192 TWENTY-SECOND ANNUAL YEAR BOOK— PART III 



Now that we are in accord regarding the advantages of concessions, the 

 discussion must be regarding the unpleasant features and how to avoid 

 them. 



The opening statement which I shall make I have no doubt will cause 

 discussion and I fear I will not find a champion for my position; it is this: 



The unpleasant features of concessions at fairs are largely the fault of 

 the fair management or concession superintendent. 



If an objectionable show or game comes to your fair, it is your fault, 

 if the stands are not kept in an orderly and sanitary condition, it is your 

 fault; if you have constant trouble with your concessions about conditions, 

 it is your fault; in fact I do not know of any of the unpleasant things 

 which occur with our concessioners which might not have been avoided by 

 the observance of a few precautions at the time of making contract. 



Concessioners are, as a rule, fair minded and reasonable men; out to 

 make money in, what seems to us, a very hard way; but they understand 

 business methods, know their rights and yours and when they are im- 

 pressed with the fact that you're doing business in a business way and are 

 giving them a fair deal and will insist on the same from them, you will 

 not have any trouble with them. 



A great part of the trouble arises from misunderstanding. Do not have 

 any. Put every agreement in writing and be absolutely sure that the 

 concession superintendent and concessioner understand the contract. Do 

 not leave anything to be settled at time fair opens or at time of payment. 

 Close the deal when contract is signed. 



We have concessioners who have been with us at every fair we have held 

 and have been of great help to us in many ways; yet each of these signs 

 a contract in which every agreement is plainly written. 



Let the contract state just how much space is allotted, its location (which 

 should be marked on plat showing relation to entrance and other points of 

 interest on the grounds), what charge for lights, water, policing, etc., what 

 you agree to do and furnish, the amount to be paid and the exact time of 

 payment and I repeat, be sure that the concessioner understands exactly 

 what he is to get and the amount to be paid and the time of payment. 



Then do with him in every respect exactly as you have agreed and you 

 are then in position to insist that he shall do the same. He has nothing to 

 argue about. 



It is well to make a trip down the line about the time the boys are set- 

 ting'up, note how the set is made, see that they are on the proper spot and 

 properly lined up. You will find that this is appreciated and in many cases 

 will save trouble later. 



When the time for making collections comes, be as punctual as a clock. 

 See that your collector is on the job at the very time the payment is due. 

 Do not permit him to argue in regard to any grievance the concessioner 

 may present to him. His business is to get the money. He has no author- 

 ity to settle disputes. Let him report to you. 



When the report is made to you, go at once and settle the matter then 

 and there. You have either furnished what you agreed or you have not. 



