Born December 13, 1844, near Dayton, Ohio Died May 7, 1922. American manufacturer near Philadelphia, Pennsylvania. He began his career as a toll collector on the Miami-Erie Canal in Dayton, southwest Ohio, and later went into the coal sales business with his brother. Believing that the lack of profits was due to salesmen skimming off the sales, he purchased three cash registers invented by James Ritty in 1879. When the store started to turn a profit, he bought Ritty's company and renamed it National Cash Registers (→NCR). Soon after its invention, he improved the usability of the cash register, which was not yet widespread on the market, and he assigned each salesman to a district, established a school for sales training for the first time in history, and devised innovative marketing methods such as direct mail advertising, which he actively deployed to promote sales (→Marketing). He also tried to improve the working environment by establishing a welfare system to improve the quality of his products, but in return he demanded absolute dedication and high productivity from his employees. He gained national recognition after spearheading relief efforts during the 1913 Dayton Flood, raising $2 million for flood control. Patterson |
[生]1844.12.13. オハイオ,デートン近郊 [没]1922.5.7. ペンシルバニア,フィラデルフィア近郊 アメリカ合衆国の製造業者。オハイオ州南西部デートンでマイアミ=エリー運河の通行料徴収係として職業人生を歩み始め,のちに弟と石炭販売事業に乗り出した。利益があがらないのは販売員が売り上げをくすねているためだと考え,ジェームズ・リッティが 1879年に発明した金銭登録機(キャッシュ・レジスタ)を 3台購入。店が黒字化するとリッティの会社を買収し,ナショナル・キャッシュ・レジスタに改称した(→NCR)。発明されて間もなく,まだ市場に普及していなかったレジスタの使い勝手を改良するとともに,販売員ひとりひとりに担当地区を設定し,史上初めて営業訓練のための学校を設立,さらにダイレクトメールを使って宣伝活動を行なうなど斬新なマーケティング手法を考案,積極的に展開して販売促進につなげた(→マーケティング)。また製品の品質向上のため,福利厚生制度を確立するなど労働環境の改善に努めたが,従業員にはその見返りとして絶対的献身と高い生産性を求めた。1913年のデートン大洪水では救援活動の先頭に立ち,水害対策のため 200万ドルの資金を集めて全米にその名を知られた。 パターソン
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