Home Center Merchant

Bill Fishman & Affiliates

1'1650 lberia Place San Diego, Ca.92'128

l7OU CAN'T sell what you don't I have. Obvious, isn't it? To you maybe, but not to those buYers with a compulsion to gamble with time.

I have watched buyers pray that an ad costing tens of thousands of dollars would not pull because the merchandise had not arrived.

The hard-and-fast rule in most multi-market retail chains states: If the merchandise is not on board (in the stores or in the warehouse) or somewhere in sight, that merchandise ofhce is not to gamble that the item will be available at the time the ad breaks in the newspaper.

Almost every advertising department maintains a system to allow a buyer to make last-minute substitution for items that are rolling but have not reached the store level. And yet, time and time again, merchandisers will release ads for final approval based on a supplier's "definite" commitment that "it will arrive by 4 P.M. today."

It usually doesn't. Then panic sets in. First they choose from this list of excuses: tl "The truck arrived but it onlY contained the deluxe model 402, the promotional model M-l won't be shipped until next month."

"The truck was spotted at Washington, DC."

"I just found out that delivery was attempted yesterday but our warehouse refused it because my paperwork hadn't arrived."

Excuses are followed by an act entitled, "The Great Substitutions."

O Substitute the inferior brand from a local jobber with the hope that the public doesn't notice that the picture in the paper is different . or

O Substitute the step-up model and takethemarkdown...or o Take names and addresses and bear the cost of delivering the item to the customer's home.

The next panic scene takes on the atmosphere of the Normandy invasion:

O Drive l3E miles to pickup the airlifted shipment at the metropolitan airport . then

O Pile the merchandise into the bonowed station wagon and drop at three stores tonight, two stores in the morning, and the other seven stores by 5 P.M. tomorrow. After all, if timed correcdy,each store should have inventory iust about the time the customer comes in with tabloid in his hand.

I believe in capitd punishment when it comes to violating company policies and the stopgap measures that Prevent misrepresentation advertising. Too often the buyer places one of the lowest paid employees in the chain, thc salesclerk, in the position of attorney for the defense of the company.

When a drain allows this tlpc of searof-the.pans merctrandising to oanr, it cf,eat€s a domino effect af all lcvds. Warehousing, r€€iving, and store pcrsonnd start refcning to those "jcrks in the white tower." Salcsmen within thc dc partm€nt face the abnse from custom€rs now complaining to trave travdcd 60 mihs to pickup that spccific advertisitd itcrn. The ill will that is cr€atd is lory lasing.

Whu truly hurts ir the facr tha toP nanagqnant is rsually the las o fmd out how incpt thcc gambling rncr$andisers are. They are tmovcred d storc la'd immediatcly by the salcspcoph bccausc they are consantly bcing ieopadizcd by his arrs. Brr it's human natur€ not to "fmk." And so, the inefficicacies go on uncovered for a long time.

Amazingly, once the compulsive time gambler is eliminated, the effect on the bottom line is immediate. You can sce it in the register readings, in the productivity within the department, and in the reduction in complaint letters.

Cooling Systems

(Continued Jrom page I 3) radiator pressure cap pressurizes the entire cooling system to 7 psi. By pressurizing the system, the normal boiling point of clean water, 212 F. at sea level, is raised approximately 3 F for every I psi. Consequently, coolant in the system at sea level will not boil until a temperature qf 212 F plus 2l F, or a total of 233 F, is reached.

The boiling point above sea level decreases lVz F for every 1000 feet.

A leaking pressure cap will reduce the engineered boiling point of the cooling water and can cause overheating. A good service station can check cap opening pressure. If the cap is leaking or sticking, it should be replaced.

If all checks discussed so far haven't solved the problem, it may be that the engine isn't overheating. It is possible to have a faulty gauge or faulty temperature sending unit. This system can be tested by removing the temperature sending unit located in the thermostat housing and placing it in the pot of water. Compare the thermometer reading versus gauge reading and replace the faulty component.

Should the problem persist, the water pump might be faulty or rusty.

Scale build up in the cooling system interior may be affecting heat transfer. When rust or scale is apparent in the cooling water, the cooling system should be cleaned. There are many good cooling water system cleaning solvents on the market; follow the instructions accordingly.

If your cooling system has a coolant filter, the inlet and the outlet valves should be closed before cleaning the system. The radiator can be reverse flushed by removing upper and lower radiator hoses and forcing water, not more than 6 psi, in a direction opposite to normal water flow.

Followine this troubleshooting procedure sfr'ould identify the probl lem. When further information is required, contact a good service station or your dealer.

Cooling system problems can be virtually eliminated by several preventive maintenance operations. AIways use an anti-freeze water solution in the cooling system. Adding anti-freeze to the water lowers the freezing point, increases the boiling point, and lubricates the water pump seal. Use anti-freeze as required to Drevent freezing; do not over conbentrate with ant-i-freeze.

Anti-freeze water solution should be changed when its color changes to a brown, rusty appearance. The en- eine and radiator should also be iushed at this time. The accumulation of rust and scale can be reduced by using a coolant filter.

Periodic checks of water level, fan belt tension, and radiator restriction should provide trouble free operation tor manv vears.

" l like to give praise to un etnployee *,hen it's tluc, Sowhill. Whett it is. I x'ill."

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