b'r e sident \' sArticl e Tremco - Strategies and Methods Theopinionsandpositionsson corporate staff. RPM pridesWem show the account ust stated in this article are those ofitselfkeeping existing manage why it is to histage not onadvanthe author, and notthe fact ofmentit buys, but into go out for public. byof businessesbid publication, necessarily that ofTremco\'s case it will install someA)Smal IseparatepurMRCA.ofitsownatthetop.Jeffreychase orders." Tis awrit Korach,President of R u ~ "Write specifications to mremcopast master ofPMnitake ing proprietary specs. If "imitationEuclidChemicalCompanyofsure we include allls and detaiis the sincerest form"Cleveland is now Tremco presi be as thorough as is possible. of flattery,Tcomust feelflatteredbydent."A)Writeitemsinto the rem other manufacturers who have fol Tremco,inanAugust 1991specs which our competi1974 oes loweditslead. Tremco,ashasdocument stated that "in, ation d not have. "We must showbeen stated before, is agroupofdisgru ledTremcoB)Mix the job up. W te in very goodnt rithe account why itsales and marketing company. ItemployeesjoinedGarlandandTremline, NTBfasteners, also has good systems and goodcreated Garland\'s nonresidentialresaturation, etc. Make it is to his advantageproducts.Ithas always beenaroofing business, clearlyick complete as possible." mimvery solidcompanyand to mying the strategies and method for8"Make sure thereaid not to go out forispre-bknowledge, doesn\'t play games orsuccess taught by Tremco."Bym Thisway youwill eeting. public bid .m represent its long-term war thelooksof theresults, theseknow who your competition is isranties.s and methods for suc before the bids are opened. trategies RecentlyRPMIn acquiredcesshaveservedbothTremcoMake themandatory c.pre-bid A)Write items intoTremco Inc. from B.F. Goodrich.andall its "offspring"well.Toand have it early in the adverFrom the Cleveland Plain Dealerfully understand why these "pro tisement. the specs which ourNewspaper,it isreported: "Theprietary spec companies" are suc A)Anychangesinthe competition doespurchase price was not disclosed,cessful with their closed specs,specification or materials although industry observers valueperhaps aat some of thewillbesentoutin an brief look not have.the deal at $200 million to $250Tremco training strategies wouldaddendum.Neverhave million."AlsofromthePlainbe of interest.your business manager or Dealer: "Tremco was overstaffed,Un "Controllingyourself be put in a der the headingposiIn this manner youwhich is not typical of RPM" saidthe School and Public Work" thetion whereby a decision is Sullivan [Thomas Sullivan, RPMfollowingexcerptsweremade on the spot on any can still control theChairman and chief executive offi garnered from aiteminthespecification Tremco .final outcome,-~~~~traininglic monies arewhether it be materials or cer], who has adocument. 30-per-@"Pub m of application. ethodsIn witlt changes.budgeted forworkthis m ner you can still roofanayearinadvance.control the final o e utcomThese funds are spentwith changes. Neutralizing themunless acat B)Again, do not let anymajor astropheoccurs.one put you on the spot-all isallwe can expect."We m make everychanges will behandled ust -Tremcoeffort toarthrough an addendum ." befacto in thebudgetsetting@"Contact all contractors that process."have picked up specifications. . _____.@ we create aMake it clear that you will give "Once 1111111 ~~account,need and get agree them material prices as long mentfromtheas they do not submit an altertry and keep thenatetothespecifications. job from going out for public bid.Continued on p 4 age byL.B.Morris ,MRCAPresidentIii!3'