System sales clipper, Vol. 11, No. 1, January 1954

              Published for PAA’s Traffic Sales & Service Personnel
Vol. 11, No. 1	New York, N. Y.	January, 1954
The System Sales Meeting at the Waldorf-Astoria last month. Seated at the head of the table is Willis G. Lipscomb, Vice President Traffic and Sales. He seems to be looking at Maury Hanson, VP of JWT, at fay left, who is next to VP Edward Bern of Panagra and Stanley Washburn. Seated on Mr. Lipscomb’s right is General Sales Manager John Muhlfeld, to whose right are General Traffic Mgr. Richard C. Lounsbury and ATD Division T/SM Dhan Mukerji. LAD Division T/SM Mario Martinez is seated at left, center; PAD’s Herbert Milley is on Mr. Lipscomb’s left. The rest you’ll have to figure out for yourself.
'54 QUOTA BIGGEST IN PAA HISTORY
$210,022,000 Set as Goal;
More Spending Power Available
The largest quota in Pan American history, $210,022,000, and a record advertising budget to support it, were presented to the System Sales meeting by Willis G. Lipscomb, Vice President Traffic and Sales.
Meeting the quota would not be a push over, the meeting was told, but the Company’s economic experts discounted depression talk. In fact, according to surveys made by Arno Johnston, Vice President and economic analyst for J. Walter Thompson, Americans and people generally throughout the world will have roughly ten per cent more money available in 1954 than ever before for travel. More people will be in there competing harder for this money, but it will be there, Mr. Johnston showed.
Sales in 1953 exceeded 1952 by nine per cent, Mr. Lipscomb told the meeting, adding that this represented 99.6 per cent of quota. His figures were based on estimates of November-December, 1953, sales.
Cargo sales took a dip in 1953 so Mr. Lipscomb emphasized the need for more aggressive cargo salesmanship in 1954. Service and airmail must also get more attention, he said.
Cargo sales will be given more backing with agreement by all Divisions that definite cargo allotments will be established on regularly scheduled passenger aircraft. Company efforts to secure a
suitable industry cargo rate will be pressed.
DIVISIONS' PLANS
Divisional Traffic and Sales Managers Mario Martinez, Dhan Mukerji and Herbert Milley gave the meeting a forecast of their plans for 1954. A brief summary follows:
LAD: Super-6 operation down East Coast of South America; Constellation all-tourist service on Western Sector (“Fiesta” flights) ; Convair operation in Caribbean; DC-4 Clippers in NY-San Juan tourist operation until about July 1, when Super-6s will have been phased
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ONE STEP AHEAD OF COMPETITION
Imitation, someone said, is the sin-cerest form of flattery.
Three times recently the competition has copied PAA advertising. When ATD came out with ads pointing up the fact that PAA has made more than 43,000 transatlantic crossings, a competitor announced that the aircraft it flies (Connies) had completed over 40,000 transatlantic crossings. They added KLM and other airlines’ figures to their own.
Then when ATD said they had flown over a million passengers a year across the Atlantic, the competitor claimed two million—implying but not saying transatlantic. In this case domestic figures were included. Finally, after a PAA “Strato” Clipper ad emphasizing the double deck, competition came out with one saying that all their seats were on “A” deck.
“Clipper” Trade Marlc, Reg. U. S. Pat. Off.
PAA Helps Britain To "Earn Dollars"
British Treasury Wishes PAA “All Prosperity” in Efforts
Pan American is more than just another commercial organization. Its contributions to world commerce, defense and the international postal services merit favorable mention on top governmental levels everywhere.
The British treasury took official note of this recently following a letter from Executive Vice President Harold E. Gray to Chancellor of the Exchequer R. A. Butler summing up just how Pan American contributes to the British economy.
Gray told Butler that Pan Am’s sales resulted in 14,570 Americans visiting Britain in 1952. These Americans, he said, spent an estimated $4,371,300 in Britain. In addition, BO AC and BE A had a net balance in their favor of $1,000,000 from interline sales made by PAA.
He also noted the Company’s dollar expenditures in Britain, its contribution to the stimulation of British exports and its purchase of de Havilland Comets.
“We hope these facts indicate some success in the fulfillment of our responsibility to be a useful member of the community,” Mr. Gray said.
In a friendly reply, Butler wished Pan Am “all prosperity.”
TREASURY CHAMBERS GREAT GEORGE STREET, S. W. 1 Dear Mr. Gray:
I was very much interested to receive your letter pointing out the contributions which Pan American Airways are making to the dollar earnings of this country.
Tourism has now become a vitally important industry to the United Kingdom; every additional Continued on Page 8