Marketing Pian Through the early work of IWeisbach and Dillingharrr, CH had already identied and made contact with a number of potentiai pharmaceutical customers to verify interest in its initial HGB product. In addition, [II had made preliminary contact with over twenty major pharmaceutical rms to introduce its capability for delivering optically pure chiral intermediates at reasonable prices, to identify additional customers for H68, and to determine the level of potential interest in the additional classes of chiral intermediates that (II was targeting for development. CII's sales efforts were targeting key individuals in three groups within potential pharmaceutical clients: (1) Chemical Development, (2} Process R83}, and {3) Purchasing. [III believed that it could seil small quantities of its compounds (lab and pilot plant volumes), at very attractive margins, to the research departments of pharmaceutical companies that wished to evaluate the intermediates in various proprietary drug formulations. [II planned to concentrate its primary sales efforts on U.S. pharmaceuticai. dients, although opportunities at European companies would be pursued on a casebycase basis. C11 expected to utilize a combination of advertising and direct sales to reach its targeted customers