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Hogues able presentation of the subiect in the report make very complete text book on industrial lighting

MR. G. HI STICKNEY, Harrison, N. J.: From careful oy servation it seems obvious that the industrial is the least worke ! of all the lighting helds, and the standard of illumination i turtlest below what it ought to be. This is evidenced by ti. F ̧h standard adopted by a few leading manufacturers, as com pared with the low standard in evidence on every hand. Many 1, 5ting companies have shown mitterence to this class of loag, at 1 I believe that they are mistaken and will later regret it. know of a few central stations, notably the Commonwea'th Edison Company, that have made an organized effort to get in strial lighting load, and have found it good business

One of the essentials of an industrial lighting campaign is the selection of a few standardized units, which can be tantely recommended The feature of ornamentation being sent, industrial lighting lends itself especially to the standard tration of fixtures, the economical and commercial advantages of whh are consider die We should be sure to feature some general type of direct lighting fixture

This

The word "economy" is a'ways prominent in industrial con ederations Unfortunately, manufacturers are inclined to i tor; ret economical lighting as that which costs the least is absolutely incorrect The best economy, i t'e broad sense, vor'd den and a ni h higher inten ity of illummation t'in any average standard in use to div Adnotng that some illaruna bon is necessary, a small add ti nal expenditure in establishing good illumanation will return itselt many times over in 1o reased prediction and better workmate-dep Under these c

it seems hghly desirable that nowh mire effort should be ex pended in educating the manufacturer and securing his lig rrent business

MR NORMAN MACHETH, New York City I don't want to discuss the paper, but to make a 25 word su, gestion to the

Cominattee.

During the past few years we have been told rany times by te marota trets of metal reflectors that ther work has been well done, that their prolatan 1 rules of thor hare all that are tow needed to mi tre successi il mlu trval 1... aley talk cast'y of merease 1 fa tory not

accident risk.

So far as I know their figures are based mostly

on desire and "I told you so."

This Committee has the power and weight of authority. I would like to suggest that it request the metal reflector manufacturers to first convince and then secure from the accident insurance companies and State Workmen's Compensation Commissions a recognition of the value of adequate lighting, in the manner in which the sprinkler system people secured a recognition of reduced fire losses from the fire insurance interests, and a reduction of premium on all risks where approved sprinkler systems are installed.

This recognition would remove from the minds of many some existing doubt that the industrial lighting problem has been successfully solved, and would certainly strengthen the hands of the lighting interests and of the manufacturers of metal reflectors.

MR. HOGUE (closure): With the advent of the new type C lamps, we have changed our reflectors to meet the requirements of the 100-watt and 200-watt types. Lamp manufacturers have served notice that the type B lamps will probably be discontinued in about six months, especially in the larger sizes. We do not believe it policy to use clear type C lamps with shallow bowl reflectors, and the dipping of lamps materially reduces the life. For these reasons we have received an appropriation from our Company of $250 for developing an under-bowl, as we have been unable to find such a bowl on the market. Mr. Durgin of our laboratory concurs in this idea.

In regard to our rental proposition offered to customers occupying loft space for manufacturing purposes, this was developed some three years ago. The reason for starting a campaign for this class of business was that we found in looking over our power customers' accounts that they used very little light. I called on one of our power customers to determine the reason for not using electric light in preference to other forms of illumination and was informed that it was too much trouble to clean the electric light bulbs and shades, and that he preferred to pay a monthly rental for the maintenance of his lighting equipment. I explained this to our lighting salesmen and asked for their views on the matter. They were of the unanimous opinion that it was time for our Company to educate

customers to the proper installation and maintenance of the r highting systems.

In developing this idea we hit upon the plan of installing without any first cost to the customer, who, after he has pa us a certain amount per month for a period of two years, wit own the installation If at the end of the two year period he wishes to maintain the equipment we will discontinue our charges for this service. If he wishes the Company to main tain the investment, our charge is 25 cents per fixture per month, except during the months of June, July and August. clu les ten days' cleaning service this year of whom we are proud the other a similar installation.

This inWe obtained two customers One took over 300 units and

We were of the opinion that there would be considerable loss in this, due to failure in business, fires, etc, but we are pleased to report that we are installing approximately 500 units per month, and have not lost a single customer except in a few cases of fire These customers settled for the unexpired portion of their contracts.

The Department of Gas and Electricity of the City of Chicago demands that we use slow burning wire in all cases where we install type (lamps We are installing type B lamos at present with this same slow burning wire so that there wil' be no additional expense to the customer when he changes to type C.

I want to take this occasion to thank the Committee for the assistance given me in preparing this report I also want to thank Mr. Kirk and Mr. Long of our Con pny who did most of the work.

REPORT OF SUB-COMMITTEE ON RESIDENCE

LIGHTING

FRED H SCHEEL, CHAIRMAN

DISCUSSION

MR. T. WIESENDANGER, Milwaukee: I would like to add to Mr. Scheel's report one business getting campaign which was successful in Milwaukee.

As the percentage of electrically illuminated residences is very low in our city, the Milwaukee Company has tried several selling campaigns to secure wiring of old residences. Two years ago the electrical contractors were so idle that some were despondent, and a good wireman could not get a position because contractors could not afford to pay fair salaries. Today these contractors are so busy that most of them cannot start new wiring jobs for several months and cannot hire wiremen at any price.

The campaign is called Old House Wiring. The Milwaukee Company first got the electrical contractors to agree to a low price. The wiring contracts secured by the salesmen give the house owners one year's time to pay, one-twelfth each month, or 6 percent off if paid within 30 days. Another provision is that the house owners receive a refund of 50 percent of all electric light bills over net for a period of two years, provided they replace gas illumination by electric illumination, and the electric secondary mains are in the street or alley opposite the house.

The Company pays the electrical contractors so that they have no collection expense.

As I had not anticipated making these remarks, I have no figures to show percentages, but the Milwaukee Company secured a tremendous increase through the campaign.

MR. W. B. BELL, Paterson, N. J.: The schemes outlined in this report are without doubt good ones, but after we get (SEE REPORT, PAGE 674)

all these houses, particularly the new houses, we must not lose sight of them for several months. They are sure to need at tention.

MR W. D. HODGSON, Glens Falls, N. Y: In the summary I find the statement. "It must be remembered that what we are really doing is selling service" This is true but it is seldom that we really obtain a value in dollars and cents on what "service" means In a small city in New York State there are two central stations. One of them keeps its service up in splendul shape, has a big share of the business, looks after the details that it should and gets 13 cents a kw hr for its lighting The other company has let its service run down, does not give it good attention, and gets 8 cents a kw hr. This is tangible evidence of what "service" means.

MR M S SEELMAN, JR, Brooklyn I think the report so dearly sums up the old residence, the already built house idea that there is very little further to be said In this report are a number of pages devoted to some detail of the housewering plan whereby Brooklyn has obtained a really phenomenal amount of old house wiring business within the last year I lon't want to take the time of this convention so near closing with a description of the details of that particular plan A man point is that you have a plin whereby the householder himself. can. within five minutes, figure out how much it will cost to wire one room, any number of the rooms, or all the rooms in Is house That is one strong point A second strong point is the easy payment pr position, and by easy povments. I don't mean that if the sob at ounts to $100 you will 't the custon er ray $25 down and the rest in three addition ↑ payments bor real'y easy payments Let a man hive from 12 to 20 met to buy his bel in, so that his average payment may be $5 or less Pat is a in nature feature prodeung leg results with Those two features and cooperation with con fur profit are

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