Your jobber supplier is your friend-treat himlike one. In this issue we have outlined what automotive fleet operators can expect to receive from their jobber suppliers. Now is a good time to consider what our jobber-suppliers and car dealer suppliers expect from us, their fleet operator customers. This is particularly important when consideration is given to the importance new car warranties -play in our business.

Every avenue of business is a two-way street, and the relationship between a passenger car fleet operator and his suppliers is no different. If you want your jobber to be your friend, you must also be his friend. If you expect your suppliers to be understanding of your problems, you must also be understanding of their problems. If you want your jobber to always be absolutely fair with you, you must always be absolutely fair with him.

As the operator of an automotive fleet you represent a large buying potential to your jobber, and he will service your account accordingly. However, servicing an account costs money. If your jobber is going to provide the services you need, he must realize a profit from your account.

If you purchase only those parts from your jobber that you can not obtain from other sources on special deals at slightly lower prices, your jobber will most probably provide only those services for you that he absolutely must offer.

For example, any major fleet operator has the opportunity to purchase such items as spark plugs, sealed beam headlights and filters through "wagon peddlers" for a lower unit cost than is obtainable through jobbers. However, before taking an order away from your jobber and placing it with a "wagon peddler" ask yourself, "Where will this 'wagon peddler" be if there is a warranty problem?"

Your jobber will conduct service clinics and invite your maintenance personnel to attend. The enrollment fee will either be free or very nominal. Would a "wagon peddler", a discount store or other "price" outlet conduct such clinics for your employees?

Your jobber's salesman will carefully and continuously check your stock levels on lines you buy as a stocking dealer, but don't expect this service on lines you buy from "wagon peddlers" or other price outlets.

Your jobber will provide emergency delivery service and most probably after-hours service for you, but only if you arc giving the jobber business on which he can realize a profit. If you expect your jobber to open his store at night to secure a needed part for you, you must also realize his store operates throughout: the day, and place some business there during the day.

Your jobber will offer excellent warranties on new and rebuilt products he sells to you, but he can not continuously allow warranty adjustments on parts that are damaged as the result: of improper installation by your service personnel.

Your jobber is your friend. Treat him as your friend and you both will have a better chance of business success.