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REPORT OF SUB-COMMITTEE ON ELECTRICAL

SALESMAN'S HANDBOOK

M S SEELMAN, JR, CHAIRMAN

DISCUSSION

MR. SEELMAN (continuing): I want to say just two things to supplement the report. One is that this has necessarily involved a great deal of work and expense, but that the expense will have to be met only once. In after years instead of having to create a new book each succeeding committee will have only to add to the Handbook. The expense for that will be very much smaller. My second purpose is to try to stimulate the use of the Handbook. It is a remarkably efficient method of educating salesmen and of getting business, and all this money and time, effort, energy and intelligence that have been expended in creating and producing the book ought not to be in vain. Every member of the Commercial Section ought to investigate what can be done with that Handbook and put it to work. That is the only way in which all this expense and all this work can be justified.

MR. G. H. STICKNEY, Harrison, N. J.: The Chairman has been very generous in complimenting his Committee, but we who have been doing the work appreciate the mainspring, which is the Chairman. He is the man who drove us along and made us work, and I think a very large part of the credit belongs to him. We now have a Handbook. I hope that it will be used. A man's library is not of very much use unless he gets at it. It seems to me that we ought to have some systematic way of using this new book. I know that already some of the local sections have courses of study arranged on it. I hope that the Educational Committee and perhaps the Lighting and Power Sales Bureaus can help get the value out of this material. The Handbook is adapted particularly to men who are selling current, and it has several advantages over any other such book that I know of. Being so fitted, so arranged that it can be kept up to date better than any other book of the type, we ought to find some way of getting its full value, of increasing sales of current. through the training of the men who do the selling.

(SEE REPORT, PAGE 21)

REPORT OF COMMITTEE ON WIRING

RS HALE, CHAIRMAN

DISCUSSION

M» WA Cox, Newark, NJ Some tree 4.0 or ( paty as ed me to get an expression of op nin from some of t'e u, "- : rs remar ling concentric wiring.

I selected a number of the leading firms in Newark, those which we alsays consider can be depended up in to do first class I wrote al talked with them and received a number of written re, 'ies The maronity were opposed to it They al

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el to feel that as yet it had not been decided what would be proper and sate ground They thought it was dangerous Est personally, I rather telt that a number of the contractors talked along those 1 nes because they had an idea that concentri witing after once put in operation, would reduce the cost of installations to such an extent as to decrease their mones may be wrong in this supp ́s tion, and want to ask the question here to learn whether the delegates from other cities have had the same exper ence.

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I found out a'so, that there is a Company manufa turing concentra wire in a rather small way in this city, and was told that it is also ready to manufacture fittings must as soon as concentric wiring is passed upon by the Board of Underwriters

I alvised the nanufacturer that this whole que tron wond be discussed during the National Association convent n an. ! 'lat perkats eroach would be done at this meeting to start the use of con entr、 wiring

Mx W B Bet Paterson, N. J I want to ask Me Hale whether or not his Committee can give us an idea m percentage of how much cheaper e ncentric wiring will be thin te nehods we are now using

M&S M. BushNET Cha-ago I have wat led the work of tlas Commatter with especial interest ever since it was starte ! 1 tank we all of us will agree that anything which unnecessari

(SEE REPORT PAGE CO

increases the cost of electric wiring is a handicap on the business in which we are engaged. It would be only natural if certain things should creep into the rules which are unnecessary, in view of the fact that the rules which govern electric wiring have been made up by underwriters and bureaus of inspection which have no direct financial interest in holding down the cost. I have thought for a long time that it would be a good thing to have a committee which would turn the searchlight on these various questions and ascertain whether the methods we now use are really the shortest cuts to attain the desired object.

I especially agree with Mr. Hale in his suggestion that if we increase the expense too far in order to get safety in wiring, we are likely to drive the customer to other methods of lighting which will be far more dangerous. In this connection I want to speak of a matter which has come up the last year or so, that is, the re-wiring of offices in fireproof buildings. We all know that re-wiring is necessary. People move in and out of these offices. and each tenant desires a different arrangement of the light. In Chicago, the wiring is done in iron conduit. It necessarily means tearing out the tubes and in many cases destroying them so much as to reduce their insulating qualities which protect the steel frame of the building. For a number of years in Chicago we used duplex lead-covered wire for these repairs with the sanction of the City Inspection Department, and so far as I know, there has never been an occasion when the use of this method has caused a fire or injury to anyone.

However, during a change of administration, the rule was rescinded and we are now compelled to use either the conduit originally installed, or the B-X, or a type of conduit known as ovalduct. We have made estimates on the comparative costs of the lead-covered wire and these other methods and find that they cost at least 50 percent more than the lead-covered wire. By ascertaining the amount of repairs necessary in the average building, we have estimated that the increased cost of repairs in the office buildings of Chicago will be at least $50,000 a year. When we multiply that sum by the number of large cities having similar conditions we can readily see that there is a large amount of money spent, which, according to some authorities, is spent unnecessarily. The building managers have taken this subject up with the Underwriters' Association in Chicago. The National

Assos ation of Buking Managers has also taken it up and is agitating the question to a very large extent I do not know whether our particular Committee would wish to interest itselt in this particular question or whether it would agree with the budding managers that the amount now spent is unnecessarily Linge, but if the Compatter could do so, I believe that it would be a very good thing to cooperate with these building managers Somets, es I have been inclined to thank that the only tie the matager of the central station is interested in the manager of the large otte billing is when selling electricity to the for bold ng I belive we shou'd cooperate with our cust mers at and times, so far as possible ope ially in the line of electrical develorment It we can save this a;; atently unnecessary expense we shall not only be helping the billing managers but ourselves as wel

MSB Bow, Newark, NJ For s CACA'S 1 W we have been di desitg the safety of concentric wiring It won'! seem that it is about time for some decis n from the Aweten as to what sh. ld be done in regard to it It it is to be accepte!

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It mig at be that the first step woonid be the ed; ation of tonë W! st interested I have met rally contractors and many central station rien w`o know little or not: -tw*:tkf!at ༄ ལ་ཁྱིམ་སྐུ I suggest that a lectire con d be prepared by the to mittee with sl. les presenting this s' est completev, ter dis ai anong con¦ any sexti tis, contract is eཟླ་༤ ཟw 3』 Arrཎྜིམས.a॰.』 boles d'at would be intereste ! Wen‚'t make ste healway, if it be the decision of the Assa nation to start se tg on it

MHR SARGENT, Schenectady, N. Y. It has given the Ce eral Ele tre Company great pleasure to conferate with Vr « Con tittee in developing and producing hit ngs and wire oncentric wiring system

Speaking from the sales point of view, we have not posled the systen, die to the uncertainty in the a't tile of as we bebeve that this can best be

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I do not say cheap because I think too much stress has been laid on cheapness-some convenient system is in use, and we appreciate the fact that it is of great importance to your Association that these old houses be wired. We believe that the concentric system is such a system in that it is easily applied in a neat and workmanlike manner, and the house decorations are not unnecessarily disturbed.

We regret exceedingly that we have been unable to produce the fittings faster than we have, but everybody is familiar with the avalanche of business which has flooded the electrical manufacturing industry, and in the particular department in which this material is handled, we have been flooded with orders for standard goods. In the tool room we have been obliged temporarily to lay aside the making of the tools used in the manufacture of this material. We however issued some time ago a small flier (B-3362-2), which includes a description with prices of the fittings. This flier has not been generally distributed, but statement has been made to district offices that it can be had upon application.

It seems to me that the last speaker made a very excellent suggestion. The Wiring Committee could well prepare a lecture with slides and have this available for the use of member companies. Our Company has not taken the position of forcing this material, and we have therefore refrained from giving lectures and advertising copy in publications, although numerous requests for something of this nature have been received.

With regard to the plug situation, there are at the present time, I believe, seven different manufacturers prepared to put out the new form of plug, which has been developed at the request of Mr. Hale's Committee, and these plugs, which are on the market at the present time, are interchangeable one with the other. It would seem to me that the Association can well back up the stand taken by the Committee and insist that the standard plug be put on all portable devices. The standardization of the Edison socket was a fine move and this present standardization is of similar importance, particularly when all of the various types of baseboard receptacles which are permanently installed, are considered.

When you review the progress which is being made along the lines mentioned, it should be understood that the initiative is

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