Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW, OCTOBER, 1W
22
CONTROL OF FUTURE WORK
"Besides the control of what has hap-
pened, we should have a control of what
we want to happen in the future. This
would bring in a little system in our pro-
cedure, as well as bookkeeping. There
must be some control or system where
you have had business with two or three
thousand peoplel This future happening
that we want is bound up with two
things: repeat business and new business.
"I -will not go into new business as
time will not permit, but simply to state
that I do considerable mail advertising,
and operate strong system in connection
with new business. Incidentally, I have
never solicited once, either by phone or
door. Yet have built up my business from
scratch, coming out of an office.
"Now, there must be some way where-
by you can get as many of these people
whom you have served once, to repeat,
without pawing through pages of a badly
mixed up note book, and, then deciding
that 'I will try this one or that one.' They
should all be touched up, and, repeatedly;
and, at proper intervals, whether they
repeat or not! Your follow-up should be
a persistent training to the minds of the
customers on the necessity of the re-
tuning. Ordinary form reminders will do
for those whom you feel pretty sure will
repeat anyway.
"But, when you finally get to sifting
them out, from experience, a personal
message to the offenders is the only
thing. And, it must be personal. It must
not read like a form. Each message should
be individual regarding the particular
piano. And, with every communication
should be a reply card. On these reply
postcards the customer does not have to
go out and get a stamp, but just slips it
in any mail box. These reminders should
go out at the right time. But, how am I
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Our best references are the leading manufacturers and dealers we arc now doing work, for
going to get time with two thousand
names to cover such a number and pick
out the ones to go out this month. When
I return for the day I transcribe from a
rough memo book, into an effective
record for future action everything that
has happened that day.
"Once set up in proper form for action,
I forget them until the alarm in the sys-
tem rings. The members of our Associa-
tion wonder how I think of everything
when they receive a birthday card from
me! Yet I have a poor memory!"
Mr. Tapper then displayed a special
form of customer card which he had
printed.
THE THAYER Onoented STICKER ACTION
U. S. PAT. No. 2,073,463
FURTHER PATENT APPLIED FOR.
THAYER ACTION COMPANY
R O C K F O R D ,
W O R L D ' S
L A R G E S T
M A N U F A C T U R E R
I L L I N O I S
O F P I A N O
A C T I O N S
The card showed: Job number, date,
customer's name, address, phone and
source of business at the top. Along the
top was numbered 1, 2. 3, 4, 5, etc. up
to 12, designating the 12 months of the
year. Then all through this bunch of
cards protruded a number of signals. A
little opening at the bottom of each re-
vealed the month for action. At a glance
one could see the January pile! At the
right hand was a column down the side
headed "Reminders", and, herein ap-
peared dates, put in by a numbering
stamp, showing the various dates of re-
minding which went out to the customer.
The various years of cards were kept
separate, and each alphabetically ar-
ranged. So that at a glance one could
see the amount of each year that had
not repeated! Further certain towns, or
territories had their own particular color
of card, red. white, yellow, etc. And yet
the card stayed under the alphabetic
designation of each customer.
A double check on the card -was ef-
fective through the sales book through
the effectiveness of the numbering of
each job.
As each customer repeated, the job
was given a new consecutive number.
The old number was then cancelled in
the sales book with a dating stamp.
In starting then to follow, say from
January 1, every cancelled item was
ignored, as that customer had already
repeated in some later part of the book.
If a card was missing any open con-
secutive number -would immediately show
it up! No customer could possibly be
overlooked!
Where the follow-up was to be other-
wise than the six-month's period, the
signals on the cards would take care of
that automatically.