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By F. Bosché

Previous research has shown that ?Scan-vs-BIM? systems are powerful to provide valuable information for tracking structural works (progress, quality, safety). However, the transferability of this capability to other construction areas such as MEP works has not been assessed so far. Comparatively, the construction of MEP systems, in particular pipes and ducts, tends to be more flexible with respect to the positioning of individual components, so that Scan-vs-BIM systems could be defeated when tracking MEP installation works. This paper presents recent results on the feasibility and performance of using a Scan-vs- BIM system to track MEP works. The approach followed is presented and then tested with two real-life challenging case studies were conducted simultaneously but totally independently in Canada and Italy. The results show that, as expected, pipes and ducts tend to be more loosely positioned than structural elements leading to a poorer performance of the Scan-vs-BIM system. Nonetheless, it appears that the system works well to assess the level of conformance of site installation works, providing valuable information for estimating emerging performance metrics like ?percent built as-designed?. In addition, the proposed system could also be useful to accelerate and thus reduce the cost of delivering as-built BIM models for in the case of new builds.

Aug 1, 2013

By M. H. Ali

Codelco, a multi-process primary copper producer, is undertaking a full life cycle inventory (LCI) of all its commercial products based on copper and molybdenum. During this work, many questions have surfaced regarding the contribution of process unit design to specific aspects of a product's LCI and, more importantly, how such designs could be improved using a life cycle perspective. Management strategy efforts were undertaken to improve the LCI footprint, however it was found that the corrective actions were almost impossible to apply at the operation level in plant, given the ongoing timing pressures of extractive mining, and costs saving priorities. Additionally, it was found that most of the important comparative differences between operations had structural reasons. In this circumstance, the LCI practitioner group from 1M2, and the environmental managers from Codelco, decided to shift its efforts to place the critical LC1 aspects to the design process of future developments. Hatch Associates has developed unique tools in their Sustainable Plant Design (SPD) package that compliment and enhance LCA methods; these effectively drive sustainability into the heart of the design process. By using LCA and SPD in a project design phase, you cannot only address potential hotspots, but also decide on materials, location and size of certain facilities to optimize for energy efficiency. Moreover, you can avoid the shifting of environmental burdens upstream or downstream within the plant and finally it is extremely useful in identifying opportunities for greenhouse gas reduction.

Jan 1, 2007

By H. J. McQueen

The irregular history of Mg wrought products is briefly described. The temperature and strain rate dependence of microstructural evolution, flow stress and ductility of Mg alloys in hot working, are described. The flow curves rose rapidly to a peak stress which was lower as temperature T rose and strain rate e declined and above 300°C the curves extended into plateaus until failure. Clearly grains not oriented for slip undergo mechanical twinning in the initial stages (a 0.15) at all temperatures. Basal slip proceeds in suitable grains and in the twins. The stress concentrations at grain and twin boundaries lead to slip on non-basal systems and to the formation of subgrains with greater dynamic recovery (DRV) at higher T or lower e. With increasing strain, misorientation builds up resulting in dynamic recrystallization (DRX) first at twin intersections and later at grain boundaries which have become quite serrated. Even after extensive straining at high temperatures, the new grains are found mainly along the boundaries of the original grains, leaving their centers with only basal slip except when nucleation at twins leads to completion of DRX throughout a grain. Despite similar shear modulus and melting point to Al, hot mechanical forming behavior of Mg alloys differ due to differences in crystal slip systems, twinning, and second phases. Moreover, the influences on forming of alloy additions (solutes, segregation in casting, dispersoids, precipitation) and impurities are not as well catalogued as for Al. Despite the benefits from dynamic recrystallization, varied grain orientation effects, heterogeneous substructures and the resulting stress concentrations result in considerably lower ductility for Mg alloys at the same stress level as for Al materials. Application of these theories to extrusion, rolling and forging and the effects on product properties are surveyed.

Jan 1, 2006

By I. C. Brown

Introduction Many tables of nomenclature for igneous rocks have been introduced from time to time, and each has its strong proponents. As a result, any discussion of igneous? rocks is apt to prove confusing unless the names used for these rocks are defined. This ?became so obvious to a discussion group, formed by the members of the Geological Survey of Canada in 1948, that an attempt was made to establish a scheme of nomenclature that could be used by any member mapping anywhere in Canada. The writer was asked to co-ordinate the ideas presented by individuals in the discussion group, to arrange them in tabular form, and, later, to distribute copies of the resultant table to Canadian universities, provincial geological surveys, and some other geological discussion groups. Many useful suggestions and criticisms were received, were studied ?by members? of the original group, and, so far as practicable, were incorporated in the scheme of nomenclature. The result is the table presented here. This nomenclature of igneous rocks is at present being used by most members of the Geological Survey of Canada who are working with igneous rocks, and by some Canadian universities. We hope it will be found useful and be more widely accepted. With this idea in mind, certain principles were adopted in drawing up the nomenclature.

Jan 1, 1952

By J. Budac, E. Krause, C. L. Stewart, D. Wrana, S. W. Laundry

"As part of an over-all arsenic management strategy, Inco has developed a novel process that converts a by-product high moisture copper/arsenic sulphide precipitate into a crystalline copper arsenate suitable for the manufacture of wood preservation chemicals.The copper/arsenic sulphide precipitate is atmospherically leached with oxygen and sulphuric acid, producing a crude (blue) copper arsenate precipitate, elemental sulphur, and a copper and nickel containing solution. The blue copper arsenate is dissolved with sulphuric acid, the molar Cu/As ratio is raised to 2, and a crystalline copper arsenate (olivenite) is precipitated by the addition of sodium carbonate. Dissolved copper is recovered using metallic nickel (or matte) and elemental sulphur, to produce a low-moisture (low-arsenic) precipitate suitable for standard nickel-copper processing.The process was successfully piloted at Inco's Manitoba Division between September 1990 and June 1991. The copper arsenate product typically analyzed 43% Cu and 25% As, and the moisture content was about 10%."

Jan 1, 1995

By K. Heid

"Although concentrated efforts have been made to deplete PCB transformers from the Canadian environment, numerous transformers (as well as ballasts, capacitors and magnets) continue to exist throughout the Canadian mining industry. The existing installed base is slowly being phased out as environmental issues come under increasingly high profile. The following article identifies the potential problems of owning PCB transformers and offers some solutions for their removal, disposal and replacement. IntroductionPolychlorinated Biphenyls (PCB) are synthetic chemical compounds consisting of chlorine, carbon and hydrogen. PCB was widely used in transformers due to its physical properties, including stability, low flammability and non-conductivity. Use of PCB in electrical equipment has been banned since 1977 when the extent of environmental contamination was discovered.Although PCB’s have been outlawed for use in electrical equipment since the late 1970s, safe storage regulations were not addressed until 1988 when a major spill prompted the federal government eventually to issue the storage of PCB Material Regulations in 1992. These regulations replaced the Interim order of 1988 under the Canadian Environmental Protection Act.PCB transformers are usually referred to as askarel filled transformers or as PCB contaminated mineral oil transformers. Askeral transformers were designed to contain high concentration PCB fluids, referred to as askarel. Mineral oil transformers were not designed to have PCB concentrations but were inadvertently contaminated during manufacture or maintenance activities."

Jan 1, 1998

By A. Yaghini, Y. Pourrahimian

"Human factors (HFs) play an important role in the mining and mineral industry, affecting operational and maintenance efficiency and safety. Despite the introduction of new technologies and automation in this sector, it is well known that a significantly large proportion of total human errors occur during the operation and maintenance phase. A comprehensive literature review of HFs across several industries is provided. From this review, the impact of HFs on operation and maintenance is summarized, with a focus on what the mining industry is currently doing and what opportunities exist for additional improvements. Future research directions and themes are also identified.RÉSUMÉ Les facteurs humains (FH) jouent un rôle important dans l’industrie des mines et des minéraux, en ce qu’ils affectent l’efficacité et la sécurité de l’exploitation et de l’entretien. Malgré l’apparition de nouvelles technologies et de l’automatisation dans ce secteur, il est bien connu qu’une grande partie des erreurs humaines (EH) se produisent durant une phase d’exploitation et d’entretien. Cet article propose une analyse documentaire approfondie des FH dans plusieurs secteurs. L’impact des FH sur l’exploitation et l’entretien est résumé à partir de cette analyse, une attention particulière étant accordée à l’évolution de l’industrie minière et aux possibilités d’améliorer davantage ses activités. Sont également identifiés les futurs thèmes et voies de recherche.INTRODUCTIONDuring the past several decades, the mining industry has focused on improving equipment, machinery, and methods that have led to more advanced hardware and software, equipment with higher reliability and productivity, and other technological advancements. These actions have improved safety and productivity and have reduced casualties and maintenance workload. Although today’s mining equipment and machinery are technologically advanced and highly reliable, the risk of accidents is still relatively high and key performance indicators have not improved significantly compared to other industries (Sorensen, 2012). A prominent reason could be due to insignificant integration of human factors (HFs) as part of planning, operation, and maintenance activities. The current mining system is a people system, and inevitably HFs and human error (HE) figure prominently in all aspects of this industry. Even the most advanced technologies and innovations require operators and maintainers with significant knowledge and skill, which could increase the potential for HE."

Jan 1, 2018

By C. Samson, R. S. Smith, S. W. Hefford

"Abstract - Time-domain electromagnetic systems are most sensitive to highly conductive targets during the transmitter on-time. Data collected during the on-time is highly influenced by the geometric relationship between the transmitter and the receiver. Unless corrections can be applied for these geometric variations, the ability to correctly detect and identify highly conductive targets can not be fully realized. Variables affecting the relative position between the transmitter and receiver include changes in the position of the receiver with respect to the transmitter, variations in transmitter attitude, and transmitter loop deformation. The level of accuracy in the determination of the relative geometry required to permit complete removal of the effects due to geometric variations is different for each of the variables and is dependent on the depth of the target. The most influential geometric variation involves changes in the relative position of the receiver with respect to the transmitter along the direction of flight; this variable, therefore, requires the highest degree of accuracy. The accuracy required for receiver motions along the vertical direction is roughly one order of magnitude less, and in the lateral direction, several orders of magnitude less. The objective of this paper is to relate the sensitivity of the response to transmitter-receiver geometry to the ability of an airborne, time-domain electromagnetic system to resolve a highly conductive vertical target. This is achieved by a detailed analysis of the effect of the individual x, y, and z distances between the transmitter and the receiver, the transmitter attitude (roll, pitch, and yaw), and transmitter deformation.Sommaire - Les systèmes électromagnétiques en domaine temporel sont particulièrement sensibles aux cibles à forte conductivité durant le temps d’excitation. Les données collectées durant l’émission du transmetteur sont fortement affectées par les relations géométriques entre le transmetteur et le récepteur. Si un facteur de correction n’est pas introduit pour tenir compte de ces variations géométriques, la capacité de ces systèmes à détecter et identifier correctement les cibles fortement conductrices ne peut pas être pleinement réalisée. Les facteurs affectant les positions relatives du transmetteur et du récepteur comprennent les changements de position du récepteur relativement au transmetteur, les changements d’altitude du transmetteur et la déformation de la boucle du transmetteur. Le degré de précision requis pour déterminer la configuration nécesaire pour compenser complètement l‘effet des changements géométriques est différent pour chacune des variables et dépend de la profondeur de la cible. Les changements géométriques qui ont le plus d’influence sont ceux qui font varier la position du récepteur relativement au transmetteur dans l’axe de la ligne de vol; c’est donc cette variable qu’il faut contrôler avec le plus de précision. La précision requise pour le suivi des mouvements du récepteur le long de l’axe vertical est moindre d’environ un ordre de grandeur, tandis que selon l’axe latéral elle est diminuée de plusieurs ordres de grandeur. Le but du présent article est d’établir comment la susceptibilité de la réponse à la géométrie transmetteur-récepteur affecte la capacité d’un système électromagnétique en domaine temporel aéroporté à reconnaître une cible verticale fortement conductrice. Cet objectif est atteint par l’analyse détaillée de l’effet individuel des distances x, y, et z entre le transmetteur et le récepteur, l’attitude du transmetteur (lacet, roulis, tangage) et la déformation du transmetteur."

Jan 1, 2006

By E. A. G. Colls

PART I.-GASES IN INDUSTRY INTRODUCTION THE part played by gases in industry can be considered from at least four distinct viewpoints, viz: (1) As air to support combustion and life and do various kinds of work (2) As fuel, or as essential to certain chemical processes (3) As sources of danger from explosion or fire ( 4) As hazards to man's health The present paper deals with gases only insofar as they are sources of danger, or are hazards to health. It may be noted, however, that, in point of tonnage, air is one of the most important materials handled in any industrial plant. In the operations of the Consolidated Mining and Smelting Company, for example, 138,000 tons of air are handled daily, the only material exceeding this figure being water. The United States Bureau of Mines has listed no fewer than seventy-four gases and vapours that, under certain conditions, may be considered as ex-plosive or dangerous (poisonous). The commonest and most important of these are as follows : Carbon monoxide Methane Acetylene Hydrogen Oxygen Hydrogen sulphide Benzol vapour Ammonia Petroleum vapour Carbon disulphide Hydrochloric acid gas Cyanogen Carbon oxysulphide Chlorine ` Fluorine (and fluorides) Acetone vapour Acetic acid vapour Water gas Natural gas Gasoline vapour Coal gas Producer gas Ether vapour Nitrogen oxides

Jan 1, 1940

By D. J. MacKinnon

"The Canadian Copper Company, formed in 1885, began mining the nickel-copper ores of Sudbury in 1887 and producing nickel-copper matte from its smelter in 1888(1). Although it was quickly appreciated that the separation of nickel and copper (i.e. refining) was critical to the production of a marketable nickel product, refined nickel was not produced in Canada until about 1918. From the beginning of the industry, there was considerable political agitation to refine nickel in the Province of Ontario(2). The companies, however, claimed that the existing processes, viz. the sodium sulphide ""tops and bottoms"" process operated by the Orford Copper Company of New Jersey, U.S.A.(1,3,4) and the carbonyl process(5,6) developed by the Mond Company at Clydach, Wales, were too costly to operate in Canada. Nickel was first refined in Ontario about 1918 when the International Nickel Company opened a nickel refinery at Port Colborne, Ontario(6). Initially, however, the refinery at Port Colborne employed the Orford sodium sulphide process, and the first electrorefined nickel in Canada was produced in 1920 by the British America Nickel Corporation whose mine and smelter were located in Sudbury, Ontario, but whose electrorefinery was located at Deschenes, Quebec, near Ottawa, Ontario. The purpose of this article is to outline the early history of nickel electrorefining and to trace the significant developments which led to the first successful commercial electrolytic nickel refinery in Canada. The development of an electrolytic process for refining nickel is due largely to the efforts of four individuals, viz. Carl Hoepfner, Hans A. Frasch, D.H. Browne and ultimately N.V. Hybinette, and the contribution of each is discussed separately below."

Jan 1, 1999

By J. McCreedy

This paper reviews new methods of exploration for metals and new techniques of mining the deposits and extracting the metals from their ores. Examples of mining innovations are taken from Inco's Thompson Operation. The importance of presenting a favorable image of the industry to college students and young people deciding on a career is stressed.

Jan 1, 1971

By D. Eastick, S. Hardcastle

"Over the last few years, a multi-faceted feasibility study has been evaluating the introduction of hydrogen fuel cell-powered equipment into underground mines to replaced diesel engine-powered equipment. The analysis has shown that under normal operating conditions fuel cells could at the very least be an environmental and health benefit by eliminating combustion engines and their unwanted by-products. However, they could also generate significant reductions in the amount of ventilation a mine needs to supply when compared to dieselized operations; this would further decrease a mine’s energy consumption, its associated greenhouse gas impact, and also reduce a mine’s significant ventilation-associated costs. Fuel cell-powered equipment also has the advantage of lower noise and heat production compared to its equivalent diesel-powered counterpart.The degree to which fuel cells can generate ventilation benefits in underground mines depends upon a number of operational parameters and mine specific qualifiers such as current ventilation control or management, mine depth, inherent dust conditions, and minimum velocity requirements.However, another major consideration in the introduction of fuel cells in underground mines will be the safety requirements associated with diluting and removing the potentially explosive hydrogen in the event of a gas leak. In outside surface applications, it is possible to use dispersion, buoyancy, time, and lack of ignition sources as mitigating factors in deriving a low risk of an explosion. However, in underground operations, these factors change, and dispersion and buoyancy are limited; time may not be available and, in non-coal mines, ignition sources are not typically controlled. When a hydrogen leak occurs, the availability of sufficient ventilation to dilute and effectively remove the gas will be critical. Consequently, ventilation may be the prime risk controlling factor. In this paper, the authors evaluate the potential benefits of replacing diesel engines with fuel cells in powered production equipment, discuss the mitigating qualifiers that could limit ventilation savings, and evaluate solutions to retain and maintain an additional ventilation capacity in the event of an emergency situation, such as a hydrogen leak from the fuel cell stack or its distribution system."

Jan 1, 2007

By Barbara H. Scott Smith

"During the last two decades lamproites have joined kimberlites as the only two known primary sources of economic quantities of diamonds. This paper contrasts the petrography, primary and xenocrystic mineralogy and pipe geology of these petrogenetically separate rock types. The petrographic discrimination of kimberlites and lamproites from each other, as well as other rock types found during diamond prospecting, is discussed. Kimberlites and lamproites can be classified texturally and mineralogically. Such classifications highlight the differences between, and among, lamproites and kimberlites. The implications of these differences for diamond exploration programs are discussed, with particular emphasis on the application of petrography. IntroductionKimberlite was the term coined in the late 19th century to describe the host rock of diamond at the type locality, Kimberley, South Africa (Lewis, 1887, 1888). Innumerable kimberlites are now known worldwide; some of them contain economic quantities of diamond (e.g. South Africa, Botswana and Russia) while many are barren. Jennings (1989) suggests that less than 3% of the known kimberlites can be considered to be commercial. Kimberlite was thought to be the only important primary source of diamond for approximately a century. Until the late 1970s, lamproites were thought to be only academic curiosities. Some workers (e.g. Wade and Prider, 1940), however, did comment on certain similarities between lamproites and kimberlites and, hence, inferred a potential for lamproites to carry diamonds.The term lamproite was introduced by Niggli (1923) for leucite-bearing rocks from southeast Spain and Wyoming which had some unusual geochemical characteristics. Wade and Prider (1940) used the term lamproite (as defined by Troger, 1935) to embrace rock types found in the West Kimberley area of Western Australia. All the lamproites described by Wade and Prider (1940) form distinct topographic features. Subsequently in the late 1970s, additional pipes, which have little or no relief, were discovered in the same area, but only as the result of a major diamond exploration program (Atkinson et al., 1984; Jaques et al., 1984, 1986). Some of these bodies are diamondiferous. In 1979, the Argyle pipe was discovered in the East Kimberley area which, in terms of grade, is the richest known primary diamond deposit in the world with some parts of the body having grades greater than 500 carats/100 tonnes (Madigan, 1983; Boxer et al., 1989). All the initial new discoveries in Western Australia resulted from classic stream sampling for ""kimberlite indicator minerals"" (Atkinson, 1989)."

Jan 1, 1992

By CIM Mineral Resource, Mineral Reserve Committee

The CIM Mineral Exploration Best Practice Guidelines (the Exploration Guidelines) have been prepared to assist professional geoscientists and engineers to conduct consistently high-quality work in order to maintain public confidence. The Exploration Guidelines are meant to assist professional geoscientists and exploration practitioners in planning, supervising, and executing exploration programs. In Canada, there are generally two types of public resource reporting: “Disclosure”, as defined by NI 43-101, is the reporting of technical information to the public and market participants for securities legislation purposes where a Qualified Person (QP) must be involved, and reporting of exploration information for governmental agencies to support obligations under laws including the Mining Acts of each of the Provinces and Territories. The Exploration Guidelines are also relevant where the results will not be publicly reported but are intended for internal company use. While this document is intended as guidance for work conducted or supervised by geoscientists in Canada, many of the practices described herein can be adapted to mineral exploration activities in other countries. The Exploration Guidelines are not intended to inhibit original thinking, or to prevent the application of new approaches that may develop into fundamental components of successful mineral exploration programs. Rather than provide prescriptive solutions to specific issues, they include general guidelines for current professional practice and to demonstrate and defend the merits of new methods. These guidelines do not preclude individuals and companies from developing more detailed guidelines specific to their own requirements. The initial version of the Exploration Guidelines was prepared by the Canadian Institute of Mining and Metallurgy and Petroleum (CIM) Exploration Best Practices Committee and adopted by CIM Council on August 20, 2000. On January 9, 2018, CIM Council formed a new committee, the Mineral Resources and Reserves Committee (CIM MRMR Committee) with a mandate to, among other things, update the Exploration Best Practice Guidelines. The mandate for the committee was accepted by CIM Council on March 2, 2018. The new document was adopted by the CIM Council on November 23, 2018.

Nov 23, 2018

By R. D. Brown

In his April 10, 1978 budget address, Finance Minister Chretien declared that the federal government will restrict the growth of its spending to less than the trend growth of the gross national product; over the past year, both the federal and a number of provincial governments have taken action to cut back on spending policies. This new emphasis in restraint would seem 10 be a response to a mounting public reaction to the rapid growth of government spending - and taxation - over the past 25 years. Although this relatively new government posture on public spending may be admired by many, to others it raises the question: "Can the growth in government spending really be stopped?" This article comments on just how government revenues - and spending - have grown over the past few years in Canada, and mentions some of the issues relating to a slowdown in that growth.

Jan 1, 1978

By Robert B. Parsons

"The tax reform process marches on. The December 16, 1987 measures tabled by Finance Minister Michael Wilson represent one more step toward the objective of total reform of Canada's income and sales taxes. While the income tax changes are taking shape, much work still needs to be done on the sales tax side of the coin.IntroductionOn December 16, 1987 Finance Minister Michael Wilson tabled measures to implement the changes to Canada's income tax system that were proposed in the June 18, 1987 White Paper on Tax Reform. The measures were set out in a Notice of Ways and Means Motion; draft legislation relating to preferred shares, research and development expenditures; and draft regulations regarding capital cost allowance, certified films, flow-through shares, and the resource sector. The reaction of the government to the recommendations made by the Finance and Economic Affairs Committee Report on Tax Reform (the Blenkarn Committee), the Report of the Standing Senate Committee on Banking, Trade and Commerce and through consultations with interested groups and organizations, business, labour and individual Canadians is set out in a booklet of supplementary information.The basic features of the reformed income tax system set out in the White Paper remain. However, a number of significant changes have been incorporated in the Notice of Ways and Means Motion and other material. The following comments address those area s where changes have been made to the original White Paper proposals."

Jan 1, 1988

By K. D. Bulin

"An interesting brief history review of shovels as the primary excavating tool will permit the reader to see that immeasurable development and resources have preceded the shovel excavators which today are used extensively throughout the mining industry. With this as a background, the shovel manufacturer has the ability to utilize his resources best in those areas of shovel development in which the maximum benefits of increased reliability, performance and ease of maintenance will improve the operating rewards to the user of the equipment. The author explains the function of the shovel as a part of the material handling system. A detailed description of those areas of the shovel in which the most recent developments and major improvements have been implemented in the manufacture of the shovel excavator arc included."

Jan 1, 1973

By T. G. Joseph, E. Lampard

ABSTRACT: Surface mining operations must manage variability from within their operations as well as variability imposed upon them by external forces. A framework to manage both internal and external variability through the continuous review and adjustment of a mine plan during active mining lifetime operation is introduced, to minimize lost production and maintain operational safety. The observational approach of “observe, evaluate, interpret, predict, and adapt” is employed as the backbone of this approach. Although written with a surface mining operation in mind, the framework outlined in this paper would be equally applicable to any mining or processing operation.

Jan 1, 2011

By T. Y. Chong, J. A. Folinsbee, M. Fullam

PJV Dome Mine has used some form of gravity concentration since start of milling operation in 1909 to recover free milling gold. Amalgamation and conventional jigs were first used and were replaced with the Knelson Concentrators in 1993. The Knelson concentrates produced were upgraded on a conventional shaking table prior to smelting and refining into gold bullion. In May 2002, a comprehensive review of the latest gravity recovery technology led to a piloting campaign aimed at further improving gravity recovery. The Knelson concentrates, subjected to intensive cyanide leaching in an Acacia pilot plant, were found to be amenable to intensive cyanide leaching with over 98% of the gold being dissolved within 24 hours. An Acacia Intensive Leach Reactor was successfully installed and commissioned in December 2002, to replace the shaking table. his paper describes pilot scale testing, installation, commissioning and optimization of the Acacia Intensive Leach Reactor. Also, the economic impacts on down stream processes are highlighted.

Jan 1, 2005

By Schrade F. Radtke

THE law of our present industrial society is the law of the jungle. By this I mean survival of the fittest. I do not refer to man or animal or the development of superior genetic strain. Rather do I refer to one's product, one's process, or one's material of construction. Each must perform in a superior manner or it is doomed to extinction; it must be steadily improved so that it can meet the competition of ether materials, of other equipment, or other processes. We have before us the classic examples of the horse and buggy vs the automo-bile, cf silk vs nylon, of the steam locomotive vs the diesel engine; in each case, a superior product has virtually wiped out its predecessor. Furthermore, a product, process, or piece of equipment is sold on its performance, together with engineering data which define its •characteristics and performance. For the most part, the present day sales-man must deal in terms of engineering performance of his product; he must know competitive materials -their strength and limitations as well N either old fashioned salesmanship, tradition, nor custom could have saved the horse and buggy from extinction; a superior product which has been steadily and con-sistently improved won out, 'and in turn, this change-over caused a dramatic• change in our whole way of life.

Jan 1, 1960