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56 ^> ^> <^ The Motion Picture Industry
were determined. Such prices necessarily remained flexible, because in the final analysis the price at which a group of pictures was sold was determined as a result of negotiations between the salesman and the exhibitor in arriving at an average price acceptable for the entire number of pictures taken. Large first-run theaters did not, generally speaking, take pictures in groups. It was the salesman's responsibility to sell as much of the company's product to as many exhibitors as possible at the best prices obtainable. The company's records showed a great variance between the number of contracts taken on the various pictures comprising a group. For example, a popular picture in one group had received approximately 10,000 contracts, whereas a less popular picture had netted only 3,000 contracts.
The work of making arrangements for the playing of the pictures, together with the directing of the shipping and other work in connection with the physical handling of the positive prints, was performed by the booker, who in most instances acted as office manager as well. His department was also responsible for the storing and issuing of advertising accessories such as posters. Sales contracts, with specified dates of exhibition or arrangements to play so many pictures per week, month, or season, constituted his authority for booking a print. A record of bookings contained the necessary information for the shipment of prints. Each of several prints was scheduled for continuous use, with allowance for delivery and return time. It was the booker's duty to keep the salesmen informed as to unspecified play dates in order that the Pathe product might secure an early showing. A delay in exhibition caused cancellations and difficulties in selling new releases. Protection rights of the several theaters in a zone were carefully guarded by the booker. The necessary information for determining such rights was maintained in customers' service records for the product before the current year. Such a record is shown in Exhibit 20.
The control system which the company used provided