that activity all along the line will be stimulated by the appearance of the first sections published. Publication The Committee faced some difficult problems which delayed somewhat the publication program. Difficulty was encountered in securing a suitable editor, until through the courtesy of the General Electric Company's Publication Bureau, Mr. John Liston was added to the Committee as editor. The Committee has been granted $5,000 to finance publication, with the expectation that this will be returned by the sale of handbooks. The first printing estimates received were so high as to make it appear impracticable to sell the sections, even at printing cost. Fortunately it has been found practicable to secure a considerably lower figure. The books on "Industrial Lighting" and "Lamp Equipment for Commercial and Industrial Lighting," are in the printers' hands, and will be ready for sale before the time of the convention. Five thousand copies of each are being printed. Sales not only by central station salesmen, but also by salesmen of jobbers, contractors and lighting equipment manufacturers. A price has been fixed which will no more than cover the cost of printing and distributing the material, the editing, etc., having been contributed without charge. Owing to business conditions, some doubt has been expressed as to the probability of selling out the editions. The reception of these books will be regarded by the Committee as a test of the future of the handbook. In case the books do not sell, it is felt that it will not be desirable to ask individuals and companies to make the contributions necessary to produce future sections. Fortunately, an effective sales program is being outlined by Mr. J. C. McQuiston, so that maximum distribution is anticipated. The Committee, therefore, respectfully submits these two books as the visible evidence of the year's work, and the start on the new handbook. It solicits the support of the Association in putting them into. useful service. In conclusion the Chairman wishes to acknowledge the helpful cooperation of the Committee members and other association representatives, especially Mr. Liston, as editor, and Mr. McQuiston, in outlining the sales campaign, and Mr. Oday, who, though not a member of the Committee, acted as secretary and followed the many details for the Chairman. Respectfully submitted, The remaining problem before this year's Committee is the sale of these two books. That they are valuable books which should be in the hands of every lighting salesman, is beyond question. It is important to the lighting industry that they be used, CHAIRMAN GEORGE H. STICKNEY: In presenting the report of the Handbook Committee to the Convention, it does not seem necessary to review matters in detail, as they are already covered in the report. It is desirable, however, to emphasize one or two points and endeavor to enlist your cooperation in putting the handbooks to work. This activity is facing some new conditions, which make it perhaps somewhat more of a problem than formerly. Among these we might mention the high cost of printing and the rapid expansion of the industry. The most important change, however, is with regard to the distribution of handbooks. Whereas formerly the handbooks were given to the members, this year's Committee has been faced with the problem of producing handbooks that would sell without loss and of building a campaign for such a sale. It is fair to say that there has been considerable doubt as to whether excellent handbooks could be sold in sufficient quantity to secure a price which would appear reasonable and avoid deficit. It was thought advisable to try the matter out with a couple of books or sections before undertaking the revision of the entire handbook. Therefore, two books have been produced-the Handbook on Industrial Lighting has just come off the press, and the first copies are now on sale at the Convention. The Handbook on Lamp Equipment for Commercial and Industrial Lighting is on the press and expected for delivery within a few days. These books are intended for salesmen more than engineers. The future of the plan depends on how these books are received. Inasmuch as the material was prepared by the Divisions of the Lighting Sales Bureau, the Handbook Committee can, without conceit or prejudice, tell you that they are excellent. We are endeavoring at the Convention to sell sample copies to men from all over the country, inasmuch as we cannot afford to send samples. Let me urge upon you that you take advantage of this opportunity and secure samples of the Industrial Lighting Handbook and, as soon as possible, samples of the Lamp Equipment Handbook. You are urged tr examine them and find how you can use them. The Committee will welcome any constructive criticism that you can give them. In any case, let us have your support-first your own salesmen should be supplied-but it may be even more important to see that contractors, architects, engineers and others are equipped, so that they can help your business as well as their own. The Association does not expect to make any profit on the books. The Committee appreciates the splendid support of those who have been contributing gratuitously of their skilled service. Do your part to give the handbooks a chance to help improve the electrical business. Beyond this, the report and the books speak for themselves. J. C. MCQUISTON: Might I suggest, Mr. Chairman, that an announcement be made in every one of the sections, sectional meetings held at this time or during this week, regarding these books? Only a few of us are hearing about the book here, and I think if the entire N.E.L.A. were advised as to what these books are and where they can be obtained, they will be interested in procuring copies. cellent suggestion, Mr. McQuiston, and the chairman will do what he can to see that some such announcement is made. The chairman feels that one of these books should be in the hands not only of every central station salesman, but of every salesman of electrical equipment or merchandise, salesmen for contractors and jobbers, etc. It is the work of the men in the industry who know most, possibly, of the subject of industrial lighting, and there isn't a central station in this whole country but that uses those booklets to excellent advantage. It has a very great advantage. The trouble with most of the work that is done this way is this: It is valuable and significant of the work of the industry, but it is presented at the Convention in this way and then the people go home and forget all about it. A good deal of people, a great many people, do not realize they cannot get the benefit of the knowledge of the experts in the business who are doing this work unless they utilize it among their employes. It is hoped that everybody here today who has anything to do with the selling of electrical products will see that this book is given proper distribution among his employes. The report of the Education Committee will now be presented by Mr. Jenkins. Report of Education Committee The home study courses offered by the Commercial Section through this Committee have continued in popularity during the past year. Publicity The publicity given these courses by the Committee, pending the organization of the Geographic Sections, has consisted of liberal use of space in the National Bulletin, and the continuation of the four page Educational Bulletin published by the Committee, and mailed to all members. This Bulletin is confined to educational matters of interest, and particularly with publicity on all courses published by the Association. It is issued quarterly, sharing in both publicity and expense with the Education Committee, Accounting Section. We have continued to supply special booklets on all courses upon request, together with posters for departmental use, and have cooperated with the member companies in arranging for the adoption of these courses for their classes. Pay envelope slips describing all courses are supplied free of charge. In the selection of pay envelope slip used, companies have the choice of any one of four methods, as described below, by which the company can encourage and stimulate their employes in the study of the courses. The slip selected will bear the name of the company, together with the name of their representative, who is to actively advise with employes as to enrollment. Plan No. 1-This plan covers the endorsement of the courses by the company, with an offer to advance the tuition fee to the Association, collecting the same from the employes on a deferred monthly payment plan. It also offers to refund the full tuition fee to all employes satisfactorily completing the course while in the employ of the company. Plan No. 2-Similar to Plan No. 1 with the exception that the company refunds one half of the tuition fee to their employes. Plan No. 3-Similar to Plan No. 1 with the exception that the company does not refund any of the tuition fee to their employes. Plan No. 4-Gives full endorsement to the courses similar to Plan No. 1, but does not advance the tuition fee for the employes nor repay any of the tuition fee upon satisfactory completion of the course. Plans No. 1 and No. 2 have proved to be the most practical and beneficial to the company and the employes, and have been most generally used. Commercial Engineering Course The Commercial Engineering Course, which was first issued in November, 1915, has received a total of 2061 subscriptions to March 1st, 1921. Since last report of this committee we have received 172 subscriptions. The general slowing up throughout our Association in the activities of the Commercial Departments, the causes for which are well known to all of us, has to a degree affected the enrollments in this course. It is expected that the enrollments will parallel generally the activities of the Commercial Departments. At such a time in the future when our companies are again in a position to fill the demand for 11-Principles of Illumination 12-Lighting Practice 13-Electric Signs 16-Steam, Gas and Oil Engines We have in stock as of March 1st approximately 600 courses. Course in Practical Electricity This course has continued to be the most popular of the two Commercial Courses, having a total to March 1st, this year, of 2302 subscribers. Since last report of this Committee we have received a total of 791 subscriptions. It is interesting to note that although this course started on January 1, 1917, over a year after the Commercial Engineering Course, it has now passed it in number of subscriptions. This is evidently due to the fact that it is valuable for elementary education of employes in any branch of the business, not being confined to the Commercial Departments. Since the last report this course has been issued in a second edition, after being revised and brought up to date, and practically all of this year's subscriptions have been supplied with the new edition. The following is a list of the subjects covered by the Course in Practical Electricity. A special booklet is also issued for this course, giving full details and contents of each lesson. Both of the Commercial Courses have continued to be self-supporting, with a sufficient surplus to provide for future reprinting, revising, and conducting of the courses. We have received a number of suggestions relative to additional courses, and it is recommended that the Committee next year seriously consider the inauguration of one additional course, which might be a combination of the subjects covered by the present courses with desired additional matter, such a course being so outlined as to more generally cover the requirements of all our classes of members, with paricular attenion to its value for the use of the Class E membership. Following the organization of Geographic Divisions the Chairman has secured as members of this Committee a Chairman of the Education Committee of each Division. Under this new plan of organization the work of the Committee should be more successfully carried on through the Division Chairman with their committees covering in a more efficient and thorough manner all our member companies and their employes. Division Chairmen of Commercial Sections are urged to cooperate in the organization of a live active Committee on Education. The Association year from July 1st to June 30th is not well adapted for the work of this Committee. This Committee should be most active during the late summer months of August and September in promoting the use of the courses throughout the Association, as at that time the member companies are planning their educational activities for the coming winter. It is therefore recommended that members of this Committee be held over from year to year where possible, and in such cases where resignations are necessary they should be filled immediately by the Geographic Division officers from members of their committee who have shown special interest and adaptability for this work. In all cases where companies have offered these. courses to their employes through their Educational Director, or some one appointed for the organization of classes, the employes have readily responded, and it has resulted in the organization of representative classes. Through the new organization of this Committee a larger number of member companies will undoubtedly become interested in adopting the courses. Among the larger subscriptions for this year the following have cooperated with their employes with excellent results. 66 6-Alternating Current Motors Androscoggin Electric Co.. 35 7 Blackstone Valley Gas & Electric Co. Brooklyn Edison Co...... Commonwealth Edison Co.... 66 10-Watthour Meters We have in stock as of March 1st approximately Peoples Light Co... 1500 courses. East St. Louis Light & Power Co.... Kansas City Power & Light Co... Penn Central Light & Power Co... 58 THE CHAIRMAN: You have all heard Mr. Jenkins' report. We would be very glad to hear any discussion or relation of experiences in connection with this matter. The chair desires, since nobody else discusses this. report, to say a word or two. I do not believe we have begun to realize the usefulness of these courses. There was never a time in the history of the industry, in the judgment of the speaker, when education of this type was so much needed as it is at present. As I said this morning at the meeting of the general session, we have had a considerable labor turnover and now have a great amount of "green" help. Compare that help today with what it was five years ago and see how far away it is from the class of a few years ago, the years before the war. If you haven't done that, you will be surprised. There was a time when it was almost an honor to work for a big central station organization. We got the best young people in the town. They were anxious to work for us and we had a very high class of employes. However, during the last four or five years we have been obliged to take almost WE FREEMAN TP GAYLORD LC HASKELL RB MATEER W M SKIFF LR WALLIS North Central-H W MEYER Northwest-F H MURPHY Pacific Coast-GLENN D SMITH Rocky Mountain-R C NEWBERRY Southwestern-E R DAVIS Representing Lighting Sales Bureau AL ARENBERG anybody to keep the machine moving and, as a consequence, our class of employes has deteriorated and the educational equipment they have is very nearly at a minimum. Under those circumstances there isn't anything that I know of that will give the needful information and inspiration to the young men among our employes as much as these courses will. This last year, for instance, as Mr. Jenkins has announced in his report, the Brooklyn Edison Company has employed these courses in connection with some sixty or seventy of its employes. The company felt it would be to its very great advantage to educate intensively and quickly these young people, and the results have been, so far, all that we anticipated. These young people have learned; the class has been improved; they have become better workers and more desirable employes in every way, more useful to themselves and to the company, and I am sure that this same result can be attained in hundreds of stations. If there is nothing further, this meeting will be adjourned. (Adjournment.) First Commercial National Section (Parallel) Session Tuesday, May 31, 1921, 2:30 P. M. Chairman H. H. Holding called the meeting Central Station a careful study of the reports of to order and said: CHAIRMAN HOLDING: This is the meeting of the Power Sales Bureau, running parallel with the Commercial Section Meeting held in the ballroom. Our section chairman this morning in the general session gave you a good idea of the work of the Power Sales Bureau, and I will only take time now to repeat our conclusion, which is: Conclusion The business of selling electric power has developed into the exploitation of Industrial Economics. A fundamental principle of any successful business is that "the transaction must be mutually beneficial to buyer and seller." The present job of the power salesman is to help the Central Station management secure the largest return upon a given investment and at the same time secure for the customer a profitable investment in purchased power. A number of inquiries have been received during the year from member companies, either through the Service Department at headquarters or direct to the officers of the Bureau. In past years the Power Sales Bureau has gathered information upon a large number of subjects relating to industrial power, and the Bureau should be used more extensively by member companies, especially where the company is small and a large expense for expert treatment is unwarranted. We recommend to the management of the small the Power Sales Bureau issued in former years, as well as a consideration of the current report herewith submitted. The Bureau this year has had a number of inquiries from central stations over the country through the Service Department of the home office in New York, and we have endeavored to give them the information asked for. Just before I left there was an inquiry from the Service Department for information regarding paper mills, and we sent to six or eight or a dozen central stations scattered throughout the country, who had reported to us that they were able to make reports upon paper mills. These reports will be sent direct to the Service Department and furnished from that source. This division of the Power Sales Bureau has not been utilized to the extent that we should like to have it. I believe that in following years we will be able to get from headquarters definite information upon the problems which come up to the individual central station, so that we can be a real help to the central stations who may not be able to employ a specialist, so that they may have the advantage of the specialists who are scattered over the country and connected with the work of selling power to the industries. The first division is the Division of Economics, of the Use of Central Station Electric Power, chairman, Mr. J. W. Meyer, assisted by H. T. Luscomb and F. G. Richards. Mr. Meyer will present the report. Report of Economics of the Use of Central Station Electric Power Division Dollars and Factors We are again indebted to Mr. C. J. Russell, General Commercial Manager of the Philadelphia Electric Company for his valuable contribution entitled "Dollars and Factors," presented before the Pennsylvania Electric Association, at its 1912 Convention. (Proceedings, 1912, page 109.) This paper reprinted in full, is modified only to the extent of introducing more recent data of capital, gross earnings, etc., of manufacturing industries and public utilities. This study bears a logical relation to Mr. Russell's contribution on the "Tendencies in Commercial Development of interest to engineers," read before the Whitney Engineering Society, University of Pennsylvania, February, 1913, and reprinted in the 1920 proceedings of the National Electric Light Association, page 278. A working knowledge of the contents of these contributions will aid materially in a clearer under standing of the fundamentals underlying the economic operation of the industries. Modifications of the original text, and additions thereto, appear in italics. "Dollars and Factors" By C. J. Russell "The present paper will deal in a very elementary way with the relations between dollars and those factors affecting the economic results of their utilization with special reference to public utilities. "When we desire to obtain an idea of the progress or present status of an industry or of a commercial undertaking_we naturally seek statistics showing: First. Dollars invested, assets, capital consisting of dollars or their equivalent. Second. Dollars of annual income, gross earnings or production in goods. Third. Dollars of annual expenditure, operating and maintenance expenses, purchase of materials and replacement of capital destroyed. Fourth. Dollars of gain or loss, representing the net results of a year's operation. "Taking a case typical of our manufacturing industries as shown in the census reports recently |