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H. T. Scully Manager New Haven Exchange of every motion picture theater, train service and all else likely to be of service in fixing an equitable rental for films and for serving exhi- bitors. This data is on file at the branch exchange concerned, and also at the home office. From the former source it is passed on to the salesmen together with a thorough understanding of the pictures they have to offer, so that these gentlemen may approach a potential customer with a full knowledge of all conditions likely to affect a bargain. Salesmen who handle Paramount-Artcraft pictures are never told, as has been known to happen in more primitive days, to "go out an' get some business"; on the contrary, they are as carefully rehearsed for each onslaught, and as rigidly restricted to limited objectives as were the gentlemen who accompanied Marshal Foch on his personally conducted tour to the Rhine. All this information together with a great deal more comes to a focus on the desk of the general manager in New York where it is condensed into a graphic chart showing at a glance the possibilities of each district for absorbing Paramount-Artcraft pictures. A black line traced across this chart, and extended from day to day, shows the volume of sales in relation to possibilities of sales, so that at a glance before he sits down at his desk in the morning the general manager can take in the whole story of his subordinates' work to date as compared with preceding weeks and months. Like an organist at his console, the general manager, with this graphic diagram for music, sits at his desk in New York and plays upon the motion-picture theaters of the nation, for every operation of every exchange is absolutely controlled by the home office. Whenever that wavering black line upon the diagram begins to sag, indicating that less than ioo per cent of the theaters in some section of the country are playing Paramount- Artcraft pictures for the time being the organist steps upon the loud pedal, and then things begin to happen in the exchange territory affected. If the branch manager cannot help the salesmen to master the difficulties the district manager is hurried to their aid; and if the united H. Asher District Manager, Boston General Offices Boston Exchange Projection Room Boston Exchange J. A. McConville Manager Boston Exchange [ *9 ]