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OURTESY . . . CLEANLINESS . . . SALESMANSHIP ... A FULLY STOCKED STAND . , . HARMONY — these Were recently named by Lee Koken, head of RKO Theatres’ Concession Department, in addressing a meeting in New York of ABC Vending Corporation refreshment stand attendants and supervisors, as factors which “go to make up a good and successful” theatre snack service operation.
“Make a habit of courtesy,” he advised attendants, asserting; “It will work wonders, not only with the customers, but with yourselves as well. If you are courteous and smile when you wait on your customers, and say thank you after each
A Five-Star Policy For Stand Attendants
€ Cardinal points of function and attitude cited by Lee Koken of RKO Theatres’ Concession Department
sale, 3’ou will find that your work will be more enjoyable. The day will go faster, you will feel better. Pleasant, courteous treatment of your customers will pay dividends to you.’'
Pointing out that refreshment stand merchandise is food, Mr. Koken called cleanliness “vitally important” to sales. This he said applied not only to the stand itself, but to storage space.
Salesmanship at the theatre refreshment stand should make use of the “power of suggestion,” Mr. Koken said, suggesting that upon serving a patron, the attendant inquire, “Anything else?” He also cited such remarks as, “Would you like to try a So-and-so bar?” or “Have you tried our delicious new ice cream bon-bons?”
He advised attendants to keep 15c boxes as well as 10c bags filled with corn, and to make a display of the boxes by stacking them on the counter, a backbar, or on top of a warmer.
“Visual displays are also good salesmanship,” he added. “I just mentioned popcorn displays. Sometimes you can make a display on top of your counter or backbar of a certain candy item that you want to push — but be sure it is a higher-priced item, not a 5c or 6c item.”
The stand should be well stocked with merchandise, Mr. Koken declared, point
ing out that it should have a wide variety of candy.
“A fully stocked stand will sell more candy than a stand that is half-empty,” he said. “The same applies to popcorn.”
Using the word harmony as a term meaning pleasant relationships with fellow workers, Mr. Koken applied it thus to the practical operation of a theatre refreshment service :
“Harmony should exist between attendants working together, or on different shifts in the same theatre. It should exist between the management, its staff and you. Harmony cannot be obtained without trying to ‘do unto others as you would have them do unto you.’ This can be accomplished by working together, helping one another equally.
“Whether you are on the same shift, or come on duty at different times to relieve one another, leave the stand fully stocked, see that the freezer is full of ice cream so that the next attendant can start the day or shift with merchandise to sell. This is especially true the night before a holiday, or a day when there is no school. It is very hard to open a stand with a million kids around — no stock, only one girl opening— then have to lug a lot of stock to the stand. This not only is hard on the opening attendant, but it results in lost sales.”
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