ature.

Also personal letters to acquaint the prospective consumer with new appliances.

If the right kind of advertising is selected and placed in the right hands it is the nearest and shortest route to obtain the goodwill of the public.

George C. Turner, Coldwater:

In a brief discussion of this very instructive paper one can find only words of commendation for every point raised with the possible exception that there might be some slight difference of opinion on the value of newspaper advertising.

One cannot fail to agree with the author's conclusion as to the value of advertising in the usual publication of the small town, which may appear once a week, usually has a small circulation and that, too, mostly among the farmers. But if the small town chances to have a wide awake daily with a good circulation in the town itself, the constant appearance in the local columns of items regarding the value of gas for cooking and lighting will soon make gas a household word. If you have anything new you wish to push, such as gas irons, for instance, a few notices will bring it to the attention of everybody long before a solicitor could make a canvass.

One statement seems especially timely, and that is, that to increase our gas sales we should give good service to the gas consumers we already have, a fact to which we give strict attention at Coldwater, where we have an extraordinary demand for gas between the hours of II and 12 in the forenoon, out of all proportion to the demand at any other time of day, so that frequently when soliciting some one to buy a gas range, more often than not, the prospective customer will ask us why we want another fuel consumer, as he has heard it is impossible for us to furnish sufficient gas for the stoves now in use. For this reason, during the summer months we keep a recording pressure gauge constantly in commission in the outskirts of the town, changing its location every day, to discover if there is justification for a complaint in any locality, in order that same may be remedied at once. We endeavor to maintain a pressure that will not fall below twenty tenths at the service pipe outlet of any consumer dur

ing this hour of heavy demand. We also find, as Mr. Sloan says, that it is advantageous to give courteous heed to every complaint, however trivial or ridiculous. It smooths matters over with a consumer just to have some one call in answer to complaint regarding some fancied defect in an appliance, even if there is not a thing to be done except to expalin its workings so they are better understood.

Another point mentioned can not be too strongly emphasized, and that is, making every possible effort to secure and retain the store lighting. The reasons are many; not only are the mains and services already laid and the stores piped, thus avoiding the necessity of further outlay, but the consumption per meter is far above the average for residences, while, as the paper states, the advertising is a valuable asset. If the householder notes that the brainiest merchants make use of gas it will surely set him to thinking.

Again, it is an important feature, that the gas office should be brightly and attractively lighted each evening, thus setting an example to the store keepers. Nothing will aid more in giving this illumination an attractive appearance than a few high grade domes arranged in as artistic a manner as possible. We have noted that many residents have driven past our office in the evening with visitors from other cities and pointed it out with some pride, even though they might be yielding a grudging admiration.

We have always charged for all services, stove installations, etc., and deem it a good plan not to do this work free. It seems surprising that at least in one large city the gas company will, according to its advertisements, make free installation of even the smallest kind of appliance. We believe we can show just as many gas consumers in proportion to population as the city in question and have never done any of this kind of work without charging for it.

We have always required our consumers to come to the office after their bills, instead of delivering them, for the reasons advanced by Mr. Sloan. If there is any drawback to this plan it lies in the fact that it may be two weeks after the meter has been read before the consumer calls at the office and learns what his

bill is. If he is going to be dissatisfied with the amount of his gas bill, the other method, when bill is delivered at his house, is better for there is a chance to look into his difficulty promptly, before he has burned gas two weeks longer at the same rate.

Emory P. Davis, Holland:

THE SOLICITOR.

The successful solicitor, in districts where gas is already being used, is the man that has had shop experience and can regulate and adjust all gas appliances. His introduction should be more as an inspector than a sales agent, which will get him on the inside. At almost every house some little adjustment can be made on some appliance which should require only the turn of a screw-driver and give the solicitor the opening to talk additional business. It also gives him greater prestige with the people when he thoroughly understands the construction and theoretical operation of the appliance and he can talk more intelligently. I do not mean that the solicitor should be required to do dirty work or work that is too complicated but he should have a knowledge of what is necessary to put the appliance in the proper condition. People will seldom buy goods of a salesman who does not know all about what he is selling and the solicitor who does not know all about appliances, he is making an effort to sell, is of little value to any company.

NEWSPAPER ADVERTISING.

The small continuous newspaper advertising is not worth the candle but the "now and then" large space which is sure to be attractive if properly gotten up, is by far the most productive.

Very effective advertising is by circulars with illustrations and arguments that will appeal to the needs of the recipient. Also bill stickers across the face of the gas bills produce results.

Advertising, like many other details of our business, must be systematic. What we have to sell is something which may be made to appeal to the whole public, hence variety in the character of advertising is essential.

CHARGES ON APPLIANCES.

All appliances should be sold at a profit. Many gas companies have made a great mistake by selling at cost. If you have the purchaser interested enough to buy your goods at cost he will take it just as quickly at a profit and will think more of it.

J. A. Sloan:

After listening to the several discussions I find that I have little to say in regard to them, although I feel that I would like to make a few remarks in regard to the intimation made in Mr. Long's paper, to the effect that it is not possible to keep a solicitor in a small town. I heartily disagree with him, inasmuch as I know from actual experience that a solicitor has proven very

valuable.

In buying other commodities the people purchase them because they want them. Having bought them before, they know their worth. With the gas proposition, it is different. We are starting our consumers in a new field, trying to sell them something of which they know perhaps nothing, or at least, very little. Thus I still believe it is necessary to send a good, competent solicitor to our prospective consumer to explain the merits and uses of gas, and of gas appliances, to them. This solicitor should have a wider knowledge of the manufacturing and distribution departments than the ordinary gas fitter, in fact, a graduated gas fitter usually makes a first-class solicitor. When he visits the home of a consumer he is able to make any adjustments necessary to satisfy a complaint; he is familiar with the work and the public feels that he knows his business and can be relied upon. The question of his salary need not necessarily be a serious one. I have never had any difficulty in finding a fitter who would not be anxious to take an increase of five or ten dollars per month in his salary and put forth his best efforts to become a successful solicitor for the company. With this kind of a solicitor I have found very little trouble in making the "New Business" department show a profit in all months of the year.

This plan is being successfully tried in many plants of which I know.

The chairman called for the report of the Committee on President's Address, which was read by Mr. Olds and on motion of Mr. Butterworth was formally adopted and ordered placed on file.

REPORT ON PRESIDENT'S ADDRESS.

The very able and practical address of the President is one that should be carefully read by every member as soon as it is published. Many suggestions are made that we will all find of much assistance in the developing of our business. That part of his address upon State Railway Commission should be considered and it is to be hoped that the commission will be kept free from politics.

We recommend the Good Service Suggestions, for every one to follow in the management of their business.

The data submitted upon the coke situation is interesting, and shows the value of keeping in touch with such information. W. J. MCCORKINDALE,

D. H. FRAZER,
HOWARD L. OLDS,

Committee.

Chairman: We will listen to the report of the Scholarship Committee. Mr. Blauvelt.

Mr. Blauvelt:

The Gas Fellowship Committee have little to report either regarding work done during the past year or plans for the future beyond what has been presented in the paper read at a previous session by Mr. Ferguson.

The following new equipment has been ordered:

I Junker Calorimeter.

I Simmance Abady Recording Pressure Gauge.

I Schilling Apparatus for sp. gr. of gases.

I Hefner Lamp.

12 Glass Gas Holders.

I Fan Exhauster, motor driven.