Logical Conclusion

July 1, 1994 Stephen R. Covey

 

A manager of a remote service station trained his new attendants how to make higher-margin revenue from customers who drove into the station by teaching the attendants how to find problems inside a car that weren't there.

 

So, when a car pulls in, the manager first sees the plates and says, "Notice this is an out-of-towner. That means you'll probably never see the person again. So probe to learn if the person knows anything about his car. Talk to him about some technical thing under the hood. You might say, 'Your starting motor looks like it might go out on you.' If the person says, 'Starting motor? What's that?' then you know you've got a total idiot, so you can do whatever you want." You then say, "Well, if it were my car, I wouldn't want to take a chance with my starting motor, especially driving through the desert. I could be stranded." "I can't have that happen. What should I do?" "Well, we could give you a good deal on a new one. I'll sell you one at cost and throw in all the labor free."

 

So the victim thinks, "What a deal I got! I only had to pay $200 for the starting motor. It was normally $349 with labor." But the manager winks at his attendants, knowing he has a 40-percent margin built into the price of the motor. Later, the attendants huddle and say to each other, "Now, if this guy would do that to his customers, how is he going to deal with us?" Each attendant knows that the manager will look for ways to cheat them as well.

 


 

Click here to read 'Be Loyal To Those Absent' by Stephen R. Covey.

About the Author

Stephen R. Covey

Over his lifetime, Stephen inspired millions with the power of universal principles. As he traveled the globe many times over, his message was a simple one: for true success and meaning in life, we must be principle-centered in all areas of life. A teacher at heart, he often taught, "There are three constants in life: change, choice and principles." From the oval office, the board room, community halls and to the school house and family room, Stephen taught the mindset, skillset and toolset found in The 7 Habits of Highly effective people, his seminal work. His legacy is woven in The 7 habits, and, just as these habits are universal and timeless, so is Stephen R. Covey, who is admired around the world for his simple, yet powerful, universal, timeless teachings. Recognized as one of Time magazine’s 25 most influential Americans, Stephen R. Covey was one of the world’s foremost leadership authorities, organizational experts, and thought leaders.

Follow on Twitter Visit Website More Content by Stephen R. Covey
Previous Article
Lack of Integrity
Lack of Integrity

Once I was at the Canadian border, and I went into this store where there was a "half-price sale" going on....

Next Article
Loyal Integrity
Loyal Integrity

One time I told this story in a speech. After my speech, an executive vice president of a large bank came u...

×

Sign up for the weekly newsletter.

First Name
Last Name
Country
!
Thank you!
Error - something went wrong!