Radio today (Apr-Dec 1939)

A Metr PATENTED EXCLUSIVE <JffiL WARD AERIAL MR PATENT NO. 2152316 TOWARD PRODUCTS^ WARD BUILDING CLEVELAND, SLOW-MOVING STOCKSSLOW-MOVING MEN! Advice to jobbers and dealers on speeding up personnel In talks to the ECAVictor distributors at Atlantic City and French Lick, Bob Shannon, general manager of the RCA Manufacturing Co., drew some pointed parallels between men and merchandise in the businesses of wholesalers and retailers. Said Mr. Shannon : "We take frequent inventories of raw materials and finished merchandise, and we classify them into three groups : ACTIVE SLOW-MOVING OBSOLETE It is even more important that we, take frequent inventories of our personnel. Here similar classifications apply . . and they apply equally to engineering, manufacturing, sales and distributors'-dealers' organizations. "In the Active classification, there are fewer problems, because here you find the men with characteristics that make for success, personality, enthusiasm, persistence and industry, with complete confidence in the future of the company and themselves. These men are the sparkplugs in any business and it is Management's obligation to see to it that they have full opportunity to exercise their ability and develop the team-work that is one of the basic factors in all successful organizations. Ability minus vision "It is the second classification — the Slow-moving group which becomes Management's real problem, because if something isn't done about it, they will eventually work into the third or Obsolete classification. In the slow-moving group there are many people with recognized ability, but they lack enthusiasm and the vision to see future possibilities. The answer to this problem is not one of personnel changes but of education. "For man.v months, Management has been conducting an educational campaign in the distribution of wellprepared literature — group discussions, inviting suggestions and criticisms, and the general dissemination of correct information. This educational work must continue and the story repeated over and over, because more than ever before business needs today the type of people filled with confidence in themselves — their work — each doing his job with the sense of assuredness and doing it with such credit to himself that opportunity cannot afford to pass him by. Some look backward "When we analyze the third or Obsolete classification, we find that obsolescence is not a question of age, but it fits a minority who are always looking backwards and are unwilling to adjust themselves to changing conditions and requirements. When the attitude of such a group cannot be corrected by education and fair treatment, there can only be one answer and that is to replace them! "It would seem that with many thousands of distributors and dealers, a similar appraisal of employes would be worthwhile. It would be interesting to know what percentage of sales employes would fall into the three classifications — ACTIVE SLOW-MOVING OBSOLETE While this might seem to be a coldblooded way of appraising the human element, it is better to know the facts about your organization and then deal with it in a humane way. "In summing up Management's attitude toward men and organization, it is stated briefly thus— putting responsibility where it is sure to be met — insisting on definite results rather than alibis — permitting no favoritism — giving praise where it is merited — putting a premium on fair play and making no promises that cannot be kept — and, finally, developing an organization that is prepared to take the leadership it is rightfully entitled to." Energy, alertness, confidence are necessary to build profits. 74 RADIO TODAY