the latter realize the value of gas for fuel, and the other advantages connected therein. Once this has been accomplished, and not until then, may we expect gas to universally take the place of solid fuel, and good will take the place of ill-will.

Fifth The manager or salesman need not humiliate himself, he can be dignified and firm always. He should be active in ferreting out every possible avenue for the sale of gas; considerate of everybody. He should be familiar with every branch of the gas business, whether in the manufacturing or commercial departments. He should be active and deliberate and never jump at conclusions "half-cocked;" many problems and difficulties arise that require careful study, and one should never be too sure that he is right until he understands his subject in all its bearings. He must be truthful so that his word shall be as good as his bond. If he tarries among his brethren he will attend the meetings of gas men, and pick up useful knowledge that he had not discovered in his personal experience. He should read gas literature, and post himself regarding the commercial methods of other companies, as presented through the trade journals and at the meetings of the gas men, and learn about every new appliance that may be put upon the market.

Sixth He should be indulgent to those who know less than he does, and realize that consumers are not gas men and through their ignorance of the subject rather than malice, frequently say and do provoking things. It should be the manager's or salesman's aim to be cool and courteous, to explain all the facts and circumstances as he understands them, and the majority of complaints can in that manner be satisfactorily rectified.

Seventh: The gas for fuel should be used all the time, in winter as well as in summer. It is my conviction that we have paid too little attention to the use of gas for heating purposes, and that with proper efforts, gas heating stoves can be introduced to a greater extent than heretofore. I believe this because, if their use is well understood, the cost of gas will be as satisfactory as that of a cooking range.

Eighth: Remember the bosses. The meaning of this is obvious. Gas managers or salesmen have no desire to be pensioners of the Gas Company. They want to earn not only what they get, but a great deal more. If they earn more, it will be in the shape of

dividends destined for the pockets of the stockholders. This I believe to be the desire, as it ought to be the ambition, of every man connected in an executive position with a Gas Company. If they succeed their lives will be made much happier, as they will get from the Company what they need for the proper conducting of the business, and better service and increased consumption can be realized.

Ninth There can be no holiday for an efficient and truly successful gas manager or salesman. Each must work faithfully and ceaselessly every one of the six days set apart for that purpose. They must watch every opportunity, not only to make but to save money for the Company. Work should be done with pleasure and in good spirit. They will be wise if they remember all their past experiences, as it will be useful to them in the future. Having the assurance that duty has been done, the comforts which may be theirs will have been well earned.

Tenth: When Sunday comes work stops, unless some unusual occasion arises where the Company's interest would warrant exceptions. That day should be one of rest and consideration for the work to follow.

WRITTEN FOR THE TWENTY-NINTH ANNUAL MEETING OF THE AMERICAN GAS LIGHT ASSOCIATION, BY CHARLES F. PRICHARD, LYNN, MASS. The difficulty of disposing of residuals at what seems fair prices. is a problem which at one time or another has troubled all gas engineers. If the domestic demand for coke, or the demand for tar for concrete or for distillation slackens, or if the production of coke or tar is for any length of time more than is required by the usual demand, amounts quickly accumulate for which few works have sufficient storage capacity, even if it were true economy to store considerable quantities for any length of time.

The desire to get rid of the excessive stock is taken advantage of by the buyer if he learns of the situation, and it is not uncommon to find prices breaking to a low point, and sometimes to a point below the true value of the residual, if sold or used as a fuel. The price is quoted and the market is affected unfavorably even at a considerable distance.

During the past few years coke has been sold at a figure below its true fuel value. Coal tar has been sold at one-half what it would be worth for steam-raising purposes, while water gas tar and coke breeze have been absolutely thrown away.

There exists a demand practically unlimited for coke, tar and coke breeze, for the purposes of steam-generation, at a good price, and a price which is determined by the current price of bituminous or steam coal; the market is capable of absorbing the comparatively small amount of fuel we have to offer without producing any effect upon the price of coal; therefore the current price of steam coal can be taken as a measure to determine the fuel value of residuals and to determine the limit of price below which we need not go.

In attempting some years ago to make a proper charge to our electric station for the coke, coal tar, breeze and water-gas tar

consumed by it under the boilers, I was unable to find any data by which to determine their fuel value; an extended search to-day has not shown any such data- a few ultimate analyses of German cokes,, one or two of German and English tars, a little guessing at breeze, and nothing on water-gas tar. The obj ct of this paper is to place before you ultimate analyses of residuals which have fuel values, their fuel values based upon these analyses, their fuel values tested by calorimeter, and finally their fuel values obtained by burning large quantities of them and the methods employed.

These results may not be the best possible, because they were obtained not under test conditions, but in the actual running of an electric station with all the irregularities of actual work. On the other hand they are results which are being duplicated every day, and which can be duplicated by anyone with reasonable care, and consequently show a fair fuel value.

The user of steam is in the market to purchase evaporative results. The large users of steam know what results can be obtained from a pound of the various fuels in the market, and to compete in the open market we must be prepared to offer for substantially the same amount of money a quantity of our fuel sufficient to produce the same result; in order to do this we must know just what results our fuels are capable of producing, and we must be able to show the manner of using the fuel to produce the best results.

To select a standard against which to measure our fuels is no easy matter, because there is no coal which is common to the country, different localities having different coals, and because any one coal selected has a variety of values assigned to it by different experimenters who have analyzed or tested it. Prof. Gill, in his Gas and Fuel Analysis, quoting H. J. Williams, gives the following as approximately the percentage composition of bituminous coal:

A glance through Poole's tables will show that this could not be considered an average of the bituminous coals found in the United States, as there will be found even in Pennsylvania coals, ash as high as 12.7, and sulphur as high as 3 or 4%. It can, however, be considered a fair statement of the average composition of what may be called the standard steam coals of the Middle and Eastern States, such as Georges Creek Cumberland, Pocahontas, New River, etc., as it agrees with the analyses of these as stated by various authorities. Your experience will probably agree with mine, that it is extremely difficult to purchase any first-class coal which will always run as well as this analysis would indicate.

Accepting it as a fair standard, to obtain its calculated fuel value, let us take the code of 1899 of the American Society of Mechanical Engineers, relating to the standard method of conducting boiler tests. This endorses Dulong's formula, slightly modified, for computing the total heat of combustion from an ultimate analysis, as given below:

Heat units of combustion = 14600 C + 62000 H

in which C-Carbon, H-Hydrogen, O=Oxygen, S-Sulphur. Applying this to the ultimate analysis of our standard, and we have 14,385 British Thermal Units, as the fuel value of one pound of bituminous coal, which can be purchased in the Boston market. for $3.75 per ton of 2,000 lbs., and it will have a theoretical evaporative efficiency of

14,385
966

14.8 lbs. water from and at 2122.

In practice it will fall below this, for reasons it is not necessary to go into here, and in the daily running of the boilers, in which were burned the residuals which we wish to compare with it, its efficiency was 9.8 lbs. of water from and at 2120.

Should it become necessary to dispose of surplus residuals, the relation which their evaporative efficiency bears to the evaporative efficiency of bituminous coal as indicated above, gives the rela tion which their selling value bears to $3.75 in Boston, or the current price in other localities; below this resulting price there is no occasion to go; above it we should keep if possible.