The star-independent. [volume] (Harrisburg, Pa.) 1904-1917, 1915-02-11

vested in their department, or, in other
words, the turnover
In addition to the share of profits
distributed under our present plan, we
aim eventually to extend and divide
half yearly amongst the department en-
ployes, an additional share of the net
profits. Our present play assures each
employe being pair according to their
ability, but this further distribution
will be based on their earning power
and length of service.
In every way, our profit sharing
plan aims to be thoroughly practical,
as we call upon our employees to con-
tribute towards these profits before
they can expect to share in them.
In carrying out such plan as this
there are two points to be considered,
namely-the question of forcing of
sales, and the cutting of prices on the
part of salespeople.
Personality Greatest Asset
"In our various talks to the en-
ployes, the objections to forcing sales
and cutting prices have been i'm
pressed upon them. They are taught
that personality is their greatest asset,
and enhanced by intelligent service, is
to be the means of attracting customers
to come to them again, instead of
thrusting themselves forward and re-
pelling the customers. This has resulted
in higher grade selling ability, and our
store has risen to the slogan-'A good
salesperson sells goods that don't come
back, to customers who do.
We feel very much gratified with
the progress already made and the
manner in which our employees have
joined with us in making the plan
success, encourages us to extend it still
further. The higher grade selling
ability they have developed has enabled
our employees to share in the profits,
making an addition to their wages of
from per cent. all the way up to 80
per cent
Goods Can Be Reduced
This in turn, has brought about
corresponding reduction in the cost
of carrying on business, and enables us
to give our customers the benefit by
reducing the prices of our goods.
This might at first seem strange,
but reflection will show that such plans
as this, have invariably reduced the
cost of doing business. 1t has been
strikingly demonstrated by Henry Ford,
who has distributed large amounts TO
his employees, and by their more eff
ficient work, has been enabled to con-
siderably reduce the price of his auto
mobiles to the public.
1t should be well understood that
the plan does not consist of sitting at
desk and working it out by figures,
or 1t will be foredoomed to failure. The
human element must not be lost sight
of. 1t should be entrusted to an ex-
ecutlve, possessing the determination
to carry it through and with well
balanced mind to administer it fairly.
lie should keep in close personal touch
with the employees, and the executive
office should always be open for the
adjustment of any complaint.
Above all avoid the appearance of
philanthrophy or benevolence. Our peO-
pie are kept posted as to how they are
progressing and informed that they are
justly entitled to the bonus, and those
that cannot show their ability to par
tlcipate will have to go. In fact. the
system is natural process of elimina-
tion and the inefficient of their own ac-
cord, drop out and seek employment
elsewhere
1.-The matter is educational and our
managers are made to realize that it
is not to let the salesforce work ont
their salvation. They are to cooperate
and will be held responsible for the
failure of their departments to fulfill
our requirements.
Help Told of Plans
"We believe thoroughly in keepinp
our help acquainted with our plans.
With this object in view we hold meet
lngs each week and all our department.
managers and buyers are required to
attend. Our BUSINESS campaigns are dis
cussed, new plans and all matters per-
| tanning to store routine and business
welfare are taken up, so that our man
ayers are in position to carry them
out lntelligently and deal with any
criticism that might arise from the
rank and file of our employees.
"We consider these meetings of
prime Importance to the store. as Il
enables us to obtain the cooperation
OF managers to carry out Improvements.
Your own experience, no doubt, brings
to your mind plans which have failed
to materialize because the right CO.
operation from your managers was lack
ing.
In conclusion, l would emphasize
that it is not so much the method as
the manner, in which it is carried out.
that brings about success. I cannont
thank the managing partner of the
store, j. William Bowman, sufficiently
for the manner in which, he has helped
along the plan, and his success in con.
verting the discordant elements into
warm supporters