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By James J. Fallon

Last summer Larry Miller of Roberts & Schaefer told me that his AIME committee would like me to present some thoughts on the marketing of industrial mineral fillers and pigments to this illustrious group in Las Vegas. Shortly after, Brian Coupe of "Industrial Minerals" (the magazine) notified me that I would be presenting a paper to the Fourth International Industrial Minerals Congress in Atlanta this June. It seems to me now it might have been more appropriate to reverse the papers. Las Vegas, a town based on risk, might want to hear what we have to say in Atlanta. The subject for June is "Risk Philosophies of U. S. Industrial Minerals Companies". However, upon reflection, marketing of industrial minerals reflects risk philosophies to a considerable extent, so we'll cut the deck and deal on the subject of marketing.

Jan 1, 1980

By Albert H. Fay

The gypsum industry makes significant contribution to the wealth of our nation. This non-metallic mineral ranks in the highest order with America's most precious resources. Evidence of this is borne out by the fact that gypsum is a vitally necessary element in the building, industrial and agricultural industries. In 1967, the United States consumed 14 million tons of this valuable ore. Of .this amount 69% was required by the building industry for the manufacture of building materials. An additional 21% was directed to the industrial market, for the manufacture of Portland Cement and for other industrial uses. The remaining 10% was used for agricultural purposes.

Jan 1, 1969

By O. M. Johnson

Barite and bentonite are the two principal components of drilling fluid systems used in the petroleum industry for oil and gas well drilling with rotary-type rigs. Approximately 87 percent of the world's annual production of barite is used in drilling applications. Of the worldwide production of bentonite, an estimated 30 percent is used. The drilling fluid, or drilling mud, to which barite and bentonite are added, performs five distinct functions: Lubrication-The liquid phase of the drilling mud lubricates the drill bit, preventing premature failure of the cutting edges and bearings. it also helps to soften the formation being drilled. Cuttings Removal-A mud system must be able to carry rock cuttings broken loose by the bit up to the surface where they can be removed by mechanical or chemical methods. The fluid's ability to perform this function depends upon maintaining a proper balance between the rate of circulation of the fluid and the colloidal properties required to entrain the cuttings in the mud to prevent their settling to the bottom of the hole. Hole Stability-The pressure exerted by the mud against the wall of the bore hole prevents the collapse of the uncased portions of the hole. Downhole Information-The fluid characteristics of the mud should be such that good cuttings samples, cores and electric logs may be obtained to help evaluate a well's productive zones and potential. Control Oil, Gas and Water Flows-It is essential that a drilling fluid offset any pressure from naturally occurring formation fluids in order to prevent a potentially wasteful and dangerous blowout.

Jan 1, 1980

By L. Xinguang

Shandong MinMetals Corporation, a state-owned import and export organization located in the city of Qingdao, Shandong Province, China, was opened in 1954, with the mission of marketing metal products and industrial raw material in oversea areas for hard currency to support the modernization project of the country as well as the province. The management officers are appointed by the provincial government, and report to the Foreign Trade Department of Shandong Province. Meanwhile, the company also receives guidance from MinMetals head office in Beijing, the capital city of China. The head office does not own and control any provincial MinMetals organizations, but merely coordinate business among provinces.

Jan 1, 1990

Marketing of mineral products has not yet succumbed to the degree of pre- dictability and exactitude that is fam- iliar to the engineer or metallurgist in pursuing their profession. Whilst the Great Market of the world economy dic- tates circumstances for the sale of min- eral products, there are more than just buyers and sellers in the determination of the revenue received by the producer. For the engineer or metallurgist he will be required to gain an understanding of these participants and of the peculiar languages of the market place. This will be only one of his tasks in learn- ing to communicate with society, as his responsibilities increase as he climbs the ladder of success. There is un- doubtedly a need for better statistical information so that producers and sell- ers can make an appropriate and earlier response to market conditions. There is in addition, a need for more aggressive concern by raw material producers for the development and promotion of better end use of their products. Undoubtedly the marketing of mineral products will be more influenced by the direct involv- ment of government agencies than has been the case in the past. Whilst that 1. Director - Marketing & Finance, North Broken Hill Limited.

Jan 1, 1975

I trust you know now or will know by the time you havecompleted your degree and added a little on-the-job experience,how to make the product from the mine you are working for. Butyou may not know the process to turn it into dollars, which ofcourse will be the life blood of your company. I am not going topromise to turn you into super salesmen, but I hope I can takeyou beyond the level of believing that selling our mineralproducts is as simple as putting in it on to a train, waving itgoodbye and waiting for the cheque to turn up in the mailbox afew weeks later.

Jan 1, 1994

By George A. Guess

The making of contracts for the purchase of ores is a business which the metallurgist usually understands better than the miner. Companies in the custom ore business often employ an ore buyer who is aware of the class of ore which the smelter needs, and is thoroughly conversant with the business. The miner on the other hand makes ore contracts but seldom, and it is often only after a settlement has been made that he realizes the meaning of the terms of the contract under which he has sold his ores. He has expectations usually greatly in excess of the amount 'net proceeds' shown at the bottom of the settlement sheet. Seldom does the occasional shipper really know his contract. A somewhat similar parallel is to be found in insurance policies. We all have insurance policies; we never know the conditions contained in them until after the fire. The clauses in the policy are for the protection of the Insurance Company. An Insurance Company has no friends.

Jan 1, 1926

By A. M. Whiting

Competition for coal producers and their primary customers has constantly increased during recent years. The effects of the Clean Air Act Amendments of 1990 on the electric utility industry, coupled with the normal complexities of coal production, quality control, transportation and contracting techniques have spurred both buyers and sellers to increase their level of sophistication. This paper will review the basic aspects of the U.S. coal business and explore the commercial approaches which have proven to be most successful.

Jan 1, 1994

By H. T. Fargey

This paper considers the social, economic and political factors and their influence on future production and marketing of Western Canadian minerals. Among the subjects discussed are inflation, taxation, anti-combines legislation, unstable international currency relationships, economic nationalism and protectionism, the European Common Market and environmentalism.

Jan 1, 1973

By J. E. Castle

The essential foundation upon which to build an effective marketing program in industrial minerals is the ability to produce competitively mineral products meeting precise customer specifications and to ship them promptly and on schedule. Without this prerequisite, all the other factors in a second marketing program-creative sales management, energetic solicitation, advertising, technical service, new products, etc.are without meaning. The primary image to be created in the mind of customers is that of the reliable and prompt supplier of mineral products at competitive prices and of standard, uniform quality. With this favorable image implanted, it becomes possible to integrate the other essential factors into a strong marketing program; and without this image, little can be accomplished. After having .made provision for the basic product ion position outlined, there are then two fundamental considerations in the design of a successful marketing program for industrial minerals. The first of these is that the number of potential customers for the typical industrial mineral product is, relatively small, and indeed compared to the number of customers for consumer products, the number is actually minute. The second consideration is that the customers for industrial minerals are manufacturers and producers rather than consumers. These two factors lead to a necessity that the marketing program be specifically and uniquely tailored to fit the individual mineral product to be sold and to conform to an existing pattern of distribution.

Jan 1, 1962

By Lloyd C. J

The uranium markets are at present well covered by available producers. However the predicted increase in demand, recently reinforc- ed by the Arab oil crisis, will by, the early 1980s'outdistance supply. Current trends are towards light water reactors with-fast breeder reactors not expected to make any significant impact to the mid 1980s. The proposed lifting of the US embargo on the use of foreign uranium in US reactors will expand the market available to non US producers. A balancing in supply and demand worldwide will probably occur in the early 1980s. Australia's potential producers at present hold about 20 percent of the worlds U308 resources. Three companies, have contracts to supply nearly 10 900 tonnes of U308 between now and 1986 which represents about 1 percent of the predicted demand to 1986. Australian producers need to establish themselves more firmly in the market place in order that other countries will not replace us. Contracts can be written now which will allow for world market prices to be paid in the future, thus protecting the Australian producer.

Jan 1, 1974

By G. P. Larson

We define a specialized mineral market as follows: Specialized Markets are markets where a low volume of a given mineral is used to convey a large benefit to a specific product. Sales of these value added minerals to small markets generally require a different marketing approach compared to bulk or commodity markets for traditional minerals. Specialized and commodity markets are differentiated by several characteristics as listed in Table 1.

Jan 1, 1990

By G. P. Larson

We define a specialized mineral market as follows: Specialized markets occur where a low volume of a given mineral is used to convey a large benefit to a specific product. Sales of these value added minerals to small markets generally require a different marketing approach than bulk or commodity markets for traditional minerals. Specialized markets are differentiated by several characteristics as listed in Table 1. [Table 1-Characteristics of Specialized Markets 1. Long-term sample evaluation 2. Small volume markets 3. Highly controlled properties 4. Customized specifications 5. Technical selling effort] Many of the specialized markets require long term evaluations before sales can be made. This can vary greatly depending on the type of industry and ultimate end-use of the final product. In some cases, complete evaluations may take from several weeks to years. Length of sample evaluation has no relationship to size of market. That is, the total market may be quite small or fairly large (e.g. from a few hundred pounds to a few million pounds). Uniformity of value added minerals from lot to lot is an extremely important characteristic for these markets. Variations that are of no consequence to one industry (or application) cannot be tolerated in another. This has led to customized specifications and test procedures for specific markets and applications. Because of the greater uniformity and customized specifications, the need for greater technical selling effort is required. This is particularly true in the initial developmental phases and contacts as well as in maintaining the account after the initial order. A small entrepreneurial organization can be used to advantage to achieve goals of sales and profit to these types of markets. The large commodity or bulk producer's sales and marketing organizations are not ordinarily equipped to give the necessary service or technical assistance to the specialized markets. The organization usually required for this type of marketing is given in Table 2. [Table 2- Specialized Marketing Organization Requirements 1. Flexible approach to technical and marketing problems 2. Versatile background in a broad range of industries 3. Laboratory backup when necessary 4. Marketing expertise 5. Technically competent management] In developing specialized markets, a flexible approach to both technical and marketing problems is necessary in understanding the needs and requirements of the industry and the applications involved. This flexibility is also helpful in adapting existing products to new market areas. Having knowledge of a range of industries as broad as possible can be very helpful. It often happens that a product developed in one area or industry can lead to its application in a different area with excellent results. Laboratory assistance for a wide range of tests and test procedures is an important asset in any development program for specialized markets. Laboratories can also assist in competitive evaluations. Marketing expertise and a management with some degree of technical understanding are necessary in to assign proper cost/ benefit ratios to a proposed new product or application of existing products. This is important since the total market volume can be small and the time required for initial contact to first sale can often be lengthy. Also, management's technical and marketing expertise is required in evaluating all possible options that can be considered viable when an application is presented. Once an organization of this type is in place, it is then possible to determine the needs of the marketplace, including when various minerals might have to be customized to fill those needs. There are generally two methods of marketing, as noted in Table 3. [Table 3- Method of Marketing 1. Product Driven -Develop a product with certain desirable properties and try to find a market to utilize those properties. 2. Market Driven -Know market well enough that when a need arises, it is possible to identify a product that will satisfy the need.] These approaches are not mutually exclusive and can be used at the same time. Marketing a value added mineral generally requires the "market driven" approach. Hence, the importance of a knowledgeable management as outlined above. To determine where needs and opportunities exist, several approaches can be used. Table4 lists some of the methods employed.

Jan 1, 1993

By Hal McVey

Introduction The role of marketing in the minerals and mining industry takes on different degrees of importance depending on the commodity, but nowhere are sales and marketing more important than in industrial minerals. This article compares industrial minerals marketing with the marketing of other mining and mineral products. Marketing in Mining Some broad generalizations on the marketing of industrial minerals in relation to other mineral products can be made without getting bogged down with exceptions to generalizations. Two totally different areas of mineral production are crude oil and natural gas, and metals, including ores and concentrates. Although these commodities are the basis for two completely different industries, they share two things in common from a marketing standpoint: • Their value per unit volume is usually high enough so that they can be transported great distances. • Their specifications are readily definable and, therefore, the quality of a standard product from a production run can be communicated by stating certain chemical and physical features. This permits sales to be consummated by telephone, telex, and letter, without the need to pretest the products under use conditions. In regard to the first item, industrial minerals, as opposed to oil, gas, and metals, are in most instances site specific. Location of the point of production in relation to the point of use is of paramount importance based on a generally lower unit to volume value. This means that transportation is a major factor, with the cost of getting the mineral to market commonly exceeding its f.o.b. value. Coal marketing has many characteristics in common with industrial minerals. Coal sales can es-

Jan 11, 1983

By Rod Heath

The Saskatchewan industry has the advantages of an ore body of a size and consistency unmatched anywhere else in the world, and large, efficient mines with production costs that compare favourably with those in other countries. On the minus side, Saskatchewan is remote from most major markets, and producers face a distribution challenge to reach the offshore markets which is the main focus of this presentation. One of the characteristics of the world potash business is that all of the major sources of production are located in the developed areas of the world, while there is no significant production in any of the highly populated developing countries. The major potash producers are located in Canada and the United States, in West Germany, France, Spain and the U.K., in Russia and East Germany, and in Israel and Jordan. There is currently no significant production in any of the countries in Asia (with the exception of Jordan where a plant is currently in the start-up phase), Africa, Latin America or Oceania, and all of these areas must, therefore, import a11 of their potash requirements from the producing countries.

Jan 1, 1985

By T. Harris

Exports of crude gypsum from Mexico currently comprise about 60% of all domestic shipments, and about 25% of the imported material consumed in the U.S. wallboard industry. However, of growing importance are the domestic markets for calcined gypsum in Mexico including building plasters and wallboard, which account for 55% of the internal demand for natural mined material. This paper will examine the current trends in the production and trade of natural mined gypsum in Mexico and North America and the opportunities and threats that are facing existing and new suppliers in this changing market.

Jan 1, 1996

By Drew A. Meyer

Magnetic metals are the granddaddy of products which may be recovered from municipal waste. Aside from hand-picking of newsprint and corrugated boxes, magnetic metals are usually the first items a resource recovery facility considers extracting from the solid waste stream. Magnetic metals from incinerator residues and from municipally mandated source segregation programs were first used in significant quantities by the Copper Industry. The ability of the Copper Industry to consume metals from the municipal solid waste stream raised everyone's hopes that there would be more markets for municipal scrap when more of it became available. Somehow something has gone wrong. It is widely acclaimed that scrap is an environmentally sound and economical source of iron. It is greatly in demand for Its contained energy. The prices that the steel industry has been willing to pay for the scrap during the past year are all the proof anyone should need that scrap Is desirable and sought after. But the very fact that I'm speaking today on the markets for magnetic metals recovered from municipal waste indicates that something Is wrong. Clearly the problem is not that we do not need the scrap. The problem is we have not produced the kind of scrap that consumers are willing to buy - either through ignorance of what the consumers wanted or through a conviction that ferrous scrap is so obviously a good thing somebody will surely want it no matter what. Dr. Harvey Alter of the National Center for Resource Recovery has said "You can't sell garbage". In a sense that is only partly true. It really should be "You can't sell garbage for very long". The Steel Companies, in an effort to prove that steel is an environmentally desirable packaging medium, have bought some scrap that can only be described as garbage. They are to be commended for doing so. The fault lies not with the Steel Company for taking and paying for "garbage" but with the producer of that poorly prepared scrap. Far every instance where the steel industry has purchased the often undesirable product from resource recovery facility there are several magnetic installations sitting Idle because someone forgot the most essential part of producing the magnetic product - selling it to someone.

Jan 1, 1975

By Paul Dewison

For nine years, from mid-1987 to mid-1996, the copper market enjoyed what appeared to be an endless boom in which prices were much higher relative to production costs than for most other base metals. After the boom ended abruptly mid-1997 with the Sumitomo affair, copper was burdened by an overhang of new projects that promised to swamp demand in what, with the Asian financial and economic crisis of 1997, had become a considerably worse consumption environment. Now, demand prospects do not look so bad. If, as we suspect, we will be dealing with a more rational market in the future, it becomes all the more important to forecast accurately the prospects for consumption. In this paper, we present a new methodology for copper demand forecasting. The methodology forms the backbone of the demand-side analysis for the multi-client study entitled "Long Tenn Outlook for Copper", co-authored by Metalica Ltd. and Bloomsbury Minerals Economics (BME). Key components of the methodology are as follows. (1) Relate demand to economic structure. (2) Focus on products rather than refined consumption. (3) Apply a consistent products/applications analysis to all countries and time series. (4) Incorporate scrap market dynamics within the analytical framework.

Jan 1, 1999

By G. E. Vaninetti

During its modem era, the southern Powder River Basin (PRB) in Wyoming has grown from meager origins in the early 1970s to become one of the most important coal-producing regions in the United States. In 1993, production and sales of southern Powder River Basin coal exceeded 190 Mt (209 million st), or about 20% of the US coal industry. Despite the remote location of the PRB relative to its potential markets, most coal industry observers anticipate continued strong growth to meet utility compliance plans for Phases I and II of the Clean Air Act Amendments (CAAA). This article is an overview of supply and demand issues concerning the marketing of southern PRB coal. It reviews the events leading up to the recent run on spot coal and offers a forecast of demand and prices.

Jan 1, 1994

By Patti J. Best

The Southern Powder River Basin (SPRB) now commands 30% of the US utility, coal market due to the region's low mine production costs, competitive rail rates and low sulfur content. In 1997, production exceeded 240 Mt (265 million st). This was an in¬crease of 104 Mt (115 million st) since 1989 and 4.5 Mt (5 million st) above 1996. Continued growth is expected as the second phase of the Clean Air Act Amendments (CAAA) approaches. This growth will be the greatest in the southern part of the Basin where coal quality is higher. Coal characteristics SPRB coal is classified as subbituminous due to its low heating value and high moisture content. The coal is characterized by low sulfur and ash contents, low ash fusion temperatures and high reactivities. In 1997, the average heating content was 8,593 Btu/lb, with an average sulfur and ash content of 0.79 lbs S02/million [ ] Btu and 5.13%, respectively. The distinguishing characteristic of SPRB coal is its low sulfur content. Most SPRB coal contains less than 1.2 lbs S02/million Btu. This is the approximate definition of "compliance" coal for Phase II of the CA AA. Much of the coal, particularly in the southern part of the Basin, is referred to as "super-compliance" coal due to SO2 contents of between 0.4 and 0.7 lbs SO2/million Btu. The SPRB is divided into three geographic clusters based on coal quality. Mines located in the southern part produce coal with the lowest average sulfur content and highest heating content, almost 400

Jan 1, 1998