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We developed a cartoon-illustrated booklet written in a light vein but nevertheless accurately on the subject of how to apply and sell an industrial diesel-electric locomotive. The purpose was to try to remove the awe that some of the industrial salesmen seemed to have regarding a locomotive, perhaps a hangover from childhood days when they used to watch the trains go by. I think this booklet was the one where we urged,for the first time that they simply ask their customers "three little questions" as follows:

1) How many miles of track in the plant?
2) How many cars in and out per day?
3) What moves these cars?

The booklet was written and illustrated in such a way as to be amusing as well as interesting and informative and it was well received. We called it the "How to Sell" book.

Again working on our district sales organization, I sent out a Monthly Industrial Haulage Letter to the district management that had any  influence in the business.  This letter reported sales of our industrial locomotives for the previous month job by job plus current and pertinent comments on the business. As government control gradually took over with the approach of war, helpful comments and suggestions were included. These letters were printed on a Hound Dog letterhead. They had the inspirational purpose of showing lagging districts what others were doing in addition to disseminating general information on the business.

There was another monthly news sheet called "The Traveler." This had been originated some time before by the people in transit equipment sales and then expanded far enough to take in some other lines including Industrial Haulage. The purpose of this sheet was to tell interesting and often humorous way and to name names of salesmen involved. In fact, I believe some of the material was contributed by the district sales people but primarily our own district transportation sales personnel. The Traveler was an ideal place to present some of the almost unbelievable sales stories Industrial Haulage produced. For instance, I recall that our Columbus, Ohio, office had a proposition with Ohio State University for a small locomotive to handle coal from a railroad siding to the university power house and I think they sold it. A case where the laugh was on us at headquarters was the sale of a 45-tonner to the Buffalo Slag Co. by our Buffalo Office for shipment to their Erie, Pa. Plant. This plant, which serviced the Interlake Iron Co. blast furnace, was only about two miles from the Erie Works of GE, where our office was located, and we not only didn't know there was a potential business there, we didn't even know there was such a plant there! As time went on, there was all sorts of similar material to embellish its pages.

Transcription Notes:
Added '?' after 'cars' 'illustrate din' to 'illustrated in'