Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
JULY 12, 1919
THE MUSIC TRADE REVIEW
If a salesman makes frequent use of certain
pet selling arguments, knowing by experience
that they help immensely to get his story across,
that's standardization. Every good thing that a
salesman does—and continues to do, week after
week, month in and month out—and does it in
I
The Second of a Series of Four Articles by A. S. BOND, President, Packard Piano Co. | practically the same way each time—is stand-
ardization of personal effort!
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If a man arises at about the same time each
Standardization, as applied to the men in the which are fundamentally necessary to the deliv-
shop, means more results—better quality—in ery of good service—then their whole minds, morning—that's standardization. Jt means that
hearts and hands will be receptive. They will he will "get going" at about the same time each
less time, and everybody satisfied.
There are, usually, many ways to do a given be eager to give the best that's in them— day. If there is no set time for arising—it in-
thing, but always one best way to do it; and anxious to learn, accept and adopt improve- terferes with business!
You eat three meals a day—at about the same
standardization in shop production consists of ments in their methods of handling their work
digging out the best way for each man, and each for the mutual good of their own and their em- time—that, too, is standardization. Standardi-
zation means to make a program, based on an
group of men, to handle each job, and making ployer's cause.
it an iron-clad rule to do it just that way.
So standardization in the shop begins with intelligent analysis of the needs and exigencies
Standardization is a real pal of the workman standardizing the viewpoint, individually and col- of your work—and carrying out that program
on a rigidly maintained schedule.
lectively, of the entire shop organization.
—not an opponent.
How many people per day, or per week,
The shop men should view their institution
For it does not ask a man to strain or hurry
himself, but simply to do things in the easier, as if it were a republic—a democracy. They should a salesman call upon?
You may say that's impossible to standardize.
quicker, simpler, surer way—based on an in- should be made to feel, by a definite system of
telligently developed plan of action founded meetings, where every one has a right to speak On the contrary—it is dead easy. Figure up
on the experiences of the past. It is harder his mind, held at regular intervals, that the how many people it is reasonable for you to call
mental work to loaf than it is to be real busy. interests of the employer are their interests; that upon—per day, or week, or month. How many
A motor does not exert itself anywhere as their employer's success is their success; that did you call upon last year? How many calls
much when on high gear as it does when on each man must feel the burden of responsibility resulted in an order—and how many did not?
You cannot standardize without analyzing
of being the boss of his own effort—under well-
low gear.
previous
experience!
defined
rules
based
on
standardization
of
effort
If the operations of the average workman
If you believe that experience is the best
were based on an intelligent plan as to the de- and workmanship.
The shop men should share in the fruits of teacher—how on earth can your experience teach
tails of handling the particular job—backed by
the proper monetary incentive that would act the economy that is brought about by stand- you if you don't study its lessons?
Experience itself alone does not teach. It
as a constant urge for him to pour into his work ardization.
personal interest—a continuous consciousness
A daily, weekly or monthly production sched- gives only the lessons. It requires the sales-
of the task at hand—and a degree of skill such ule should be figured out for each job—-on the man's mental co-operation in studying his ex-
as he would exert were he building the product point that a definite average output is expected perience—and making a program therefrom as
for himself instead of for the customer of his for the wage paid, and the incentive for ex- a standard for his continuous effort on a bigger-
employer—it would be dead easy to "double-up" ceeding the schedule should be that the em- caliber scale.
You may think that a salesman cannot stand-
on the output without increase of working force ploye share in the saving of the production in
ardize his growth.
and without stinting the quality one single bit. excess of the standardized mark.
This, too, can be done! How much goods did
Settlement of grievances and disputes should
Most employers do not go at it right. Em-
ployes should be taken into the confidence of be standardized by the establishment of a board, he sell last year—assuming that last year was
the employer. They should be made to feel on which board the employes should have repre- an average good year? If he wants to sell 25
like actual partners in the institution. And sentation, elected by them. This will keep the per cent, more goods this year over last y e a r -
men satisfied and happy, for the grievance of first determine if it is a reasonable expectation,
actions should be used instead of words.
Shop employes should be organized—by the one man spreads to other men—it is contagious! based on facts, figures, data; and, if it is reason-
"Help-the-other-fellow" is the principle upon able, set a mark, or goal, equivalent to a 25 per
employer. Frequent meetings should be held.
They should be taught, drilled and sold on the which standardization will be a true success as cent, larger sales-volume to be secured this year.
Then—itemize it. How much does it make it
meaning and on the practice of justice, co-opera- applied to the men in the shop.
A large part of the activities of every sales- necessary for you to sell per month, per week,
tion, economy, energy and service. This is some
man is based on standardization—but he does per day? If the product is seasonable, each
job—but the reward is worth the effort.
month must stand its particular sales-volume
When the men have the proper fundamentals not know it. He practices it involuntarily!
The average salesman is afraid of such load in its relation to the season.
of thought covering those points and have been
Standardization insists that you be a record-
taught how to reason—enabling them to see and things as standardization, as applied to his
believe and know that it is to their advantage own work. That's because he does not know keeper. This is necessary to determine if you
are ahead or behind in your program.
to be just, co-operative, economical, energetic— what it is.
The reason a railway train arrives at a point
1,000 miles distant to the minute is because its
running time is standardized and the engineer-
is watching his schedule at every station.
Standardization makes work easier—not hard-
er. It makes results surer and quicker. It makes
you use your experience as added fuel for in-
The following articles written by kiln engineers are now ready for
creasing
your success. It makes you continuous-
distribution. The data with illustrations contained therein will be of great
ly mentally creative—alert—and keeps you out
value to you in solving your kiln problems of design, operation and main-
of a rut. It makes you a student with a big in-
tenance.
come—instead of an expert at a plodder's earn-
Scientific Lumber Drying -
12 pages, 5 illus.
ing power!
Cooking Lumber Dry -
6 pages, 1 0 illus.
Continually be alert to the tested, proved,
Correct Methods of Drying Lumber
8 pages, 3 illus.
best ways of doing things—grab on an.d hang on
Economical Arrangement of Dry Kiln
- • 8 pages, 1 5 illus.
to them when you detect them. Get a program
A Modern Lumber Drying Plant
6 pages, 4 illus.
—and work your program. Delegate a certain
Dry Kiln for Government Service -
4 pages, 3 illus.
time to do certain regular things, and make
Gov't Spec. Kiln Drying Airplane Woods 4 pages, 4 illus.
yourself do them in just that way.
Suggestive Dry Kiln and Yard Layouts
12 pages, 1 3 illus.
Standardization is the best financial partner
Methods of Computing Costs of Kiln Drying 8 pages, 2 illus.
that a salesman has on earth!
Lumber Drying Tests -
8 pages, 9 illus.
Dry Kiln Instruments -
8 pages, 1 2 illus.
G0D0WSKY TO BE SOLOIST
Dry Kiln Trucks, Transfers and Lumber Lifts 8 pages, 1 0 illus.
Dry Kiln Operating Recording Methods -
6 pages, 8 illus.
Through- an error it was recorded in last
Moisture Percentage Calculator (Cardboard).
week's issue of The Review that Artur Bo-
danzky, conductor of the new Symphony Or-
Check those that are of interest to you, and we will mail them without charge
chestra .of the Musicians' New Orchestra So-
or obligation.
ciety of New York, would also be one of the
soloists for the coming season. The celebrated
pianist, Leopold Godowsky, is to be one of the
soloists, who will use the Knabe piano exclu-
Grand Rapids Veneer Works
sively. Mr. Bodanzky will confine himself to
Grand Rapids, Mich.
Seattle, Wash.
conducting, in which capacity he has won an
enviable reputation.
Standardization—Its Meaning and Its
1
Application to the Piano Industry |
01 Interest to the Kiln Users
GRAND RAPIDS VAPOR KILN