Some Problems Met in Selling Coal

THIS paper is entitled "Some" problems, rather than "The" problems, met in selling coal, since the problems to be met in selling any commodity have to deal with an infinite number of circumstances and conditions. These are believed to be more varied in the case of coal than probably any other commodity. This is due, perhaps, to the fact that coal has been one of the basic materials in the guiding of industrial and national achievement for the past two hundred years. During this time its use has developed from a most haphazard one to uses involving all modern scientific methods, which, rather than simplifying matters as regards the marketing of coal, have added many fresh problems, and these vary according to the particular market served. Since the concern of this paper is primarily the selling of Nova Scotia coal, it is proposed to deal chiefly with some of the specific conditions met in the markets presently served by this coal. For the purpose of discussion, these markets may be considered as divided into three main groups, namely, the Maritime market, the Quebec market, and the Ontario market. THE MARITIME MARKET First of all, let us consider the Maritime market. This is a market which has been regularly served by Nova Scotia coal since coal mining became the first industry in Cape Breton, slightly over one hundred years ago. Conditions as applying to the use of coal have naturally tended to adjust themselves to the characteristics of the coal most readily available, and, therefore, marketing problems are fewer in the Maritimes than in districts where many coals of varied characteristics are offered. Up to recent years, the problems involved were chiefly those of providing satisfactory service insofar as de-liveries were concerned. However, with the speeding-up of manufacturing processes and the necessity of reducing costs to a minimum, users of coal have become interested in obtaining coal that will give the most economical service. It is, therefore, now of importance that the salesman should have full knowledge of the particular conditions applicable to each customer's use in order to deal to the best advantage.