Category Archives: Chemistry Blogs

Purchasing- The Dark Side of Business

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All sales people have to deal with purchasing people in some way or other.  In the B2B chemical business, where you never really meet the ultimate end user, sales people can be found to populate two levels.  Non-technical and technical.  Non-technical sales people are, in my experience, relatively scarce in the chemical field.  Yes, you do find people with degrees in business doing chemical sales, but without any technical savvy they are at a distinct disadvantage.  Most of the people in chemical sales tend to be technical types of one stripe or another- engineers, technicians, or chemists.

What has always struck me about business is the dramatic differences in culture and operating policies between companies in a given market.  Some companies make it nearly impossible for sales people to contact employees and other companies seem indifferent.  I have noticed that pharma companies are particularly stringent about employees meeting with sales people.  Of course, this may just be an artifact of my sampling experience.

There is a reason, of course, for a company to make it difficult for sales people to contact its staff.  They want their purchasing “professionals” to be present and/or in control during such encounters.  This is not unreasonable.  Some large pharma houses for instance have contracted other companies to do their purchasing for them.  This being the case, uncontained or off-line purchasing may be redundant, uneconomical, or a breach of contract. 

But the other reason for discouraging staff from meeting with sales people is this- purchasing people are skilled in the art of procurement.  They are familiar with company policies regarding suppliers and negotiation.  And, not insignificantly, they tend to be a bit more refractory to the enchanting ways of sales folk. 

A well run purchasing department is a type of profit center.  Not only are they required to get the cheapest and most stable supplier, but they are also tasked with extracting other concessions as well. Other concessions may include custom shipping & packaging details; custom specifications; an agreement to maintain inventory; special price/volume arrangements; or long term pricing agreements. A good purchasing manager is worth their weight in gold.  Over their career a good procurement staff can save a company vast sums of money and secure strateginc reserves of raw materials for competitive advantage. 

I joke about purchasing as the “dark side” because a good purchasing person can be a really tough sell.  They make sales people work hard for their money but in the end everyone is better off because it makes businesses more resilient and competitive.  They raise the bar and, painful as it may be, in the end we all benefit from excellence in business.

Bloggenvolk Chicago ACS Meeting

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A group photo at the Chicago ACS meeting.  That would be fun and blessedly easy.  If bloggenvolk want to linger and talk, they could do that. (If you haven’t been to the Art Institute, I heartily advise a visit.)  It’ll be Chicago in March, so that means outdoors may be nasty.  We just need someone to shoot the photo and post it somewhere on the web. 

What about monday noon, at the convention center, in the entrance near that rotating product literature carosel they always have? Any takers?? C’mon.  Be a sport! I’ll be wearing a badge that says “Gaussling”. 

Bloggenvolk

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It would could be fun to meet other bloggers at the ACS meeting in Chicago.  Eventually we’re going to have to have some kind of official (ACS sanctioned) function where bloggers can get together at these meetings.  We’re all driven to write about chemistry in one way or other and I’d say, for the most part, we’re all smitten with this science.  Chemistry bloggers are science writers.  We write because we are driven to do it.

It would have to be done in a way that is not threatening to anyone.  Basically we’re all anonymous writers.  I suppose that fact could be viewed as kind of creepy in some way- I don’t want to run into some wacko either.  But wouldn’t it be fun to sit with other bloggenvolk at the convention hall and chat?  I think it could be lots of fun. The pseudonym stuff wears thin. 

Eventually it’ll happen. This mode of communication isn’t going to disappear anytime soon.

New Failure Modes

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Chemistry can be very humbling.  A person can be absolutely sure of how a new reaction or process will turn out and yet be absolutely dead wrong.  Process research is an engine that consumes dollars and churns out new failure modes in one big pile and positive results in a smaller, steaming heap. 

I have been working with ionic compounds that have weakly coordinating anions.  I’m finding that my finely honed intuition built from years of shame, suffering, and cruel humiliation is turning up flat wrong more times than I care to admit. A house of cards.

More than a few of these compounds seem to participate in the formation of a liquid phase in the right combination of solvents.  If I were keen on monkeying with ionic liquids, this would be just dandy.  But the product is a solid and I want to purify it by xtallization.  I’m tempted to categorize these liquid phases as clathrates, but I’m unclear if the definition will acommodate such a thing. In each case, a normally miscible solvent pair is required to split out the new phase when the weakly coordinating ion pair is dissolved in the more polar solvent. 

There is a happy ending to this.  I was able to isolate solid product from a 2-solvent system, but sadly, I would be hunted down and shot like an egg-sucking dog if I disclosed it.  Bummer.

UV-Vis Spectrum of POM Pomegranate Juice

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Below is a link to a UV-Vis spectrum of POM brand Pomegranate Juice.  The graph shows two spectra- one is a simple dilution of POM-brand pomegranate juice. The other, lower extinction, spectrum was a simple dichloromethane (DCM) extraction of undiluted pomegranate juice as it comes out of the bottle. The extraction was done with a 1:1 v/v ratio of DCM to juice. Notably, the DCM extract contained no visible color. The layers emulsified and had to sit for ~10 minutes to separate. The DCM extract was dried over a bit of magnesium sulfate and filtered.  The undiluted extract was submitted directly to analysis. The dashed curve is the spectrum of the extract.

What is interesting about the extract is that the absorption maxima do not align with the maxima of the whole juice.  The DCM soluble fraction is quite different electronically from the balance of the components. Indeed, the extinction drops off to 0.026 by 350 nm and drops to near zero thereafter.  It is important to note that the absorbance of the extract is based on a much more concentrated solution, so a direct comparison of absorbances with the highly diluted whole juice is not valid. Focus instead on the wavelength of the maxima.

I ran the spectrum of the whole juice as a 500 to 1 dilution in distilled water.  No attempt was made to buffer the pH of the water or to filter the juice. I fully realize that there are experimental control issues to contend with here- i.e., pH dependence, turbidity, oxidative degradation due to air exposure, etc. 

POM Pomegranate Juice UV-Vis

According to the literature, pomegranate juices contain varying amounts of polyphenolic, tannin-type species not just from the juice, but also material that is released from the rind in the pressing process.  So further experiments should try to obtain juice that is pressed in a way to discourage the inclusion of materials from other plant tissues.

According to one source, the components of pomegranate juice can stabilize the level of PSA in men who have prostate cancer.  Whether it works via the anti-oxidant properties or some other more specific interaction is unclear.

Just what is the point of running these spectra?  My original interest related to the visible part of the spectrum. I wanted to know what the visible spectrum of this intensely colored juice looked like.  What is evident is that for all of the extinction in the visible part of the spectrum (>350 nm), the UV band is much more intensely “colored”. That is, the extinction is much higher in the UV range (<350 nm). Why UV-Vis spectra?  Because, silly, I don’t have an NMR. But I do have a UV-Vis spectrometer.

Well, that’s not quite true. I can run a proton NMR of the crude material, but given that pomegranate juice is a plant fluid, all I’m going to see is a forest of peaks.  Actually, more to the point, others have isolated components from this fruit.  My interest is in the reduction capacity of the pigments.

Extracting structural data from a UV-Vis spectrum is not really possible. UV-Vis spectroscopy is about electronic transitions and a wide variety of species overlap appreciably, so structural determinations of components in complex mixtures is out of the question.  Furthermore, pomegranate juice is sensitive to oxidative degradation and is likely to be quite sensitive to pH (next on the agenda), so it’s thermal and O2 exposure history may be important (i.e., has it been Pasteurized, etc).  So it’s back to the drawing board.  

Patent Sturm und Drang

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To patent or not to patent, that is the question. An innovation comes along and you’re left with this question. Ask (n) colleagues and you’ll get (n+1) opinions.  Ask a patent attorney and they will thrust a disclosure form in your face and firmly request documentation for an application.  When you’re a hammer, everything looks like a nail. You can’t blame attorneys for prosecuting things- it’s what they do.

A comment on attorneys.  Working with attorneys can be a very emotional experience.  The fact that you need one says that you are probably involved in something that is too big for you to handle alone. In the case of patent work, you don’t have to be an attorney to file for and receive a patent. But in order to take the USPTO to an appeals court, you do have to be a member of the patent bar.

Back to the emotional bit.  It is a thrill to see a good attorney working their heart out on your behalf.  Watching them navigate the procedures during the discovery phase and on into litigation is an amazing thing to see. To read the transcripts of your opponents deposition is to understand what power is about.  Conversely, watching the other sides attorney lunging for your throat (metaphorically, at least) with a procedural garrote, trying to lop off your reputation down to the bloody stump is terrifying indeed.  The legal profession is a brutal and bloody business when it is aimed at you.  But when they are working for you, they are jolly good chaps.

It has been my experience that the decision to patent is fundamentally a business decision.  Once you pull the trigger on this, you set yourself up for a lengthy series of legal expenses. And, you leave an indelible and credible paper trail in the public domain.  In some cases the expense and the sturm und drang is well worth the trouble.  If you are a large company, you might have actual attorneys on staff to do the deed.  If you are less than a large company, you will have to retain a law firm to do the prosecution.

When it comes to filing for a patent, is not uncommon for the client to heap everything onto the attorneys desk with a yellow sticky note saying “call me when it’s over”.  This certainly one way to do it.  But to do it this way is to neglect whay we even have attorneys at all.  An attorney is a hired gun.  They are your mechanical arm in the bewildering world of law. The attorney is working on the client’s behalf and the client really should be in the lead, backed up by an attorney, not the reverse. Easy to say but hard to do in practice.

In principle, the inventor and assignee should write the patent application, or at least the first draft.  To do this forces the inventor/assignee to think through what the invention really means for them.  After all, no one should know the art better than the inventor. And the inventor has some obligation to the assignee to assure that the art is fully captured in the appln.  

The attorney is best used in wordsmithing the application to it’s final form. The attorney can anticipate the consequences of the language that goes into the appln.  This is a huge contribution and is one of the main reasons you pay patent attorneys the big dough.  Having an attorney slog through the basics of the art, patch together the concepts from notebook pages, and synthesize the claims is an expensive indulgence the assignee probably can’t afford.  In short, the better researched and the tighter the copy you give the attorney, the more resources you”ll have for your  next patent appln.

Lanthanide Contractions and a Dog’s Lunch

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The rare earths are a curious group of elements from the commercial point of view.  There are a variety of lanthanide products available from a handfull of vendors, most of whom cater to a small group of users. Some of the catalog houses have respectable collections of them.  My friends at GFS offer lanthanides- specializing somewhat in cerium products.  Aldrich, Gelest, and Strem, of course, offer a variety of rare earths (RE). Hard to say if they are big sellers-I’m guessing they are on the slow side of the 80/20 rule.  I’m aware of a single American company that actually refines Scandium Oxide and manufactures Scandium Triflate as well. They are one of the few, if not the only, companys in North America that refines any RE’s. Most everyone else imports from Estonia, Russia, or China.

From my perusal of the literature it seems that the field partitions roughly into reagents for chemical transformations and oxides for material science.  The material science side is way beyond my reach, so I’ll pass on that segment.

The least expensive and most basic RE products are the oxides. If you spend some time shopping around for various RE’s, what you’ll find is a sliding scale of purity specs, 99%, 99.9%, 99.99%, 99.999%, etc.  If you look even closer to the specs, what you’ll find is some sleight of hand in regard to what the number of nines actually represents.  Most vendors will offer a number of 9’s that are TREO, Total Rare Earth Oxides. So if you are keen on Scandium Oxide, 99.99 % (or 4N), chances are that the 4 nines really represents the total of all of the RE oxides present.  In reality, 99.99 % TREO Sc2O3 will be 99.9 % in Scandium and the balance of the 4 nines is a dogs lunch of Ln Oxides. 

As we all know, when you analyze for more and more 9’s, you eventually find most of the periodic table present in your material.  But if you really want 99.99% in Scandium, it can be relatively hard to sort from the TREO products.  You are forced to swim through spec sheets to find material that meets your need. BSC offers 4N in Scandium, and some others do as well.

One of the interesting applications of RE triflates is as a water tolerant acid catalyst.  Essentially all of the RE triflates have been reported, with the possible exception of Promethium. The lanthanides show a general decrease of ionic radius as one increases atomic number. This is the lanthanide contraction. It has been shown that the catalytic activity in certain acid catalyzed reactions (i.e., with a Ln(III) triflate) correlates with the charge-to-radius ratio in this group.  Not surprising, I suppose. 

So, for an ambitious person with designs of bringing rare earth reagents to the marrket, this is a classic “technology push” situation.  In order to convince people to buy RE triflates as acid catalysts, you first have to offer a value proposition.  They can use conc H2SO4 or they can use Yb(OTf)3 as an acid catalyst. Hmmm.  So which is cheaper in my application?  Given the sparse literature on Ytterbium Triflate chemistry, for instance, it could be hard to convince a customer to adopt your RE product beyond R&D use.

So, whaddaya hafta do to sell a boat load of this stuff? You probably have to come up with a killer application for the RE Triflate to convince people to buy it and try it. If you as the purveyor lack this application, they you have to rely on the customer to do it for you.  In the mean time, you could get very hungry.

Halogenate with extreme prejudice

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Reacting one element with another to make a compound. How much more “elemental” can it get? No solvent and no waste, just element on element at Venusian temperatures. But, an organikker doing inorganic synthesis?  Is this a Coen brothers movie? What strange overlap of events lead to this redox redux?

Paracelsus would have been pleased at this transformation, though his interests with this compound might have diverged from mine. Whereas I as a modern chemyst would add a nucleophile to my blessed conjugation of elements, Philippus Theophrastus Aureolus Bombastus von Hohenheim (Paracelsus) would probably have more mundane applications like the treatment of consumption or perhaps an indelicate medicament for that tell-tale abscess.

After a career of conducting elaborate procedures for the preparation of strange organic compounds, it is refreshing to spend a month performing a non-incandescent combustion of elements.  There is joy in doing a thing well, taking the elements to their endpoint as fast as the equipment will allow. Squeezing maximum performance from the system and myself. It is a kind of poetry in motion. 

Frequently wrong, but never in doubt

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More and more I find myself afflicted with fellow travellers along the timeline who are never in doubt of their judgement, but they are frequently wrong nonetheless.  There has to be some archetype from literature or Greek mythology that symbolizes this. Maybe there is some character from a Greek tragedy who, as a leader, was destined for a fall as a result of such a trait. Perhaps someone out there has a nominee for this position.

One sees examples of this in business organizations not infrequently. Some openly discuss their views, but often with the presumption of making a disclosure of “what we’re going to do”.  Others sit quietly, rarely contributing to open discussions where ideas are put on the table for dissection.  These fellows might listen to others debate, but they prefer to sit quietly and observe while others reveal the content of their thinking. Rather than adopt or synthesize new concepts openly, they will tend to note commentary that aligns with their pre-existing view. This is where that most loathsome of characters, the yes-man, can gain a strong foothold in an organization. 

Howard be thy name

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A few posts ago I wrote about buying chemicals from Asia. I mentioned the weakness with shipping. But there are other snags in the system to contend with.  Recently I received a parcel of non-hazardous material that I bought from China. I have been trying to source this stuff for years and I finally found a candidate vendor. We already make the stuff, but we’re short on capacity.  The qual sample was a white granular product and was packed in thin plastic zip-lock sandwich baggies jammed into a used stereo speaker box (!!@#*!). Hell, the foam part for protecting the speaker was still in the box. OK, not smart. And it was mislabeled as some other product. That was the really dumb part.

Torqued about this, I fired off a grim and terse torpedo-gram expressing my shock and dismay at their poor judgement in these matters.  The vendor rapidly replied, exclaiming in much poorer English this time, that since it was a colorless solid product, they believed there would be “problems” shipping it to the USA.  Well, let’s see … hmmm.  It is TSCA listed, it is non-hazardous, no conceivable abuse issues, it is a salt so it won’t burn, but if you dropped a 200 kg drum of it on a cockroach, the cockroach might die.  Yeah, they thought it would be suspected as an illegal substance so they would be clever and ship it under another name. But it is ACS grade material completely innocent of any conceivable abuse potential.  So by being “clever” about it, they revealed their facility with underhandedness.  How can I go forward with a vendor willing to do this crap?

So, you might be tempted to think “Golly, they’re some pretty dishonest chaps”. Well, I’m not sure yet. They may be redeemable. Thank Howard, I myself have been given many second chances. It’s a karma thing. So we’ll inch along and see how they do on the next round. I suspect they’re just naieve in these matters.  Never attribute to malice what you can first explain by ignorance.

Moral of the story- just be honest and above board in all of your business dealings. Ya can’t fall off the floor.

Update:  It was suggested that this is actually a ploy by the exporter to get around import duties.  Well, I’ll happily pay the duties rather than monkey with this sort of thing. Crimony.