The New Factor.

The fact had been overlooked that railway affairs had been in a unique position. The railways had had to put up with the depression that affected the business community and had had the complete upsetting of the transport industry that had come as a consequence of the introduction of a new factor therein. They had an enemy in the front—depression, and an enemy in the rear—this new factor. The new form of transport was here to stay and was capable of giving good service to this country. Much of the competition that the railways had been up against was not economic, and, being such, would be evanescent in character, and would require a very careful policy in framing methods to meet it. There were things that they might do to meet it that would prove in the end to be a drag on the country. The railways were in much the same position as any other commodity. It was a question of supply and demand. They had to find ways to meet the demand. He had full confidence in the railwaymen. They were a body of men in which he had such confidence that he did not hesitate to throw in his lot with them in an effort to do his best for the country. The railwaymen had the capacity, and he believed they had the will, to deliver the goods. He wanted to instil the idea into the railwaymen that they had a moral obligation to the country. If he could do that, all would be well, and they would be well on the way to giving satisfaction to the public.

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They had to consider the customer, actual and potential. They had to make the customer feel that his custom was appreciated and that they regarded him as a friend, and to make the potential customer feel that he was a person in whom they were interested and whose custom they wanted. It was difficult to gauge the demand so that they might create the supply. In such an institution as the railways they frequently found that they had demands from people who thought they were doing the best for the country, but whose outlook was tinged with self-interest.