My firm having held a contract for a number of years to supply a large manufacturing concern with Westinghouse lamps, and as their contract was to expire within a month, I paid the purchasing agent a visit, sure that the contract would be renewed, as they had always praised the Westinghouse lamp, the good service and efficient light it had always given them.
On arriving at the factory and after a few words with the purchasing agent, I was surprised to find that he was exceedingly angry and complained that the last few shipments of lamps were not efficient. He informed me that he had decided to give his lamp business to another firm who, he said, could supply a better grade of lamps. No amount of argument on my part could persuade him to renew his contract for Westinghouse lamps.
I left the factory very much depressed, feeling that I had lost one of our best customers and at a loss to understand wherein lay the trouble. I thought and thought over the situation but could arrive at no reason why the Westinghouse lamp did not stand the test.
A few days after my call, while passing the factory, I noticed the addition which had been added several months previous. A thought dawned upon me. I entered the plant and asked if I could look about. I found that the electrician who had extended the lighting system had not increased the size of his mains, only considering the amperage and not the voltage, thereby decreasing the voltage all over the factory about eight volts. That was when I thanked my “lucky stars” for my knowledge of electricity.
I immediately called for the purchasing agent and set to work to explain the situation to him and showed him how the decreased voltage decreased his light. He was so pleased at my discovery that I left the factory with a much larger contract than I had expected, after he had ordered his electrician to increase the size of his mains, and I regained the confidence of one of our best customers.