One day I was driving back home from PP&L on the North East extension of the Pennsylvania Turnpike, when I saw a sign, Lansdale 2 miles. I looked at my watch. 3:30 p.m. I knew that Lansdale generated some of its electricity, so, on an impulse, I exited. Entering the Borough Office, I viewed two desks. Behind one was a gruff-looking man I guessed was in his middle-sixties; behind the other, a man probably in his early forties. Neither rose or said anything, so I offered my hand over the strewn-papers on the older man’s desk. He gave me a limp handshake and a quizzical look, but said nothing. I said, “I’m Bob Stock, General Electric Company.”

Holding his hand up to his ear, he said, “What company?”

“General Electric Company - I’m the Generation Sales Engineer.”

“When did you last visit us?”

“This is my first time.”

“When did any “Generous Electric salesman visit us?”

Getting up and hurrying to the door, he said, “I’m late for my meeting with the Mayor - John takes care of our generation business.” John, with a grin on his face, stood up and said, “You just encountered our Borough Superintendent, Matt Bear. I’m John Muny, his assistant.”

“I see you’re busy.”

“Yeah, I have to get this report out today.”

“I won’t take anymore of your time.” Pulling my Packaged Power Plant brochure from my briefcase, I handed it to him, and said, “I’d appreciate it if you look it over, when you have time.”

“I will. Give me a call in a couple of days.”

The next day I received an inquiry from PP&L to discuss a multiple order for Packaged Power Plants. Since reviewing it took most of my time, a couple days went by before I called John at Lansdale. I had set up a meeting with PP&L, so I decided to call John and see if I could see him the same day at four o’clock. My meeting with PP&L lasted longer than I thought, so it was almost five o’clock when I entered his office. I felt relieved when he was the only one in the office. After apologizing profusely, I inquired, “Did Mr. Bear go home for the day?”

“No, he retired. That’s what he was to discuss with the Mayor the day you were here.”

“I see you’re sitting in his chair. May I congratulate you on being the new Borough Superintendent?”

“Congratulate me or pity me. Things are hectic around here. I don’t know whether or not I’m up to the job.”

“I’m sure you can handle it.”

“Thanks! Have a seat. For some time we’ve been considering adding generation to our system.”

“Did you get a chance to read my PPP brochure?”

“I did and I’m interested, but the gas turbine doesn’t seem to be efficient enough to be a base-loaded unit.”

“That’s true, but I suggest you consider utilizing the exhaust of the PPP to generate steam, which feeds one of your existing steam turbines.”

“The heat rate (measure of efficiency) of the Combined Cycle is comparable to or better than most small steam turbine plants.” After a long discussion of the benefits of the Combined Cycle, I looked at my watch. I said, “It’s 7:50. If you have the time, we can continue to talk at dinner.” He accepted with alacrity. This was the beginning of a good relationship with not only John Muny, but with the Borough of Lansdale.

With the help of an Application Engineer and the Gas Turbine Department Manager I gave John the engineering information, and helped him prepare the bid specifications. When he had difficulty locating a natural gas supply, I convinced him it was alright to burn oil in a gas turbine. Our work paid off when we received the purchase order, despite being high in price over our competitor, Westinghouse. This was G.E.’s first application of a waste heat boiler with the Packaged Power Plant.

To finalize the contract, I arranged to bring a lawyer down from Schenectady. The meeting went so poorly I thought there was a chance that the purchase order would be canceled. Our lawyer, not only didn’t agree with their lawyer, Sam Wasserman, on the key issues, he wasn’t willing to compromise on minor items. The next morning, which was Saturday, I was on my six-foot ladder, painting the kitchen, when the phone rang. Jean answered it and said, “It’s Mr. Wasserman from Lansdale.” In my haste to get to the phone, I missed the last step of the ladder and twisted my ankle. Limping over to phone, I thought “this will be bad news.” He started by saying, “Bob, I’m sorry to bother you on the weekend.”

“No problem.”

“I’m sending you a list of issues that must be resolved for Lansdale to go forward with the project.”

“I’m sorry we were so obstinate in the meeting.”

“The only mistake you made was bringing a hard-nosed Irish lawyer, instead of a long-nosed Jew.”

“I’ll get the answers to your questions, and call you-I’m sure we can come to an agreement on the outstanding issues.”

“I’m not as confident as you are, if you bring that same gentleman to the meeting.”

When I relayed the customer’s feelings to the Gas Turbine Manager of Marketing, I suggested that I handle the negotiations myself. He was reluctant, but finally agreed. He told me the terms that we absolutely had to have, the one’s we could give in on, and the one’s we could try to get a compromise on. In one meeting with Mr. Wasserman, we resolved all the issues to both our satisfaction. At the end of the meeting he said, “Are you sure your name is Stock, not Goldstock?” I felt I made another friendly customer. When we completed the installation, the customer didn’t have the expertise to operate the unit, so they hired one of our service men as a full-time employee.