Sales clipper, Vol. 3, No. 22, September 1949

              SALES
TRAFFIC AND SALES DEPARTMENT
VOL. 3, NO. 22
NEW YORK 17, N. Y.
SEPTEMBER, 1949
PAD's Flower Show Promotion Result of Good Consignee Ties
Flower shipments constitute the mainstay of PAD’s Eastbound cargo business from HJR to the West Coast. With the resumption of PAA commercial service between Hawaii and the U.S. after the war, PAD’s Walt Blakey, then DTM in HJR, worked hand in hand with the Hawaiian growers in the development of very large and regular shipments of strange and unusual flowers and flower leis which proved highly attractive to both distributors and retailers all over the U.S. Large distributors in both SFO and LAX became the principal consignees. The DSMs in these latter two cities
PAA’s Hawaiian Floral Display at California State Florist’s Convention at NBC’s SFO Building.
have materially increased the flower trade through good consignee selling.
Recently SFO DSO’s Tom Woodward was approached by the E. W. McLelland Co., his largest consignee, probably also the largest grower in the U.S., concerning bringing in a top notch Hawaiian floral display for the California State Florists Association’s Flower Show at the N.B.C. building in SFO. The McLelland Co. wanted to purchase 500# of flowers (value $500.00) from its corresponding shipper/grower in HJR and have them brought in Clipper cargo—but deadhead—for the Show. However good the accounts and promotion, PAA cannot violate its tariffs by providing free transportation. The matter was discussed well in advance with PAD Joe Fessio’s Division Sales people who suggested the high desirability of PAA sponsoring the floral display in its own name if the $500.00 worth of Hawaiian flowers and foilage could possibly be purchased in HJR (Continued on Page 4, Col. 4)
Europe Air Travel CLIPPER SERVICE, 1950 MODEL To Increase 30% SALABLE PRODUCT FOR AGENTS
This Fall, Winter
By JOHN MUHLFELD
General Sales Mgr.
A mass movement of travelers to Europe unequalled in the history of air transport as a result of Atlantic Winter fares and the Holy Year is definitely in sight.
Final figures for this year should show an increase of at least 30 per cent. Next year should also show a similar record and it is with this in mind that I report to you on the outlook for tourists abroad.
I found on my recent trip to Europe that Europeans are going all out to make the coming months highly successful with plenty of food, entertainment and lodging.
My real concern was convincing the large hotel and resort owners they should keep their prices down and within reason to attract and build for future tourist trade. All of the large tour operators are keenly interested in this year’s winter travel, a good sign and one that we want to encourage.
With the winter fare and the Holy Year, we have a combination that should prove the beginning of an annual tide of one-and-two week visitors to Europe. It means too that the foreign nationality groups —
Irish, Czech, Italian, etc.—in the United States, will be going abroad, stopping in their native lands and taking the opportunity to visit other parts of Europe. Many Latin Americans en route to ROM may take (Continued on Page 4, Col. 1)
Travel Press Hear Muhlfeld Report
Travel editors of leading publications were guests of PAA at a luncheon at the Wings Club at which John Muhlfeld described European travel prospects for the coming year.
Left to right: Jane Kilbourne, PAA Pubrel: Garth Cate, Scripps-Howard; Beach Conger, travel editor, Herald Tribune; Gladys Sullivan, travel editor, Brooklyn Eagle; Ray Erwin, New York Sun; Marion Gough, travel and feature editor, House Beautiful; Mr. Muhlfeld; Courtney Wilson, travel editor, Vogue; Sylvia Wright, Harper’s Bazaar and Jon Stroup, travel editor, House & Garden. Also present, but not pictured, were John Booth of the New York Times, and Enid Valk, editor, Travel Trade.
By WILLIS G. LIPSCOMB Vice President, Traffic-Sales
(NOTE: The following article will appear in the Convention Issue of ASTA NEWS for October.)
A good salesman, so the old saw says, is a fellow who can sell Tattersall vests to every Hottentot in the off season. I don’t mean to fly in the face of any old axiom when I say that modern salesmanship requires a rather more practical approach. It requires, basically, a product of real utility and definite appeal. Given that, a good salesman today can and does make the salesman of legendary fame look like a sidewalk barker by comparison.
As good salesmen, travel agents no doubt are wondering, at this
annual convention of ASTA, what their air transport product is going to look like for 1950. Speaking for Pan American, I am happy to tell you that Clipper Service, 1950 Model, strikes us as just about the finest product we ever put on the market. It could very well call forth the superlatives which always herald the introduction of a new model automobile for example, for it really has everything. . . . New aircraft, the finest this nation can produce. . . . New routes. . . . New schedules. . . . New tourist-class service. . . . New package tours. . . . New low fares.
And behind them stand Pan American’s scientifically-designed Advertising and Sales Promotion programs, to give them a push where it will do the most good.
Immediate Outlook
Omitting the superlatives, let’s take a look at the picture from the agent’s point of view. Of immediate importance is the 30 per cent reduction in transatlantic winter excursion fares. That’s a real bargain. With the travel incentives of the Holy Year and the devaluation of European currencies, which will stretch the American tourist dollar, this should add up to a best-selling item.
Meantime, there is the extension of our history-making Puerto Rican tourist service to embrace the South American continent. At 25 per cent below normal fares the tourist can use this service out of New York and Miami down the East or West Coasts to Buenos Aires. He can limit his tour to points of interest in between or he can go all the way around the continent if it strikes his fancy.
We’ve got something new for the Central American and Caribbean areas also. For the first time we are offering excursion fares at a 25 per cent saving out of Miami, New Orleans and Houston throughout the winter. There’s an outstanding packaging opportunity.
The double-decked Clippers will really spread their wings in 1950. New services with this doubledecked behemoth will include flights from New York to Brussels and Frankfurt via Shannon, beginning once a week and increasing to three (Continued on Page 4, Col. 1)
Let's Spread the Job!
PAA salesmen can easily spread their job around the System through their contacts with employees in the Company’s many other departments.
Whether in person, over the phone, or inter-department correspondence, every one in the Traffic-Sales organization comes in touch with personnel that have some bearing, directly or indirectly, on the sale of a PAA ticket.
Cultivating your Company contacts may eventually give you that all-important LEAD. Their department members, families, friends, neighbors are all potential customers—yes and your own salesmen.
By proper attention and courteous treatment to other department employees’ queries as you would a prospective customer, we can have the entire PAA organization a potent adjunct to our sales force.