being printed on regular cardboard card indexes. Under each street the cards are filed numerically, according to lot numbers. It has been found that in looking up a proposition the location of the consumer or prospect is known, and hence the foregoing method of filing.

The numerals at the top of the card, on the right (Fig. 1) are used to designate the sales engineer who has charge of the prospect. The various prospects on the mains are assigned to the different sales engineers and a white duplicate of the master card is given each one of them. On the back of the card (Fig. 2)

FIG. 3-MAP CABINET FOR DOWNTOWN DISTRICT.

space is provided for notes as to dates, persons interviewed or written to, literature sent, remarks and initials of the sales engineer. The notes made on the white card are regularly transferred to the master cards.

In the typical case illustrated in Fig. 1, the data show the principal facts regarding the building at 100 Rector Street, New York, including the contents, 2,050,000 cu. ft.; the radiation, 41,000 sq. ft.; owners, etc. It will be noted that the building has no boilers, being supplied by steam company service.

On the back of the card (Fig. 2) the record shows that the proposition was first brought to the owner's attention on November 1, 1916 by a personal call. On the 2nd, the representative called on the consulting engineer to obtain the data afterwards listed on the front of the card. The same day, the representative called on the architect to obtain plans and specifications. On the 3rd, the representative called "as to proposals, and on his return to the office wrote the owner, submitting the company's proposals. The next day he mailed the owner some literature bearing on the proposition. He called the next day to find that the proposals were being favorably considered by the owner of the building and five days later, on November 10, the contract was closed during a personal call.

The map system used in conjunction with the cards is very elaborate in detail. These maps are kept flat in cabinets. For the down-town district there are 34 maps in as many drawers. Fig. 3 shows one of the cabinets which is located conveniently in a corner of the "Contract Department."

In the first drawer of each cabinet is an index map (Fig. 4) with a key (Fig. 6) showing in what drawer to look for the detailed map of any particular section. Fig. 5, for instance, is a detail map of Section 11, filed in drawer No. 11. The maps show by symbols, colors, etc., all data relative to the various buildings upon the lots, besides the size and location of steam mains and services.

In addition to this, a vital feature of the system is the use of different-colored tacks, the colors corresponding with those on the signals in the card file.

Fig. 5, for instance, illustrating Section 11 of the down-town district, is honeycombed with tacks that tell, at a glance, the exact conditions relative to the use of central station heat and power of any building in that section. As a further contrast the tacks used for consumers are round, flat and cloth-covered, while those indicating prospects are glass spheres of smaller diameter.

Where the company's service is connected to a building with no consumer as, for example, where a consumer moves out, a white glass tack is placed on that building, besides the red and blue tack, for further contrast. The "object of the game" is to replace all red, white and blue tacks with green and yellow tacks.

When the sales engineer turns in a signed contract from a new consumer, the signals are at once changed on the

card file from the "Prospect" to the "Consumer" side and the contract date noted in the space provided. Then the "Prospect" tack on the map is changed to a "Consumer" tack and the service pipe drawn in on the map, if the building has not one already installed. In this manner an orderly, up-to-the-minute record is kept of the development of the business.

This system has proved very satisfactory and is in keeping with the other developments in the reorganization of the New York Steam Company, which are making for its success. The advantage of the system is that it tells at a glance the exact conditions in any section or building and may be understood and used not only by the salesmen themselves but by all the officials of the company who may require such infor

mation.

As is well known, the amount of heat required for buildings depends on a number of factors, and one of the important items is the class of service given, and the personal equation of the man (or men) in charge of the operation of the heat service.

For this reason, any formula that might be devised to determine the amount of heat required can be rendered worthless by a change of janitors. However, where there is no change of the class of service, and where reasonable care is given to maintain a uniform temperature, a formula for the requirements of the Northwestern Electric Company has been devised which appears to give excellent results for the short time it has been used.

It is sometimes necessary to know about what the consumption of a building should be between meter readings, where the meter has stopped. It is also necessary sometimes to explain to an irate customer why his bills have increased with a decrease in temperature, or why they should be higher or lower one year or one month as compared with another year or month.

The formula below is not intended to determine the amount of heat that would be required by a building, unless it has already been supplied with heat in some measurable form. The formula has been designed to apply to steam heat, but can be applied to any heat agent by slight changes.

The period "A," mentioned below, may be one week or one month or longer, as circumstances determine. Usually, the calculations are intended for monthly comparisons, in which case it is important that the actual number of days be correctly determined.

2

The factors V, and V2 are based upon average wind movement during the period in question, and these data are obtained from the U. S. Weather BuIt appears, from our investigations, that a wind under six miles per hour has little or no effect upon the heat requirements of a building.

reau.

The temperatures are obtained from the U. S. Weather Bureau, and care is taken that the average of the hourly readings is obtained. The published

data of the Weather Bureau for the last few years is simply the average of

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