Document DMq8rXnmBwdpvRkoV9jxDjmXB

ADVERTISING MERCHANT SALES COMMITTEE MEETING Dates October 21 A Octobei* 23j 1936 Times 3$00 P.M. 9:30 A.M. Place; Mr, Dwight P, Joyce's. Off ice Presents Ur, E.W. Clark Mr, P.L, Lot* Mr, L. A. Radloff Mr, L.L. Storey Mr. Dwight P, Joyce, Chairman The meeting was called to order at 3:00 P.M, on October 21 and resumed at 9:30 A.M. on October 23, While the advertising program for 1937 was accepted and approved at a meeting with the Executive Committee on July 13, 1936, the purpose of this meeting was to check all details carefully to be sure that everything had been taken care of or was having attention and would be completed in time for the sales meetings as scheduled. SALES CONVENTIONS Mr. Dwight P, Joyce advised that a definite program and sched ule for the Sales Conventions has been made and approved by the Executive Committee. The schedule is as follows; At _ Present Dates Cleveland, 0. Reading, Pa. Chicago, 111, Cleveland Buffalo Forest City Toledo Long Island City Boston Reading Scranton Wilkesbarre Binghamton Baltimore Chicago Merchant Sales Nov.5-6 Nov,9-10 Nov,16-17 Minneapolis, Minn, Minneapolis Nov,23-04 St. Louis, Mo, St. Louis Evansville Knoxville Dec* 3-4 New Orleans, La. New Orleans Birmingham Atlanta Florida Stores Dec.7-8 Dallas, Tex, Texas Stores Dec.10-11 Toronto, Ont. Canadian Division Dec.28-29 San Francisco,Cal,Pacific Coast Division Jan. 7-8 Each meeting will be attended by MeesrB. Dwight P. Joyce, P.L. Lot* and E.W. Clark, with the exception of San Francisco, which meeting will be conducted by Mr, Dwight Joyce. It was also requested that those of our senior executives whocan do so, arrange to attend each of these meetings. In addition, Mr, Lloyd If Storey will attend the meet- GL00073 22 -2- Inga in New 0rlean8 and Texas where members of our Stores staffs will be in attendance. LETTERS OF INSTRUCTION TQ SALES MANAGERS Mr. Lots was requested to write a letter to all Sales Managers advising them of the arrangements that will have to be made to properly conduct the meetings. This letter is also to call the attention of the Sales Managers to the fact that the Convention may extend into the third day instead of two as planned. It is also to be made clear that meetings are to start and close at a definite hour each day and that there are to be no evening sessions. It was folt that tho time in the evening could be taken up by those conducting the meetings in answering individual questions that might occur to tho representatives rather than having the mootings in terrupted by discussions pertaining to individual problems. 1937 SALES PORTFOLIO Mr. Clark advises that the portfolios will be ready for dis tribution to tho salosmen at each moeting. OUTDOOR ELECTRIC SIGNS The matter of selling prices of these signs to agency connect ions was discussed at length and it was decidod that these signs will be billed at 50$ of their actual cost to our customers, the largo sign at $54.50 and the small ono at $29.50. The fact will bo emphasized that we can only accord our dealers those unusually low prices because of tho quantities in which the signs thomsolvos will be purchased. The large sign, purchased as a separato unit by n dealer, would cost him $180, while tho smallor sign haB a value, in slnglo units, of $90. Tho prico on tho largo sign is F.O.B. Buffalo or Kansas City on the small sign F.O.B. Cincinnati, and the ageht will absorb the freight and erection chargee. It was roportod that the cost of tho operation of ono of these signs is 2/ an hour at the highest ratos for electricity and that nn avorage cost per day is 10/. INDOOR ELECTRIC SIGNS It was decidod that the indoor olectric sign for window display purposes will bo sold nt $2.00. Our cost is $3.29, This price is F.O.B. Minneapolis and inasmuch as all shipments will be made direct from, tho factory tho customer will be charged with the postage. Signs are avail able for Glidden and all Affiliated Companies, excopt Cortain-tood. "TIME-TESTED" TRADE-MARK This trado-mark, as approved by tho Executive Committoo, is being incorporated into all new Gliddon labels. A study has also boen mado of all subsidiary labole with the view of immediately imprinting this sane trade-mark in spaces decided upon. GL007323 *Zo 7 -* Stickers are 'being made by the Advertising Department, in two Bizes, to fit on the lids of all our round cans and to be affixed to the square cans. These stickers are to be put into lise as soon as they are ready and used until such time as the label carries the new insignia* It was decided that when that point in the institutional section of the presentation is reached where reference is made to the Time-Tested insignia that it should be explained that this insignia is the result of years of thought to find a means of nationally adver tising the products of the Affiliated Companies as well as The Glidden Company. This insignia is also to be dwelt upon further in that part of the program pertaining to National Advertising. "AGE OF COLOR-*-"COLOR HAPMONY" BOOK DISTRIBUTION To Agent8 It is planned to give one "Age of Color" book, in the form of a counter book, which will contain the Color Harmony story, the complete Products story, and the Architectural Specifications section, together with pages carrying all color chips, to each Glidden Agent, without charge. Similar books trill be prepared for Heath & Milligan, Wilhelm and the T, L. Blood Co. Our other organizations have sufficient of the old style counter books on hand to take care of them for some timo to como, and to thp Agents of those organizations wo will supply the affiliated "Color Harmony" book with on abbreviated products story and without tho color chip pages. All additional "Age of Color" or "Color Harmony" books will bo sold to our Agents at a cost of $2.00 each, regardless of whether these books are for their salesmen, for store use, or for distribution to custom ers. A suggested plan will bo prepared for submission to these dealers, incorporating suggestions ns to how they can profitably capitalize on such investments as they will make in these features. To Painters (Established) Direct On the painter direct business wo will authorizo tho granting of one of these features to pny painter customer who has purchased in ex cess of $300.00 worth of material from us during 1936 and whose business we continuo to enjoy in 1937, In estimating these purchases Lead in Oil,. Turpentine, Linsoed Oil and other unmanufactured sundries are not to be included. Each order for a book is to carry the Salos Manager's approval. To New Painter Customers This book will bo billed to all new painter customers at $2.00 each and a credit will be rendered covering it to each purchaser when his total purchases, during 1937, exceed $300.00. It was rccommonded that the "Age of Color" book be referred to in all advertising appearing in painters magazines. Those samo ads will offer tho Master Painter's Handbook without charge,. To Architects GLD0073 24 Tho "Age of Color" book is to bo Bold to tho architect at $2.00, A small 26-pogo Glidden Architectural Specifications Book will be given to this same man without charge^ It must be delivered personally by the sales- man who contacts the architect* i- It was recommended that reference "be. made to both the Architec tural Specifications Bdok'and the "Age of Color* bdok In all of" ourndverti!Ving in such architectural journals as we may use. A lettor is to "bo prepared by tho Advertising Department that will properly acknpwledgc requests roceived for tho Specifications Book. In thiB lottor further rcforence is to bo mndo to the "Ago of Color" book and its $2.00 cost. SPECIAL ORDER BLANK Mr. Clark was requested to preparo a form of order blank applying to tho ."Age of Color" book and incorporate in it all details to onablo our Sales Managers and his department to promptly pass upon such orders. This blank is to provide for a space showing tho class of customer, purchnsos, as well as terms of sale. ft,LAI,L "ACE OF COLOR" CONSUMER BOOK A small 32-page "Ago of Color" book is being prepared for dealer distribution to paint prospects. This book will be sold to dealers at a cost of 24 each, including postage on books to dealers, minimum order 100. Both books and envelopes will bo imprinted with the dealer's name. A small 16-page "Color Harmony" book is being prepared for the Affiliated Companies and likewise will bo sold at 24 each. LINOLEUM VATIC ISH PROPOSITION It was originally plannod to offer the Speedoloum Proposition in combination with on applicator at 794 It was decided at this mooting that this offer should bn advanced to 884 for the quart of Linoleum Varnish which, plus 2l4t tho cost of tho applicator, totals $1.09 for the combinar* tion. WHITTEN PRESENTAT ION It was docidcd that at tho present time there would be but six preliminary copies of a presentation prepared. Thoso copies would be used by our exocutivos in making thoir presentations during which time enroful notes will bo made of any suggestions that aro offered during tho course of the Solos Conventions. These suggestions will then bo incor porated into a completo presentation so that members of all of our organi zations con have the benefit of tho thoughts and ideas of the entire or ganization on how the 193? program can best bo presonted. PROGRAM Of PRESENTATION Following are the preliminary plans for the presentation of tho program: Dwight P. Joyce Opening tho meeting and preliminary remarks. Explanation of tho portfolio and presentation of the in stitutional section. GLD007325 PtL. Lotz Outline of the plans, review of last year's program and the -5~ presentation of the 1937 program tip to the section per taining to the "Age of Color" "book. Rl,. Clark Ercpl ar.at i on of the development of the "Age of Color" idea and the associated books like the Uaster Painter's Handbook, the Color Harmony Book for schools, offices, etc,, and the Architectural Specifications Book, P, L, Iotz How to sell the "Age of Color" book. REHEARSAL P. Ii. Lots and 5, W. Clark At thip point there will be intermittent explanations of our proposition Mr. Lots explaining our special offers and Mr. Clark explaining the advertising features that tie up with each one of them. E. W. Clark National-Trade Paper advertising programs and schedules. Mr. Dwight P. Joyce asked that we conduct a rehearsal of the presentation of this proposition on Wednesday, November 4, on the third floor of the office building, to which there will be invited department heads, included, among whom should be Messrs. J.A, Peters, C. L. Cole, H, W Caton, J.O. Kaser. J.II. Weeks, G.H. Mutersbaugh, R, H. Sheppard and R, I. Hollis, The purpose of this meeting is two*fold; first, to acquaint those members of our organization who do not have sales contacts, with our Merchant Salen Proposition and to receive the benefits of any criti cism they may have to offer. It is also planned to use this rehearsal as a means of check ing the time to determine ,1ust how long the actual presentation will toko in regular sessions, INVENTORY OF ADVERTISING FEATURES The members of this Committee are to review all of the Glidden advertising features, their values and inventories, a display of which has been set up by the Advertising Department on the top floor of the factory office. AFFILIATED PRESENTATION The Affiliated Presentation will follow directly after the presentation of the Glidden Plan. It was the feeling that more time should be given to the Affiliated Presentation this year because there is a more definite plan to bo presented than heretofore. CERTAIN-TEED PROPOSITION The Certain--teod Proposition will bo the third plan to bo presented .and Mr. Clark advisod that a portfolio covoring this proposi tion is being made and that it will incorporate a handbill featuring a **7 GLD007326 c*/0 ~G~ 1/ Varnish Sale, two small newspaper advertisements on a 50/50 co operative "basis, a Capex window "background, window banners and a book illustrating electros of nowspoper ads for dealer's selection to take care of such advertising ns thoy may want to run at their own expense, aside from that provided for in tho proposition Itself. Mr. Clark was requested to make a display of all available Certain-toed advertising at each meeting. CERTAIN-TEED COUNTER BOOKS Mr. Clark explained that our supply of Cortain-tecd Counter Books is practically pxhaurtod and it is recommended that for the time being wo prepnro a loose loaf folder, where necessary, in which color cards will bo mounted-. SPRAY-DAY-LITE PRESENTATION Hr. Lots was requested to get in touch with Mr. Thompson on the Spray-Doy-Lito presentation and to bo suro that it will be possiblo for Mr. Thompson to attend each of our Conventions as scheduled. LARGE CARDS FOR SALES MEET INC PRESENTATIONS In view of tho small site of tho cards in tho portfolio it was thought best to have enlargements made of these cards for uso in . presenting tho 1937 proposition at meetings. Tho cards are to be made largo onough to bo seen by all representatives attending the mootings. Photo static enlargements will bo made. COLORED WAX Mr. Dwight Joyce read a letter from Mr. Z. G. Peck in which it was recommended that our Floor Wax bo offorod in shades of Light Oak, Dark Oak. Walnut and Mahogany and be sold to our trade for both floor and furniture work. Tho Advertising Department was requested to prepare a label as woll as a suitable counter display for this lino of material at once. It in the plan to present this new proposition at our Conven tions and in conjunction with it also present tho colored automobile wax. CONCLUSION There being no further natters to come beforo the Committee the ncoting adjourned at 111 30 A.H. October 23. GLD007327