As President of the National Cash Register Company (NCR) for nearly 40 years, John Patterson spearheaded innovations that still influence business operations and sales training over a century later. Though a polarizing figure in his time, Patterson undeniably propelled industry modernization. This article analyzes his transformative yet authoritarian leadership.
Overview: Patterson Drove Unparalleled Innovation and Growth at NCR
Patterson purchased NCR in 1884, when it was still a fledgling startup manufacturing the first cash registers. Through technological improvements and ruthless competitiveness, NCR under Patterson gained over 80% market share in the United States by 1915. The company revolutionized retail transactions and pioneered formalized sales education adopted across industries.
But Patterson demanded extreme oversight and control, not hesitating to terminate employees over trivial offenses. His hyper-competitive tactics regarding rival cash register makers resulted in conviction for violating antitrust laws. This complicated legacy must be reconciled to fully appreciate his influence.
Transforming the Cash Register into a Mainstay Product
James Ritty first patented the cash register in 1879 to prevent theft by retail employees. But his product saw limited success until Patterson acquired it in 1884, renaming Ritty‘s company to National Cash Register.
Patterson determined enhancing the cash register‘s features would vastly expand its commercial appeal. NCR released over 480 upgraded register models under his leadership. Features we now take for granted, like the ability to print receipts and track sales data, became integral to retail transactions.
By 1915, over 1 million NCR registers were in use – commanding 85% market share in the United States. The product became ubiquitous; no store could function without one. Patterson‘s vision made the cash register indispensable.
Charting NCR‘s Market Dominance Under Patterson
| Year | NCR Register Installations | U.S. Market Share |
|---|---|---|
| 1895 | 100,000 | 75% |
| 1915 | 1,000,000 | 85% |
(Source: Cherington, P.T. (1920). The Early History of the Cash Register)
As the table shows, under Patterson‘s leadership, cash register adoption grew exponentially in just 20 years. This positioned NCR to become America‘s early tech titan.
Revolutionizing Sales Management and Training
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