The Iron Age 1922-06-01: Vol 109 Iss 22

THE IRON AGE New York, June |, 1922 ESTABLISHED 1855 5 ee ars ~ VOL. 109, No, 22 Long-Day Problem Submitted to Industry President Gary Appoints Committee, but Says Ali Steel Man- ufacturers Have a Responsibility and Opportunity— Meeting of American Iron and Steel Institute entrusted to the entire iron and steel industry. \lthough the investigation of the subject will be carried on by a committee of nine, President Gary, of the American Iron and Steel Institute, at the twenty- first general meeting at the Hotel Commodore last Friday, emphasized the fact that the responsibility for Ten solution of the 12-hour day problem is now thorough inquiry is very largely in the hands of all men in the industry, and they were urged to do their utmost to bring about a just decision. President Gary also emphasized the importance of approaching the solution of the question in the proper frame of mind, not in a negative way, looking for obstacles, but in a positive way, with a determination to abolish the 12- hour day, if it is possible to do so. His very earnest presentation of the subject was not greeted by any manifestation of approval or disapproval. It was evi- dent, however, that the members were thinking in- tensely and that the hope of a just solution rests in The members of the committee on the 12-hour day are as follows: Elbert H. Gary, chairman United States Steel Cor- yratior James A. Farrell, president United States Steel Cor- ration, Charles M. Schwab, chairman Bethlehem Steel Cor- Willis L. King, vice-president Jones & Laughlin Steel \lva C. Dinkey, president Midvale Steel & Ord- nance Co. James A. Campbell, president Youngstown Sheet & Tube Cy James A. Burden, president Burden Iron Co. E. Block, president Inland Steel Co. John A. Topping, chairman Republic Iron & Steel Co. President Gary presided at the morning session, and William A. Rogers, Rogers, Brown & Co., Buffalo, one ' the directors, at the afternoon session. The White House Conference \t the opening of his address, President Gary spoke leep feeling of the recent death of Dr. Henry M. we, honorary member of the Institute. He referred Ur. Howe’s world-wide fame, and requested that all le members, in silent, reverent, affectionate testimony worth and their grief, rise for a moment, which ‘as done in a very impressive manner. President Gary, before beginning his formal ad- spoke extemporaneously of the recent conference at the White House, in which about 40 prominent mem- bers of the Institute were the guests of President Harding. He said the meeting was very simple, home- like and frank. The steel industry certainly had no reason to complain of the attitude shown by President Harding. The speaking, which included nearly every- one present, was done while the guests were seated, as the President believed that would be the more cor- dial way and would be likely to bring out more frank discussion, as he thought that perhaps those who were not in the habit of speaking in public would be em- barrassed by standing. “If,” said Judge Gary, “the President knew how well the steel men can talk while standing, he would have had no anxiety as to their ability to forcibly and clearly express their views. The President said, however, that in deciding upon the informal method he was thinking largely of him- self. Usually, he said, he prepared before speaking, but he had nothing prepared before the recent conference. He told us informally what was in his mind. He wanted to talk and to hear his guests talk about the 12-hour day, but had no intention of inter-meddling or of injuring the industry. He believed there is a well- defined sentiment against the 12-hour day. He knew it would be difficult to make this important change except by concerted action of all the industry, but he thought, if such action could be taken, the 12-hour day should be abolished. He did not intend to insist unduly, but if he could be helpful in bringing about the abolition of the 12-hour day, it would be very pleasing to him. Explained to President ‘‘We expressed to him, in the first place, our ap- preciation of the disposition of the President in holding a frank discussion by representatives of the whole industry of the question of great interest to the public. We told him it was our desire to get rid of the 12-hour day, if practicable. We told him in some detail! of the difficulties presented. One important fact to be re- membered is that the men who work very hard work eight hours, while those who are on duty 12 hours do not have continuous labor and are really working only half the time. We told him of the desire of the men to earn the largest amount possible and hence of their willingness to work long hours. We did not attempt to deny tha there is strong public sentiment against the long day. Some of the public expressions have been in good faith and some are a sort of propaganda by people who were not well-informed. We told the President that the question is largely between the work- 1491 i oy nN asso Perey aie n 1492 THE IRON AGE man and employer on one side, and on the other the purchasing public who would pay the extra cost of reducing the hours of labor. We assured him that we were open-minded and intended to do the right thing, realizing that the public interest is paramount and that our own interest should be subordinate. We as- sured him that we would co-operate with him to the utmost. “The President appreciated our position and he understands that that there are many difficulties in the way, but he showed signs of being in earnest, in dead earnest, and he relies upon us to do as he re- quests, if it is possible. All Urged to Help “As president of this Institute, it becomes my duty to appoint a committee to carry on investigations to obtain all the data possible bearing on this problem, to ascertain the desires of the workers and of the public and then give most careful thought to report to the industry. We talked first to appoint a committee of five, but I think there should be nine to represent the different phases of the industry, one that would be fair and just and representative. There will be no effort to appoint a committee prejudiced for or against the 12-hour day, but rather one whose members will have open minds. You, gentlemen, can be of assistance in justice to yourselves and to all, including the Presi- dent of the United States. To help in this investigation you should furnish your written views on this question in such form that they will be worthy of being read and considered. Then when the final decision is ren- dered, it should be such that no fair-minded man or publication should have just reason to assail the indus- try if the report favors permitting the 12-hour day to continue. The opportunity is before you, the re- sponsibility is yours. Let us commence this investiga- tion with a determination to find ways and means of getting rid of the 12-hour day. Much depends upon the attitude of mind in approaching the subject. If we consider only the difficulties and see only the obsta- cles, we will never accomplish anything. If we try to bring about the abolition of the 12-hour day, there is real reason to hope that we shall be able to do so. The committee will not attempt to influence your judg- ment, but when you make up your mind, be sure that the decision is such that you can justify yourself be- fore the public and in your own conscience.” Pending Legislation In opening his formal address, Judge Gary first re- ferred to legislation and took a decided stand in favor of the enforcement of law, saying, “The prosperity and welfare of all the people depend upon the enactment, the administration and the enforcement of law. It furnishes the fundamental distinction between human beings of to-day and the cave dwellers of the past. “All fair-minded, right-thinking men and women will agree that laws should be adopted, maintained and enforced strictly on the basis of equal opportunity and equal responsibility to every man. woman and child, wherever located and whatever the surrounding cir- cumstances may be. “T trust we of the iron and steel industry are con- scious of our obligations to the laws of the land, to the general public and to our neighbors, those with whom we come into business contact. This should be our constant thought and study. This is a substantial part, nay, the controlling spirit of this Institute. “On the other hand, we have the right to insist that all others shall be required to conform to the same strict accountability; and that we shall receive the same protection and benefits that are accorded to others.” Tariff Legislation Judge Gary next teok up the tariff, saying that revision of tariff laws is an intermittent disease. He “Tariff rates should be high enough to protect June 1, 1999 all producers in this country, including capi labor, against destructive foreign competitio; may come from cheap labor or otherwise, and drive both domestic capital and labor out of ment. They should protect domestic productio up to the point of being on a parity with all for, as to selling prices in the United States; by should not be high enough to permit produ oppress consumers by unreasonable and uncons prices.” Governmental Regulation Referring to the regulation of industry and gations, Judge Gary said: “We may concede that searching inquiry times necessary and generally productive of ¢ still be justified in characterizing many of the gations and investigators as a public nuisanc: cially if there is an attempt to go beyond the leg domain of the examination, and more particula misrepresentations or unfair methods are indul; “When it comes to our industry or any oth portant branch of economic activity, as you have always favored reasonable publicity. I know of you may believe I have gone too far in my sions of opinion upon this subject, but I have ored to look to the future and to consider the q from all sides and from the standpoint of interests of all.” Judge Gary took decided stand against sp¢ vors and said that the consideration of mere and private benefit or injury to any single fa our industrial life has no proper place in th of our nation. He added: “To permit labor associations or farmer 0: tions to do, as the result of combination, thing are claimed to be beneficial to them which are deni to others is to create classes, to favor some of them and to injure the whole body politic. It tends to a class against class, and it adds to the cost of produ tion. And be it remembered the general purchasing public, in the end, must pay the bills. This, as result, is certain.” Soldier Bonus Without going into a discussion of the me) a bonus or reward to millions of soldiers, in ng billions of dollars, Judge Gary said that the for the present at least, cannot afford to pay propriate the large bonus which has been sugg for the burdens of taxation resulting from th are already too heavy to carry without materiall: adversely affecting the full return to prosperity. H believed that if a bonus is paid, there should b« vided taxation which would be universally distri The fairest method of taxation, he said, is found i sales tax. “It is the most easily, cheaply and certain|; lected. It has been found in other countries practicable, satisfactory and successful. The te: is to make persons more economical and saving. | sales tax is just because it leaves to everyone opportunity to decide what the amount shall be and above actual necessity. It is less difficult to large amounts and works less hardship to honest p: because it is so widely distributed. A cent ea twenty men is twice as much as ten cents to one Under the present income tax laws the cost of tion is unreasonably large, and many who are a pay escape. For the good of all the people as result a sales tax is desirable.” As to possible legislation relating to the pa) or cancellation of the sums due our country by f nations, Judge Gary said: “For the good of both creditor and debtor all ! debts should be paid, if possible, though a gene! and humane creditor will always be liberal in ext the date of payment in times of urgency.” Business Conditions and Prospects In conclusion, Judge Gary discussed business ditions and prospects as follows: “Since the armistice of 1918 I have never §| publicly without referring, though with brevity, i, 1922 Jun ons of danger and depression, the possibility of -alization and disaster as the result of the mili- taclysm which for four years and more con- -../ the world. We have not, I think, entirely passed ‘som under the clouds of adversity. Certainly we are oe » hitherto unheard-of heavy governmental finan- idens. At best, these will not soon be fully dis- To bear them gracefully and contentedly hues ist be not only forbearance, encouragement and -e from every department of government up imit of propriety and justice, but there must entertained by every individual, consistently and tly, a spirit of patience, pluck, energy, gener- yalty and charity fully up to his or her highest rence. “Gentlemen here assembled, we must do our part. We ist be fair and just, as loyal to the Government vere during the war. We must treat others manner as to be entitled to their approval. Business Conditions Improving tle need be said about the changed and chang- ness conditions for the better in the iron and justry, The facts and figures have been and r published. The volume is large and increas- e profits are not satisfactory, but few, if any, be doing business at a loss, and we shall, soon settle down to a readjusted basis of prices and is fair and reasonable and on a comparative is be moderate in our demands. Profiteer- be more and more exposed and eliminated. I f necessary, refer to some outrages that still it the general public, when correctly informed, sed to be just and it will not long overlook lone the exceptional glaring injustices that still n prices and rates. er since the armistice was signed, when I have has been hopefully as to the long business I am still an optimist. And likewise are you. THE IRON AGE 1498 It is seen in your countenances. Big, even profitable, business has been ahead of us all these years, though it has been at times obscured. Now we seem to be nearer a realization, But everyone in official or pri- vate life, employers and workmen, professionalists, merchants, financiers, mechanics, artisans, all, prop- erly supported by our Government, may and will, as never before, utilize to the greatest advantage of our own people and others the existing and productive wealth of this great country. “Optimism arises from opening one’s eyes and ears and mind to the good things in life which a merciful and overruling Providence has bestowed. May all of us have sense to appreciate. Pity the chronic biind, deaf and foolish pessimist of the United States!” Sir William B. Peat Speaks At the conclusion of Judge Gary’s address he intro- duced Sir William B. Peat, a prominent financier of London. On many occasions, especially at the time American steel manufacturers visited Belgium in 1911, Sir William was extremely courteous, and it was a gen- uine pleasure for those who had met him before in this country or abroad to greet him at the meeting of the institute. He spoke briefly, saying that he brought a message of peace and good-will from his side of the world to ours. The United States had become a great economic force in the world. “You have,” he said, “countless money bags stored away in Wall Street, but you cannot eat them. I hope and believe you will use your opportunity to promote the industries of other countries. In order to export you must import. You cannot send fully equipped ships abroad and have them come back empty. The world is one great work- shop. We depend upon each other.” At the noon meeting of the directors of the insti- tute, Judge Gary and other officers were re-elected with the exception of Edward Bailey, treasurer. That posi- tion was filled by the election of E. A. S. Clarke. Field Marshal French Guest at Banquet banquet was attended by about eleven hundred sts. The guest of honor was Field Marshal Earl French of Ypres. In presenting the | Marshal, President Gary told the very interesting if the great service which the honorable guest ndered at the opening of the world war, praising irage, skill and ability in preventing the Germans erwhelming the French, Belgian and English Marshal French modestly said that he is not speaker, but only a plain soldier. He felt is deficiency, but he wished to try to express ng of deep gratitude on account of the very reception in this country, although he is travel- ely as a private citizen of Great Britain. He 1 of some of his experiences in the war and ‘im determination of the French, who had their minds that they would win. He said that ed that was the reason they did win. He then arnest tribute to the part taken by the United Marshal French said that finally, when the ry of the great war is written, the part played the army and navy of the United States would ynspicuous place. He spoke particularly of lerful transportation of the navy in sending million men across the ocean in a short time. referred to the splendid results of the fight- he American boys. “You claim,” he said, “not military nation, but who can help being a nation? Just think of your Civil War. Every man in the world who knows his business has the Civil War and has learned lessons from it. Ww all about the great generals of the Civil War ir splendid achievements.” ‘er paying tribute to the women for their work they had done during the war in the shops, in the hospitals and at the front, the marshal said that the story of woman’s work would fill a page in his- tory. He next referred to the relation of the manufac- ture of steel to war. “We are told by some people,” he said, “that in the future war will be carried on largely by chemists and airplane engineers. I do not believe it. I believe that steel and war will be asso- ciated as long as there is war. The infantry is the queen of battle just as steel industry is the king of business.” In conclusion, Field Marshal French said the late J. Pierpont Morgan was right when he said that he felt sorry for anyone who was a bear on the United States. Dr. John S. Unger, head of research bureau of the Carnegie Steel Co., spoke half seriously and half face- tiously on the manufacture of iron and steel in the future. Concluding with these verses: Strange things will be done Through the years as they run By the men who make our steel, Through the prophets’ sight We will see the light That the future will reveal. If we turn and look back Over the long, long track Of the years through which we passed We can see as we view Things which appeared new. They're old now: We fear they won't last. The last speaker of the evening was Willis F. Me- Cook, president Pittsburgh Steel Co., who spoke very earnestly against anything that tends to organize one class against another, whether it is farm blocs, the Ku Klux Klan or any organization that causes people to antagonize each other on account of race, religion or class connections. en ¥ a ee + nants Cae Opts ‘. oA ons ome - Re ppm ten ~~ ammo eta ip | ORAL EO MAT Ey a Serre ener PSR trie 8 Fi accra iene eas to - pearenes raa » . et we ee me ee en oa + ye un) es * HERBERT F. MILLER, JR. TILFRED SYKES, whose paper took up the general effect of electri- fication of steel mills upon their operation, was born in Palmerston, North New Zealand, in 1879 and educated in the state and private schools of Victoria and Melbourne. His technical edu- cation consisted of a course in electrical and mechanical engineering at Melbourne Technical College and elec- trical engineering at Melbourne. From 1900 to 1903 he was assistant engineer of the Knox Schlapp & Co., Melbourne, designing electrical and mining installa- tions. In 1903 he became manager of the branch office at Sydney and until 1905 was engineer in charge of electrical] work. His next connec tion was with Staerker & Fisher, in charge of the office in Victo- ria and Tas- mania on tranetier of 3 Stix ness from Knox Schlapp & Co. In 1907 he became en- gineer for the Allgemeine Elektric- itits Gesellschaft, Berlin, handling mining work for South Africa. In 1909 he took up work with the West- inghouse Electric & Mfg. Co., East Pittsburgh, in charge of industrial engineering, which included all mining work; and at present is assistant to the oper- ating vice-president of the Steel & Tube Co. of Amer- ica, Chicago. Dr. Sykes is a member of the American Institute of Electrical Engineers and is chairman of the committee on the use of electricity in mines. C. L. WOOLDRIDGE DR. LOYAL A. SHOUDY FRANK ERBERT FLETCHER MILLER, JR., author of the paper on methods of using fuel in open-hearth furnaces, has written a number of articles on the de sign and operation of open-hearth furnaces and on the making of open-hearth furnace steel. He was born Oct. 19, 1885, at Auburndale, Mass.; attended the Quincy High School, Quincy, Mass., and in 1908 grad- uated from Harvard University, having specialized in metallurgical engineering. He went immediately into the Homestead Steel Works of the Carnegie Steel Co. and remained there three years. From 1911 to 1913 he was superintendent of the open-hearth department, Verona Steel Castings Co. The following year, he held a similar position with the Sweet’s Steel Co., and in 1916 became assistant superintendent of the open- \uthors of Papers Read at Institute Meeting L. W. C. BULMER hearth department Sparrow’s Point pla: f the Bethlehem Stee! Subsequently he be. works superintendent, He itt Steel Co., 1916; hearth efficiency engineer, Lackawanna Steel Co., and in September, 1921, became assistant superint ent of the Lackawanna Steel Co., which positio now holds. DAVID BAKER AVID BAKER, who was properly assigned to cov: the development of the iron and steel industry Australia, may well be called an American iron and steel works engineer of in ternation al connections He was bor: in Boston it 1861. After graduat ing from th Massachu setts Institut of Technolog as a Mining En g inee in 1885, he took charge of the blast fur maces of th Pennsy vania Steel | From 1887 1897, he was in charge of the erection and operation of blast furnaces of Maryland Steel Co., and from 1897 to 1898 served metallurgical superintendent of that company. In 19s Mr. Baker became superintendent of blast furnaces at the South Works of the Illinois Steel Co., with wh company he stayed until 1902. His next move was t become general manager of the Dominion Iron & Ste« Co. at Sydney, Cape Breton. From 1905 to 1913 was a consulting engineer with headquarters in Phila delphia. Since then he has been consulting enginee! in charge of construction and manager of the ste plant of the Broken Hill Proprietary Co., Ltd., at New castle, New South Wales. NASON WILFRED SYKES : L. WOOLDRIDGE, who gave the paper on indus ¢ trial housing, is general superintendent Carneg* Land Co., which company has charge of all the housing operations for the Carnegie Steel Co. Mr. Wooldridg was educated at the University of Pittsburgh, and be gan his business activities with three years’ servic with the Pressed Steel Car Co. as superintendent the Allegheny Works. Following this, five years wer spent with the T. A. Gillespie Co., contractors, as Tes dent engineer on the construction of government dams across the Ohio River, and also of the Pittsburgh ' 1494 +ration plant. For six years he served with the Board of Publie Education, school district of Pittsburgh, as -yperintendent of buildings. In 1918 he was selected by -he United States Steel Corporation to design and build -he industrial housing development in connection with ‘he Neville Island ordnance plant, which project was ped by the termination of the war. Since 1918, he heen with the Carnegie Steel Co. as aforesaid. +he y ¢. BULMER, to whom was assigned the paper W + on gas and air valves for open-hearth furnaces, was born in 1881. A boy of 16, he began his industrial career by going into the Ohio Works of the National Steel Co. (at present the Carnegie Steel Co.). This was in 1897. In 1901 he was given charge of locomo- tive repairs and a year later was made machine shop foreman. In 1903 he resigned to return to school, and 1909 graduated from the engineering department of the University of Michigan, going again into the Ohio Works of the Carnegie Steel Co., this time as efficiency engineer in the steel department. In 1911 he resigned < position there and went as master mechanic to the \{merican Steel Foundries Co., Franklin, Pa. In two vears, however, he was back in the Steel Department of he Ohio Works, and in 1916 was made superintendent the open-hearth and Bessemer departments, which tion he now holds. KF RANK LEWIS NASON, whose paper was on the importance of the iron ores of the Adirondack re- n, was born in Wisconsin in 1856, but grew up and btained his early education in Vermont, entering Am- erst College in 1878. He was graduated in 1882 and received his master’s degree in 1885. In 1888 he be- ame assistant state geologist of New Jersey, and in 1889, acting state geologist at which time he carried out researches on the iron ores and rocks of New Jer- sey, New York and Pennsylvania. In 1890 he became assistant state geologist for the State of Missouri. He THE IRON AGE 1495 was subsequently manager of placer mines in British Columbia; superintendent Mt. Wilson Gold and Silver Mining Co., Wilson, Col.; consulting geologist, Derby Lead Co., Central Lead Co., and Guggenheim Explora- tion Co. From 1901 to 1904 he served as consulting engineer of the Ringwood Co., New Jersey. Since 1904 he has served in that capacity for the United States Steel Corporation, also since 1905 for the New Jersey Zinc Co., and since 1907 has been consulting geologist, With- erbee, Sherman & Co. and Jones & Laughlin Steel Co. Mr. Nason is a Fellow of the Geological Society of America, Fellow of the American Association for Ad- vancement of Science and belongs to the American In- stitute of Mining and Metallurgical Engineers and the Society of Economic Geologists. He is author of vari- ous reports of the Geological Survey covering Missouri and New Jersey, and of a treatise on the iron ores of Missouri. OYAL A. SHOUDY, chief surgeon, Bethlehem Stee! Co., Bethlehem, Pa., is well qualified both by ex- perience and training to discuss the relation of the doctor to the steel plant. Born and reared in the State of Washington, the years he spent “drifting East” were filled with a fortunate sequence of professional and in- dustrial activities. He graduated from the University of Washington in 1904, took his doctor’s degree at the University of Pennsylvania in 1909, serving in the Lan- kenau and Mary Drexel hospitals of Philadelphia in 1912 and 1913. In 1914 he went to work as surgeon for the Bethlehem Steel Co., becoming chief surgeon in 1919. Dr. Shoudy is known for his work on the Na- tional Safety Council, as chairman of the Health Ser- vice Section, 1917-18, a member of the executive com- mittee 1917-20, and a member of the board of directors. He is likewise on the executive committee of the Asso- ciation of Industrial Physicians and Surgeons and a member of the Conference Board of Physicians in In- dustry. He is also chairman of the committee on first aid standardization for the National Safety Council Using Fuel in Open - Hearth Furnaces Effeets of Experiments in Varying the Position of the Fuel Intake— Future Role of High Pressures BY HERBERT F. MILLER, JR.* BOUT 10 years ago I was in charge of a small 41 open-hearth furnace plant where oil and natural ras were used for fuel. At that time the furnaces were ow and had high fuel and repair costs. These un- ‘vorable conditions in reality afforded a splendid op- portunity to experiment. One of the furnaces was of the producer gas type th a single brick gas port. Oil was used for fuel was introduced through a water-cooled tuyere ‘hich projected across the uptake and terminated just t of the nose of the port. The time of heats made this method of installation averaged 6% hrs. It thought that if the water-cooled tuyere was pulled back the flame, having more distance in which to travel reaching the hearth, would be in better shape its work. ‘ver a period of some weeks the burner was gradu- pulled back, but no very marked change in the earance of the flame occurred until it was decided piace the end of the burner projecting above but not rely across the uptake leading into the gas port. ‘urnace had two air uptakes and a gas uptake, nh, however, was used to transmit air to the gas ', so that in reality there were three air uptakes ich end of the furnace. g. 1 shows a producer gas furnace equipped with “r-cooled oil burner. The tip of the oil burner was ed back from point A to point B. With the burner n the position last described, there was a most startling ange in the appearance and power of the flame. ‘istant superintendent Lackawanna Steel Co., Buffalo. The flame turned to a pure dense white such as I had never before seen. The time of the heats dropped to an average of 4 hr., or 2% hr. faster than formerly. Magnesite brick in the bottom of the port melted to- gether; the arch of the port melted and the roof of the furnace burned quite easily. Of course this method of burning fuel could not be continued under the con- struction then in use, as the furnace would soon have burned down. The uptake leading to the gas port was blocked off and the furnace proceeded in the normal way. I have repeated this experiment with other fur- naces and have had the same results. The first thought suggested is that this method is not a practical one to use, as the open-hearth furnace brickwork will not stand the temperature. Let us first examine the facts surrounding this experiment. The oil was introduced into the furnace at about 65 lb. pres- sure per sq. in., and atomized with steam at a pressure of 65 to 75 lb. per sq. in., blown through an ordinary type of oil burner. The great speed at which this mixture went through the gas port caused it to act as an aspirator for the preheated air rising up the uptake leading into the gas port. ‘Phis highly heated air was hit at right angles by the stream of vaporized oil and the two united under pressure and at great speed in a mixing chamber of small cross section. These conditions approached the ideal for producing a flame of intense heat and perfect combustion. Here was given the idea for the development of the power of RUBE UHEEN LN LFTE SS RRONET ETT RMED UU EODUOUBORRNDE SU aBo 08s 0560. 0 C UU EERE SOMEEDUED FOTW RRET MRQERECEEL PERN Cro RPrHERERERERORIEERTSTHDFTHDS. ban oeeeatTe® sevesverenconp (Continued on page 1555) SN rr eR Rp pm, Se pe eRe memes UA aE - tga 88s — aie wl " Lem aoe Enel Posey " i i : iF ij Li 4 rs qe brtpailet ho Sie tens aaceREa a oe eres Sane ae aoa ro so shin npc Be my a eee ven am, E ' Rwlid te i ‘aie } : : 4 | B S l F | a s ¥ nt roadening the Sales Field iP } ee. rs I , “~ ‘ . ~ . Pa Facts Concerning Seven New England Companies—Plans for } r € ‘ . . 7 7 Beg Selling to the Individual Household—Direct Sales Bs Plans for Articles for Personal Use BY STERLING H. BUNNELL* ANY of the ordinary terms used in business when the standard lines were not in demand al are words with present meanings derived from Household laundry machines gained a grea ate ee earlier use in quite different ways. Thus, we larity four or five years ago. Their general , Pas now “ship” goods over land by motor-trucks and trains, made possible by the production of small low , while passengers go “aboard” all sorts of convey- electric motors, and strongly compelled by th: * = . ° ° ‘ ce ances other than boats. The common terms “producer sion of women from domestic service during and 2 and “consumer” evidently referred at first to the cul- the war. As with the vacuum cleaner, the . 4 tivation and sale of food, but are now applied indif- machine business became over-popular, and Bt ferently to steel mills and railroads, machine tool tion became severe. The Knox Motor Co., Spri) eT shops and metal-working factories, to indicate on the Mass., as the demand for the motor-trucks fe|| off ¥ one hand the constructor, and became attracted by th Pay on the other the purchaser and sales field for household a eS user, of things which may not . < rae ances, but worked out we a ee othe DAPTABILITY — adaptability— eee : “consumed any reason- a ot oy plans in a different dir ; more adaptability — this is the : able sense. asi : Mr B ‘l’s final ae Laundry machines might depression the OS 6] SEY. LES. ae ae used by very many hous ; ; re in his review of the metal working 5 Ss et various kinds of consumers be- ; : ee but only once or twice a week: Dctinaiaiahiie industries, undertaken on behalf of hut dishwashine i distingulishé 2. 2 erage : ‘ s s s a household > IRON AGE. s last the five barbers, restaur- mer “ : — a Seen task of drudgery that g articles, of which the first appeared . ant workers, all who serve the so i three times a day. citizen personally May 4, draws the distinotion between The Knox Motor Co. there- ‘ : aoe oe those who serve the individual in his eoonerss reduction in i : ae alia Renil fore undertook the development ; : ersON needs—and fee 2 leas : ; their daily receipts. But the — ; cae a — : oe of the Holiday dish-washing ° . y »CTS ) nes —an se . . . builders, steel workers, machin- one oF k _ pace aa 4 a machine, which involved the de- ists, all whose work is normally anne ee ae ae i signing of several interesting paid for out of the savings of a eke Sadak aa phnawin ey ie = mechanical details. This dish . ° ? rac p “ession. 8 . investors and added to capital, ” a ra — penn ” = washer operates by pumping a ge »r—the wufacturers gen- stand the whole of the differ- —- at “ ” a oa ware oe spray of hot soapy wate! * ence betwen good and bad times. —— ol a ee ee . at against the surfaces of th ‘ The 10 or 15 per cent of reduc- a o Fae a eee oa dishes as they stand in a wir tion in the total business done done to turn “bad” times into good. rack within an inclosing cham- . falls entirely on this class of ber of metal. It was desirabl . producers, and for a consider- to use the ordinary low-priced ‘ able period the usual increase of national wealth may small high-speed electric motor already in the market i: cease. But, no matter how bad business conditions connection with vacuum cleaners. At its speed may become, the average citizen must eat, and will buy nearly 9000 r.p.m., no centrifugal pump could be « a more or less of whatever suits his personal fancy or’ signed small enough to work within the limit of 4 kw helps in his daily round. Therefore, the manufacturer of electric power, and no stuffing-box could be used that who makes goods which sell to the general public is would not overload the motor by the friction of th likely to suffer less, from fluctuations in the volume of packing. The problem was solved by using a screw- trade, than those other manufacturers who make the propeller 1% in. in diameter, on a vertical shaft con- tools and equipment needed in his business. nected direct to the motor shaft by a loose connection This is the era of direct merchandising to the permitting free alinement. As the pump is submerged “s people. The hue and cry against mail-order houses’ in a small sump, it starts without priming. By actua 40 has died out, and these have become firmly established test this pump delivers over 50 gallons of water per min- in trade with those who can anticipate wants and pay'__ute against a head of about 5 ft., and calculation shows * cash on delivery. Chain stores are extending and _ that the propeller works without any slip whatever, thé growing more prosperous because of the wide distri- water behaving like a solid nut surrounding the screw bution of their customers and the steady average of The cover of the machine is of sheet metal divided their total of purchases. into two unequal parts and hinged together. The “R Manufacturers observing the economies effected hinge, shown in section, is formed by a cornice brake, * ; : : : ‘ 1 é and the steady volume of business obtained by direct and works without the use of any hinge pin. It also selling over a large territory are turning, therefore, locks itself as either section is opened through a to the production of goods which can be sold to every- more than 90 deg., so that the raised section forms 2” body at all times. This is the explanation of the open lid resting steady in a nearly perpendicular pos! widespread interest in the development of household _ tion w machine as illustrated stands 0 I ° e ole : appliances like washing machines, of radio telephones, three legs, with casters. It takes hot water from any self-playing musical instruments, automobile acces- sories and personal-service goods like flashlights, cameras and sporting goods. These articles are being manufactured in many cases by shops formerly used for very different products. The new lines have been taken up because they could be sold readily in a period *Consulting engineer, New York. sink faucet through a short hose connection, and dis- charges its contents into the sink through a goose neck outlet pipe controlled by a valve. No fixed plumb- ing is required, and after the dishes are washed an¢ rinsed by the action of the pump, and allowed to dry by their own heat, the machine can be rolled on 's own casters conveniently near the china closet and the 1496 e i 1922 ; then transferred by hand directly to the shelves. \nother decided innovation for a shop devoted ally to heavy machinery has been made by the rd Machine Tool Co., Bridgeport, Conn. The x motor cycle is of a new type, having many of features of the light automobiles or cycle-cars ilar in Europe. The cycle proper has an under- ture of pressed steel formed into a box, incor- White Insert Shows How the Hinged Cover of the sh-Washing Machine Is Made and How It Works washing machine for metal parts was described at page 1080, THe IRON AGE, April 20 ting in one piece the oil pan, lower half of trans- on case, front and rear spring bases, and support the steering head bracket. The engine is a four- nder vertical four cycle, air cooled. There is a transmission with three forward speeds and a a multiple disk clutch, magneto and genera- The drive is to the rear wheel, through a pro- shaft with two universal joints, in exact cor- ndence to usual automobile practice. There is a standard instrument board with edometer, horn and light switches. Having a frame so substantial, the r motor cycle is especially suited ise with a side car or a delivery These are readily attached or de- ed. The vehicle is stated to make an rage of 50 miles to the gallon of ne, and 14,000 to 18,000 miles to a ' tires. The machine has a wide f use, as a pleasure vehicle, a serv- ir, or a light delivery truck, and so | be readily salable to the general as well as for commercial use in and industry. The Bullard shops, urse, possess all the necessary ties for making drawings, dies and res, as well as the machines for the production of the parts of the mo- cle, me manufacturing plants regularly produce es which are capable of being sold direct to the lual user. In such cases it is only necessary to p the sales campaign in the desired direction. gs & Spencer Co., Hartford, Conn., commenced time ago to advertise in periodicals of general ‘lation, and by other means, the advantages of lid engineer’s wrenches which have long been an THE IRON AGE 1497 important item of the company’s manufacture. An increasing demand is reported for these wrenches from all classes of users, who are learning to prefer the solid steel wrench, with its rigidity and firm hold on the nut, to the adjustable monkey wrench, which has hitherto been the universal appliance in every tool kit. The Starrett Mfg. Co., Athol, Mass., says that a steady demand for its hand tools has continued throughout the business depression. This is remark- able, in view of the fact that machinists generally suffered from unemployment more severely than most other workers. Although a shop management will suspend the purchase of tools when business is bad, the individual makes up his mind and buys the device he wants, when he happens to want it. The Eastern Machine Screw Co., New Haven, Conn., decided several years ago that its field of sale must be broadened. In former years, all makers of hand tools and hardware sold their entire output to jobbers, in large quantities, on terms of two per cent discount for payment within ten days. This gave the factory a steady rate of production and a quick turnover of capital. Gradually the jobbers came to ordering in smaller quantities, stocking less goods, and merely transmitting the purchase orders of their retailer customers to the factory for shipment on short notice. The factory thus had to assume the burden of carry- ing the stock through bad seasons into good. Observing this effect, the Eastern company decided to put 350 names on its books instead of 20. The plan proved thoroughly successful, and the company now sells direct to a large number of retailers throughout the country. To retain and extend this trade, much care is given to developing new and super- ior articles for sale. The latest is a set of steel socket wrenches, with hexagon sockets formed by compressing the steel shell cold on a hexagon mandrel, instead of broaching the opening as usual. The wrenches are unusually strong. The complete set includes a uni versal joint coupling for use in cramped places, where the shank cannot be put in line with the center of the bolt to be unscrewed. The wrench sets are neatly packed in wooden cases suitable for automobile tool kits. A similar but smaller socket wrench set is made especially for users of Ford automobiles. The Heald Machine Co., Worcester, has broadened its sales field by developing a cylinder grinding Engine of the Militor Motor Cycle, Showing Its Pressed Steel Underbody and Inclosed Crank Case machine particularly adapted to use by automobile repair shops. This grinder follows closely the lines of the company’s manufacturing grinders, so that much of the stock of parts for the latter, on hand at the time the depression in business arrived, can be utilized. There are thousands of automobile repair shops which can use these machines to advantage, and these are always busy, and ready to buy new tools for making repairs, regardless of fluctuations in the eee PR Ee ad A RRR (Ul eG RM I Beeman i watre P ere < DS le nee mn ae te ied ws seal _ ee i es yee re acti i ‘> = = * -;- $ . a> 7 / - : . . ‘< mr Pek - : pm Y : & . . + — ‘» ; > e . .* - . “~ w . . " > 1498 THE IRON AGE June i, 1929 demand for new automobiles. The Heald company has followed the trend of affairs in another way also, by bringing out at this time a rapid-production grinder for the manufacture of piston-rings. This machine has a magazine feed, makes 48 cuts per minute, and has a capacity of ten rings per minute, with a saving of about two-thirds in labor cost. Reference was made in the preceding article of this series to the development of the business of the Winchester Repeating Arms Co., New Haven, into the personal service field. While sales possibilities are enormously increased by a nation-wide campaign to the consumer, the selling cost must necessarily be increased in proportion. It is possible for an agent to take orders in a local territory for a cost of five or ten per cent of his gross sales; but the marketing of a product nationally requires a margin often as high as fifty per cent. This margin may be called gross profit, but if so, it is badly named; it is in fact an item of cost—the cost of distribution. It covers the living cost of many employees, located at selling centers or traveling along routes, and rent, advertising, trans- portation and collecting cost in connection with the process of attracting the attention of millions of pos- sible purchasers and putting the articles into their hands. The success of the chain store has been in the universal use of selected methods, economies, and ways of promoting sales. The Winchester company knew that its great floor space left idle by the ending of the war could not be utilized except with the aid of a very far-reaching sales system. Accordingly, a complete retail marketing system was developed, by which Winchester stores were opened in the large cities, and agencies given in other cities to stores to be known as Winchester stores. There are already over 4000 of these sales outlets, and the number will eventually be doubled. They are linked together by an active sales organization at the Winchester main offices, where sales propaganda, window display, and store arrangement and appropriate seasonal advertis- ing are developed for the benefit of all sales outlets. Representatives of the stores meet monthly in their own states, and annually at the Winchester offices in New Haven. Such a sales organization becomes in itself a great unit, “productive” as an organ of distribution, and so available for handling many articles appropriate to its field of work. Cutlery, and sporting goods, prin- cipally of fine steel, would not provide sufficient material for filling all the wants of customers of Winchester stores, and accordingly many other lines of goods are handled, such as sports clothing, house- hold hardware, baseball and football supplies and the like. The two Winchester organizations, the manu- facturing and the selling, are thus independent to a great extent, and their successful operation will in- volve two entirely different types of successful man- agement. The combination should be as nearly free as conceivably possible, from the effects of fluctuations in demand, on the total volume of business done by either. There is manifestly a very real and very general trend toward the manufacture of articles for personal use or gratification, and their sale by the manufac- turer direct to the ultimate purchaser. There is far too much expense connected with distribution as it has been carried on, involving as it did the transfer of ownership from maker successively to wholesaler, jobber, retailer, and final purchaser. The chain store performs the duties of the three intermediaries at much less cost. The mail-order house even enters the man- ufacturing field to produce some of its goods for sale. The cooperative organization comprises the complete distribution chain from the shipping platform of the factory to and including the final purchasers. |; to be expected that, whenever possible, the m turer, seeing the advantages to be gained, wil! his own distribution system, reaching all the ws to the one who always has wants, and alway means to fill them—the much-discussed | Consumer. Cost of Living About Stationary Monthly figures of the Bureau of Labor Sta show the wholesale prices of all commodities April to be 52 per cent above the average fo compared with 52 per cent in March, 51 per February, 48 per cent in January and 49 per cent both December and November. Three of the dividual groups showed a rise in April compared March, as shown in the table; five items recorded recessions. In spite of recent increases in iron and stee! pric metals and metal products, which now stand at cent above the 1913 average, are far lower than any other group listed. This item is now 10 points below farm products, and more than 20 points below others. The highest item on the list still continue be housefurnishing goods, which, together with build ing materials, are more than double their 1913 p While metals are only 17 per cent above their 191 level, the average of all the others is more tha: times as far above the 1913 level. Our table shows the figures for the two most cent months and for April, 1921, and the peak in 1920 It shows also the amount of liquidation, between the 1920 peak prices and the present, of the excess of the peak prices over the average of 1913. Metals have been liquidated 82.1 per cent, farm products 81.5 per cent, food products 80.2 per cent and the other less than 70 per cent. Index Numbers of Wholesale Prices, by Groups of Commodities (1913 equals 100) Liqui- 1920 1921 —1922-—, dation Peak April March April Per Cent Farm products ...... 246 115 128 127 81.5 a ee asa 287 141 138 137 80.2 Cloths and clothing... 356 186 182 181 8.4 Fuel and lighting.... 284 199 183 187 Metals and metal prod. 195 138 114 117 $2.1 Building materials... 341 203 202 201 5.1 Chemicals and drugs. 222 168 159 160 House-furnishing goods 371 274 213 211 Miscellaneous ....... 247 154 153 152 ' All commodities 272 154 152 152 ’ Heyl & Patterson Re-enters Pulverized Coal Field Heyl & Patterson, Inc., Pittsburgh, which was the pulverized coal business for several years, un! the death of E. C. Covert caused a suspension in this field, has again taken up business in pulverized fue burning by placing C. F. Herington in charge. Mr. Herington has devoted nine active years designing, selling and installing pulverized coal plants for all metallurgical furnace and boiler installations and is well known in the field as being the author 0! “Pulverized Coal as a Fuel,” a book now in its second edition. The Heyl & Patterson pulverized coal system used is known as H. & P. sealed circuit system of pneumat distribution, and also the air transport system conveying pulverized coal long distances by compresse¢ air. iY Open competitive examinations for junior engineers on May 24, July 5 and August 23 have been announcee by the United States Civil Service. The following sub- jects may be taken: electrical engineering, mechanica: engineering, civil engineering, chemical engineerins, ceramic engineering, radio engineering, engineering °% materials. Vacancies in the Bureau of Standards, De- partment of