Viewing page 44 of 80

This transcription has been completed. Contact us with corrections.

THE MARKET IS EVERYWHERE

ORDERS RECEIVED IN A TYPICAL SIX WEEK PERIOD

[[underline]]
                                Qty.
Customer                        Tons     District
[[/underline]]
Penn. Elec. Co.                 1-25   Atl
Dow Chemical Co.                2-80   Cent
North Amer. Cement              1-45   NY
Greenville Mfg. Co.             4-45   EC
Metropol. Edison Co.            1-25   Atl
National Tube Co.               1-95   Atl
Buick Motor Co.                 1-45   Cent
Lynn Sand & Stone               1-25   NE
Southwestern Port. Cement Co.   1-65   EC
Electronic Park (GE)            1-50   NY
Koppers Co.                     1-65   NY

15 locomotives totaling $424,610 from six different industries

[[image - Man pointing to table above which is outlined in blue with the shape of the USA]]

By F.H. CRATON, Assistant Manager, Transportation Divisions

  Accurate statistics about industrial locomotives, as distinguished from railroad or mine locomotives, are difficult to obtain.  Studies indicate that there are least 5000 steamers working in industry throughout the country.  There also may be as many as 10,000 gasoline and diesel-mechanical locomotives.  Moreover, many plants are buying locomotives to do switching the railroad did before.  New tarriffs promise to accelerate this trend.
  Every pair of rails may lead to a prospect.  A little curiosity about where those two rails go has rewarded many a G-E sales engineer with a nice order ranging from $12,000 up-the upper limit in six or seven figures.
  Here is an attractive and intriguing market for an important and relatively new G-E Apparatus product.  Moreover, the pursuit of this market requires little effort on the part of the district industrial organization.  Once the lead is uncovered, the district transportation specialist will gladly help in the application work and final sale.
  The best indication that "every pair of rails leads to a prospect" is actual experience in various parts of the country.  Most potent is the experience of the Buffalo Office.  A couple years ago it was deemed worthwhile to select a typical industrial area and give it a good combing to see what the ultimate industrial locomotive market might be in a particular territory.  Buffalo was selected for obvious reasons; it is a representative industrial area, it is near Erie, and the Buffalo Office is noted for its progressive attitude and receptiveness to radical ideas.
  W.J. Woods, in charge of Buffalo's Industrial Division, was instrumental in conducting the survey, and in the process developed a Blueprint For Action on industrial diesel-electric locomotives.  It is a simple blueprint, and extremely easy to carry out.  It will produce results practically anywhere in the United States.  In fact the I. G. E. and the C. G. E. are now working on it, and their results show it is apparently effective anywhere in the world.

HERE IS A TESTED SALES PLAN
[[image - text above is on top of a blue arrow pointing to the right]]