TORONTO - Tarnell Co. employed a radical tactic to introduce its new database of Canadian plastics processors - it exhibited at Plast-Ex '95 in Toronto. The 49-year-old company is no stranger to the industry, but the Providence, R.I., firm never before had sponsored a display at a plastics show.
``When we bought the business in 1986, we immediately began looking at how we could expand our information in a global way,'' said President Stephen Tarnell, who with his brothers Anthony and Andrew bought the company from their father, founder Ed Tarnell.
The addition of 1,700-1,800 Canadian companies to its compendium of U.S. processors is the first step on that road, he said.
Tarnell Co. collects and sells specialized financial and marketing information on plastics processors - sort of like a Dun & Bradstreet for plastics. The firm has two databases that report distinct information on Tarnell Co.'s universe of more than 17,000 processors, until now exclusively U.S. companies.
Tarnell Co. has added the Canadian processors to its Tarnell Indexed Perspectives, or TIPs, database, which is aimed at sales and marketing officials at machinery and material suppliers. The listing features detailed information on what sorts of products a company buys: for example, data on how many presses an injection molding company operates, along with quantities and types of prime and off-spec resins that it buys.
In the near future Tarnell Co. will add the Canadian firms to its credit database, which tracks purchasing, credit and payment trends at processors, Stephen Tarnell said.
Within a year, Tarnell Co. will add Mexican processors to the listings, he said.
``The Canadian part was pretty easy,'' he said. ``How we roll out the Mexican companies will be a model for the rest of the world.''
Plans for expanding beyond North America are in the works.
``Geographic borders are there, still, but market borders are not,'' Stephen Tarnell said.
Information that Tarnell collects is available only to its customers, who are suppliers of machinery and materials to plastics processors. Tarnell Co. decided to exhibit at Plast-Ex to introduce its products to smaller Canadian-based supplier companies, and also to raise the level of awareness of Canadian processors.