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PATHE EXCHANGE, INCORPORATED 361
tion as to run, the seating capacity, past rentals, and other data on the competitive situation. With this record, the sales executives were enabled to direct the efforts of the division managers, branch managers, and salesmen towards the strengthening of the company's position in this important part of the market.
Potential accounts in each territory were maintained in card form. Similar records were maintained at each branch. Contracts, as approved, with data relative to rentals, runs, and playing arrangements, were posted to the card accounts as received. This record disclosed sales possibilities, thereby furnishing a basis for instructing the branch manager as to "open spots" in the territory. The card records and the special register were kept up to date by a force of clerks working under the supervision of the assistant sales manager.
The clerical force of the sales control section carried on a perpetual follow-up of the accounts as represented by the control cards. Those accounts which showed an apparent falling-off of sales were removed from the index file and referred to the assistant sales manager for attention. The assistant sales manager then requested the branch exchange managers to report on the reasons why the accounts were unsold. Familiarity with the status of the accounts on the part of the control clerk was necessary in order that an effective follow-up might be secured. Information received from the branches relative to the query of the assistant sales manager was noted on the control cards.
In another division another control card was utilized for the follow-up on play dates. This card, shown in Exhibit 1, was prepared and used as a visible index to the sale and exhibition of all pictures produced. One card was kept for each account, and it was possible by a glance at a card to know those pictures which had not been sold to the account, those which had been sold but unplayed, and those which had been sold and played. Postings were made from a copy of the contract, the reports of bookers, and the notices of confirmed play dates. A diagonal line through the special column provided for each picture on the visible portion of the card indicated a contract for the picture, and a second cross-diagonal line indicated a play date obtained. Cancellations were posted in red.
A follow-up of accounts sold with pictures unplayed was made in a manner similar to the follow-up of sales. Exchange bookers