Document 7RnJRd67RXxqKJyNqr386RJb8

PLAINTIFF'S -4 ' EXHIBIT - . JMMC-256 Houston Office March 7, 1957 C. T. Norman - Shrsvsport City of Shreveport* Louisiana Your Memorandum March 3 Thank you for your report describing your contact with Charles Foster of the Shreveport Water Department* I find nothing wrong with your approach and I am confident that Foster can be converted if you continue to maintain steady pres sure on him without attempting to resort to any violent action. It is obvious that Foster is reflecting the attitudes he has ac quired after years of association with Tom Amiss and it would indeed be surprising if he exhibited any other attitude* As I remember the soils predominating in North Louisiana* I would not expect the City of Shreveport to experience any significant difficulty with external corrosion of cast iron pipe* In a rolling* relatively well drained terrain where the soils are com prised essentially of sand and sandy clay* cast iron should give little trouble. When you combine this relative freedom from ex ternal corrosion with the cement lining which is quite effective in probably 90 of all installations* we are left, with little to sell other than a financial saving. Selling a financial saving without at the same time creating the impression that you are offering a "cheap substitute" requires the highest kind of sales skill. Generally speaking* it is an engineering fact that an environment which will be most favorable to cast iron pipe will likewise pro vide the least number of factors likely to cause any difficulty with asbestos-cement pipe. It follows that your sales story must be carefully constructed on the thesis that there is no point in paying for something which* under the circumstances existing at the particular location* is never likely to be required. It is indeed the responsibility of Mr. Foster and people like him to spend public money as efficiently as possible. Since the evidence lends strong support to our argument that asbestoscement pipe will serve equally as well as cast iron at this local on, our problem is to convince Mr. Foster that he is discharging his responsibility to his citizens with complete propriety when he purchases* in wffect* 110 feet of asbestos-cement water main for the same money with which he could purchase only 100 feet of cast iron main of identical size. WHW/plg cc* File - to be noted by J. L. Everett W. H. Waring form 3-2 printed in U.S.A. Signed. (Write a separate letter on each subject) FORM 3-2 p r in te d IN U.S.A. Signed. > FORM 3 2 PRINTED IN U.S.A. Signed. FORM 3 2 PRINTED IN U.5.A Signed. form 3 2 printed in U.s.A, l lUaut3o) i J J J ti ir f i o LU 5 Signed. I i i COPY FORM __ ----BOX NUMBER M2 INITIALS DATE TsP fo'N-M ' SEGMENT NO.' n REQUESTING PARTY NOTES H