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  Our search for information [[italic]]resulted in a selling plan[[/italic]] for diesel-electric locomotives right before our eyes.  Showing an interest in our customers' plant transportation problems by asking a few questions, is like pushing a starter button.  It sets the sales machinery in motion, sows the seed in the customer's mind, and uncovers new business on the spot.  This puts us out in front of competition, for it avoids the old method of waiting until our customer broadcasts a request for a quotation.  Of course we know about it then, but so do all of our competitors.
  If anyone should ask me the basic fundamental in this locomotive-gardening business, I'd say that it is "Every Plant is a Prospect Until Proved Otherwise."  Our experience in the Buffalo territory definitely shows that the Blueprint For Action on industrial diesel-electrics is to ask your customers these three questions:
1. How Many Miles of Track in Your Plant?
2. How Many Cars Handled Per Day?
3. What Moves These Cars?

[[image - several men seated with one man standing up in the back]]
"Bill Woods' excellent presentation," says Frank Peters, Manager Transportation Divisions, Central District, "reveals that there are many dormant industrial locomotive applications which remain uncovered.  That is evidenced by the fact that in the Central District we have received only recently three inquiries addressed by operators to Schenectady for information and prices on locomotives.
"While that is a tribute to the value of advertising in trade journals, it should be embarrassing to us in the field.  We must initiate and press consideration for these fine locomotives and not wait for users to be inspired by advertising.  If district men will 'bird dog' each railroad track leading into an industrial plant with the same persistence they pursue and electric power line, they will find many locomotive orders for their efforts.  Rails aren't run into a plant for amusement.  In every case, they are there to accommodate a locomotive hauling freight of some kind.  Leads to prospective applications are as plainly marked as a billboard.  It's as simple as that."

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[[image - man standing with others seated in front of him]]

"We just received an inquiry from the headquarters of the Holly Sugar Company about diesel-electrics," says Sam Kester, Denver, to Mike Rhine, San Francisco.  Mike had just pointed out the fact that G-E construction engineer had recently reported to the San Francisco Office that the Holly Sugar Company could profitably use a diesel-electric at one of its plants.  The plant was hiring a steamer from a railroad at a price that made diesel-electric ownership attractive.

(P.S. An order has since been placed for a G-E 25-tonner.)


[[image - two men standing on either side of a diagram with the phrase "EVERY PLANT IS A PROSPECT UNTIL PROVED OTHERWISE" on the bottom]]

Messrs. Lang and Wilson try their hands at scratching in pay dirt.  However, Bill Woods says you must also voice the right words to pop up the posies.

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