mm. Doing Business with the United Kingdom Peace and prosperity are the goal of all free nations — a goal that will be reached only by nations working together. Trade missions are personal emissaries broadening the pathways which link our nations. — President John F. Kennedy Report of the U.S. Department of Commerce Machinery and Equipment Mission To the United Kingdom May 12 to June 17, 1962 U.S. DEPARTMENT OF COMMERCE BUREAU OF INTERNATIONAL BUSINESS OPERATIONS TRADE MISSIONS DIVISION WASHINGTON 25, D.C. MISSION PERSONNEL BRADLEY MURRAY, DIRECTOR Special assistant to the Director of the Bureau of International Business Operations, United States Department of Commerce. World-wide experience in the development of foreign trade and indus- try. Has served on previous missions to Iran, Afghanistan, Chile, Nigeria, Rhodesia-Nyasaland and Burma. JOHN K. HAVEMEYER, DEPUTY DIRECTOR Chief, Products and Facilities Branch, Aluminum and Magnesium Division, BDSA, U.S. Depart- ment of Commerce. Over 20 years of broad Government experience. Served as Adviser to the U.S. Delegation at the recent tariff negotiation in Geneva. SAMUEL B. KORIN Corporate Manager of Manufacturing Equipment Development, IBM Corporation, New York City. His responsibilities include the coordination of programs related to advanced manufacturing proc- esses and equipment, with particular emphasis on special equipment design, numerical control, and computer programmed control. CARL H. WASER President and General Manager of Precision Thermometer and Instrument Company, Philadel- phia, manufacturers of a wide variety of industrial indicating and control instruments, holding patents issued by the U.S., Canada, U.K., and Germany. Conversant with cost accounting, mar- keting, patents, licensing, and other production arrangements for foreign markets. FRANCIS J. HANRATTY Administrator of Cost Improvement, Hughes Aircraft Company, Tucson, Arizona. Over 30 years experience in planning, engineering, and manufacturing functions, including facilities planning and plant layout, machine tool procurement and installation, and development of advanced projects and new products, modernization and replacement. STEPHEN H. HARRINGTON Assistant to the President of Standard Packaging Corporation, Brown and Bigelow Division, St. Paul, Minnesota. Specialist in the packaging and printing industries. Responsible for foreign and domestic company policy, new plant establishment, procurement abroad of machinery and equipment, and distribution and sales. Wartime governmental technical consultant and advisor on packaging. OSCAR C. PALMER, SR. President of Palmer Industries, Inc., and Palmer Radiator, Inc., Phoenix, Arizona, manufacturers of air conditioning, extended surface cooling equipment, automobile radiators. He has designed and holds patents for extended surf ace radiators and air conditioning equipment. Born in Newport, England, has travelled extensively on business in Europe, Africa, and the East. Doing Business with the United Kingdom Report of the U.S. Department of Commerce Machinery and Equipment Mission To the United Kingdom May 12 to June 17, 1962 U.S. DEPARTMENT OF COMMERCE BUREAU OF INTERNATIONAL BUSINESS OPERATIONS TRADE MISSIONS DIVISION WASHINGTON 25, D.C. For sale by the U.S. Department of Commerce, Washington 25, D.C, and its Field Offices. Price 25 cents Digitized by the Internet Archive in 2012 with funding from LYRASIS Members and Sloan Foundation http://www.archive.org/details/doingbusinesswitOOunit Contents Page THE UNITED STATES MACHINERY AND EQUIPMENT MISSION TO THE UNITED KINGDOM 1 THE MARKET FOR U. S. MACHINERY AND EQUIPMENT 1 Metal Working 1 Mechanization 2 Low Cost Automation 2 Instrumentation and Controls 3 Air Heating, Cooling and Ventilating 4 Packaging 5 CHARACTERISTICS OF THE UNITED KINDGOM MARKET 6 SELLING IN THE UNITED KINGDOM 7 TRADE OPPORTUNITIES 9 Exports and Agency 9 Imports 16 Licensing 20 Licenses for a Large Variety of Products Wanted by U. K. Firms 20 SUMMARY OF MISSION ACTIVITIES 23 the United States machinery and equipment mission to the United Kingdom the market for U.S. machinery and equipment The overwhelming majority of British business men whom this Mission met hold the belief that British industry is on the threshold of revolutionary changes. Prompt resolution of the question of the Common Market could precipitate these changes, but even a negative decision on the matter will affect the timing of the changes, rather than their nature or intensity. In general, business men in the United Kingdom are convinced that their industries must promptly diversify their products, and bring about a marked increase in productivity per man-hour and per machine-hour. There is a less general, but still widely-held belief that the demand of the British consumer will necessitate the British economy to increase its products for home consumption, while at the same time selling enough overseas to pay for increased raw material requirements. In the following five areas of British industry, the Mission made extensive examination of prob- lems and programs. In all the areas, it was apparent that the business men were not yet close enough to solutions of their problems to know what positive action they are going to take. In our opinion, this situation constitutes an opportunity for American machinery, equipment and technology. METAL WORKING One and one- quarter million machine tools are in use in British industry. A little over 59% of them are now more than 10 years old. Compared to the U.S.A., Britain has about the same pro- portion of newer machines, under ten years old, but a much higher proportion of very old machines of prewar design. Great Britain depends on foreign sources for only 11% of her machine tools as measured by quantity. In terms of value, this percentage is considerably higher. The most modern equipment is found in the aircraft and automotive industries, a large portion of the older machines being in shipbuilding and in heavy industry. Some of the more aggressive shipbuilding companies are mod- ernizing their equipment. Machine tool rebuilding is carried out ex- tensively, usually by the firm owning the equip- ment. There seems to be a very large amount of old machinery and equipment accumulating through- out Britain. In purchases of new machine tools account types being 95% British types 83%. In view of machines built equipment, British-built for 87%: metal forming made, and metal cutting the large number of U.S. in the U.K., these figures are not too surprising, but do point out the need for new ideas in machine tools by U.S. builders not yet producing in the U.K., if they are to retain a portion of the machine tool importation that is left. The approach that finds a ready market in the U.K., as well as the U.S., is that of new develop- ment and new design of machines. There is as much interest in new types of machines in the U.K. as there is in the U.S., and such machines find a ready market once they have been brought to the attention of the British businessman. Some of the lastest developments in U.S. machines that fall into a category between standard machines, using highly skilled craftsmen, and the advanced numerical controlled machines, should find a ready market in the U.K. There appears to be a lack of such machines as bed mills with three dimensional tracer control. Other than the very newest of ideas in machine tools will find the going quite difficult, with little potential at the moment, except for badly needed equipment, where U.S. delivery time can be a selling point in competition with U.K. and continental builders. Present competition in the Machine Tool and Equipment field is extremely keen. While the more popular lines of U.S. medium sized precision and production type machine tools are preferred over any other, U.S. machine tool and equipment builders will find the same competition in the U.K. that they face in the U.S. from similar equipment. Many U.S. machine tool builders have made it possible for their equipment to be manufactured in the U.K., thereby ruling out the export of their equipment from the U.S. At present there are 36 U.K. machine tool builders manufacturing leading U.S. machine tools under license agreements; also, 32 of the leading U.S. machine tool companies have investments in branch plants in the U.K. Western European industrial expansion is placing a burden on continental machine tool makers, and U.K. producers are enjoying the advantage of this; this advantage also favors American machine tool builders where they have subsidiaries in the United Kingdom. Continental European machinery has also gained a foothold in British industry. We found that the newer types of equipment being built on the continent were finding a ready market, particularly in the areas of small precision equip- ment and very large machines. German-made precision machinery and light machines such as engravers' pantograph milling machines and pro- filers, enjoy popularity. Italian heavy machinery and equipment is being accepted in increasing amounts; their boring and milling machines have become very popular in heavy industry. New machines or equipment which will improve quality, lower manufacturing costs or reduce lead BUSY LONDON DEPARTMENT STORE: "Sum- mer Beauty Fair" is marked by brisk selling by British shoppers. Trade Mission spent several hours here, observing market potential for U. S. goods. time, find a ready market in most industries. In the United Kingdom we found such equipment as American designed turret drills being manufactured under license in the U.K., and an automatic drill pointer being purchased from the U.S. In the tool engineering field, the tool and die, jig and fixture builders are looking for ways to reduce their dependence on aircraft manufacture. These firms are typically small, usually family owned firms, employing from four to one hundred skilled craftsmen. Their principal interest at the moment is in acquiring the rights to manufacture some product already established in a good market position in the U.S. These firms are anxious to make anything, lack experience in marketing, ana have an uncertain future. MECHANIZATION There are several mechanization fields where market opportunities exist or can be developed: (a) Numerically controlled machine tools— co- ordinate positioning and continuous path type; (b) Low cost automation devices such as automatic feeders, handlers, indexing tables, and other components to facilitate machinery proc- essing and assembly operations; (c) Application of computers to the production control function which includes production scheduling, inventory control, machine load- ing. LOW COST AUTOMATION Many small manufacturing firms in the U.K. are beginning to feel the pressure of competition, and are ripe for inexpensive methods to increase their productivity. This awareness of the need to be more productive provides the basis for a ready- made market for low -cost automatic devices. This is the only way the U.K. firms, located in areas where labor is scarce, can meet increasing manu- facturing demands with existing manpower. Low cost semi-automatic devices of the type commonly used in the U.S. are not widely used in the U.K. This reflects perhaps a minimum of sales effort that has been applied by U.S. firms. Thus, an aggressive sales campaign in the U.K. can result in large scale orders for automation devices. Coupled with direct sales contacts and advertising programs, demonstrations of U.S. prod- ucts at trade shows would be highly desirable. The U.S. Trade Center in London provides an ideal means of exhibiting products in the low- cost automation field relatively inexpensively. In- formation on using the U.S. Trade Center is available by writing the Trade Center Division, of the Department of Commerce, Washington, D. C. The types of U.S. products considered to have immediate market interest in the U.K. in the field of low- cost automation are: (a) Automatic feeding and orientation devices (vibratory feeders, gravity feeders, tracks, etc.); (b) Rotary and in-line indexing tables; (c) Standard tooling for milling, drilling, tapping, slotting, forming, piercing, marking, etc.; (d) Hydraulic and pneumatic actuators for trans- ferring, positioning, assembling, clamping and other component manipulative functions; (e) Servo control systems for more sophis- ticated applications within the low-cost range (i.e., positioning, measuring, selecting, etc.); (f) Sensing devices such as photo-cells, in- ductive and capacitance devices, magnetic sensors, etc.); (g) Micros witches, air cylinders, solenoids, etc. Assembly operations in the U.K. are partic- ularly good opportunities for low- cost automation because of the high labor content now used in such operations. Metal cutting and finishing operations also provide opportunities for the automatic loading and unloading of parts to existing machines. The most effective way to sell these low- cost automation devices is through practical demon- stration of the devices in typical arrangements. The ability to modify an automatic setup and re- use the devices should also be emphasized as an important feature. Much of the U.K. manufacturing activities are of the short- run production variety. It would therefore appear reasonable to expect numerical controlled machinery to offer a special market interest in the U.K. Furthermore, the U.K. ma- chine tools which are over 20 years old (21% of the total machines in the U.K.) are long over- due for replacement, and this should provide an opportunity for numerically controlled machines to fill the need. Although these and other factors indicate a potential market for numerical control of significant size, it has not materialized thus far and probably will not for the next two years. The reason is simply a lack of knowledge about the numerical control concept; what it is, what it does, and how it can be economically justified. The aircraft industry, certain industrial lab- oratories and some shipbuilders account for the major portion of the 170 numerically controlled machine tools in existence today in the U.K. These are primarily large firms with the technical staffs to comprehend numerical control. Education of the small firm is an important prerequisite to selling them numerical control equipment, and opportunities are primarily limited to low-cost coordinate positioning machine tool systems. Although there are several U.K. firms well entrenched in the numerical control field, U.S. control systems based on standard punched tape input (8 channel, 1 inch tape) have powerful selling points. Intensive sales education cam- paigns in the coordinate positioning controller field can pay off if directed to both machine tool builders and the ultimate users. In this respect, many U.K. machine tool builders are beginning to show an interest in a licensing or joint venture arrangement with U.S. suppliers of numerical controllers. U.S. controller suppliers would do well to contact U.K. machine tool builders for this purpose. There are a number of U.S. machine tool builders who have subsidiaries or licenses in the U.K. or are represented by agents. Although many of these firms supply numerically controlled machine tools in the States, they have had very little success in selling such systems in the U.K. This is because they are not applying the same aggressive sales education program in the U.K. which they have applied in the U.S. Seminars, practical demonstrations and assurance of ade- quate follow-up services are mandatory programs to stimulate sales of numerical control systems in the U.K. INSTRUMENTATION AND CONTROLS U.S. instruments and control systems can be sold in the U.K. It is a faster growing market then our domestic market. U.S. instruments have a reputation for high quality but a deputation for good service will have to be earned. And it is prompt efficient service that will keep the U.K. market once it is won. TRADE TALK: Oscar C. Palmer, Sr. (left), pres- ident of Palmer Industries, Inc. of Phoenix, Ariz., talks over trade possibilities with an unidentified British businessman. U.K. manufacturers are getting ready for keener competition and expanded markets, whether closer ties with the Common Market are negotiated or not. Present unemployment is very small, a marked increase in production will have to come from modernized automatic methods. This calls for the newest and best in instruments and automatic controls. There is a market for instrumentation and controls in the following industries: Breweries Building trades Distilleries Electronics Food packers Paper manufactures Plastics Power plants Research laboratories Shipbuilders Many of these are presently using manual control and batch type processes but there is a growing trend toward automatic control and continuous process. Industrial instruments of American de- sign are widely used in the U.K. Those of conventional design, are manufactured by British companies; instruments and controls of recent development or of patented design, are imported from the U.S. Inasmuch as there is a high duty on such imports, it is usually necessary to show a definite improvement in quality and uniformity in order to justify such purchases. The mere saving of labor by automatic processes is not yet as important a consideration as it is in the United States. Much of the industrial instrumentation in the U.K. is marketed by branches or subsidiaries of U.S. companies. Some of these first entered the Sundries counter in London department store, one of several visited by U. S. Trade Mission to the U. K. U.K. market by appointing agents to sell instru- ments produced entirely in the U.S. When suf- ficient demand was created, assembly facilities were set up using parts shipped from the U.S. This reduced the amount of duty and improved delivery time. It also facilitated repairs and serv- ice. The resulting increased sales made it economically feasible .to manufacture some of the parts locally. Now many U.S. subsidiary com- panies are manufacturing most of the parts in the U.K. and some are even shipping certain of the parts to their parent company in the U.S. Re- search and development likewise is performed on both sides of the ocean. Design features and quality have been improved and costs have been reduced by this extension in the market. There is apparently a potential market for proc- ess controls in the continuous flow industries (petroleum, fine chemicals, steel mills, and power utilities). There is already a great number of instrumentation firms of both U.S. and U.K. origin providing a wide range of products for the proc- essing industry. Theseproducts are being installed primarily for sensing flow rates and levels (i.e. transducers) for data conversion and reduction; and for stream analysis and/or data logging. These firms are supplying the basic instrumentation needs of the process control field. The demand for more sophisticated systems, however, seems to be limited to a few petroleum refineries and catalytic cracking plants. Since basic instrumentation is a first step to the ultimate close- loop computer controlled process system, may aircraft companies are interested in covering the process- control field. This is based on a desire to diversify their prod- uct lines, be less dependent on military contracts, and exploit know-how developed out of missile guidance programs. Many of these U.K. aircraft firms and their suppliers have expressed an interest in cross-licensing arrangements with U.S. firms in the instrumentation and process- control field. For the immediate future, it appears that process control in the U.K. will be primarily open-loop systems which may in some cases use computers for off-line process analysis. It appears that the U.K. is fairly well supplied with conventional instrumentation and control devices by companies of both U.S. and U.K. origin. As the U.K. process control market gains confi- dence after improving manual controls through instrumentation, further sophistication in control systems will be more acceptable. The alternative to waiting for this confidence to develop is to educate the potential process control market through practical demonstrations and the use of competent U.S. systems engineers to develop systems proposals for U.K. firms. AIR HEATING, COOLING AND VENTILATING It must be kept in mind that in the United Kingdom, the phrase "air conditioning" is almost always taken to mean air cooling and that most British persons consider their climate to be so temperate that neither air cooling nor central heating is necessary or healthful. In the residential market, there is keen interest in central heating for new houses and for new apartment houses. A furnace imported from Canada is being successfully sold for installation primarily in older houses. Because of the bulki- ness of this unit, it will probably be manufactured in Great Britain if sales continue to grow. The neat packaged units available in the United States for heating, or for combination cooling and heating, should have a big advantage. This market also offers opportunities for air purifiers and hood ventilators for kitchens. Space heaters, such as floor furnaces, are not well known, but produced interested responses in discussions with British business men. In the commercial field, stores, theaters and of- fice buildings require, and are frequently supplied with central heating. As temperate as the British climate is, this type of space can become hot, humid and uncomfortable at times, particularly when occupancy approaches maximum capacity. A number of air cooling and filtering installations have been made, especially in space such as beauty parlors and restaurants, but there is need for many more and recognition of the need is growing. Some new buildings are being built with the primary requirements for air cooling installed, so as to avoid obsolescence when tenants come to insist on this service. Installations for heating manufacturing plants are, of course, widespread; and cooling of the air in plants, as well as filtration, has been installed in some industries, particularly in some of the U.S. associated manufacturing and assembly plants. The groundwork has at least been laid for con- vincing employers of the potential for increased productivity of air conditioned work areas. Although there are British firms who are en- gaged in manufacture and installation of air conditioning systems, the low volume of their output makes it difficult to equal the modern design and production techniques of U.S. manu- facturers, or to offer immediate availability of units. This is particularly applicable to package units, and as a consequence most of these sold in the United Kingdom are imported. Major U.S. firms are engaged in supplying large commercial installations, in many cases through licenses . Small quantities of equipment are shipped directly to the United Kingdom from the U.S. In general, equipment offered by British firms is heavier, and less flexible than its American counterpart. In installations, the ducts are of sub- stantially greater weight than that of U.S. galvanized ducts, which are designed to outlast any American building. No unified program was observed on the part of the manufacturing industry to promote the desire of the public for air conditioning. Major suppliers of fuel, such as the leading oil companies, carry on extensive advertising programs to promote interest in central heating. In addition to British manufacturers, the prin- cipal competitors American firms will find in the United Kingdom heating, cooling and ventilating market are Swedish and West German companies. PACKAGING There are many opportunities in the United Kingdom for the sale of U.S. packaging machinery and equipment, for the exchange of technical know-how, for manufacturing under license agree- ments, and for the adoption of American merchan- dising methods. This is so because U.K. packaging methods generally lag behind the U.S. by several years for both consumer and industrial goods, although there is evidence that the British are becoming more design conscious and are improving their packaging techniques. The public is demanding more and better packaging, not only for freshness and attractiveness but for safety and health pro- tection reasons. The Government- sponsored Coun- cil of Industrial Design is a stimulus in this direction. It is, however, in the approach to the problem of packaging that the disparity between the U.S. BUSY MISSION: In its 5-week tour of the British Isles, the Trade Mission consulted with hundreds of U. K. businessmen and government officials, visited a number of industrial shops such as the one above. At far right is Samuel B. Korin, cor- porate manager of the manufacturing equipment development of IBM, and U.K. in this field is most apparent. Whereas, we think in terms of packaging as a merchandising tool, the British appear to consider it primarily in terms of protection, with the result that bags, bulk wrapping, industrial wraps and functional combinations with poly cello wraps, asphalt, and others are used very little compared to the use of similar materials in the United States. This points up the broad potential covering processes for paper, plastic, film, technical heat sealing and synthetic adhesives. A number of U.S. types of packaging machinery have been selling in this market for many years. There is definitely scope for more. The market is also receptive to manufacture under cross licensing arrangements but in any case American firms will have to "get up and go" after this potential trade and do the job of educating the British user. That the U.K. market is receptive, in the main, to U.S. techniques, and developments, is demon- strated by the many well-known U.S. brand prod- ucts that are processed and packaged in the U.K. by American subsidiaries with American methods, modified as may be necessary for promotion in the U.K. market. A number of American food manufacturers, it may be noted, are already operating branch plants or have licenses in the U.K., and there is evidence that there is some extension of this activity with the building of a plant by a leading flour milling and cake- mix company. In the field of food packaging, glass containers are not used to the same extent as in the U.S. and there is not the same degree of development in packaging frozen and other foods in containers which would keep food free from contamination. For example, there is more scope for packaging frozen foods in polyethylene. There is an apparent weakness too in packaging engineering research and testing of shipping con- tainers, such as those of corrugated fiber board. There is a lack, so far as is known, of an in- stitute such as exists in the U.S., with an engineer- ing staff throughout the country. Fully automatic packaging machines which can produce completed containers from roll stock are extensively used by food packagers in the U.S.A. but are relatively unknown in the U.K. These multiple operations of printing, die cutting, forming, heat sealing, filling, close packing and inspecting are performed by manual methods and single purpose semi-automatic machines in the*. U.K. Fully automatic machines have not been justified primarily because it takes too long to amortize the cost when operating on a single shift which is a common practise in the U.K. Expanding U.K. market opportunities looming ahead in the near future will require second and possibly third shift operations of packaging opera- tions. Since skilled labor is scare in many areas only fully automatic machines can accommodate the increased demand. Furthermore, the in- creased utilization of such equipment on second shifts will reduce the amortization period and help economically to justify the cost. The competition from other countries for the packaging machinery market must be recognized. In particular German packaging machinery firms are said to be setting up operations in the U.K. characteristics of the United Kingdom market Household appliances and modern conveniences are the objects of strongly increasing demand in the United Kingdom. It is only a question of time until the demands of these actions will place a production burden on existing machinery and equip- ment. There appears to be no general sense of urgency to become more competitive, as the average business man that the Mission met seemed to be unaware of this outlook. Very few people took the initiative to discuss mechanization of manufacturing activities in their plants during interviews with the Mission. This is undoubtedly due to the fact that 95% of the industrial establishments in the U.K. employ 250 workers or less. The attitude of the businessman interviewed by the Mission may be summed up as follows: (a) Mechanization is applicable to mass pro- duction requirements, whereas British plants are essentially "job shops" with short pro- duction runs, (b) Mechanization is highly inflexible and cannot economically accommodate changing pro- duction requirements; (c) Mechanization requires large capital invest- ments that cannot compete with low cost British labor; (d) Mechanization requires specialized skills to design the systems, install them and main- tain them; skills which the United Kingdom has not yet fully developed. The result of these attitudes towards mech- inization is that productivity per man-hour, as well as per machine-hour, is significantly less than optimum. A degree of complacency (wait and see attitude) among U.K. managers has resulted in a situation which can inhibit growth and perpetuate the status quo. This comment is based on the following conditions observed: (a) An intensive long-term utilization of capital, resources resulting in the gradual technical obsolescence of machine tools (38% between 10 and 20 years old, and 21% over 20 years old); (b) A hoarding of labor by individual firms due to manpower shortages which perpetuates dependency on manual production methods, (c) A conservative and traditional management approach to the manufacturing function. Thus, for instance, products are designed for func- tion with little consideration for the least costly production methods. There are signs on the horizon that things will change in the near future (within 2 years) and such change will open up a new demand for manu- facturing technology of the type employed in the U.S. to increase productivity. Some of the signs we observed are as follows; (a) A nation-wide emphasis on improved output per man, as reflected in the U.K. govern- ment's designation of the coming year as "Productivity Year"; (b) A recognition of the potential expansion of market demands provided by the Common Market, which will require increased pro- duction facilities capable of competitive cost, quality and delivery of products. Mech- anization is the only mear.o of solving the labor shortage; (c) Increased pressures for better standard of living by labor, (d) Continuing merger of small firms into larger and more efficient organizations where pro- fessional managers can be developed to justify an employ mechanization. U.S. products and technology are just beginning to gain broad acceptance, whereas in the recent past they were sought only in specific fields. This is not to say that a general demand for U.S. prod- ucts in the mechanization field exists, but rather that the potential is increasing, as the U.K. willingness to listen is apparent. selling in the United Kingdom There are opportunities to expand the U.K. market but U.S. firms must take the initiative. Some recommended dynamic action that should be taken is as follows: (a) Advertise intensively by institutional ad pro- grams, as well as direct ads strategically placed in business and technical publications. Promote American know-how and proven technology by highlighting successful ap- plication of products in U.S. industries; (b) Follow up with practical equipment demon- strations in U.K. trade shows, at the U.K. customer's location, if possible, or via trav- elling company exhibits; (c) Educate directly by participating in seminars; offering speakers to technical societies, trade associations, productivity councils and engi- neering schools; (d) Provide direct technical assistance by com- petent U.S. engineers to U.K. firms to prove economic and technical feasibility of new U.S. products; (e) Concentrate on good U.K. prospects where successful application of your product is best advertisement for U.K. market; (f) Emphasize features of U.S. mechanization system: modularization solid state electronics or other advanced technology proven technology (g) Assure rapid delivery, quality and competitive cost; (h) Assure U.K. customer of service availability and replacement parts; (i) Answer all U.K. inquiries promptly . Many manufacturers require irrevocable letters of credit. Some U.K. customers accept this as a last resort, often selecting alternative products instead of buying the products they otherwise prefer. Careful consideration should be given to extending credit to firms whose credit rating is good. Potential exporters to the U.K. will need to remember that while in the U.S. the trade in packaging equipment is from manufacturer to job- ber, dealer; in the U.K. the tendency is for the equipment to be sold through sales agents, jobbers, dealers, which involves taking one more discount. In the sale of air conditioning and heating equip- ment, it is quite often that manufacturers will sell directly to the dealers, but, generally speaking those of size will sell to distributors who have as big a markup as the dealer or more. The distributor, however, very often finances the dealer in the installation until the job is completed. Their discounts to the distributor are approximately 25% and for the dealer about the same amount. They often run 20% and 20%. Some standard printed warranty statements are only suitable for customers within the U.S. If it is intended to give a warranty on goods sent overseas, the warranty should be capable of being implemented fully. In some cases, spares should accompany the original shipment. American products made for use with 115 volt, 60 cycle current needs to be modified or adapted for use with British 230-240 volt; 50 cycle current. It is better for the manufacturer to make the necessary replacements or modifications than to let the customer shift for himself with doubtful results. When naming a sales representative in the U.K. be sure to assign exclusive rights only to the terri- tory he actively covers. There may be nothing to lose right now by assigning additional territory but within two or three years another good agent may apply for a part of England, Scotland, Wales or Northern Ireland and it is good to have some terri- tory readily assignable. Ads and releases should give the name and address of the U.K. representative. This will help a prospect to get good service, and will produce results for the agent. Some arrangements can be made by mail but the most effective briefing and stimulation can be done by an actual visit. Allow enough time to interview agents, customers and prospects. The best endorsements and suggestions are frequently made by new customers. trade opportunities The following export, agency and import oppor- tunities represent leads developed by the Trade Mission. While every effort has been made to in- clude only firms or individuals of good repute, the U. S. Department of Commerce cannot assume re- sponsibility for any arrangements undertaken with the parties listed. No financial information is available on firms listed where NCI A appears. A single star (*) indicates that additional mate- rial is available on the opportunity and may be ob- tained from Trade Initiation Division BIBO, De- partment of Commerce. EXPORTS AND AGENCY 179 Miscellaneous Special Trade Contractors Installation of insulation, fire equipment for American companies in U.K.; Millar Insulation and Engineering Ltd., Northinch Street, Glasgow, W.4., Scotland. 201 Meat Products Canned and specially packaged meats; J. D. Mc- Clure & Partners, 59 Knightsbridge, London, S.W.I. 203 Canning and Preserving Fruits, Vegetable, and Sea Foods Dried, frozen food packs ; W. H. Mavor& Co. Ltd., 226 St. Vincent Street, Glasgow, C.2., Scotland. Canned fruits and vegetables; N. Kilvert and Sons Ltd. Trafford Park, Manchester 17. NCIA. Canned food direct from packer; Willharts Ltd. 27 The Headrow, Leeds 1, Yorkshire. NCIA. Canned foods; J. D. McClure & Partners, 59 Knightsbridge, London, S.W.I. 204 Grain Mill Products Poultry and cattle feed and equipment (agency); Liverpool Grain Storage & Transit Co. Ltd., Tower Buildings, Liverpool 3> 204 Grain Mill Products Starches; W. H. Mavor & Co. Ltd., 226 St. Vin- cent Street, Glasgow C.2., Scotland. 207 Confectionary and Related Products Orange, lemon peels, fondant icing, baker's choc- olate; James Fleming & Company, 19, Albert Street, Edinburgh. 208 Miscellaneous Food Preparations and. Kindred Products Essence, flavors, colorings; Edinburgh Essence Co. Ltd., Sivermills, Edinburgh, Scotland. 229 Miscellaneous Textile Goods Rope, twine, wire rope, matting for agriculture, packaging; British Ropes Limited; P.O. Box 23, Sunderland. 234 Women's Misses, Children's and Infants' Undergarments Ladies underwear, pajamas, nightgowns; M. White; 40 St. Enoch Square, Glasgow, C.i. Scotland. Children's infants garments' Dundee Bedding Co. Ltd., 18, Kirk Entry, Dundee, Scotland. 239 Miscellaneous Fabricated Textile Products Sacking; Andrew Mitchell & Stewart Limited; Dundee, Scotland. 243 Millwork, Veneer, Plywood, and Prefabri- cated Structural Wood Products Oak molding for picture frames; J. Epstein & Co. Ltd, Bristol, 5, Gloucestershire. 251 Household Furniture Hospital ward furniture; Slumberland Ltd., Red- fern Road, Tyseley, Birmingham 11. Garden furniture; E. S. Perry Ltd.; Fareham Road, Gosport, Hampshire. 254 Partitions, Shelving, Lockers, and Office and Store Fixtures Office supplies and equipment; Standard Office Supplies, 57 Farringdon Road, London E. D.l. 259 Miscellaneous Furniture and Fixtures Venetian blinds; Modern Art Glass Co. Ltd., Barrack Road, Leeds 7, Yorkshire. Venetian blinds and shades. George Sellar & Sons Ltd., Kelliebank, Alloa. 264 Converted Paper and Paperboard Products, Except Containers and Boxes Office supplies. Standard Office Supplies, 57 Farringdon Road, London E.C.I. Paper-lined bags, sacking; Andrew Mitchell & Stewart Limited, Dundee, Scotland. 264 Converted Paper and Paperboard Products Partly fabricated tissue. Satinex Limited, Shaw Mills, Hawarden, Flintshire, North Wales. Special papers and playing card stock; Yorkshire Producer Paper Limited, Park Mills, 47, Stan- ningley Road, Leeds 12. Paper cups; Macdonald Peattie Ltd., 7 Queen Margaret Road, Glasgow, N. W. Paper-lined bags, sacking; Andrew Mitchell & Stewart Limited, Dundee, Scotland. 265 Paperboard* Containers and Boxes Disposable food plates; R.T. Cunliffe Ltd., 5 Holts Lane, Tutbury, Nr. Burton-on-Trent. Disposable food plates; R.T. Cunliffe Ltd., 5 Holts Lane, Tutbury, Nr. Burton-on-Trent. 266 Building Paper and Building Board Mills Wallboard, hardboard; Lloyd Duncan & Co. Ltd., Timber, Brokers, Cross Keys House, 56 Moorgate, London, E.C.2. 276 Manifold Business Forms Manufacturing Continuous forms, interleaved carbon forms (agency); Kenrich & Jefferson Ltd., West Brom- wich, Staffordshire, NCIA. 281 Industrial Chemicals Chemical industry products; Marston Excelsior Ltd., Ford Houses Works, Wobaston Road, Wolver- hampton. 281 Industrial Inorganic and Organic Chemicals Superior grade of glazing compound or glazing system for glazing glass into aluminum and steel frames. Modern Art Glass Co. Ltd., Barrack Road, Leeds 7, Yorkshire. NCIA. Oil absorbants and rust preventatives. Tedesco Ltd., Crighton House, Mount Stuart Square, Cardiff . NCIA. Raw chemicals for paints. H. J. Cotgreave and Company, Salisbury Chambers, Chapel Walks, Manchester 2, NCIA. Filtering materials. John C. Carlson Ltd., New- man Street, Ashton-u-Lyne.* Fine organic chemicals for research and analy- sis. Kodak Limited, Research Chemicals Division, Kirby, Liverpool. 282 Plastics Materials and Synthetic Resins, Synthetic Rubber, Synthetic and Other Man- Made Fibers, Except Glass Films, pouches, W. H. Mavor & Co. Ltd., 226 St. Vincent Street, Glasgow, C.2., Scotland. 283 Drugs Pharmaceuticals; The Skip Co. Ltd., North Road, Industrial Estate, Bridgend, Glamorgan.* Drugs and cosmetic colors; Williams (Hounslow) Ltd., Greville House, Hibernia Road, Hounslow, Middlesex. Ethical drugs and pharmaceuticals; Ethicon Lim- ited, Sighthill, Edinburgh, Scotland. Pharmaceutical preparations. H. J. Cotgreave and Company, Salisbury Chambers, Chapel Walks, Manchester 2. NICA. Biochemical and pharmaceutical products. Ko- dak Limited, Research Chemicals Division, Kirkby, Liverpool. Pharmaceuticals products, (direct purchase or agency) Lewis Laboratories, Knowsthorpe House, Knostrop Lane, Leeds, 9. Drugs and cosmetic colors; Williams (Hounslow) Ltd., Greville House, Hibernia Road, Hounslow, Middlesex. 284 Soap, Detergents and Cleaning Prepara- tions, Perfumes, Cosmetics, and Other Toilet Preparations Perfumes; W.H. Mavor & Co. Ltd., 226 St. Vin- cent Street, Glasgow, C.2., Scotland. Disinfectants, soaps and deodorizers; W. & F. Walker Ltd., Webber Road, Kirkby Industrial Es- tate, Liverpool. Perfumes; W.H. Mavor & Co. Ltd., 226 St. Vin- cent Street, Glasgow, C.2., Scotland. Edible and inedible oils and tallow for soap man- ufacture and motor lubricants. W. Norbury Com- pany Ltd., Rothwell Haigh, Mr. Leeds. NCIA. Toilet accessories; J. D. McClure & Partners, 59 Knightsbridge, London, S.W.I. Cleaning preparations, detergents, floor dress- ings, polishes; The Skip Co. Ltd., North Road, In- dustrial Estate, Bridgend, Glamorgan.* Cosmetics and toilet accessories; J.D. McClure & Partners, 59 Knightsbridge, London, S.W.I. 287 Agricultural Chemicals Disinfectent chemicals and Norticultural prod- ucts (direct purchase and agency); William Pearson Ltd., Clough Road, Hull, Yorkshire. NCIA. 10 289 Miscellaneous Chemical Products Adhesives, essential oils, glues; W. H. Mavor & Co. Ltd., 226 St. Vincent Street, Glasgow, C.2., Scotland. Latex compounds, adhesives; George R. Alvey, 19, Walker Street, Edinburgh 3, Scotland. No com- mercial information available. Slime controllers for paper industry and additives for paper, printing ink, rubber and pharmaceutical base ingredients; John & E. Sturge Ltd., Wheel eys Road, Birmingham 15.* Chemically modified natural waxes, polishes, floor dressings; The Skip Co. Ltd., North Road, Industrial Estate, Bridgend, Glamorgan.* 299 Miscellaneous Products of Petroleum and Coal Benzole and tar; The Normanby Park Tar Sup- ply Co. Ltd, Forster House, Hatherton Road, Wal- sall. 307 Miscellaneous Plastics Products Plastics cones; George R. Alvey, 19, Walker Street, Edinburgh 3, Scotland. No commercial in- formation available. Plastic table mats and novelty items; Marcon Merchant Marketing Co., 42-46 Hagley Road, Bir- mingham 15. NCIA. Laminated fiber glass; Marston Excelsior Ltd., Ford Houses Works, Wobaston Road, Wolverhamp- ton. Plastic fittings for metal containers; Phillips Telescopic Taps Ltd., Colliery Works, Birmingham Road, West Bromwich, Staffordshire.* 314 Footwear, Except Rubber Line of women's shoes which sell FOB $2.10 to $3.00 (direct purchase or agency) 22 Gibbs Green, Edgware, Middlesex. NCIA. 321 Flat Glass Thermopane type glass; Industrial development Ltd., Industrial House, Stratford-upon-Avon, War- wickshire. 335 Rolling, Drawing and Extruding of Nonferrous Metals Pipework for the petroleum industry; J. & T. Lawrie, Clydebank. 336 Nonferrous Foundries Raw materials and/or rough die blanks and rings prior to machining. Frank Pickering & Co. Ltd., Pennistone Road, Sheffield 6. NCIA. 342 Cutlery, Hand Tools, and General Hardware Small tools and machinery (direct purchase or agency): Monks & CraneLtd., Garretts Green Lane, Birmingham 33. Boat Supplies; Simpson Lawrence Ltd., St. An- drews Square, Glasgow. Complete line of Hand tools (agency); Wilkinsons Tools Limited, Kerfoot Street, Warrington, Lanca- shire. NCIA. . Hand tools direct purchase and agency, T. Williams (Drop Forgings & Tools) Ltd., Tilton Road, Birmingham.* Garage tools; Marron Machine Ltd., 2 Newark Parade, Watford Way, Hendon, London, N.W.4. 343 Heating Apparatus (Except Electric) and Plumbing Fixtures Heating equipment. Fans 7 Spares Ltd., Con- stitution Hill, Birmingham 19, NCIA. Industrial heating equipment (Agency); Steam Storage Ltd., 89 Harehills Road Leeds 8, Yorkshire. NCIA.* Industrial heating equipment; A.V. Cotty & Co. Ltd., Bessemer Road, Sloper Road, Cardiff, Gla- morganshire. Heating equipment; Birwelco Ltd., Chester Street, Aston, Birmingham. Heating and ventilating equipment; Richard Crit- tal & Co. Ltd., 67 Queen Street, Cardiff. Oil burners; The Bloxwich Lock and Stamping Co., Ltd., Alexander Works, Bloxwich, Near Wal- sall, Warwickshire.* Heating equipment; W.G. Cannon & Sons Ltd., Deerpark Road, Off Lombard Road, Merton, London, S.W.19. 329 Abrasive, Asbestos, and Miscellaneous Non- metallic Mineral Products Sound control material for commercial and the- ater uses; William Beardmore & Co., Ltd., Park- head Steelworks, Glasgow, E. 1. 331 Blast Furnaces, Steel Works, and Rolling and Finishing Mill Products Fastening products, Macnays Limited, Middles- brough. 344 Fabricated Structural Metals Products Heat exchangers; W.G. Cannon & Sons Ltd., Deer- park Road, Off Lombard Road, Merton, London, S.W.19. Prefabricated building components, Industrial Development Ltd., Industrial House, Stratford- upon-Avon, Warwickshire. 345 Screw Machine Products, and Bolts Nuts Screws, Rivets and Washers Metal screws. Warne, Wright & Towland Ltd., Keeley St. Birmingham 9, NCIA. 11 349 Miscellaneous Fabricated Metal Products 354 Metalworking Machinery and Equipment Milk dispensers, small size heavy duty. Jack- son Boilers, Ltd. Elland Road, Leeds, Yorkshire. NCIA. 352 Farm Machinery and Equipment Grain cleaning, threshing machines, centrifugal spin dryers, separators; R.G. Garvie & Sons, 2, Canal Road, Aberdeen, Scotland. No commercial in- formation available. Feed processing machinery and equipment, truck farming machinery & Equipment (Agency); Anthony F. Kinahan, 1 Avon Road, Bitterne Park, South- ampton. NCIA, Elevator chain for harvesting root type vegeta- bles such as beets. Griff Chains Ltd. P.O. Box 7, Dudley Wood, Cradley Heath, Staffordshire: NCIA. Machinery for processing fertilizer. (direct purchase or agency) Moxey Ltd., Birmingham Road, West Bromwich, Staffs. Agricultural implements. George Sellar and Son Ltd., Kelliebank, Alloa. 353 Construction, Mining, and Materials Han- dling Machinery and Equipment Packaging handling equipment; New Conveyor Company Limited, Brook Street, Smethwick, Bir- mingham 40.* No commercial information avail- able. Materials handling equipment; (direct purchase and agency); Normac Limited, Pepper Road, Huns- let, Leeds 10. Mining and quarrying equipment; Barnes & Bell Ltd.,1 Newton Place, Glasgow, C. 3. Mechanical handling equipment; ArdeerCo.Ltd., Stevenston, Ayrshire, Glasgow. Package handling equipment, New Conveyor Com- pany Limited, Brook Street, Smethwick, Birming- ham 40.* No commercial information available. Instruments used in oil production; Le Grand Rochester Ltd., 32 Vistoria Street, London, S.W.I. Steel press and automatic handling equipment for steel and non-ferrous. Rees Mechanical Equipment Co., 6 Park Grove, Cardiff, Wales. NCIA. Fork trucks, cement mixers, and materials handling equipment. Thos. W. Ward, Ltd., Albion Works, Sheffield, P.O. Box 141. Gravity tip and side discharge dumpers, 4- wheel drive, to 2 long tons; dump trailers de- tachable crane skips; agent should be prepared to service; Thwaites Engineering Co. Ltd., Cub- bington, Leamington Spa., Warwickshire.* Earth Moving Equipment (Agency); Preistman Brothers Limited, Hull. NCIA. Crane and hoist equipment; Reed Crane and Hoist Company Limited (Division of Harper En- gineering Electronics Ltd.), Foundry Lane, Bristol 5, Gloucestershire. Metal forming machines, metal product fabri- cation; David G. Miller, 13 Woodfield Road, Ayr- shire. Welding equipment for automotive industry; Weathershields Ltd., 151 Bishop Street, Birming- ham 5. Small power tools, direct purchase and agency; T. Williams (Drop Forgings & Tools) Ltd., Tilton Road, Birmingham 9.* Machine tools (direct purchase and/or agency); Ringway Machine Tools, 42, Barton Arcade, Deans- gate, Manchester 3. Machine tools; (Southern Engineering & Machin- ery Co., Connaught Buildings, Mil lb rook, South- ampton. Machine tools (direct purchase and/or agency); Stanley Howard Ltd., 73 Devon Street, Saltley, Birmingham 7. Machine tools; Modern Tool & Equipment Co., Ltd., 7/11 East Bridge Street, Cromac Square, Balfast 1. Machine tools; Percy Martin Ltd., 106/108 Melton Road, Leicester. Machine tools (direct purchase and/or agency); B.S.A. Tools Group Ltd., Mackadown Lane, Kitts Green, Birmingham 33.* Metal forming machines, metal product fabri- cation; David G. Miller, 13 Woodfield Road, Ayr- shire. Precision machine tools (direct purchase and agency); Fenter Ltd., 184 Aston Road, Birmingham 6. Used Machine tools; K & C Machinery Ltd., Stevens Street, Coventry. NCIA. Small electric power tools; Andrew Field & Co. Ltd., 17 Eastern Street, High Wycombe, Bucking- hamshire. Precision machine tools and accessories; Rank Organization, Kershaw Division, Leeds, Yorkshire. Metalworking machine tools. (Direct purchase or agency). H. Suss, 177-179 Wilmslow Road, Rusholme, Manchester 14, NCIA. Electric hand tools. (Drills radials etc.) J. and H. Smith, Corner House, Whitehall Road, Leeds 12, Yorkshire. NCIA. Tapping and drilling machines, grinders, cutting machinery, powerscrew drivers. Stanley Howard Ltd., 73 Devon St., Saltley, Birmingham 7. NCIA. Automatic nut tappers and other machine tools, (direct purchase or agency). Alfred Herbert Ltd., Warwick Road South, Old Trafford, Manchester 16, NCIA. Hand powered tools and pneumatic drills, (direct purchase or agency) J. Taylor (Cardiff) Ltd., 86 Albany Road, Cardiff, Wales. NCIA. Industrial metal working machinery and machine tools. David Jackson, Engineers, 11 Mauldith Road, Withington, Manchester. NCIA. Machine tools— new or used. Thos. W. Ward, Ltd. Albion Works, P. O. Box 141, Sheffield. 12 Piercing punches, die button, sleeve supports; The Bloxwich Lock and Stamping Co. Ltd., Alex- ander Works, Bloxwich, Near Walsall, Warwick- shire. Machine tools; Embassy Machine Tool Co. Ltd., 248 Watford Way, N.W.4. Portable tools, electric drills; Marron Machine Ltd., 2 Newark Parade, Watford Way, Hendon, London, N.W.4. Dies for sheet metal work; The Multistage Press Tool Co. Ltd., Carters Factory Site, Alexandra Road, Ponders End, Middlesex. 355 Special Industry Machinery, Except Met- alworking Machinery Graphic arts equipment; Cefmor Brehmer Ltd., Cefmor-Brehmer Works, West Road, Tottenham, London, N.17. NCIA. Jute working, rope making machinery; Fairbairn Lawson Combe Barbour Limited, Wellington En- gineering Works, Leeds 1. NCIA. Wire rope manufacturing machinery; Belfast Ropework Company Limited, 371 Newtownards Road, Belfast, 4. Textile Machinery; George Walker Sons & Co. Ltd., Dundee, Scotland. Fast running silk screen equipment for greeting cards; Valentine & Sons Limited., West Kingsway Works, Dundee, Scotland. Cake and confectionery cutters, rollers, etc./ (direct purchase or agency); Southern Apparatus Co. Ltd., Totten, Southampton.* Graphic arts equipment; Cefmor Brehmer Ltd., Cefmor-Brehmer Works, West Road, Tottenham, London, N.17. NCIA. Jute working, rope making machinery; Fair- bairn Lawson Combe Barbour Limited, Wellington Engineering Works, Leeds 1. NCIA. Pneumatic tools (agency; H. E. Compressor Services, Ltd., Great Holme Street, Leicester. NCIA. Used injection moulding tools and equipment; Invicta Plastics Ltd., Harborough Road, Leicester. NCIA. Machinery and processes for hermetically sealed wrappers applied at low temperatures and high speed for candy bars; J. S. Fry & Sons Ltd., Som- erdale Bristol. Packaging and processing machinery for shoes; Dunlop Footwear Ltd., Rice Lane, Liverpool 9. NCIA. Brick making machinery and waster treatment plants. Moxey Ltd., Birmingham Road, West Brom- wich, Staffs. Printing machinery, (direct purchase or agency). Printing Machinery Service Engineers Ltd. Orient House, Granby Row, Manchester 1. NCIA. Machinery for bleaching, dyeing and finishing textiles. Hunt and Moscrop Ltd., Middleton Junc- tion, Manchester. NCIA. Guillotines and Platen presses for paper indus- try (agency); William Crosland Limited, Bredfbury, Nr. Stockport, Cheshire. NCIA. Machinery for use in tanning industry (Agency); Leeds Industrial Eng. Co. Ltd., Gorton Street, Bradford 5, Yorkshire. NCIA. Machinery for export packing, standard and re- frigerated, also technical information, Sanlinea Industrial Services Ltd., Colchester Avenue, Car- diff, Glamorganshire. Chromatographs; Evershed and Vignoles Lim- ited, Action Lane Works, London, W.4. Pipes, fittings, tanks, reactors, pressure ves- sels, (all special) for chemical industry; T. Guisti & Son Ltd., Belle Isle Works, 210-212 York Way, King's Cross, London, N.7.* Chromatographs; Evershed and Vignoles Lim- ited, Action Lane Works, London, W.4. 356 General Industrial Machinery and Equipment Gas fired sanitary waste disposal units; Racasan Limited, Cromwell Road, Ellesmrere Port, Cheshire. NCIA. Box forming, folding box machinery; Nicholson & Bass Limited, 34, Alfred Street, Belfast 2. Screening equipment (direct purchase or agency); Screening & Application Engineers Ltd., Union Drive, Sutton Coldfield, Warwickshire.* Packaging machinery; Adams Powel Equipment Limited., Team Valley Trading Estate, Gateshead.. Compressor, related precision instrument; Will- aims & James (Engineers) Ltd., Chequers Bridge, Gloucester. * Air conditioning, dust equipment for industrial and home use (agency); Dragonair Ltd., Farlington Portsmouth, Hampshire. NCIA.* Chemical and plastic pumps. Paint mixers, dryers. L. A. Mitchell Ltd., Harvester House, Peter St. Manchester, NCIA. Electric hand tools. J. and H. SmithLtd., Corn- er House, Whitehall Road, Leeds 12, Yorkshire. Powered hand tools, (direct purchase or agency) J. Taylor (Cardiff) Ltd. 86 Albany Road, Cardiff, Wales. NCIA. Machine to package all size nails in 1-lb pack- ages; Wallace Knowles & Co. Ltd., 24 Moorfields, Liverpool, 2. Assembly equipment for the automobile industry; Weather shields Ltd., 151 Bishop Street, Birming- ham 5. Ventilating equipment; Richard Crittall & Co. Ltd., 67 Queen Street, Cardiff. Transmissions; J. Stone & Co., Arklaw Road, Deptford, London, E. Ventilating equipment; W.G. Cannon & Sons Ltd., Deerpark Road, Off Lombard Road, Merton, Lon- don, S.W.19. Dust collecting at source of emersion; Dunford & Elliott Process Engineering Ltd., 143 Maple Road, Surbiton, Survey. Electric heating and ventilating equipment; Fen- ton Byrn & Co. Ltd., Armfi eld Close, WestMolesey, Surrey. Transmissions, J. Stone & Co., Arklaw Road, Deptford, London, E. 13 357 Office, Computing, and Accounting Machines Teaching Machine program systems and equip- ment for grammar and secondary schools; Robert Gibson & Sons Ltd., 2 West Regent Street, Glas- gow. Data processing, computers and electronic de- vices; Benson-Lehner Ltd., West Quay Road, Southampton.* Office equipment and supplies (agency); Fonadek (Branson) Ltd., Vivian Road, Birmingham 17.* Office equipment, (direct purchase or agency) J. Taylor (Cardiff) Ltd., 86 Albany Road, Cardiff, Wales. NCIA. Office supplies and equipment. Standard Office Supplies, 57 Farringdon Road, London E.O.I. Office equipment including dictating machines. Fonadek (Branson) Ltd., Vivian Road, Birmingham 17, NCIA. 358 Service Industry Machines Air conditioning, refrigeration coils and bear- ings; The Standard & Pochin Bros. Ltd., Evington Valley Road, Leicester. Automatic air filters, heaters, blowers, and fans; The Briston Fan Co., Ltd., 12 Clare Street, Bris- tol.* Hot and cold retail beverage dispensing ma- chines; Brecknell, Dolman & Rogers Ltd., Penny- well Road, Bristol.* Air Conditioning equipment; Sun Ventilating Co. Ltd., 206 Springfield Road, Glasgow. Portable air conditioners. The McNeill Group (N.I.) Ltd., 109 Corporation Street, Belfast 1. Air conditioners, refrigeration and air cooling coils. Serck Radiators Ltd., Warwick Road, Bir- mingham 11, NCIA. Air conditioning equipment and supplies. Fans& Spares Ltd., Air conditioning equipment. Midland Fan Co. Ltd., 212 Aston Road, Birmingham 6, NCIA. Air conditioning equipment. A.I.R. (air con- ditioning and refrigeration) Ltd., 86 Dalhousie St., Glasgow, C.3. Air conditioning units, refrigeration coils and valves; J. W. Lawrence Ltd., Abbey Lane, Lei- cester. Fire-resistant glass vessels for commercial coffee making; automatic commercial coffee mak- ing machines; ice-water machine; individual win- dow air conditioning units; Electroway Heaters Ltd., Rosebery Street, Loughborough, Lecester- shire. Air conditioning systems, commercial and do- mestic; the Bloxwich Lock and Stamping Co. Ltd., Alexander Works, Bloxwich, Near Walsall, War- wickshire.* Air conditioning equipment; Birwelco Ltd., Chester Street, Aston, Birmingham. Air conditioning equipment; Engart Fans Ltd., Hirwaun Industrial Estate, Aberdare, Glamorgan- shire. Commercial air conditioning systems; The Blox- wich Lock and Stamping Co. Ltd., Alexander Works, Bloxwich, Near Walsall, Warwickshire.* Air conditioning equipment; Fenton Byron & Co. Ltd., Armfield Close, West Molesey, Surrey. Supply and installation of refrigeration equip- ment; The Lightfoot Refrigeration Company, Ab- beydale Road, Wembley, Middlesex. Equipment to manufacture air filtering, coil heat and cooling, and air washer machinery; Matthews & Yates, Ltd., 135 Rye Lane, London, S.E.15.* 359 Miscellaneous Machinery, Except Electrical Equipment for garages; Trimcel Ltd., Temple Way, Bristol 1, Gloucestershire. 361 Electric Transmission and Distribution Equipment Automatic voltage regulators, positioning con- trol, inverters, regulated power supplies, indus- trial control gear, motor speed control; Parmeko Ltd., Percy Road, Aylestone Park, Leicester.* Switch and fusegear; A. V. Cotty & Co. Ltd., Bes- semer Road, Sloper Road, Cardiff, Glamorganshire, Automatic voltage regulators, positioning con- trol, inverters, regulated power supplies, indus- trial control gear, motor speed control; Parmeko Ltd., Percy Road, Aylestone Park, Leicester.* 362 Electrical Industrial Apparatus Flow meters, density controls, chromatographs, related equipment; A.R. Bolton Limited, Bankhead Drive, Sighthill, Edinburgh 11, Scotland. Electrical equipment, control systems for over- head cranes, remote control devices and anti- col- lision devices. W.M. Shakesshaft Ltd., 324 Deans- gate, Manchester 3. NCIA. Flaw Detector; Johan S. Young & Co., Ltd., Tudor Works, Giffnock. NCIA. Welding equipment for automobile assembly; Weathershields Ltd., 151 Bishop Street, Birming- ham 5. Transducers, modules, cervo units, color alarms, viscosity sensors; Livingston Laboratories Ltd., 31 Camden Road, London, N.W.I. Transducers, logical modules, solid state and magnetic amplifiers; Livingston Control Ltd., Ret- car Street, London, N.19. 363 Household Appliances Domestic dish washers (direct purchase and agency); Unicorn Engineering Co. Ltd., Alfred Street, Belfast 2. Domestic appliances. David Jackson, 11 Mauldith Road, Withington, Manchester. NCIA Electrical appliances. F.W. Fidler & Son Ltd., Frigidaire House, Town Lane, Denton, Manchester. NCIA. Electrical appliances such as restaurant toasters of heavy duty type. Jackson Boilers Ltd., Elland Road, Leeds, Yorkshire. NCIA. 14 364 Electric Lighting and Wiring Lighting and fixtures for medium size com- mercial and all domestic uses; Manufacturers Dis- tributor Consultants, 718 Argyll St., Glasgow. NCIA. Electrical cable and accessories (Agency); Hawke Limited, Denton, Ashworth Street, Denton, Lanes. NCIA. Diffusion panels; Howard E. Crossland, Flat 8, St. Halier House, Manor Close, Edgbaston, Birming- ham 16. NCIA. Industrial lighting equipment; A. V. Cotty & Co. Ltd., Bessemer Road, Sloper Road, Cardiff, Gla- morganshire. 365 Radio and Television Receiving Sets, Except Communication Types Tape recorders and read/write heads. Tape Re- corders Electronics Ltd., 784-788 High Road, Tottenham, London, N. 17. Industrial intercommunications systems. Hadley Telephone and Sound Systems Ltd., 72 Cape Hill, Smethwick, Birmingham 40. NCIA.* Full range of 33 1/3 RPM equipment, records, and accessories; J.D. McClure & Partners, 59 Knights- bridge, London, S.W.I. 367 Electronic Components and Accessories Transistorized ultra high fidelity audio ampli- fier systems; Euradio Electronic Laboratories, 12, Mont Pelier Terrace, Edinburgh. NCIA. Power packs, transducers and related equipment and test equipment. Coutant Electronics Ltd., 711 Fulham Road, London, S.W.6. NCIA. Equipment for micro- wave links in 8 megacycle width, infro-red camera tube for semi-dark vision, color television camera for closed circuit T.V., microscope attachment for T.V. camera. Barras Electronic Co. 18 Dorset St., Southampton, NCIA. Photo Cells; Alfred Field & Co. Ltd., 57 Livery Street, Birmingham 3. Air Conditioners (direct purchase or agency); Vactric Control Equipment Ltd., Garth Road, Mor- den, Surrey. Electronics components; Wilmot Breedon Ltd., Birmingham. Analog amplifiers, solid state multipliers; Liv- ingston Control Ltd., Retcar Street, London, N.19. Military electronics; Telecommunications Di- vision, Plessey Co. Ltd., Ilford, Essex. Electronic control devices such as analog am- plifiers, solid state multipliers; Livingston Con- trol Ltd., Retcar Street, London, N.19. 371 Motor Vehicles and Motor Vehicle Equip- ment Body trim products; Slumberland Ltd., Redfern Road, Tyseley, Birmingham 11.* Self contained hydraulic assemblies; North Bridge Engineering Co. Ltd., Abbey Lane, Lei- cester. Motor vehicle parts for chassis; spring and frame brackets; and hand brake assemblies. Ather- ton Bros. Ltd., Hanover St., Foundry, Preston, Lancashire. NCIA. Pistons and crankshafts also brake drums and castings. Efandef Engineering Co., Ltd., Earl Russel Road, Aylestone, Leicester. NCIA. Automobile exhaust systems; The Bloxwich Lock and Stamping Co. Ltd., Alexander Works, Bloxwich, Near Walsall, Warwickshire. Auto parts; Trimcel Ltd., Temple Way, Bristol 1, Gloucestershire. 372 Aircraft and Parts Small and medium size aircraft (agency or di- rect purchase); Whitworth Gloster Aircraft Lim- ited, Baginton, Nr. Coventry, NCIA. 381 Engineering, Laboratory, and Scientific and Research Instruments Laboratory equipment; H. Hunt & Son Limited; Woodend Avenue, Liverpool 24. Electronic test equipment, Witton Electronics Ltd., Bickford Road, Witton, Birmingham 6. 382 Instruments for Measuring Controlling, and Indicating Physical Characteristics Control for making steel plates; Consett Iron Co., Ltd., Consett, Co. Durham.* Electronic temperature detection systems; Brit- ish Aircraft Corporation, 100 Pall Mall, London, S.W.I. * Equipment for mechanizing electronic produc- tion; Oxley Developments Co., Ltd., Priory Park, Ulverston, Lancashire. Small instrument motor for use with recording instruments; Industrial Pyrometer Co., Ltd., 65 Gooch Street, Birmingham 5. NCIA. Detection device for actuating alarm system; George Angus & Co., Ltd., Westgate Road, New- castle Upon Tyne 1. NCIA. Mass flow meter of the momentum transfer type; Sangamo Weston Ltd., Enfield Middlesex.* Temperature controls for valves; Hattersley (Ormskirk) Limited, Ormskirk, Lancashire. NCIA. Liquid density recorder and controller; Richard- sons Westgarth (Hartlepool) Limited, West Hartle- pool, Co. Durham. NCIA. Liquid level control for use in a 2' diameter tank about 3' deep; Washington Chemical Co., Ltd., Washington, Co. Durham. NCIA. Domestic furnace controls and allied equipment. Robert MacLaren & Co. Ltd., Kilbirnie St. Glasgow, C. 5. WTD March 1962.* Precision measuring equipment, (direct pur- chase or agency) H. Suss, 177-179 Wilmslow Road, Rusholme, Manchester 14. NCIA. Controls; Walker Crosweller & Co. Ltd., Whad- don Works, Cheltenham. Liquid level controls, temperature sensors, re- cording type devices, direct purchase and agency; 15 Gloucester Controls Ltd., Eastern Avenue, Glou- cester, Gloucestershire. Pressure transducers; Livingston Control Ltd., Retcar Street, London, N.19. 386 Photographic Equipment and Supplies Microfilm and industrial viewer printer. Electo- graphic sensitized paper and supplies, (direct purchase or agency). Lomas and Baynes Ltd., 18 Pool St., Manchester 4. NCI A. 391 Jewelry, Silverware, and Plated Ware Solid and plate silverware (no holloware);Marcon Merchant Marketing Co., 42-46 Hagley Road, Bir- mingham 15. NCIA. 394 Toys, Amusement, Sporting and Athletic Goods Fishing equipment, hunting, fishing clothes; Mil- lard Brothers Limited, Carfin, Motherwell, Lan- arkshire. B asketball equipment; Spencers of Enfield, Spencer House, Southbury Road, Enfield, Middle- sex.* Sports nets and amateur fish nets (direct pur- chase and agency); W. & J. Knox Limited Kil- birnie, Ayrshire, Scotland. Gaming machines, slot machines (direct purchase and agency); L. F. Dryden, 56 Northview Heaton, Newcastle, 6. Model ships, aircraft, and components for models (direct purchase and agency); Holt Whitney & Co., Ltd., Old Grange Road, Durham Road, Birmingham 11. NCIA. Fishing equipment, hunting, fishing clothes; Mil- lard Brothers Limited, Carfin, Motherwell, Lan- arkshire. 739 Business Services Dry paper-making process to be used as a sub- stitute for paper making; H.B. Perry Ltd., Royal Mail House, Five Ways, Birmingham 15. NCIA. Small color printing jobs; Drew & HopwoodLtd., 65 Great Charles Street, Birmingham 3.* Building materials and equipment display center can operate as agency clearing house; Deutsch & Brenner Ltd., Harford Street, Birmingham 19. NCIA. 891 Engineering and Architectural Services Electronics and precision electromechanical area; Hebron & Medlock, St. George's Lodge, 33 Oldfield Road, Bath, Somerset. NCIA.* Engineering design and fabrication of petroleum refineries, foundries, chemical plants, heat equip- ment, etc., offers his services to U.S. firms; Incandescent Heat Limited, Cornwall Street, Bir- mingham 40, NCIA.* IMPORTS 203 Canning and Preserving Fruits, Vegetables, and Sea Foods Split yellow peas, lentile, broth mixtures and breakfast cereals. Grant's Craigmills, Dundee, Scotland. 205 Bakery Products Sweet biscuits, creme filled and chocolate filled cookies. Brooks Biscuit Co. Ltd. Sharston Road, Manchester 22. NCIA. 207 Confectionery and Related Products Essence, flavors, and color products. Edin- burgh Essence Co. Ltd., Silvermills, Edinburgh. 208 Beverage Industries Scotch whiskey. Gordon Rayment & Co. Ltd., 14 Berkeley Street, London, W. 1. NCIA. Light Scotch Whiskey. D. H. Allan Ltd., 97 Fountainbridge, Edinburgh 3. 221 Broad Woven Fabric Mills White on white jacquard for men's shirts. Emerson Road, Preston, Lanes. NCIA. 224 Narrow Fabrics and Other Smallwares Mills: Cotton, Wool, Silk and Man- Made Fiber Raw silks, spun yarn, silk noil yarns, silk, wastes, silk noils, nylon crepe. Cheslene and Crepes Ltd., Thorwater, Sutton Mills, Maccles- field. NCIA. 227 Floor Covering Mills Wool scatter rugs and carpets. Messrs John Crawford & Co., Skeoch Mill, Bannockburn Stirling- shire. 229 Miscellaneous Textile Goods Rope, twine, wire, wire rope, and matting. British Ropes Ltd., P. O. Box 23 Sunderland. NCIA. Jute sacks and bags. G. C. Taylor and Co. Dundes, NCIA. Typewriter ribbon cloth. Logan, Macklet and Co., Ltd., 14 Peters square, Manchester. NCIA. 232 Men's Youth's and Boy's Furnishing, Work Clothing, and Allied Garments Double jersey netting and garments. H. R. Howard and Sons Ltd. Hanover Mills, Fitzroy St., Ashton-under-Lyne. Childrens outerwear. Brookside Clothing Co. Ltd., Floats Road, Roundthern, Wythenshawe, Man- chester 13. NCIA. 16 233 Women's, Misses', and Juniors' Outerwear Children's outerwear. Brookside Clothing Co. Ltd., Floats Road, Roundthern, Wythenshawe, Man- chester 23. NCIA. 238 Miscellaneous Apparel and Accessories Leather and fabric gloves of high quality Stylish Glove Co., St. George's Square, Worcester. 243 Millwork, Veneer, Plywood, and Prefabri- cated Structural Wood Products Housing, portable garages, tool houses. Foster Holding (Rainford) Ltd. Rainford, St. Helens, Lan- cashire. NCIA. 251 Household Furniture Wrought iron furniture and fixtures. Robinson Bros. (Warwick) Ltd. 18/20 Saltisford, Warwick. NCIA.* Trays and cocktail carts. Woodmet Ltd., Globe Lane, Dukinfield, Cheshire. NCIA. Aluminum furniture. Toucan Engineering Ltd., 232 Creynolds Lane, Monkspath, Solihull. NCIA. 264 Converted Paper and Paperboard Products, Except Containers and Boxes 306 Fabricated Rubber where Classified Products, not Else- Packaging materials. Dundee. G. C. Taylor, & Co., 266 Building Paper and Building Board Mills Wall board for interior and exterior use with appearance of stone or masonry. Plastic Krafts, 7 Thorntree St. Edinburgh 6. 272 Periodicals, Publishing, Publishing and Printing Interested in the sale of the publication U.K. BUSINESS REGISTER; Kompass Register Ltd., R. A. C. House, Lansdowne Road, Groydon, Sur- rey.* 274 Miscellaneous Publishing Copies of original prints of 55 subjects wearing Scottish tartans. Simpson-Ball Company Ltd., 91 Hander St., Edinburgh. 281 Industrial Chemicals Fine chemicals dyestuffs; Williams (Hounslow) Ltd., Greville House, Hibernia Road, Hounslow, Middlesex. 289 Miscellaneous Chemical Products Molybdenum disulphide lubricants. John Fair- bank Barnes Ltd. Oil Mills, Stanningley, Pudsey, Yorkshire. NCIA. Waterproof clothing of all fibers. Outerwear only. Kay Bros. (H. J. M.) Ltd., 229233 Water- lee Road, Cheetham, Manchester 8. NCIA. 307 Miscellaneous Plastic Products Plastic distance pieces (diams) for positioning concrete reinforcing rods. Constructional Prod- ucts Ltd., Wren Mill James St. Chadderton, Mr. Oldham, Lancashire. NCIA. Plastic taps for metal containers; Phillips Tele- scopic Taps Ltd., Colliery Works, Birmingham Road, West Bromwich, Staffordshire. * 331 Blast Furnaces, Steel Works, and Rolling and Finishing Mills Sheet metal, iron and brass foundry castings. Ritchie Hart & Co. Ltd., 16 Mountpottinger Road, Belfast 5.* 342 Cutlery, Hand Tools, and General Hardware Cutlery. (One of the oldest well-known firms in the industry.) Joseph Rodgers & Sons Ltd., #6, Works P. O. 96, Sheffield. NCIA. Hardware for use on luggage. C.W. Cheney and Sons Ltd., Factory Road, Hockley, Birming- ham 19. NCIA. Domestic garden spraying equipment. Warne, Wright, and Towland, Ltd., Keely Street, Birming- ham 9. NCIA. 343 Heating Apparatus (Except Electric) and Plumbing Fixtures Patented heat exchanger for air and gases up to 1,000 degrees. Incandescent Heat Ltd., Cornwall Road, Birmingham 40. NCIA. 346 Metal Stampings Metal patterns for use in the automobile and domestic appliances industries. Mark Berke Ltd., 11 Anne Road, Handsworth, Birmingham 21. NCIA. 349 Miscellaneous Fabricated Metal Products Self regulating thermostatic hot and cold mixing valves for bath water. Maynell & Sons, Montrose Stl Wolverhampton, Staffs. NCIA. 351 Engines and Turbines Marine diesel engines. Ashley & Dumville Ltd., 5 Regent Road, Salford 5, Lancashire. NCIA.* Marine engines for boats requiring power plants up to 35 HP. Newage Ltd., Crossley Street, Gorton, Manchester 18. NCIA. Heavy turbines. Harland and Wolff, Ltd., Scotstoun, Glasgow w. 4. 17 352 Farm Machinery and Equipment Automatic poultry and cattle watering equipment. Spencer, Bayley Ltd., Lymington, Hampshire. NCIA.* 353 Construction, Mining, and Material Handling Machinery and Equipment Cranes and conveyors of all sizes. Herbert Morris Ltd., Loughborough, Leicestershire. Materials handling equipment. Conveyor with stacker. Weldall & Assembly Ltd., Old Wharf Road, Stourbridge, Worcestershire. + Prefabricated roller conveyor, able to re- tract and lock a load. Used in motor vehicles, aircraft, warehouses and ships. Whitworth Closter Aircraft Co. Ltd. Baginton— Coventry.* NCIA. Mining equipment for handling materials under- ground, hoists and conveyors. Austin Hopkins & Co., Ltd. Delta Works, Audenshaw, Nr. Man- chester. NCIA. Pneumatic products for industrial uses garages. Pneumatic Components Ltd., Eyre St. Sheffield 1. NCIA. Battery operated electric vehicles; Harborough Construction Co., Harbilt Works, Market Har- bourough, Leicester.* Electric powered lifter and stacker; Lenson Engineering Co., Churchill Road Extn., Thurm- asyon, Leicester. NCIA.* Fork Winches; New Wortley Crane and Hoist Co., Ltd., 36 Wortley Lane, Leeds 11, Yorkshire. NCIA. 354 Metalworking Machinery and Equipment Fixtures for turret type automatic screw ma- chines and jigs and gauges. Precision Products (Dundee) Ltd., 149 Long Lane, Broughty Ferry, Dundee. Machine tools. Charles Taylor (Birmingham) Ltd., Bartholomew Street, Birmingham 5. Machines for production of electrical equipment such as transformers. Redman Tools and Prod- ucts, Worcester. NCIA.* Heavy presses. Harland and Wolff, Ltd., Scot- stoun, Glasgow W. 4. Precision center lathes and related tool fixtures. Dean, Smith & Grace Ltd., P.O. Box 15, Keighley. NCIA. Design and manufacture of press tools, jigs and other precision tools. Swansea Jig and Tool Company, Langford Coachworks, Neath Abbey, Neath, Glamorganshire, Wales. NCIA. New type supermicrometer. Belfast Tool & Gauge Co. Ltd., Prince Regent Road, Belfast 5. 355 Special Industry Machinery, Except Metal- working Machinery Wrapping machines for candy bars and related items; Auto Wrappers (Norwich) Ltd., Edward Street, Norwich, Norfolk.* Sharpening machines for blades on woodworking machinery; E. & D. Burgess Ltd., 15 0akleighPark Street, Whetstone, London, N. 20.* Packaging machinery, filler-sealer for drugs both liquid and granular. Pharmpak Ltd., 120 Frances Road, Cotteridge, Birmingham 30. NCIA. Paper industries machinery. James Bertram Ltd., Leith Walk Foundry, Edinburgh 6. Machinery for bleaching, dyeing, and finishing textiles and paper. Hunt and Moscrop Ltd., Middleton Junction, Manchester.* NCIA. Elevator machinery. Ritchie Hart & Co. Ltd., 16 Mountpottinger Road, Belfast 5. Automatic onion topping and tailing machinery. Dubalo Engineering Co. 29 Holte Drive, Four Oaks, Sutton, Goldfield. Automatic order filler for food orders; R. T. Cunliffe Ltd., 5 Holts Lane, Tutbury, Nr. Burton- on-Trent. * Automatic box forming machinery. JohnCleland & Son Ltd., 68 Great Victoria Street, Belfast 2. Ke and drum closure machines; Crosshall Engi- neering Co., Marlborough Street, Liverpool, 3. Automatic order filler for food orders; R. T. Cunliffe Ltd., 5 Holts Lane, Tutbury, Nr. Burton- on-Trent. 356 General Industrial Machinery and Equipment Pressurization systems for steam boilers. Pres- surization Ltd., Wyndham Works, Welbeck Street, Ashton-under-Lyne, Lanes, NCIA. Laboratory coating machines for packaging; T. J. Dixon & Co. Ltd., Works Road, Letchworth, Hertfordshire.* Heating and ventilating machinery; Fenton Byrn & Co. Ltd., Armfield Close, West Molesey, Sur- rey. Mechanical lubricators. Kingfisher Lubrica- tion Ltd., Sackville St. Meanwood Road, Leeds 7, Yorkshire. NCIA. Air circulator which uses odor control device. Fume-O-Dor Automatic Diffusers Ltd., 6 Brook Road, Cardiff, Glamorganshire, Wales. NCIA. Plastic machinery, injection molding, for small caps and closures including screwing. Herbert Morris Ltd., Loughborough, Leicestershires. Special machine tool units. Villiers Tool (De- velopments) Ltd., Waddens Brook, Wednesfield, Wolverhampton. NCIA.* Pumps. Rotherhams, Ltd., Coventry. Cardboard box machinery, corner stayers, cut- ters, scorers, slitters, toppers, gluers etc. Wallace Wright Ltd., 26 Great Holme Street, Leicester. Winders and haulage machinery. John Tinsley Ltd., Neasham Road, Darlington, Durham.* 358 Service Industry Machines Industrial laundry machinery. D. & J. Tullis Ltd., Kilbowie Ironworks, Clydebank. 18 Air conditioning, heating and cooling equipment; Lucas Industrial Equipment Limited, Hargher, Clough, Burnley. NCIA. Air conditioning, heating and cooling equipment; Lucas Industrial Equipment Limited, Hargher, Clough, Burnley. NCIA. Air filtering, coil heat and cooling machinery; air washers; Matthews & Yates, Ltd., 135 Rye Lane, London, S. E. 15.* Air conditioning equipment; Fenton Byrn & Co., Ltd., Armfield Close. 361 Electric Transmission and Distribution Equipment Circuit assembly boards; Vero Electronics Ltd., South Mill Road, Regents Park, Southampton.* Program timers for automatic washing ma- chines. Chamberlain & Hookham Ltd., Birming- ham 5. NCIA. 362 Electrical Industrial Apparatus Motors, generators, welders, Small Electrical Motors Ltd., Churchfield Road, Beckenham, Kent. Flaw Detector; John S. Young & Co., Ltd., Tudor Works, Giffnock. NCIA. Automatic heating systems for industrial and greenhouse use. Findlay, Irvine Ltd., Penicuik, Nr. Edinburgh. 363 Household Appliances Kitchen appliances and artificial heating logs. Bescol (electric) Ltd., 118 Parkfield Road, Saltley, Birmingham 8.* 364 Electric Lighting and Wiring Equipment Obstruction beacon and emergency lighting units; Molflash Company Ltd., 72-72 Warstone Lane, Birmingham 18.* NCIA. 365 Radio and Television Receiving Sets, Ex- cept Communication Types Precision magnetic tape recording, closed circuit television and process control equipment; Epsylon Industries Limited, Faggs Road, Feltham, Middle- sex. Microphones, cutting heads, phonograph needles, records, complete line of Grampian Reproducers; Grampian Reproducers Ltd., Hanworth Trading Estate, Feltham, Middlesex. Closed circuit color television. Barras Elec- tronic Co. 18 Dorset St. Southampton. NCIA. 366 Communication Equipment Marine transmitters and receivers, broadcast receivers, radiotelephone equipment; Redifon Limited, 36 Kingsway, London, W. C. 2.* NCIA. 367 Electronic Components and Accessories Electronic accessories to circuit assembly board; Vero Electronics Ltd., South Mill Road, Regents Park, Southampton.* 371 Electric Transmission and Distribution Equipment Electrical components for power control and measurement, watt hour meters, transformers, relays, timing devices; Chamberlain & Hookham Ltd., New Bartholomew Street, Birmingham 5. 375 Motorcycles, Bicycles and Parts Variable gears, paint lining devices, other tools related to the motor cycle and bicycle trade; Cyclo Gear Co., Ltd., Potters Hill, Aston, Birming- ham 6. 382 Instruments for Measuring, Controlling, and Indicating Physical Characteristics Electronic measurement and control equipment (agency and direct import); James Scott Ltd., 68 Brockville Street, Carntyne Estate, Glasgow, E. 2.* Pressure gauges, vap9rt tension and bimetal dial, thermometers, Bowdon type temperature switches with snap action; Tomey Industries Ltd'., Catherine Street, Birmingham 6.* Dial thermometers and pressure gauges. Bu- chanan Bros. 80 Commerce Street, Glasgow C. 5. Metallurgical test equipment. Distington Engi- neering Ltd. Chapel Bank Works, Workington, Cumberland. Electronic measurement and control equipment (agency and direct import); James Scott Ltd., 68 Brookville Street, Carntyne Estate, Glasgow, E. 2.* Pressure gauges, vap9rt tension and bimetal dial, thermometers, Bowdon type temperature switches with snap action; Tomey Industries Ltd., Catherine Street, Birmingham 6.* 384 Safety Equipment Industrial Safety Guards; Moflash Company Ltd. 72-73 Warstone Lane, Birmingham 18. NCIA* 391 Jewelry, Silverware, and Plated Ware Silver-Plate holloware; Anstey & Wilson Ltd., Kenyon Street, Birmingham 18. 394 Toys, Amusements, Sporting and Athletic Goods Pedal driven toy automobile for children 5 to 12 years of age. Cooper Bros. (Stockport) Ltd., Shrewsbury Street, Stockport, Cheshire NCIA.* 19 395 Artists' Materials Pantograph engraving machine; Taylor, Taylor & Hobson, Sroughton Street Works, Leicester. * 398 Miscellaneous Manufacturing Industries Linoleum, hession bakked. North British Lino- leum Co. Ltd. Cleping Road, Dundee. LICENSING Licenses for a Large Variety of Products Wanted by U.K. Firms. Numerous firms in the United Kingdom interested in manufacturing a wide variety of U.S. products were uncovered by the recent U.S. Machinery and Equipment Mission to the U.K. Supplementary information, as indicated by a star (•), may be obtained on loan by U.S. firms from the Office of International Investment, De- partment of Commerce, Washington 25, D. C. 283 Drugs Pharmaceutical .manufacturer seeks license to produce additional pharmaceutical and medical specialties. Consolidated Chemicals Ltd., The Industrial Estate, Wrexham, Denbighshire, North Wales.* 329 Gaskets Manufacturer of gaskets and other products made of bonded aluminum and rubber seeks cross- licensing arrangement. F.P.T. Industries, The Airport Portsmouth, England.* 344 Fabricated Structural Metal Products Offers license for the production of patented clamp for fastening heavy crates. Stouport Case Co., 30 Princes St., Manchester. Offers license for the manufacture of its float- ation units which are used for loading or unloading oil from ship at mooring. Plastic pipe lines are floated from the units which we called Gondola Buoys and consist of steel air chambers and fittings for suspending the pipe line. Eltonsford Ltd., 16-18 Oyster St., Portsmouth. 344 Fabricated Structural Metal Products Seeks license to manufacture motor frames, conveyors, and parts for coal mining machinery, the Armac Engineering Co., Ltd., 2239 London Road, Glasgow, E. 2. 346 Metal Stampings Reciprocal licensing arrangement sought with manufacturer of kitchen tin wear. Paton, Calvert & Co. Ltd., Binns Road, Liverpool 13. • 349 Miscellaneous Fabricated Metal Products Offers license for manufacture of cable reeling drums and crane collector columns. Fraser & Borthwick Ltd., Delta Electrical Works, 59 Pitt St., Glasgow, C.2.* Seeks license to produce cast iron or cast steel valves for water, chemical, or oil industries. Glenfield and Kennedy Ltd., Kilmarnock, Scot- land.* Manufacturer of air valves seeks license for solenoid valves and other air operated equipment. Stuart Davis Ltd., Stonebridge Highway, Coventry. Manufacturer of consumer products wants li- cense to produce items utilizing tubular aluminum. Home-Ese Ltd., Haslucks Green Road, Shirley, Solihull, Warwickshire, England. 352 Farm Machinery and Equipment Garden equipment manufacturer wants license to make electric and motor powered lawn and garden equipment. H. C. Webb & Co., Ltd., Tame Road, Witton, Birmingham 6.* 353 Construction and Materials Handling Equip- ment General engineering firm seeks license to pro- duce mechanical handling equipment. Samuel Taylor & Sons (Brierley Hill) Ltd., Brierley Hill, Staffordshire. Manufacturer of material handling equipment wants license to produce mechanical handling equipment such as conveyor or roller tables. Hugh Martin & Sons (Carluke), Glasgow. Manufacturer of hydraulic tail lifts is interested in a license to produce ramp levelors which pro- vide access from shipping platform to trucks of different sizes. Burtonwood Engineering Co. Ltd., Burtonwood, Warrington, Lancashire. 354 Metalworking, Machinery and Equipment License for manufacturing gauges for testing interchangeable ground glass joints sought by manufacturer of thread gauges. Coventry Gauge & Tool Co. Ltd., P.O. Box 39, Coventry.* Precision engineering firm seeks license to produce specialized machine tools. Ly mail's Engineering Co. Ltd., Lythalls Lane, Coventry.* 355 Special Industry Machinery License offered for the manufacture of Lab- oratory coating machine for packaging by mechan- ical and hydraulic engineering firm. T. J. Dixon & Co. Ltd., Works Rd., Letchworth, Hertford- shire.* Seeks cross-licensing arrangements for heavy and medium machinery, processing equipment, printing machinery and other products requiring complex engineering and manufacturing skills. 20 Vickers Armstrongs (Engineers) Ltd., Scotswood Road, Newcastle-Upon-Tyne 1.* Packaging firm wants new packaging machinery for frozen foods and cigarettes. Mardon, Sonn and Hall Ltd., Temple Gate, Bristol 1, Glouces- tershire. License for production of web offset printing machinery sought by marine engineering firm which is diversifying into printing equipment. Yarrow and Co. Ltd., Scotstoun, Glasgow. * 356 General Industrial Machinery Engineering firm seeks license for distillation or purification processes for water. Alton & Co. Ltd., Stores Road, Derby, England. * Licenses for manufacture of air filtering, coil heat and cooling, and air washers sought producer of air-conditioning equipment. Matthews & Yates, Ltd., 135 Rye Lane, London, S.E. 15.* Packaging firm seeks license for production of specialized packaging machinery. Matthew Wylie & Co. Ltd., 89-117 Helen St., Glasgow, S.W. 1. Manufacturer of packaging machinery and paper converting machinery wants license on smaller machines up to 15 x 6 in specialized packaging field. The Lerner Machine Co. Ltd., Lea Valley Road, Ponders End, London. • Producer of cartons wants new packaging systems for carton trade. Tillotsone (Liverpool) Ltd., 85- 177 Commercial Road, Liverpool 5. License for manufacture of centrifugal chemical process pumps wanted by producer of pumps for handling acids. Drysdale & Co. Ltd., Bon- Accord Works, Yoker, Glasgow, aW. 4. Packaging machinery company wants license to produce specialized packaging equipment. Vickers- Armstrong (Engineers) Ltd., Crayford, Kent, Eng- land. 358 Service Industry Machinery Large manufacturer of air- conditioners for ship generators wants license to produce domestic air- conditioning equipment. Thermotank Ltd., 60 Rochester Row, London S.W. 1. License to produce air-conditioning equipment wanted by manufacturer of pumps. Rotherhams Ltd., Coventry, England. Manufacturer of car bodies and material handling equipment seeks license to produce evaporative coolers. Fisher & Ludlow Ltd., Kingsbury Road, Erdington, Birmingham 24. Manufacturer of steam turbines want to manu- facture air-conditioning compressors, and heat exchangers under license. C.A. Parsons & Co. Ltd., Heaton Works, Newcastle-on-Tyne, 6, North- umberland, England. General engineering firm seeks license to manu- facture medium to heavy ice-making machinery. Hall Engineering Ltd., 54 Grosvenor St., London, W.I. 362 Electrical Industrial Apparatus Electronic instrumentation engineers interested in obtaining license to manufacture process controls as applied to textile machinery. Epsylon Industries, Ltd., Faggs Road, Feltham, Middlesex. Wants license to manufacture electronic load indicator for use* on cranes, or an electric safety device. Fraser & Borthwick Ltd., Delta Electrical Works, 59 Pitt St., Glasgow, C. 2.* Manufacturer of custom built conveyor systems wants license to make related components such as motors and gear boxes. Davies, Pritchard & Richmond, Banks Lane, Liverpool Airport. 364 Electric Lighting and Wiring Equipment Power transmission engineers offer license for production of its novel high voltage conductor spacers, and heavy duty low loss suspension clamps on a reciprocal basis. Electric Trans- missions Ltd., Parr Industrial Estate, St. Helens, Lancashire.* Manufacturer of electric lighting fixtures wants license to make fluorescent lighting equipment for ceilings or walls, and parts for all types of fixtures such as control transformers. R & A.G. Crossland Ltd., Cartridge Lane, Wallsall, Staf- fordshire. Manufacturer of commercial and residential electric lighting fixtures wants license for fixtures of pictures and tapestries and offers license on its products in exchange Allom Heffer & Co. Ltd., 17 Montpelier St., Knightsbridge, London S.W. 7.* 366 Communication Equipment Manufacturer of tele- communication headsets offers license on sound suppressor head sets. The design is light weight and more advanced than the usual fluid type. Airmed Ltd., Edinburgh Way, Temple Fields, Harlow, Essex.* 367 Electronic Components and Accessories Electronics manufacturer seeks licenses to pro- duce electronic components, communication equip- ment, and consumer electronic products. Tele- communications Division, Plessey Co. Ltd.,Ilford, Essex, England. Manufacturer of electrical components wants to manufacture general electronic hardware com- ponents, wire wound potentiometers, and toggle switches under license. Painton & Co. Ltd., Kingsthorpe, Northampton, England. 382 Instruments for Measuring and Controlling Manufacturer of precision gyros, high precision test equipment, and guided weapons components wants to license the manufacture of its products. English Electric Aviation Ltd., Stevenage, Hert- fordshire.* 21 Research and development firm offers license on carpet testing machine which can reproduce flat plane physical tested carpet samples with relative information to appearance, retention and wear- ability characteristics. Test Equipment (Bristol) Co., 260 Hotwell Road, Bristol. Automation and process control firm wants license to manufacture turbine flow meters, small analog computers, blending and batching systems, pressure and temperature, transducers, densim- eters, and other devices using continuous process control. The De Haviland Aircraft Co. Ltd., Manor Road, Hatfield, Hertfordshire. License for dynamometer-hydromic wanted by manufacturer of test equipment for jet and turbo- prop aircraft engines. John Curran Ltd., Box 72, Cardiff, Glamorganshire, Wales.* 386 Photographic Equipment and Supplies Camera manufacturer wants to manufacture under license moving picture cameras and pro- jectors. K.G. Corfield Ltd., Ballymoney, County Antrim, Belfast.* 398 Miscellaneous Manufacturing Industries Manufacturer of brushes with hose connections for washing cars and trucks offers license for the production of its products. Flexibrushes Ltd., Glossop, England.* 354 Metalworking Machinery and Equipment Small machinery, tools, and accessories. E. K. Machine Tools, Blackbraes Road, Nerston In- dustrial Area, East Kilbride, Glasgow.* 22 summary of mission activities The Trade Mission: Functioned from May 14 to June 16, 1962, a total of 34 days; Visited seventeen cities in the United Kingdom --Belfast, Birmingham, Bristol, Cardiff, Dundee, Edinburgh, Glasgow, Hull, Leeds, Leicester, Liverpool, London, Manchester, Portsmouth, Newcastle-on-Tyne, Sheffield, and Southhampton; Operated three Trade Information Centers, equipped with commercial libraries: in Glasgow, London and Manchester, Held meetings attended by 733 persons, Held 593 personal interviews with U.K. businessmen, Visited six plants with additional visits by one or more members of the Mission; Presented 236 Business Proposals which had been submitted by U.S. firms (86 in the machinery and equipment field and 150 of a diversified nature). Of the 86 BP's in the machinery and equipment field, 82 received interested responses from U.K. firms and 664 contacts were developed. The total in both categories resulted in the formation of 1,400 contacts between U.K. and U.S. firms. Reported 386 trade and investment opportunities, in addition to contacts resulting from Business Proposals. 55 Joint Venture and Investment, 106 Licensing, 90 for U.S. Ex- ports, 88 for U.S. Imports, 26 Agency, and 21 general. THE UNITED STATES MACHINERY AND EQUIPMENT MISSION TO THE UNITED KINGDOM: ancis J. /Hanratty, Member A+r*4X46fo« StepKen H. Harrington, Oscar C. Palmer, Sr. , Member K. Havemeyer, Deputy Director Samuel B. Korin, Member Carl H. Waser, Member Bradley Murray, Director y June 1962 23 a postage stamp can provide overseas sales for your products this fall PENN I STATE UNIVERSITY LIBRARY llllllllllllllil Italy in Spain Greece HOW IT WORKS The Department of Commerce will send Trade Missions to the following countries this fall: Japan and the Philip- pines, October 6 through November 3, and 7, 1962 — Deadline for Business Proposals, Sept, 1; Spain, Italy and Greece, November 3 through December 5, 1962— Deadline for BP's, October 1. A complete report on each business proposal submitted will be made to each firm submitting Business Proposals by the Director of the Mission prior to his departure from these countries, along with the names, addresses, and company affiliations of prospective customers or representatives. The procedure is simple, /ou do not have to fill out a form. Answer these nine questions: j ^ Do you now have business connec- tions or are you represented in any of these countries (if you have an exclu- sive representative, the Trade Mission cannot locate another agent for you)? If you are represented, by whom and in which countri(ies)? 2 Have you had previous business ex- perience with these countries? Please enumerate countries. 3^ What products do you wish to sell or purchase and in which countries? Or, what type of business transactions do you wish to make? Please describe products in detail. 4_ Do you wish to obtain an agent or do you prefer to export directly? If so, in which countries? 5^ Do you prefer to import for your own account or to act as an agent? £ # Will you consider direct investment or a joint venture, such as providing machinery, know-how, or capital, with a qualified firm? 7^ Are you interested in licensing a qualified company to produce your products abroad? If so, describe in detail nature of agreement you would consider. 3 To what extent are you prepared to sell on long-term credit or, if dol- lar exchange is not available, accept pay- ment in foreign currency? 9^ What type of company would be qualified to transact your business? All the information, besides the an- swers to these nine questions, that you provide will contribute to the most suc- cessful selling approach possible. Don't hesitate to better illustrate your prop- osition by including catalogues and bro- chures along with indications of the size and scope of your operations. No one is too large or small to be represented. Send all Information (an original and two carbon copies for each of the five countries) to Director, Trade Mission to (name country), Bureau of International Business Operations, U.S. Department of Commerce, Washington 25, D.C., or Department of Commerce Field Offices. U.S. TRADE MISSIONS BUSINESS PROPOSALS SERVICE UNITED STATES DEPARTMENT OF COMMERCE, WASHINGTON 25, D.C.