known as a goniometer. Such units were not commercially available, so each investigator had do try to make their own. Dr Parrish decided this would be a good device to use to generate an instrumental market, so his group designed and learned how to manufacture a goniometer. This market developed quickly and, with the readily available tubes and power supplies, a complete diffraction unit was made available and was successfully marketed. The U.S. management did not want the laboratory to be converted to a manufacturing unit so it decided to set up a commercial unit to further develop the X-ray instrumentation market. In 1953 Norelco Electronics was established in Mount Vernon, NY, dedicated to the sale and support of X-ray instrumentation. It included a sales staff, a manufacturing group, an engineering department and an applications lab. Dr. Miller was transferred from the lab to head up the engineering department. The sales staff sponsored three schools a year, one in Mount Vernon, one in Denver, and one in San Francisco. The week-long school curricula reviewed the basics of X-ray instrumentation and the specific application of Norelco products. The faculty were members of the engineering department and academic consultants. The schools were well attended by academic and industrial R&D scientists. The engineering department was also a new product development group. It added an X-ray spectrograph to the product line very quickly and contributed other related products for the next 8 years. The applications lab was an essential sales tool. When the spectrograph was introduced as a quick and accurate analytical chemistry device, it was met with widespread skepticism. All research facilities had a chemistry department and analytical analysis was done by “wet chemistry” methods. The idea of doing this analysis by physics instrumentation was considered suspect. To overcome this bias, the salesman would ask a prospective customer for a task the customer was doing by “wet methods”. The task would be given to the applications lab and they would demonstrate how accurately and quickly it could be done using the X-ray units. This proved to be a very strong sales tool, particularly when the results were published in the Norelco Reporter, a technical journal issued monthly by the company with wide distribution to commercial and academic institutions. An X-ray spectrograph consists of a high voltage power supply (50 kV or 100 kV), a broad band X-ray tube, usually with a tungsten anode