Just Among Ourselves
We recently returned from a trip through the east during which time we visited many dealers and obtained valuable information relative to business conditions and other matters of interest in general. An interesting incident was called to our attention by a dealer in Toledo, Ohio. It seems as though a certain contractor in this particular neighborhood had a particular hankering for centrifugal pumps. After consulting the dealer, who recommended a diaphragm type of pump, the contractor immediately went out and purchased a centrifugal pump. The recommendation of the dealer evidently did not mean much to this contractor. The dealer even went so far as to turn down the opportunity for a sale of a centrifugal pump to this contractor because he did not believe that it would serve the contractor satisfactorily. After a few weeks of service, the centrifugal pump which the contractor purchased elsewhere failed and the contractor returned to the dealer and purchased the recommended diaphragm pump. The dealer out of the kindness of his heart aided the contractor in disposing of the centrifugal pump to another party whose requirements were such as to warrant this type of machine. This is what we call first-class dealer service.
Another example of how dealers have served the owners and purchasers of surplus equipment was brought to our attention when we dropped in on a friend down in Indianapolis. A large manufacturer had purchased new a 12,500 KVA steam turbine and all the necessary paraphernalia and accessories which go with it. As is sometimes the case when buying such a large unit, it turned out to be a white elephant on his hands. The company’s manufacturing requirements were changed between the time the turbine was ordered and when it was delivered with the result that it was deemed inadvisable to install the new unit. It was listed for sale with a reputable dealer who was successful in finding a buyer local on the Pacific coast.
A dealer in Detroit made an unusually fortunate purchase of machine tool which he offered $350. It was inspected by several prospective buyers but some reason or other they did not buy. On account of low sales price on the machine the a figured it frightened away prospective buyers. He successively raised the price to $450, $550 and $650 with the same result. Finally he raised the price to $850 and the machine was snapped up immediately. This goes to show that the dealer is anxious to give the prospective purchaser the best possible price but also indicates a failing of mankind in not knowing a good bargain when he sees it.
The Dealer’s Engineering Department
In large manufacturing corporations the Engineering Department plays an important part in the design of the finished product.