Play Meter

Issue: 1976 April - Vol 2 Num 4

international datel ineSnooker champ
sponsors meet
for
PHIL NEAL, [far left] the Liverpool
soccer player, prepares for his
demonstration game with Rex Will-
iams Isecond from left], accompan-
ied by II to rl Ray Gable, Music Hire
regional director; Ray Baker, man-
aging director of rex Williams Lei-
sure, and Ken Shaw, Northern
director of Rex Williams Leisure.
A column of opinion
Marketing Overseas
By ROBERT WICK
One of the fascinating things
about trade shows is that the
operator gets a chance to see the
machines the distributor won't
show him . Obviously, I am not anti-
distributor, but let's face it, many
distributors " know" what is good
for the operator and that is all they
will show.
Selling should be the most creat-
ive management activity in any
company. Unfortunately as of late,
the most creative guy is the book-
keeper . The salesman has the
golden opportunity at first hand to
match benefits and needs .
At the risk of being pilloried, I
would like to make the following
suggestions for selling to your
international accounts as well:
Discard the shotgun and get out
the rifle . We spend too much time
and effort and money sending out
thousands of flyers and releases.
Instead , let's tailor our next cam-
paign to our customers' specific
needs.
Let's give the customer a half
dozen valid reasons why he should
buy our equipment . By this I mean
showing the benefits that accrue in
return for the use of valuable floor
42
space .
Let's sell value not price .
Let's stop promoting games to
those areas that cannot sustain the
game. 25 cents per play is great in
the U. S ., but that is a day' s wages
.in Malaysia .
Let' s direct our selling efforts to
the markets that payout . How
many times have you prepared pro
formas, sent alternative proposals,
to find out that the buyer is a two
unit customer?
Finally, I would like to recom-
mend an open mind . Yesterday' s
unmarketable games may be to-
day' s winner . Because an idea died
six months ago doesn't mean
eternity . Reincarnation in our busi-
ness may be beneficial.
Having personally comitted all of
the sins mentioned in this article,
I can say that doing it right is more
fun and far more profitable . We are
selling a luxury item and it behooves
us to know what the player wants so
that we can transmitthis information
through channels right to the manu -
facturer . As the great merchant
prince of Chicago, Marshall Field
said, " Give the Lady What She
Wants ."
pool men
The current World Professional
Snooker champion , Rex Williams,
recently brought the name of his
pool table manufacturing company
to the fore when he sponsored a
pool tournament in Liverpool, Eng-
land .
Rex 's company, Rex Williams
Leisure, joined Music Hire, a major
operating company, to run the
North West Pool Championship in
conjunction with a local brewery
company .
The competition was open to pool
players throughout the area and the
contestants were whittled down to
eight for the final stages--six from
Merseyside, one from Bolton and
one from Stockport.
The eventual winner was ex-li-
verpool policeman George Birch
who beat Steve Barnett by two
games to nothing and won a
100-pound prize and a cue . The
runner-up won 50 pounds and a cue
and the losing semi-final ists 20
pounds .
All the cues were made by Rex
Williams' associate company , Pow-
er Glide Billiard Cues Ltd .
Williams gave a demonstration
session with some remarkable trick
shots for the benefit of a large
crowd . He told reporters afterwards
that he foresaw pool becoming a
national pastime with recognized
competition in the future .
" I first saw a coin-operated pool
table in 1968 when I was touring
Australia . I thought it had possibilit-
ies in Britain and formed our
company in Britain in 1972."
He redesigned the American -style
table with differently shaped poc-
kets. The Rex Williams' table has
formica sides and stops with alum-
inium edgings and uses British-
made composition balls. The com -
pany, which became limited 18
months ago, produces tables that
measure six feet by three feet and
seven feet by three feet-six inches,
turning out 25 a week .
Their products are sold or hired to
clubs operating mainly in the M id-
lands, Northwest and Southwest of
England . Their factory is in Wor-
c.estershire .
SIX GAMES in one, a new Atari
concept, is shown at one of its
Multi-game
prototype
seen at Ima
Atari Europe exhibited a proto-
type of a new shopping mall
multi-game unit at the mid-March
Ima trade show in Berlin, a concept
that has been talked about by U.S .
Atrai officials before, buy which has
yet to be seen in America .
The Atari Theater, a versatile unit
incorporating several video games
that can be built into many different
kinds of sites, was displayed by
Lowen Automaten, Atari's German
distributors. The company showed
a three-side version containing three
games , though the product is
available in any combination of
sides .
PlAt' ItIEJER
European test locations, the Ve/izy
shopping mall in Paris.
" The most popular version is the
six -sided model for shopping
malls," Jean Francois Gaillard,
Atari's overseas manager, com -
mented . He said prototypes are
currently operating successfully in
the transit lounge at Orly Airport,
Paris, and in a Parisian shopping
mall, where it was decorated with
the center's logo.
" We can tailor-make it for the
individual site," he said. "It repre-
sents a small business by itself,
althdtJgh it needs no one on hand to
run it. We have found from site
testing that people tend to leave
their children there with some
money to play the games while they
go around the shops. It also acts as
a meeting place and people play the
games while they are waiting for
one another."
The idea was developed in Atari
Europe's French factory, Gaillard
said, and a sample had already been
shipped to the U.S. He hoped it
would be made for the U. S. market
as well.
Other American companies repre-
sented at the primarily gambling-
oriented show were U.S. Billiards,
Seeburg, W illiams, A llied, Segasa,
Kee, Rock - a la, Ro w e- AM I and
Mirco.
Ima is considered themost impor-
tant European coin machine exhibi-
tion outside of London's A muse-
ment Trades Exhibition and both
shows reflect the fact that Great
Britain and Germany are the only
two countries in Europe with hard-
and - fast laws favoring machine
gambling.
This year's Ima, held in the
enormous Messedamm exhibition
center in Berlin, contained about 50
booths covering every type of
equipment used in W est Germany,
but it was felt by some that the
show would have attracted more
visitors if it had been held in W est
Germany proper instead of Com-
munist-surrounded West Berlin.
Recent changes in German gam-
bling laws may also have affected
the gaming machine orientation of
the 1976 Ima . The changes permit
three gambling machines in an
arcade instead of two and increased
the maximum game price from 20 to
30 pfennig and the maximum cash
awards in each game from two to
three marks. Another legal break-
through was the allowance of
gaming machines in snack bars.
But the German love for sophisti-
cated machinery was also well -
catered to . Aside from the intriguing
new Atari unit, there was also
Mirco's solid -state, microprocessor-
controlled Spirit of '76 flipper pin-
game, exhibited by Mirco Games
GmBH, the firm's German subsidi-
ary .
" It is very interesting to watch the
reaction of the German operators to
electronic pinball," Klaus Strauss,
general manager of the German
firm, commented. "They are quick
to recognize that it gives the player
all the traditional features he likes,
such as flippers and bumpers, yet
the game gives the operator the
benefits of computerized efficiency.
"The switch to electronic games
is not going to be an overnight
thing, " he went on. "The process
will take years, but Mirco has a big
breakthrough with this pinball ma-
chine, for people are taking to it very
quickly. "
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