El Paso herald. (El Paso, Tex.) 1901-1931, 1916-03-25
BACK FROM TRIP
To BIC FACTORY
Cash Register Man Meets
With His Chief and
Other Statesmen.

a. J. Strayer. sales agent Of the Ma
tional Cash Register company, with Of
fices In this city, has just returned
from a six day convention of statesmen
in Dayton. More than 400 were there,
representing the company's sales force
in the states east of the Rockies
The convention was significant in the
fact that a new and distinct selling
policy was outlined by John II. Patter-
son, president OF the company. Speak
ing OF this. Mr.. Strayer said:
Until recent years it was compar-
atively easy to keep pace with the man
ufacturing end Of our business. As i'm
provements were made in our registers
from time to time. we statesmen simply
modified our selling arguments to fit
the case.
Now. however. the cash register has
been brought mp TO such a high degree
Of service, as shown by our 1916 models.
that it is not possible TO sell il as we
sold the cash registers of 10 or Is years
ago
I'VE must now study all the troubles
OF storekeeper and be in a position to
show how these up to date cash regis
ters will remove his troubles.
Hobby Carried Out.
when John II. Patterson organized
was something more than a machine to
register sales one of the most impor-
tant features at which he aimed was
the printed receipt. He has been a be-
Lever in the use OF receipts all his life.
and long before he entered into the
business of making cash registers he
advocated the use Of receipts in various
lines of business. The receipt idea in
National cash registers has been fol-
lowed by other essential details until
this machine today signifies system
and service rather than a commodity.
From the first cash register to the
1916 models is a long cry. The pro-
gress made will be better understood
perhaps, when it is realized that the up
TO date cash register represents an ac-
tual expenditure Of more than $1,000
900. In other words, this vast amount
was spent in making experiments, in
trying out proposed improvements, in
building new designs, to test certain
principles. before the UP to date cash
register became fact. Today we have
a cash register which means better
storekeeping in every sense II bene-
fits the merchant, his clerks and his
customers. Il protects the wholesaler
from whom he buys and the 5tanker
from whom he buys and the banker
Educating the Statesmen.
President Patterson saw at once the
necessity OF educating our sales force
up to the great public value OF the new
cash registers. In a corridor of one OF
the Dayton buildings you will find an
inscription, Before you can tell some
one else, you must know IL yourself
That's the presidents thought about
salesmen-before they so out TO sell
these 1916 models they must know all
about their great value to modern
storekeeping.
so he had the statesmen from every
state east OF the Rockies come TO Day
ton and with chalk talks, motion pic
lures. thousands of stereopticon slides
and a playlet which demonstrated the
troubles OF a stOrekeeper. and how up
to date cash registers will remove these
troubles. he has taught US many new
things in tho selling of cash registers.
at each OF the meetings Of our con-
vention, president Patterson had some
thing to say upon the line OF modern
salesmanship1 He not only pointed out
what a big factor the cash register is in
modern storelleeping, but he forcibly
the methods of modern
salesmanship. In so doing he explained
how the cash register gives to the mer-
chant all his legitimate profits and in
doing this benefits the wholesaler, the
banker and others with whom the
merchant does business"