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One Prospect Turns Into Four

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  During the survey, we noticed a slag plant owned by the Buffalo Slag Company.  This customer is handled by a G-E agent.  Not being familiar with their operations, we paid the plant a call.  We were surprised to find that Buffalo Slag had not one, but [[italics]]four[[/italics]] plants in the Buffalo territory!  By calling headquarters in downtown Buffalo, we could get all the information we desired.
  As part of the follow-up program, we began to work on officials of the Buffalo Slag Company to interest them in diesel-electrics for their Lackawanna Plant which operates three old steamers, and hence considered the best prospect.  However, we were suddenly asked to look at the Erie, Pennsylvania plant where a 30-ton gas mechanical was used.  Jack Milling and Forie Craton surveyed the requirements, and we have just delivered a 45-ton diesel-electric.
  One can never tell when a pretty posy will pop up in this locomotive gardening business.  The flowers in this garden, involving a little more than a year's work, represent orders on the books of more than $330,000.  Naturally in such a garden of flowers in full bloom, one would expect to have many others about to bloom.  An underground cross section will give you an idea.  We have at

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least a dozen prospects who will placing orders in the near future.  The Bethlehem Steel job alone involves more than a million dollars.  Locomotive gardening in the Buffalo territory uncovered a potential market of $1,500,000 to $3,000,000 in the next five to ten years.

[[image - hand pointing to sign that reads "45 TON BUFF. SLAG"]]

A call at a slag plant handled by an industrial agent uncovered a good locomotive prospect and sold a 45-tonner in another district.

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[[image - depicts locomotives as flowers (80 TON SEMET SOLVAY, 80 TON INT. SALT, 80 TON INT. SALT, 80 TON INT. SALT, 45 TON AMER. RAD., 45 TON BUFF. SLAG, 35 TON CABBAGE (WILTER), 45 TON DONNER HANNA, 20 TON BETH.) and companies as seeds (MICH. LIME, HANNA FURN., NIAGARA HUDSON, U.S.GYPSUM, INT. PAPER, EAST STATES MILL, BETH. BUD).  Banner below reads "EVERY PLANT IS A PROSPECT UNTIL PROVED OTHERWISE"]]

Locomotive gardening in the Buffalo territory resulted in over $330,000 worth of posies with $2,000,000 to $3,000,000 yet to sprout.