionThe equipment involved are thickeners,these days. That's because he's in theU.S. dollar MTPDslurry pumps, storage agitators,enviable position ofbagasse pulp millflocculators, flash mixers and pumps.order for TamilnaduR. Natarajan was successful in chalkreforecastingtheNewsprint Projecting up two environmental orders. Early1983 sales goal up­Ltd. The orderthis year, the National Water Supplywards. I n spite ofinvolved six brown­and Drainage Board , Colombo,the adverse worldstock washers,Sri Lanka, signed aeconomy, HDO iss eve nwell on its way towashers, three deckers, a recausticiz­for equipment forbooking orders inplant, a water treatment plant, anthe modern izationexcess of $35effluent treatment plant and a bleachof the water treatmillion,accordingliquor preparation plant. The projectment plant on theto Robin Nauta, K.P.Mohandas Raowas financed by World Bank.island of Ambatale.senior marketing director internationalHarry Abbott of Croydon kept com­The project is finandivision.When Mo visited Stamfordmunication open with the consultingced by the Worldrecently, he talked about some of theengineers. Rich Perrault and JoeBank and wasimportant orders that were entered.Osterman of Stamford provided R. Natarajan designed four yearsSo far this year, the alumina industrytechnical assistance with K . ago by Engineering Sciences, Inc. ofaccounted for the greatest share ofKarthikeyan of HDO maintaining the California. It uses the latest watersales, chalking up over six million U.S.local liaison.treatment techniques and incorporatesdollars worth. The largest two orders,Support from all departments, high rate 0-0 Pretreators and dualtotaling over five million U.S. dollars,including Bombay and Stamford man­ media declining rate open sand gravitywere sold to National Aluminum Co.agement, helped to gain the one and filters. Although the Consultants'Orissa project and consisted of tenone-third million U.S. dollar order from specifications called for the high rateKelly filters and ten disc filters. TheZuari Agro Chemicals Ltd. for a di­ accelerators units of the competition,HDO sales engineer team applaudedammonium phosphate plal1t.R. Natarajan was able to convince thefor the Nalco Sales are N. Ramakrish­The team players in this project were Water Board engineers to visit thenan, B.M. Rahul and B.P. Misra. TheyJ.S. Vasani, T .R. Krishna Rao, K.P. Bhandup Complex in Bombay wherecredit support from Stamford, Paris,Mohandas Rao, S. Krishnamurthy, S.T . 20 Dorr Pretreators are successfullyWeisbaden and Brussels for theirAttari, A.K. Gupta and S. Sivaraman. handling 500 U.S. MGD of river/ lakesuccess.waters. That visit clinched the deal inN. Ramakrishnan is credited forfavor of our equipment as an altersellingtwo additional alumina ordersnative to the original specs. The twototaling about onemillion U.S. dollar order, was gainedmillion U.S. dollars,against stiff competition from British,including threeFrench, German and Korean vendors.drum filters to theThe second order received by R.Indian AluminumNatarajan is also World Bank financed.Co. at Belgaum andThis million dollar order is for andrum filters, slakers,effluent treatment plant involving chroclassifiersand aJ.S. Vasanl . T.R. Krishna Rao mium reduction and chemical precipicabletorque th ick­In the first quarter of '83, HDO was tation from the cooling water blowenerto Hindustanawarded two turnkey industrial effluent down from the ammonia and ureaAluminum Co. attreatment plants,plants of Krishak Bharati CooperativeRenukoot.N. Ramakrishnantotaling over twoLtd. , Hazira, India. Mr. T.P. Sampathmillion U.S. dollarsfrom Calcutta provided technicalby the Steel Author­assistance.ity of India (SAIL)Prior to April 1, 1977, Hindustanfor their Bhilai SteelDorr- Oliver was a wholly ownedplant in Madyasubsidiary of Dorr-Oliver, Inc. and wasPradesh in centralcalled Dorr-Oliver India. After thatIndia. The salesdate, the facility was established as anengineer in chargeIndian company. HDO has a staff ofwas S. Narayan. S. Narayan about 350 people, a majority of whomare technical employees. The companyThe contract includes design and has shown a significant growth in itsB. M. Rahul . B.P. Misra engineering , manufacture, supply, capability and performance and expectsto exceed its 1983 performancein 1984.