European Stars and Stripes (Newspaper) - June 14, 1977, Darmstadt, Hesse                                Purchasers from Many of the off Post out yet thu apparent advantage is also the basis for one of several problems which Are generated by the cafes Book Selling operation. Despite a complaint system that looks and sounds Good it has its fallings chiefly the customers often Don t seem to know where to turn. George Quigley until recently an cafes information official in Munich handled incoming complaints. He reported it difficult to get customers to write if the Yare dissatisfied. Quigley added that complaints Chan need to the companies May or May no bring prompt responses. For example sgt. Homer palamino of Stuttgart wrote to the Start and str pet that he paid $25 Down for a Britannica set in june 1976, and was still waiting for his books nine months later despite several letters and phone Calls. When stripes forwarded his complaint the sergeant received a Check for $25 with out an explanation or apology. Britannica s Europe chief George Turpin pointed out that his company and it is also True of Grolier interstate and Field enterprises Check qualifications of purchasers. Unless they pay Cash Young and Low ranking service personnel Are not sought As customers for the three major firms if purchases involve financing and these companies Are reluctant to take on Mem Bers of groups considered poor credit risks. This leads to another problem found in the exchanges double kit Ting the Selling of a second line of books cheaper products whose prices Are jacked up to offset the credit risk Factor. Woodward said he hears reports of double kitting All the time but without solid proof. There s a built in advantage for sales Tyli Staken of identity spec. 4 George Woods thought be was buying a set of  Britanni Ca the company uses the spelling encyclopaedia in its title from two salesmen at the Storck Barracks pm in dle Belm  when Woods got his contract he Dis covered the salesmen in the pm had signed him up for a set of books called new age. The salesmen operating out of the pm were apparently Selling for books inc., an off Post firm marketing new age but rep resenting themselves As Britannica men. Woods was Able to cancel his order Btu his experience unhurt i a charge by off Post agents that other Olf Post peddle were getting into the pcs to Hustle then wares. People whose survival hinges on closing deals contacts May be made in the exchanges but sales can be concluded i prospects rooms or apartments far from prying eyes. As Tucker noted in the Case of trans Atlantic marketing agents now books inc. Paddlers the tale of the books Are not reported to cafes and no commission. Paid on these  problem within the exchanges is the use of High pressure tactics de spite cafes guidelines governing accept Able sales practices and behaviour. A rant Len customer wrote complaining about the Book salespeople who Are always crowding the been trance and harassing its patrons a message heard from other customers As Well. A Point raised about salespeople Selling encyclopedias in the Exchange asked whether they were even  Patron suggested just put themon the shelf like soap or shaving Cream. If a person wants a set he or she can order  stacking a Sample set and allowing customers to order through customer serv ice the Patron commented the need for salespeople could be eliminated and. Possi Bly the Price  final problem is possible sandbag Ging on reporting sales. Cafes gets six per cent of reported  cafes reported 1976 sales of $2.4 million disagrees with combined figures stated by Britannica s George Turpin $1.5 million world Book s Rush $1.3 million and Grolier s Fred Weyh about $300,000. The latter totals slightly More than $3 Mil lion. The Dollar difference is All the More curious because of the disparity in totals Given for sales of sets last year. Contracting officer Woodward initially guessed that about 2,500 sets of encyclopedias were sold through exchanges in 1976.later, in Munich he upped thai figure to 4,800 based on dividing his estimate of cafes own sales rules Are often ignored inside Exchange doors. $500 per average Sale into $2.4 million sales total. But Rush said he and his people sold about 4,000 world Book units and Britanni Ca s Turpin estimated his Crew wrote about 3,000 orders. Weyh estimated his pm sales Between 600 Ana 700 sets for the year. Marketed in 1976 by companies obliged to report All their sales to  Woodward s own calculation of $900 per set total sales would have run closer to $3.5 million than the cafes report of $2.4  including finance charges into the companies combined sales figures i would appear the cafes total is below real sales. Aside from the profusion of figures sales March Brisky on moved for Ward by the Mobile band of agents who my up shop Here today and there tomorrow. Firms holding contracts to sell in the exchanges Are critical of the so called off the Wall operators working the off Post and Barracks Trade. But paddlers for off Post outfits As Well As some of the is to 20 agents holding solicitation permits Are equally critical of the activities of their Brethren doing business from the preferred position of the sex  May be that both sides Are right. Us Pitt � Oan Synovec would be buyer Woods salesmen said one thing his contract another. Tuesday june 14, 1977 the stars and stripes