202 



THE INDIA RUBBER V/ORLD 



[April i, 1901. 



omical engines used. The total horse power of such a central 

 plant can be much less than the combined horse power of iso- 

 lated engines, as each of the latter must be of ample size to 

 carry the maximum load that will come on it at the same time. 



Through electric wires the power is conveyed to any point 

 at any level or at any angle with the other buildings, and when 

 any department is shut down there is no loss due to the run- 

 ning of any unnecessary belting or shafting. Nor is it neces- 

 sary to use large and heavy shafting with the idea at some future 

 time of coupling to it and extending the plant, for the addition 

 of another motor gives power where it is desired, and cheaper 

 than it can be carried by long lines of heavy shafting. 



Another point to be noted is the saving in cost of the electric 

 lighting, for current for the lights can be taken from the same 

 generators that furnish the power current, and as they are large 

 machines the cost is less than the same current generated by a 

 small independent lighting generator. 



To sum up briefly, the electric drive saves at its installation : 



1. In the cost of the engines, as more efficient types are used 

 under more favorable conditions. 



2. In the cost of the shafting, as it is not used to transmit 

 large power long distances, this being done by wires and motors. 



3. In the cost of foundations, as no heavy gearing or large 

 belt drives are used, and no continuous lines of foundations are 

 required to support a long main shaft. 



The electric drive saves during its operation : 



1. By delivering power to the machines more efficiently and 

 cheaper than any other method. 



2. By preventing the constant friction loss due to running a 

 lot of main driving belting and shafting at all times, even 

 though only a few machines are in use. 



3. By giving a control of the speed of the machinery when- 

 ever desired, and thus running at the proper and most econ- 

 omical speed to suit the different changes of stock. 



4. By centralizing the power plant and using large and effi- 

 cient engines. 



The electric drive affords opportunity for an increase \n iht 

 size of the plant : 



1. Because the power can be carried to any place or any dis- 

 tance regardless of location, and is not limited by the size of 

 main shafting originally put in. 



2. Because the location of the engine and the buildings they 

 are to drive is not limited. 



Such, in brief, are some of the many advantages of a method 

 of driving that is destined to supersede all others and materially 

 change the organization of our rubber factories. 



QUALIFICATIONS OF SALESMEN. 



TO THE Editor of The India Rubber World: I am 

 under the impression that much good will obtain, and 

 benefits be secured to the salesman and to the dealer in the dis- 

 cussion, now going on in the columns of your valuable paper, 

 on whether a factory training or a familiarity with the manu- 

 facture of rubber goods is advantageous or detrimental to the 

 salesman in that line. 



I should say that it is far better for a salesman to possess 

 this factory knowledge than not to have it. It does not follow 

 that in the possession of this knowledge he must scatter it 

 broadcast along his travels, nor enter into discussions with the 

 dealer. His business tact should point out to him the error 

 he would be committing in doing this. The great benefit to be 

 derived by the salesman is obtained in the judicious use of this 

 knowledge. Many opportunities are afforded to the salesman 

 where this knowledge is of value to him. The confidence of 



many dealers — and also their trade — has often been gained as 

 a result of some small bit of information imparted in simple 

 language. 



Many chances are afforded the salesman to assist the dealer 

 in answering letters regarding some special form or a suitable 

 stock for certain work. Here again his knowledge helps him 

 and the dealer. In the matter of reclamations for damaged 

 goods, the posssssion of this knowledge is often most valuable. 



A salesman cannot know too much about the goods his fac- 

 tory is competing with, and with a knowledge of the manu- 

 facture he can and does gain much information which helps to 

 break down the barrier between the dealer and salesman. 



It would be folly to say that there are no good salesmen ex- 

 cept those who have this factory knowledge — for there are 

 many. And therefore, while I do not hold it to be absolutely 

 essential, it is certainly a most valuable possession. On the 

 whole I should say that the salesman with factory knowledge, 

 everything else being equal, is best qualified and a belter sales- 

 man. A SALESMAN SINCE 1882. 

 Erie, Pennsylvania, March 18, igoi. 



* » * 



One of the rubber salesmen who has contributed to our col- 

 umns of late his views regarding the qualifications of salesmen, 

 was asked what he thought of the idea of an organization of 

 the fraternity on some such lines as have been followed by sales- 

 men in some other branches of trade. He writes: 



To THE Editor of The India Rubber World : You ask : 

 " Could an association be formed among salesmen connected 

 with the rubber trade which could be made of practical assist- 

 ance to its members.'" Sincerely, I believe this organizing 

 business is much overdone. We have about reached the limit, 

 with the Society lor the Promotion of Angora Cats and the 

 Organization for the Prevention of Cruelty to Farmers. We 

 are organized to death. But, seriously, there is strength in 

 numbers; a crowd is an inspiration; association with our fel- 

 low workmen would be helpful, without doubt. The practical 

 portion of this question, however, is the possibility of making 

 such an organization helpful to its members. To maintain an 

 organization of any sort, sufficient benefit must be returned to 

 its members to insure continued interest. These benefits may 

 be returned in various ways. They may be social, or financial, 

 or in a manner educational. 



To make perfect the social benefits, frequent meetings in 

 localities adjacent to the homes or business of members would 

 be necessary. In order to attend such meetings, business 

 would have to be dropped, and in many cases, if not in most 

 cases, those attending would have to make long journeys at 

 much expense and inconvenience. The case of local social 

 events is not a comparable case; I am discussing a national or- 

 ganization. The second benefit — the financial — is an invisible 

 and intangible one, and not to be considered by itself, and 

 could not be reckoned upon. If such an organization could be 

 maintained at all, it would be by reason of such education as 

 undoubtedly would result from intercourse between members. 

 But this appears, after thoughtful consideration, to be almost 

 without the bounds of the purpose of such an organization as 

 your question presupposes. 



Perhaps your recent contributor who thinks so highly of the 

 qualification of " factory knowledge " will describe how he 

 would supply this lack by joining a " National Association of 

 Rubber Goods Salesmen." Personally, I would wager that my 

 knowledge of the rubber business would be greater if the same 

 time and money was spent in a trip to one factory, and much 

 more practical. F. H. H. 



March 12, 1901. 



