Category Archives: Chemical Industry

REACH for the Sky. EU Comes Down on Chemicals.

I suppose there are more than a few out there who are not familiar with REACH.  Those of us in the States are a bit confused about the implications on trade and the possibility that the US EPA will attempt to adopt and promulgate the same sort of regulation. REACH has formally begun, as of June 1, 2007.

From the EU Parliament website-

Parliament adopted the compromise it negotiated with Council on the new regulation for chemicals, REACH, which will oblige producers to register all those chemical substances produced or imported above a total quantity of 1 tonne per year. Registration will affect about 30,000 substances. For more hazardous substances, producers will have to submit a substitution plan to replace them with safer alternatives.

When no alternative exists, producers will have to present a research plan aimed at finding one.

Hold the bus!!  “Where no alternative exists, producers will have to present a research plan aimed at finding one.”  Hopefully, there are provisions for reactive precursors or intermediates.

Reactive chemicals are useful chemicals.  Synthesis chemistry is about the management of reactivity.  Differential reactivity gives selectivity.  Chemical manufacturing is all about selectivity.

What if you need a ton of butyllithium or triphosgene or PCl3? Hopefully there is language that provides for manufacturing non-commodity, specialty chemicals with reagents that are highly reactive.  

It will be interesting to watch the unintended consequences pop out of the ground on this program.  The business of testing may end up being more profitable than specialty chemical manufacturing.  The bedrock of western economics is manufacturing. I hope the EU doesn’t chase away to much of its manufacturing base.

Becoming a Major Player: The Chinese Lanthanide Industry

It is interesting to note how certain countries dominate particular parts of the periodic table.  South Africa has a large lock on the Platinum Group Metals (PGM’s) and crystalline carbon (diamonds).  According to the South African Department of Minerals and Energy, South Africa has 62 % of the worlds supply of PGM’s.  The ore bodies are located in the Bushveld complex in the northeastern section of the country. 

China finds itself flush with perhaps the largest reserves of rare earths- scandium, yttrium, and the lanthanides.  In my travels I see that a good bit of applied research is being done with rare earths in China, some of which is being reported in publications that I only see from a Google search. OK, I don’t have a matrix of data to prove this.  But it appears that SciFinder hasn’t covered Chinese research as well as I thought.  Not too surprising I suppose, given the language and distance barriers.

It is very clear that China has a thriving, though unruly, rare earth metals industry.  The value of this natural resource is not lost on them. They are not content to export tech grade products so that others can squeeze the value added from refinement. They are busy trying to extract that other natural resource- the value of skillful application. 

Expired Chemical Patents- Corey’s Oxazaborolidine

While tunneling deep through the compacted patent strata, I happened to notice that E. J. Corey’s oxazaborolidine patent appears to be expired.  US Patent 4,943,635 (July 24, 1990) was assigned to the President and Fellows of Harvard College and listed Professor Elias J. Corey as inventor.  This is a patent with 30 claims, of which 3 are independent claims.  All of the claims are for composition of matter. 

The description teaches methods of preparation of a variety of oxazaborolidines, with a special emphasis on the preferred embodiment based on proline.  The use of the catalyst for asymmetric reductions is taught in the description as well. 

Curiously, Corey is the only inventor on the patent. Hmmm.  Knowing that he was well into his career by 1988 when the application was filed, I can only guess that he must have been very busy running multiple reactions, doing flash columns, and burning NMR spectra. \;-)

The next oxazaborolidine patent to expire will be the Merck US 5,039,802 (Aug. 13, 1991) patent.  This is a process patent claiming a method for the preparation of the diarylproline system using aryl Grignard addition to a pyrrolo[1,2-c]oxazole-1,3-dione.

Incidentally, I did witness a famous professor actually doing bench chemistry.  A friend and I were wandering around the chemistry building at her alma mater, (The) Ohio State University, in March of 1993 when we happened past the lab of Mel Newman.

There he was, in his 90’s, intently shaking a 2-liter separatory funnel of some dark hellbroth. He was isolating a polyaromatic hydrocarbon that he made.  Newman graciously stopped to talk about his work. Having freshly graduated from a stereochemistry group and a stereochemistry post-doc, I nearly fainted when I met him. It was like meeting Elvis.  Newman passed away a few weeks later. 

Corporate Freeloaders?

Our local area is graced with the presence of a biomedical drug production facility.  The company manufactures important, lifesaving products from which mankind benefits and in doing so, the company makes a handsome profit.  They also have a production facility in a Caribbean Island Territory which also manufactures important products.  I understand that they are a very progressive organization. Friends, family, and colleagues from grad school work at the local plant and at the R&D office in Many Trees, in some coastal state. [Note: the name and location have been cleverly disguised or omitted- Th’ Gaussling]

Meanwhile, there is a constant buzz concerning the possibility of moving the entire mfg operation to this Caribbean paradise where the tax and labor costs are significantly lower.  I have no special inside information  here, I just know that this has been considered.

The situation outline is in no way unique to the particular company I’m thinking of. It is a very common situation.  Company decides to move operations off-shore to continue profit growth of a successful product. Shareholders continue to enjoy good returns on their investment, product pricing is competitive and the company continues to hold on to market share. Everybody’s happy, right?

Back at the corporate HQ, assets are safely nestled in the Unites States of America, under the 24/7 protection of the Army, Navy, Air Force, Marines, and Coast Guard.  Corporate human and capital assets (shareholder assets, really) enjoy the benefits of the vast infrastructure of the USA.  Materials and people move safely and efficiently over land and through the skys of the USA.  The FAA assures air safety and orderly movement in the skies.  The DOT assures motor vehicle safety. State and federal monies provide for highways, bridges, and all of the motorway infrastructure to keep the trucks of raw materials and product moving. 

Federal, state, and local governmental agencies provide reservoirs for water and electricity. Plant process water comes from a pipe put in place by the local water district infrastructure.  Sanitary water treatment is provided by the municipality.  The streets are patrolled by city and county police who are charged with crime prevention.

Corporate scientists who invent the technology that the company profits from so handsomely and the executives who guide product to market were educated within the vast academic/research complex that has made the USA the envy of the world.  Graduate student and post-doctoral stipends in science and engineering are largely funded by some government agency or other.

Corporate researchers have access to enormous volumes of public domain technology and knowledge paid for by NSF and NIH grants. Researchers who were educated at public institutions with public subsidies take their talent and generate treasure for the corporations and the shareholders.

Yet, a great many corporate entities are escaping tax liability by moving manufacturing off-shore.  Corporations whose very existance is owed to their fertile, wealthy, and knowledge rich nation have somehow seen fit to evade paying back into the system so as to perpetuate that very system from which they benefit so handsomely.  Instead, others contribute to sustain it.

The advantage of substantial US infrastructure amounts to a kind of subsidy.  The purpose of this subsidy is to stimulate the formation of wealth generating organizations who can then provide jobs and stability for the economy.  Instead, we find that corporations are tapping US knowledge wealth and eventually using it to subsidize foreign economies. 

There are mathematical justifications for this transfer of manufacturing from the local to the foreign.  More profits flow to the shareholders- the big players and those who hold 401(k) plans.  Growth is sustained and a competitive edge is held.  But is it really? Could it be just the result of poor imagination?

National Treasure: H.R. 3043 and Scientific Publications

On page 14 of the July 30, 2007, issue of C&EN, an article entitled “Bill Mandates Public Access” by David Hanson describes a section of a bill recently passed from the House to the Senate. The relevent text from the bill is as follows-

SEC. 217. The Director of the National Institutes of Health shall require that all investigators funded by the NIH submit or have submitted for them to the National Library of Medicine’s PubMed Central an electronic version of their final, peer-reviewed manuscripts upon acceptance for publication, to be made publicly available no later than 12 months after the official date of publication: Provided, That the NIH shall implement the public access policy in a manner consistent with copyright law. 

Hanson’s article states that the Professional and Scholarly Publishing (PSP) Division of the Association of American Publishers has asked members of Congress to reconsider this bill, or at least the mandatory submission to PubMed. Hanson reports that the PSP claims that-

“This language could serve to undermine the existing system of peer review and scholarly publication which disseminates high-quality research findings throughout the scientific community,” … 

Further down, Hanson gets to the real issue-

Brian D. Crawford, chair of the PSP committee and senior vice president of the Journals Publishing Group at the American Chemical Society (which publishes C&EN), says the House language violates fundamental copyright principles. The bill “would essentially force authors and publishers to, in essence, forfeit their copyrights” without compensation for their investments and would have many negative impacts on private-sector publishers, he says. [Italics by Gaussling]

What is telling is the quote by Brian D. Crawford, who suggests that the publishers stand to lose their copyright on the copy submitted by the NIH funded researchers.  If you are a publisher, should you be worried about this?  Probably.  The gravy train may be leaving the station.

Yes, the publishers have invested large sums in building publishing and distribution systems for the profitable dissemination of information.  But I would add that they have built these publishing engines on a system that hands voluminous copy to them for free.  Unlike other publishers who have to pay their authors for content, academic publishers do not pay contributors who, I might add, provide some incredibly valuable content. Academic publishers have built publishing businesses using content paid for by government granting agencies, and by extension, the public.

It’s easy to fault publishers for taking advantage of a system that hands them publishable content for free. But, on the other hand, circulation numbers for most publications is quite modest.  Even if advertising is used, the typical low circulation of any given specialized scientific journal is so low that only very modest advertising rates could be obtained. Many journals survive on subscription fees alone.  Examples of journals that have come to terms with advertising are J. Chem. Ed., Nature, and Science

The scientific publishing system is a sort of a deal with the Devil- the scientist gets the grant, does the work, and then what?  After dinner talks at the Elks Club? Of course not. A manuscript is prepared and in exchange for free printing and distribution, the publisher obtains the copyright. The copyright is the key.  It is a cash cow in the same way that the copyright to the Beatles songs are a cash cow, only with smaller numbers.

I think that Sec. 217 of H.R. 3043 is the right idea. The public has already paid for the research. Why should it be intercepted at no cost by printers who then have an everlasting copyright and control of what is rightly national treasure? The citizens have to pay taxes for the research and then turn around and pay commercial interests for the right to read it.  That is wrong.

If commercial interests want to make a profit on scientific publishing, then they need to find a better model.  The public shouldn’t be barred from access to what they have already paid for. Advertising may be the way to do it.  Perhaps the funding agency should have the copyright and publishers pay a fee to print and distribute it?  Comments?

Career Change in Chemistry? Be a HazMat Driver!

Looking for a career change in chemistry?  Tired of loading other peoples samples into that GC sample carrousel? When you close your eyes do you see the pink color of phenolphthalein swirling in a flask? If so, then maybe it’s time to step up to the fabulous world of Over The Road Trucking- OTR.

I understand that drivers with a CDL and a hazardous materials endorsement can expect to find many well paying opportunities out there. 

Prudent Professor Prophesy and Pragmatics

I know it is hard to fathom, but as an undergrad the Gaussling wasn’t automatically the favorite of all the faculty in the chemistry department.  I had been independent for 4 years prior to my matriculation into the fabulous world of chemistry. With independence comes a strong dash of unruliness, an attribute that irritates those around me to this day. 

One faculty member who was especially irritated by a precocious bugger like me was a particular analytical professor.  He was and is to this day a bit of a fuss budget. But, he was and is a pretty smart guy too. One day in an unusually tedious analytical lab he was expounding on what an analyst could expect to be doing out in the world. As a part of an attempt to clue us in to the “real world”, he pointed out that one day in the not-so-distant future we would be writing procedures for others to follow.  His prophetic allusion to job descriptions struck me as an interesting comment.

Increasingly, I find myself synthesizing work structure and writing lab procedures for others to follow, just as this analyst had predicted. 

Which brings up another point.  One road rage trigger out in career space is the nimrod manager who himself cannot synthesize ideas or plans, but somehow has been blessed with veto power over those who do.  Sometimes the only realistic solution is to leave the company. 

It is possible to be so compliant in the corporate world that you labor against you own best interests.  On the windward side we have HR ever turning the screws by more tightly narrowing job descriptions, freezing out degrees of freedom. Eventually they have the option of discontinuing narrow positions by eliminating specialists.    

If you have ever taken a personality test battery as part of career advancement, you’ll see what psychologists have been up to since they collectively got bored with rat mazes and Skinner boxes and discovered marketing.  In many corporations certain profiles are culled and steered up the ladder. There is logic to this, obviously, but I retain a conceit that merit is demonstrated by deeds.  Organizations who apply scientific Human Resource management now presume to remove growth opportunity with psychological instruments that are sold to them by sales people. I have been told by straight-faced practitioners that they themselves do not understand the test theory or methodologies, much less profess a clue as to the statistical limitations.

Unfortunately, my dear old professor didn’t warn us about this aspect of career space.

The Odd Relationship of Markush Claims and Obviousness

This is a long and drawn out post on intellectual property, possibly not suitable for those with attention deficit disorder.

<<<< Warning! This post may cause somnolence or ED. >>>>

In this post, I have attempted to make a case that current practice in granting US patents contains a flaw that may be counter to the public interest. See what you think.

In my view, there is a curious discontinuity between the practice of determining obviousness and the allowance of Markush claims in US Patent law.  A Markush claim in the context of chemistry refers to a claim of a generic chemical structure defined by symbols that represent sets of functionally related moieties or structures.  Very often a core moiety is defined and one or more substructure symbols or other symbols representing various chemical elements are attached. 

As an example of Markush claims, consider US 4,237,133, an expired Pfizer patent dated December 2, 1980.  I “randomly” found this patent by searching under the key words “bromination” and “aromatics” at the USPTO website. This patent is illustrative of the point I want to make and my use here is not meant to defame or otherwise irritate Pfizer. I have no connection to this art in any sense.

The ‘133 patent is a fairly ordinary chemical patent. It contains 10 claims- two independent claims (claims 1 and 10) and 8 dependent claims that are ultimately based on claim 1.  Claim 1 is a Markush claim that defines a set of chemical compositions that the PTO has allowed the assignee, Pfizer, to have a legal monopoly on.   Basically, Pfizer was allowed two varieties of claims: a) a composition of matter,  and b) the process of producing analgesia in mammals, based on the compounds in claim 1.

Claims 2 through 8 are a series of “necking down” refinements to more preferred embodiments that are especially meaningful to the assignee.  Preferred embodiments are specific features that the assignee apparently wished to have clear definition to avoid ambiguity.

A patent must be “enabling”. That is, the patent must teach enough of the art to allow a Phosita the chance to see and avoid the patented art.  This is the whole purpose of publishing a patent.  If the state is to grant exclusive rights to a composition of matter or a process, then the public needs to have a fair chance to avoid infringement. The content ahead of the claim section is called the specification and it must contain information that, when combined with the claims, enable a reader to understand exactly what is being claimed and under what constraints.  In the case of composition of matter, it is common to disclose the procedures used to make the composition so there is no doubt by Phosita as to what conditions lead to the claimed material.

The patent claims a tricyclic ring systen festooned with functionalities, some of which are variable.  Variable groups are R1, R2, R3, R4, Z, and W.  R1 is further subdivided into other moieties, some bearing variable groups R’ and R” and appended to a chain bearing p methylene units -(CH2)-, where p may range from 0 to 4 .  Z and W are also comprised of features subject to variability.

The point is that the set of all claimed species is quite large.  Not surprisingly, one could easily wander into claimed composition space because, ordinarily, CAS does not capture all of the compositions from the Markush claim.

It is not required that the applicant prove that they have prepared each permutation in the set of claims, nor is it required that the enabling procedures specifically address each claimed species. The ‘133 patent has 43 procedures, many of which are for intermediate compounds, at best a number that falls far short of the entire set of claimed compositions.  Usually, it is sufficient for illustrative examples or preferred embodiments to be set forth in procedure.

If you think of each group as a spatial dimension, a generic core species with n variable groups essentially maps out a set of structures occupying a kind of n-dimensional space, subject to specific exclusions. When the variable groups are defined as alkyl, aryl, alkoxy, alkenyl, etc., the number of claimed species can be quite large due to the vast number of possible combinations of groups.  Even limited ranges, i.e., R = C20 alkyl, etc., can result in huge collections of claimed species owing to structural isomerism. 

The concept of obviousness in patent prosecution is one of the most vexing and mercurial ideas I can think of.  The code is set forth in 35 USC 103.  A patent attorney will caution that there is no hard and fast universal definition in advance of litigation because what really matters is how a judge decides the matter.  In a practical sense, though, obviousness depends on how the examiners interpret the code.

On to the point of this posting.  While it is possible for an applicant to claim compositions never made or compositions that should exist by reasonable extrapolation, claims in the reverse sense are more problematic. But what do I mean?

Consider US 7,235,700, a process patent claiming the preparation of a cyclohexenone functionalized on the beta carbon with an enol ether group.  [Disclaimer: again, this patent was “randomly” chosen. I have no specific axe to grind with the assignees or the inventors.  I do, however, have an axe to grind with US patent law.]

This process is a good piece of journeyman organic synthesis featuring the preparation of an alpha/omega functionalized fragment with a Grignard functional group on one end and a silyl-protected oxygen on the other.  From Example 2 of the ‘700 patent, to the Grignard reagent, made in the customary fashion in diethyl ether with dibromoethane as an entrainment additive, was added a THF solution of the cyclohexenone enol ether.  The Grignard added to the enone in 1,2 fashion to afford a tertiary alcohol which upon acid hydrolysis, the resulting alcohol eliminates and the 3-alkoxy enol ether hydrolyzes to afford the product cyclohexenone on workup. 

The patent teaches that the inventors had a poor process before this patented process (column 1, line 37).  So, this must be an improvement, right? It seems to be. But, should it receive a patent?

From my copy of Kharasch and Reinmuth, I see that 1,2-additions of Grignard reagents to cyclohexenone were reported as early as 1941 (Whitmore, Pedlow JACS, 1941, 63, 758-760).  So the knowledge of 1,2- vs 1,4-additions by RMgX nucleophilic additions to cyclohexenones resulting in primarily 1,2-addition is not new. 

The use of nucleophiles with protected incompatible functional groups is not new.  The hydrolysis of enol ethers is not new.  Indeed, nowhere in the description do the inventors state that the disclosed transformations were “surprising” or “unexpected” in their outcome.  As a phosita myself, I look at this patent and see good solid organic synthesis.  I see the results of workers who have undergone training in the usual graduate level chemistry curriculum. Advanced organic synthesis with attention to donors and acceptors, functional group transformations, and protection/deprotection schemes.  They took known transformations and assembled the pieces into the desired molecule.

My objection is this.  Under the convention that Markush claims are allowed under current practices, many compositions of matter can be claimed by virtue of simple declaration despite the fact that homologous series or the usual genus groups of radicals (alkyl, alkenyl, alkynyl, aryl, heteroaryl, etc.) may be rather obvious additions to the list.  A Phosita would reasonably state that if methyl is feasible, then so is ethyl, propyl, butyl, …, alkyl.  Markush claims invoke a kind of obviousness that is allowed. 

However, the same principle may not apply in reverse. That aspect of the body of scientific work teaching that certain generalizations are possible does not seem to be allowed in determinations of obviousness. 

In the instant example, the generalization is that Grignards as a class might be expected to add in the fashion claimed in the ‘700 patent.  Or that enol ethers as a class would be expected to undergo acid catalyzed hydrolysis to ketones.  In the ‘700 patent, elements of the claim are novel only by virtue of being obscure members of a very large set of possibilities.

So, on the novelty and obviousness side of examination, the fact that a claim uses known transformations or schemes on heretofore unreported substrates bearing known features seems to be sufficient to cause an examiner to allow the claim.  The allowance of Markush claims then allows broad generalization into large sets of claimed structures.

But generalization from a broad area of knowledge may not necessarily bar an unreported claim element when acted upon by known influences resulting in transformations that are consistent with the broad knowledge, as in the case of the ‘700 patent.

A patent lawyer reading this might object that the novelty of the substrate and the lack of specific precedence confers novelty and non-obviousness under current precedent.  That lawyers opinion might be internally consistent with precedent and most would leave it at that. 

But the overarching concern that I want to draw attention to is that the current practice in relation to novelty and obviousness may not serve the public interest. I’m seeing far too many patents being allowed for the application of known transformations to substrates that are merely obscure.  What passes for inventorship is often just good craftsmanship. Reacting a Grignard reagent with a ketone followed by elimination is a general process that we might teach to students in a classroom. 

Indeed, the current practice of teaching chemists is to expose the student to systematic generalizations of reaction-types so that they can go out and put generalizations into practice rather that have to memorize countless specifics. 

When these chemists apply their training by reducing generalizations to practice on specific substrates, however, it seems they can claim to have made an invention under US patent law. 

The upshot is that a good deal of technology resulting from ordinary problem solving skills is barred from the public domain for 20 years.  Not that I believe that privately developed inventions should be in the public domain. But I will point out that it is quite easy for a company to get clobbered by an infringement suit for stumbling into claimed art by practicing what their chemists learned to do in graduate school. Reducing general reactions to practice.

I suspect that it is common practice for companies to believe that if something is patentable, then a patent is manditory.  Unfortunately, the current system seems over-generous in granting 20 year monopolies for dubious inventions. When the threshold for obtaining a patent is too low, when practices are too easily removed from the commons, others trying to practice the art are unreasonably restrained.

Reform of matters as basic as the definition of obviousness and novelty cannot come from the USPTO, the courts, or from patent attorneys. Applicants and their attorneys will continue to game the system to the extent allowed by the courts. Fundamental change must come from legislation.

Nitroalkenes

A nice preparation of nitroalkenes appeared in the latest JOC.  The work was reported by Concellon, et al., JOC, 2007, 72, 5421-5423.

I like the two obvious aspects of this work- catalytic use of NaI and the use of SmI2 for functional group modification.  The use of 0.15 eq of sodium iodide to catalyze the condensation is really clever.  The yields are reported to range from 55 % to 96 %. A few yields are in the mid 50’s range yet no mention is made of dimerization of the bromonitromethane, so I can assume that is not much of an issue. 

Nitroalkene prep

The process uses an excess (2.5 eq) of SmI2 to afford overall 2 electron transfer to the substrate, resulting in loss of Br dot and oxygen, yielding an olefin with good stereospecificity.  For the examples given, the E/Z ratios were all 98/2. 

There are some downsides to the chemistry, I’ll admit. Plant management may not be keen on nitromethane derivatives.  I know that nitromethane has been shown to be shock sensitive in the BOM impact test (personal communication).  Depending on their threshold for these things, the plant safety patrol boys may have misgivings. 

The economic merit of scaling up a process that uses SmI2 depends entirely on the value proposition, which can be readily calculated.  Rare earths are reportedly of low toxicity, though I have not seen a primary reference for that assertion.

Most of the rare earth elements come from FSU or China. There is an accessible supply outside of the usual catalog companies, though you may have to do an electronic funds transfer in advance to some cramped office in Shanghai with a rep named Sylvia or Frank.  Advanced payment and sketchy D&B data will make your accountants skittish. But it could be worth it for bulk material.

I’m increasingly aware of the interesting utility of more than a few of the rare earth elements.  My work post-academia has taken me to many far off and exotic locations on the fabulous periodic table.  The rare earth group is not the featureless corridor of nondescript trivalent cations that this organikker once believed.  Fancy that.

Good Customers and Bad Customers

Even the biggest pollyanna in the sales group will discover one day that it is possible to have a bad customer.  Yes Johnny, it is a fact that not all customers are desirable.  Oh I know, in sales one is always rabid to close the deal. Get the sale and move on to the next prospect with a pulse. But what is the difference between a good customer and a bad customer if their money spends the same?

Ideally, a “Great” customer comes back for repeat business, is flexible on terms and conditions, pays 30 days net, gives long lead times for delivery, accepts FOB terms, accepts delays and price increases without protest, and picks up the dinner tab when out for a visit.  [~~Sound of needle scraping across phonograph album~~]

If only such compliant customers existed (Sigh).  In reality, most chemical customers are in what I would call the “Good” category.  That is, they have reasonable expectations of price and delivery as well as an understanding of what constitutes fair business practice.

But on occasion one runs into what you might call a “bad” customer.  Such customers are found across the entire spectrum of size and business model. 

A bad customer is one that consumes excessive resources during the course of service.

A small bad customer might want you to do free product development for them, or may try to negotiate bulk pricing only to turn around and try to get bulk pricing on small quantities. Bad customers may finagle front-run samples from you and then disappear for months or years without a peep.

Large bad customers like to throw their weight around.  They know they are above you on the food chain and behave accordingly.  They dangle promises of big and long term sales and wangle free services from you. Services like gratis process development, holding inventory for free, tolling or other business agreements that tie your hands and force you to open your books for their auditors.

Bad customers large and small have other maddening habits that consume resources.  Specifications that change over time, always to the side of higher stringency, are a favorite of bad customers.  Bad customers will discover that they can shave costs by elaborate just-in-time delivery schemes with favored shippers, a circumstance that will require full time attention by logistics people and production managers.

Bad customers want the transaction to follow their particular terms and conditions. Bad customers will want 60 days net- a particularly transparent scheme to float their resources in interest bearing accounts while the vendor has to finance manufacture up front.  The fetid odor of MBA finance people lingers here.

Bad customers will want their vendors to provide indemnity to shield them against any conceivable liability related to the product.  Bad customers will want to own any and all inventions pertaining to process improvements relating to the product. They’ll want to be free to take this improvement and hand it to your competitors in order to generate a tidy little bidding war over their business. 

Practices that I have been calling “bad” are generally accepted in the business world.  On the buy-side they are considered good practices.  On the sell-side they are arguably bad practices because they increase risk and expense related to the transaction. A good buyer tries to implement these bad attributes.  A good seller tries to eliminate or minimize these bad attributes. 

In the real world, one rarely has the option of walking away from bad customers.  But it is possible to stand firm and prevent profit erosion.  Very often a customers apparent demand is just a straw man.  If not entirely a bluff, it might be negotiable to some reasonable concession.  The best practice is to be up front with your concerns and communicate with the customer. They are nearly always reasonable.

The 80/20 rule often applies to customer service:  20 % of your customers will take 80 % of your time. This is life in the fabulous world of sales.  Every sales person must eventually come to terms with it.  Sales consultants talk about “qualifying” sales prospects, but that only applies to real estate and vacuum cleaners.  The world of custom business-to-business chemical sales is such that if someone can identify your product and seek your services, they are almost always a legitimate player.