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Organization ^><^><^^>^>^^<^><^ 53
with each exchange. The company maintained a force of about 130 salesmen during the selling season, reducing that number somewhat during the remainder of the year.
Exhibit 19 Exchange Organization of Pathe Exchange, Incorporated Branch Exchange Manager
Salesmen Booker Cashier
r J
Block A Poster Shipping Billing Collecting
B Service
C Film Inspection
etc and Repair
At the beginning of the selling season,10 a convention was held in Chicago at which sales quotas were assigned by the general sales manager to the several branch exchanges. These branch quotas were broken down by the branch managers into blocks. In this sense a block constituted a certain percentage of a territory and should not be confused with a block of pictures for block booking. A block was assigned to each salesman at an exchange. Each salesman, except those selling nontheatrical pictures, sold the entire line of product in the block assigned to him.11
Each salesman at an exchange was furnished with a sales manual and an announcement of the product for the season. A price classification of product and price schedules for posters and accessories were available to the salesmen at the exchange. With this information and a work sheet for each theater, a salesman visited exhibitors to solicit contracts for picture rentals. It was extremely advisable for a salesman to secure satisfactory play dates in addition to
10 There has been a good deal of agitation directed toward securing an agreement by which distributors would agree to launch the selling season in September rather than during the early summer. A few years ago, this was the common practice, but gradually the time has been put back to an earlier date under the stress of competition. Up to the present, no results have come from this effort.
11 Before 1928, salesmen had specialized in the sale of features and in the sale of short subjects, comedies, and newsreels in certain territories.