Don't Oversell!

Do you know that the automobile dealers earn more by servicing your car than selling it to you?

That's true!

Not only do they earn on labor charges but they also earn double the margin on selling spares that too recurring than selling the car that's one time.

That's why they keep proper record of your last servicing and remind you without fail to get your car serviced.

Last time when I went to repair a dent on my car, the service station promptly told me that the car was not serviced for last two years. That I'd not changed the engine oil nor the brake oil.

I told him that resort to condition based maintenance (CBM) rather than time based maintenance (TBM).

As a TPM (total productive maintenance) practitioner, I knew how to check the condition of the oils rather than blindly change it just for the sake of it based on time or the kilometres run. This is especially true if your car is yet to run the kilometres specified by the manufacturer.

The other day, I got a call from the refrigerator company reminding me to renew the service contract that was going to expire at the end of the month.

I called him for the last service of the previous contract in force since it wasn't cooling adequately. A worker-turned service mechanic arrived. He quickly trained me and my wife on how to optimise the settings: The rotary temperature switch, the diffusers near every shelf as well as inside the deep freezer, etc.

When I told him about my reluctance to change the gasket as told by the earlier mechanic, he demonstrated to me that there wasn't any leakage at all.

In fact he showed that the gasket was a magnetic one: a typical mistake proof (Poka-Yoke) design.

The younger service mechanic who had suggested replacement (saying "बदल डालो") was an employee of the outsourced service contractor. Typically they earn more on spare parts as I said earlier in case of an automobile.

In quality parlance, we call this as overselling!

The worker-turned service mechanic of the manufacturer didn't oversell!

I was impressed, offered some juice to the guy!
No doubt that I renewed the contract at once!
Became the Brand ambassador!

Brand image is built like this!

So next time, you think of servicing, remember this blogpost.

You may lose in the short run if you don't oversell!

But, customer will keep coming back to you!!

You'll win in the long run!!!

Water Matter

Study the two videos attached!

What do they suggest?

One of the videos shows the amount of water that goes down the drain (rather gets wasted) in a single flush stroke.

The other one shows the wastage of water is reduced considerably.

The latter was a case of handling the lever consciously to release it early enough so that only needed amount of water is used.

Sometimes it's a case of wrong setting or lack of maintenance, both resulting in the lever getting stuck. See picture-1.

In any case, human is to err!
The error however results into defective output and hence it produces waste.

But then what can one do?

See picture-2. This one is a mistake-proof (called as Poka-Yoke Kaizen in Japanese industry!) design of the flush tank.

It has two levers side by side: one for economy flushing and the other for normal flushing. The user needs to choose the right one consciously of course! Another opportunity for Poka-Yoke that is!

It's good to eliminate defects and waste early enough at initial or design stage itself. That's why this pillar of TPM (total productive maintenance) is also called as 'early equipment management' or 'initial flow control' (IFC).

It's the job of everybody to think, workout and feed their ideas about probable failure modes (FMEA, failure mode and effect analysis) so that corresponding Kaizen solutions can be incorporated at design stage itself.

The objective is to make the offering easier, faster, and less costly to make it and service it as well. In fact the design should, as far as possible, be maintenance free during the life-cycle of the offering; the concept called life-cycle-cost.

Can the change advance from thoughts stage to action now?

 

Read a few relevant blogposts hereunder:

Change is a hearty game!

Rise-n-Fall in the Rain-Fall 

Take Habits For A Ride 
Can-changing-thoughts-change-a-nation
Do you exercise your choice meaningfully

How To Make A Difference

WOW Work-Culture: By Telling or Selling

Poverty-to-Power of Poetry

Bird that just chirped

Wish To Be Planet-Friendly?: Save ! 

Soon-waste-to-eat, Sea-to-drink !

Don't Save Water on Holi-day

Do You Celebrate Mean-or-Green

Not-Soon, Says Monsoon

Rise-n-Fall in the Rain-Fall   

Old-Problems, New-Reasons !

There is a vast difference between the two phrases; 

One; Old-Problems-New-Reasons and, 

Two; Old-Problems-Old-Causes or Old-Problems-New-Causes.

Former reflects upon the attitude towards solving problems. 

The latter pertains to the approach towards solving problems.

Same pothole on same footpath, same time of the day, but on a different day ... a different pedestrian falls and gets injured! 

Same municipal officer gives a different reason for the same (fall in the pothole) problem instead of uprooting its causes! This reflects upon the attitude towards solving problems. 

Take another recurring problem: 

Bottleneck due to garbage thrown around the same spot (Gemba) on road causing traffic jam almost every day. 

'Crying' people, both the affected (customers) as well as the problem-solvers (from supplier-side), react with different excuses in order to 'reason out' the same old problem although it recurs due to same old causes.

Problem-solvers with positive approach, instead, dive deep in order to objectively analyse and quickly act upon the corresponding findings. They don't rest until they find out the causes of the recurrence of old causes or occurrence of new causes, if any. 

They ask 'why' the cause recurred .. 'why' it got repeated. 

They do this why-why until the root causes are unearthed and eliminated. This approach is about taking a corrective action, which is supposed to prevent recurrence of the problem. 

Preventive approach to dive deep into locating additional opportunities elsewhere in order to prevent occurrence itself of similar problems due to similar causes is called as proactivity! Problem-solvers with positive attitude and proactive approach do this!

Presumption in the latter exercise is that the proactivity of previous researchers might have had limitations in adequately predicting occurrence of the problems, the failure modes thereof as well as possible errors.

Both the proactive and preventive approaches warrant the problem solvers: One, to be time bound in executing appropriate actions and two, to review them in order to prevent those causes from recurring by installing error-proof (Pokayoke Kaizen) mechanisms; both with a sense of urgency!

Isn't it good then not to be among the people giving New-Reasons for Old-Problems with Old-Causes: the Foolish Behaviour quadrant!

Also read a few relevant blogposts hereunder:

Prevention: The Best Cure! ... Is it really so?
Treat Root-causes, Not Symptoms !
When Safety Becomes Sorry 
Drove To Hell ... Almost !  
WOW Work-Culture: By Telling or Selling 
Take Habits For A Ride 
How Many Times Do You Wash Hands
In a Problem?: No Problem ! Dwell A While !!
Part-1
In-big-problem? Wear-hats-to-solve-it! Part-2
How To Make A Difference
Big-Be Or Bug-Be !
A Ride To Hell
Make checklists your friends
Nauseous Communication Gaps
Do You Cleanup-After-Crisis
Raam or Krishna-Shyam: Tell me Hey Raam!
Will It Work Here? 
That's How Morons Work
You seem Reasonable if you appear Un-reasonable
Smart-Moron Who Breaks Your Glass 
Wish To Be Planet-Friendly?: Save! 
Waste-to-eat-sea-to-drink
Don't Save Water on Holi-day
Be Shame-less Or Water-less

Take Habits For A Ride

Long time ago, while approaching a crossroad where red light was blinking, I slowed down the jeep that I was driving.

Just about when I was to cross the signal, suddenly a biker overtook me from left in a flash. He almost took a ninety degree turn to right, crossed me and sped away. By the time I could realise what was happening, he evaporated in thin air.

His dangerous adventure was just short of being fatal. His motor cycle narrowly escaped  bumper of my jeep. Perhaps the elephant-god saved him. It was the first day of Lord Ganesha's festival in Mumbai. So what the blind faith may prompt one to believe so.

He took himself for a ride 
Death almost came calling in stride
Why don't habits suicide

Couple of mistakes that he committed was he overtook from wrong side. At the crossroad looking at amber signal in particular he should've slowed down instead of zipping in. He should've stayed in the extreme right lane well beforehand with indication signal ON if he wanted to take right turn.

Perhaps for him those were "I've been doing this for years" kind of 'skills' rather than mistakes. So how does one tackle such 'skill-full' mistakes?

Mistake-proof methods (Poka-yoke) should be in place particularly in high-probability high-risk zones. Poka-yoke is an innovation by Shigeo Shingo at Toyota. Poka stands for a mistake. Yoke stands for proofing against it. It's a commonsense improvement (Kaizen) but with a structure. In order to prevent nail-biting habit, application of something on fingers that tastes bitter is an age-old Poka-yoke used by a typical grandma.

For instance, in accident prone areas there should be guided lane dividers to prevent sudden lane changing habits. Rumblers should be provided to force slowing down at crossroads. Speed measuring devices should be installed alongwith cameras to detect speedsters.

In spite of the above, some practices (Habits!) get ingrained in us so much that they become our second nature. If the habits are for good then it's fine. Otherwise even if you want them to die they don't! Instead they make sure that you do!

By using various grandma kind (Sama-Dama) methods one may try to change habits piece-by-piece. But a piece still remains until you lose your peace. Habits do die but they die hard way.

Habit is a H. A. B. I. T.
Even if you remove H in it, A BIT remains.
Remove A; and BIT still remains.
Remove B; but until you remove 'I' in it, IT still remains.

The only way to remove 'I' in it is to teach IT (the self) by a stick if everything else fails. If you don't, the habit-prone may 'poke' a 'yoke' in the Poka-yoke itself.

Here's a MaiKu© on the topic.

Back-n-forth Habits sway 
Unless they die hardway
Few mistake-proof by-the-way 

MaiKu© Is My-Haiku

Freely ideate it's poetic rhymes
Any objective topic it chimes

Also read a few relevant blogposts hereunder:

Please consider leaving a comment or sharing this post via social media.

Prevention: The Best Cure! ... Is it really so?

In a Problem?: No Problem ! Dwell A While !!

Beware Of Political-Presentations

Discrimination-is-Cremation of Law-&-Order (Part-1) 
Discrimination-is-Cremation of Law-&-Order (Part-2) 
Discrimination Cremated! But How Long? 

Make It Simpler, Rest Will Follow

How To Make A Difference

IQ-EQ-or-SQ: What-is-more-important?

A Ride To Hell

Treat Root-causes, Not Symptoms !

Nauseous Communication Gaps

Do You Cleanup-After-Crisis

Raam or Krishna-Shyam: Tell me Hey Raam!

Will It Work Here? 

Some Moron ! Some Great !!!

That's How Morons Work

Smart-Moron Who Breaks Your Glass 

WOW Work-Culture: By Telling or Selling

Suggestions On-Sale, None-To-Buy

Can-changing-thoughts-change-a-nation

Ridiculous Poison-culture versus Maverick Kaizen-culture

Tolerate Once, Twice, Thrice?

Taken-For-Granted ? You Deserve It !!

Technology in-place, security dis-placed

I am afraid ! What do I do !! 

Fearful-Of-Death-of-Birth

Discrimination-is-Cremation of Law-&-Order (Part-2)

Do you want to know how to Tax-Tax-Tax?

How to: Tax-Citizens, Tax-Nation, Tax-The-Planet !

Have you read this joke about two guys working for the municipality? One would dig a hole. He would dig, dig, dig. The other behind him would fill the hole. 

'Dig-Dig-Dig' followed by 'Fill-Fill-Fill'! 

A man watching the furious activity from sidelines was confused. He finally asked them what they were doing. The hole-digger replied, "Oh yes it does look funny but the guy who plants trees is sick today."

So when the tree-guy resumes his duty, rework will resume dutifully is it?

This question kept bothering the confused man.  He kept  wondering about their unique Principles-n-Practices:

Dig-Dig-Dig ! 

Fill-Fill-Fill !!

Tax-Tax-Tax !!!

Break-Break-Break !
Make-Make-Make !!
Waste-Waste-Waste !!!

What is the relevance of the rework-joke here?

The question raised in my earlier blogpost titled Discrimination-is-cremation of law-&-order: Part-1 was "Why footpath on the other side was not made-up yet?". See red-circle in picture-4 from Part-1 above.

Eventually if & when they do it, I was hopeful that the past improvement (see green-circle in picture-4) that of a ¹mistake-proof divider for saplings would be replicated on the other side. I was happy, for it would make it difficult for parked vehicles to run over saplings on the other side as well, of course if planted. I was also hopeful that it will provide a tree-lined walking-avenue for pedestrians.

But alas, I was proven wrong!

With elections a couple of months away, the 5-year-pending work did get a push as a 'shining-opportunity'. However, picture-5 clearly shows that the improvement itself was undone while reworking the footpath after leaving it unused (without planting trees) for over 5 years.

Picture-6 also shows a rework of breaking the made-footpath in order to 'embed drain-pipes below it'. Perhaps a result of an inadequate design then or it was forgotten 5 years ago due to lack of inspection checks.

Do you know cost of rework?

Can you now calculate COPQ (Cost-Of-Poor-Quality) of Poor-Design that results in such rework?: Cost of extra labor & extra material (as can be seen in picture-7). Surprising that the old stones were not recycled forcing extra mining. Perhaps the regulatory authorities did not know that excessive mining is akin to raping the planet.

Other costs are cost of delays causing inconvenience, accidents², traffic jams, etc. It's typically a different Indian-story that the newly made-up 'foot-path' is creatively used as a 'scooter-path' (see picture-8). Now the traffic-police doesn't enter the 'path-zone' for penal action in 'municipal-jurisdiction'.

Apart from COPQ as above, issue of survival of saplings itself (if at all planted somewhere by the side) stays doubtful like in past. It goes without saying that cost to the planet and people as a result of inadequate tree-cover is intangible.

Now you may know relevance of the Dig-Dig-Dig Fill-Fill-Fill joke above!

The tangible and intangible impact of such 'rework-factories' that keep repeating rework due to sick-designs, sick-planning, sick-administration, sick-shoddy quality-of-work is insurmountable !!

It is like someone breaking your window-glass for fun. 

You change it for fun. 

Glass-factories profit on this break-make game and make fun. 

Or it's like making a shoddy road. 

You drive on it to rub tyres and enjoy the fun. 

Tyre-factories enjoy the fun as a bye-product of this rub-on-road game. 

Main fun-product is profiteering from road-construction contracts. The vicious cycle of costly 'Dig-Fill' and 'Break-Make' game goes on pushing public to experience death daily.

What is the solution?

Why should the 'sick' people responsible for this not be held accountable by slapping a Rework-Tax on them equivalent to at least the tangible part of COPQ? 

Research shows that such COPQ that gets embedded in a typical project cost work out to not less than 30%. In other words, there is a profit-potential of at least 30% if sick-work-rework chain is broken. An answer to this chaos until of course you add more tips and thoughts to this, is installing Kaizen-culture and penalizing indisciplined shoddy work with a sense-of-urgency.

Let us exercise our choice to engage in improvement culture. Let us not allow above kind of 'sickness' to be reflected in our own work and workplace !!!

Footnote-1, Mistake-proofing is called as Pokayoke in Kaizen parlance
Footnote-2, Accidents due to dirty-dagerous-difficult (3-D) situations

Make checklists your friends

For some reason I wanted to close savings account operated by three-joint-holders; me,  my wife and my son based more than 500 kilometers away from us.

Bank officer checked our account and advised that all the three holders must sign an account-closing form. Accordingly, my son collected a blank form locally and couriered it to me. We signed it and went to submit it to the bank.

The bank officer says: You should have closed the fixed deposits linked with the account before closing the savings account.

How can you expect customer to know this technical procedure?

"I am sorry madam, but I should have told you about this", apologizes the officer.

Damage is already done: rework, delay, etc.
Real apology could have been the officer going beyond first-aid that of giving additional form in above case.

Why can't people use simple checklists associated with a given step in a process or a procedure such as (titled) 'Checklist items to check before closing a savings account' in above case.

But yes! This is what happened in a leading private sector bank in India. In fact, the technology they already had with them could have been harnessed to create a mistake-proof pop-up (as a Pokayoke Kaizen as in Japanese-Management or rather The Toyota-Way to work). It should have reminded the user to 'check' the items in-lieu of the manual 'checklist' as above.

Why do people over-depend on their memory? Why can't they reserve it as a ram (in computer) for processing rather than to memorize?

Same was the case in a leading telephone company. The customer attendant asked me to wait because he didn't know exact details of the 'plan on offer'.

After 10-minutes waiting, a spiky-hair-styled man walked in, 'smelling' cigarette as he explained the plan without even looking at computer or a paper. "Leaflet stock-out" was the reply when asked.

He was touted as a 'memory-freak'. Perhaps he too seemed to enjoy it taking it as a pride.
A false pride seemed to got nurtured by himself or by people surrounding him at home or at work.

While writing this blogpost, a service mechanic from the above telephone company enters my home with 'smelling socks'. Had the smell been little stronger, I would have vomited if not fainted.

An excellent company would keep and train their visiting staff on a 'Do-Don't Checklist such as follows:

Before entering Indian homes 

Don't gate-crash. Take appointment and be on time (not in-time). 
Press door bell just once. Don't keep it pressed too long. 
Gently knock the door if bell is non-functional. Don't hammer it impatiently (treating it like a nail). 
Wear identity card and show it. 

Remove shoes. Remove smelling socks. 

Greet before entering.
Don't keep your bags, tools, etc. on furniture.
Take permission before sitting on sofa.

Actively and completely listen to customer complaints. 
Check if job is completed to the customer's satisfaction.

I would like to add visual-aids in support of checklists wherever possible & in particular in support of the last point above.

Visual-aids such as in picture depict certain principles that can be practised to benefit in various situations. A typical visual-aid might contain a sketch sequencing a job to be done in order to prevent forgetfulness or might color-code wires to be connected in order to prevent wrong connections or might provide PEEP slots in a frequent-travelers bag, etc.

When there is a Place-(SLOT)-for-Everything and if Everything-is-(NOT)-in-Place (PEEP), the empty SLOT, if any, reminds user of the 'missing things'. This idea is a part of Five-S (Seiton) practice for continual improvement.

At individual level, a person with a passion to excel (and wishing not to regret the result of forgetfulness later) would keep an individualized 'Do-Don't Checklist & visual-aids' on him as and when needed, be it while going to the market or while going to work or play. He does this although others may consider this as an idiosyncratic practice.

At individual level, a person with a passion to excel (and wishing not to regret the result of forgetfulness later) would keep an individualized 'Do-Don't Checklist on him as and when needed, be it while going to the market or while going to work or play.

Like an enemy, memory behaves funny exactly when you are in need 

Like a friend-in-need, checklists make you productive indeed

Also read a few relevant blogposts hereunder: Please do consider leaving a comment or sharing this post.

Do You Celebrate Mean-or-Green

Aesthetics Spills-Over Function, Want Spills-Over Need (Part-1)

Aesthetics Spills-Over Function, Want Spills-Over Need (Part-2)

Should one care for value? 

Do you exercise your choice meaningfully

What You See Isn't What's Made

You seem Reasonable if you appear Un-reasonable

Wish To Be Planet-Friendly?: Save! 

Less With More And More Gets Sore

Suggestions On-Sale, None-To-Buy

Can-changing-thoughts-change-a-nation

That's How Morons Work

Smart-Moron Who Breaks Your Glass 

WOW Work-Culture: By Telling or Selling

Make It Simpler, Rest Will Follow 

How To Make A Difference 
Treat Root-causes, Not Symptoms ! 
Nauseous Communication Gaps 
Do You Cleanup-After-Crisis 
Will It Work Here?  
Some Moron ! Some Great !!! 
That's How Morons Work 
You seem Reasonable if you appear Un-reasonable 
Smart-Moron Who Breaks Your Glass  
WOW Work-Culture: By Telling or Selling 
Suggestions On-Sale, None-To-Buy 
Can-changing-thoughts-change-a-nation
Ridiculous Poison-culture versus Maverick Kaizen-culture 
Technology in-place, security dis-placed
IQ-EQ-or-SQ: What-is-more-important?
Customer or Custo-Mer?  
Experienced A Delightful Payment ! 
Less With More And More Gets Sore 
Should one care for value?  
Hoarders Of Filthy Hoardings