/ News & Press / Video / 1950s SERVICE STATION FILM STANDARD OIL COMPANY of CALIFORNIA 'MAKE MINE SERVICE' 65654 MD

1950s SERVICE STATION FILM STANDARD OIL COMPANY of CALIFORNIA 'MAKE MINE SERVICE' 65654 MD

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Kind: captions
Language: en

00:00:10.790
[Music]
00:00:46.760 00:00:46.770 these are two mighty important emblems
00:00:49.040 00:00:49.050 gentlemen both to you and to your
00:00:51.320 00:00:51.330 customers they represent the highest
00:00:53.570 00:00:53.580 possible quality of products and they
00:00:56.210 00:00:56.220 identify each of you with a very special
00:00:58.040 00:00:58.050 brand of service and customer treatment
00:01:01.300 00:01:01.310 you are all part of a network of
00:01:03.710 00:01:03.720 stations offering quality motoring
00:01:05.719 00:01:05.729 products clean restrooms and most
00:01:08.330 00:01:08.340 important a kind of customer treatment
00:01:11.270 00:01:11.280 that is thorough efficient fast and
00:01:14.120 00:01:14.130 consistently uniform most motorists are
00:01:19.760 00:01:19.770 really attached to their cars and is
00:01:21.499 00:01:21.509 satisfied only if they're treated like
00:01:23.240 00:01:23.250 babies these signs are truly signs of
00:01:32.749 00:01:32.759 fine service and our lighthouse beacons
00:01:35.510 00:01:35.520 inviting customers to courtesy service
00:01:38.630 00:01:38.640 and the highest quality products now
00:01:41.900 00:01:41.910 let's visit some of these stations
00:01:43.880 00:01:43.890 displaying those signs to get the real
00:01:46.249 00:01:46.259 story on what we can do to make people
00:01:48.800 00:01:48.810 want to trade with us your pump block
00:01:56.990 00:01:57.000 procedure offers the best in motoring
00:01:59.749 00:01:59.759 protection protection for which
00:02:01.699 00:02:01.709 customers are constantly on the lookout
00:02:05.590 00:02:05.600 our customers are on wheels and are
00:02:09.169 00:02:09.179 completely flexible moving about and
00:02:11.900 00:02:11.910 buying their motoring requirements from
00:02:13.850 00:02:13.860 whom they please this is particularly
00:02:16.309 00:02:16.319 true while they're on long trips or
00:02:19.160 00:02:19.170 during vacation periods and here too
00:02:22.070 00:02:22.080 they can be influenced by service and
00:02:25.010 00:02:25.020 we'll definitely look for a station sign
00:02:27.430 00:02:27.440 identified with the kind of service they
00:02:29.600 00:02:29.610 want all of you are tied together by a
00:02:33.589 00:02:33.599 common identification sign and carry the
00:02:36.680 00:02:36.690 same highest quality products which are
00:02:39.140 00:02:39.150 sought out by a long list of customers
00:02:42.580 00:02:42.590 product such as chevron supreme and
00:02:45.980 00:02:45.990 chevron gasolines RPM supreme motor oil
00:02:52.090 00:02:52.100 and the Atlas tire & battery lines this
00:02:58.850 00:02:58.860 long list of customers includes the
00:03:01.010 00:03:01.020 largest number of active credit card
00:03:03.080 00:03:03.090 customers in the West these are some of
00:03:06.140 00:03:06.150 the reasons we should constantly offer
00:03:08.570 00:03:08.580 the highest type of service at the pump
00:03:10.970 00:03:10.980 block making good the statement we take
00:03:15.110 00:03:15.120 better care of your car which has been
00:03:17.600 00:03:17.610 so prominently used in our advertising
00:03:19.580 00:03:19.590 and identified with our company should
00:03:21.830 00:03:21.840 be our mutual goal there is no surefire
00:03:26.570 00:03:26.580 way to make customers return to any
00:03:29.090 00:03:29.100 retail place of business other than by
00:03:31.940 00:03:31.950 complete satisfaction a satisfied
00:03:35.150 00:03:35.160 customer invariably returns to the
00:03:37.820 00:03:37.830 station showing a real interest in his
00:03:40.010 00:03:40.020 car he will return again and again to
00:03:43.340 00:03:43.350 become a regular steady customer and the
00:03:46.040 00:03:46.050 lifeblood of any retail business his
00:03:48.560 00:03:48.570 steady customers buying all their
00:03:50.930 00:03:50.940 motoring requirements this is a real
00:03:53.600 00:03:53.610 expression of confidence that if
00:03:55.640 00:03:55.650 betrayed by anyone on the station during
00:03:58.160 00:03:58.170 any contact can result in a lost
00:04:01.310 00:04:01.320 customer perhaps lost after a long
00:04:03.620 00:04:03.630 period of highly satisfactory
00:04:05.210 00:04:05.220 relationship product quality is
00:04:08.510 00:04:08.520 important but it can be controlled by
00:04:11.570 00:04:11.580 formula and mechanical processes the
00:04:15.050 00:04:15.060 most important element influencing a
00:04:17.180 00:04:17.190 customer's buying habits is the way he
00:04:19.970 00:04:19.980 or she is treated by the man on the
00:04:22.400 00:04:22.410 station good morning do you wish the
00:04:26.030 00:04:26.040 tank filled why yes yes fill it up do
00:04:29.090 00:04:29.100 you use supreme or Chevron supreme
00:04:30.680 00:04:30.690 please fill the tank with supreme thank
00:04:32.870 00:04:32.880 you
00:04:42.020 00:04:42.030 on each it's the small things that are
00:04:44.870 00:04:44.880 really important station appearance
00:04:47.090 00:04:47.100 quick recognition of a customer a smile
00:04:50.210 00:04:50.220 and a warm friendly greeting these are
00:04:52.790 00:04:52.800 the things that win customer confidence
00:05:00.650 00:05:00.660 wouldn't you look clean sure does thank
00:05:03.140 00:05:03.150 you if you'll turn on the lights I'll
00:05:05.180 00:05:05.190 make sure they're burning will I clean
00:05:06.200 00:05:06.210 the lenses this is the kind of treatment
00:05:08.390 00:05:08.400 customers appreciate it lets them know
00:05:11.000 00:05:11.010 that you're interested in the safe
00:05:13.190 00:05:13.200 condition of their cars
00:05:30.920 00:05:30.930 under hood service is very important
00:05:33.379 00:05:33.389 both to the customer and to the station
00:05:36.200 00:05:36.210 salesman especially to the customer
00:05:38.480 00:05:38.490 because you are checking points related
00:05:41.090 00:05:41.100 to the safe condition of his car
00:05:49.119 00:05:49.129 under hood service is important to the
00:05:51.489 00:05:51.499 station salesman because it offers extra
00:05:54.399 00:05:54.409 sales opportunity
00:06:01.640 00:06:01.650 your oil is at the full mark I see by
00:06:04.850 00:06:04.860 your money's record you still have 200
00:06:06.590 00:06:06.600 miles to go before these changes the way
00:06:08.719 00:06:08.729 I Drive them won't be lost thanks for
00:06:10.850 00:06:10.860 the reminder you're welcome
00:06:12.290 00:06:12.300 remember us from the services do you
00:06:18.260 00:06:18.270 carry 26 pounds in the tire that's right
00:06:20.450 00:06:20.460 I think you're okay but I'll appreciate
00:06:22.219 00:06:22.229 you checking them for these reasons
00:06:26.390 00:06:26.400 after many many years of testing at
00:06:28.550 00:06:28.560 company stations a practical field
00:06:30.890 00:06:30.900 laboratory and securing dealer opinions
00:06:33.830 00:06:33.840 and customer reactions the basic seven
00:06:36.860 00:06:36.870 step pump block procedure was developed
00:06:39.219 00:06:39.229 it has been proven and it has stood up
00:06:42.170 00:06:42.180 under all types of operation with all
00:06:44.629 00:06:44.639 kinds of customers
00:07:05.550 00:07:05.560 tires are all up to 26 pounds good
00:07:08.160 00:07:08.170 thanks for checking
00:07:19.870 00:07:19.880 Thank You mr. Collins and coming again
00:07:24.060 00:07:24.070 and there you have a gentleman the
00:07:26.980 00:07:26.990 smoothest and most effective pump block
00:07:29.320 00:07:29.330 procedure in the business remember well
00:07:32.200 00:07:32.210 each of the seven steps step number one
00:07:37.080 00:07:37.090 greeting step number two gasoline sale
00:07:43.620 00:07:43.630 step number three under hood service
00:07:49.770 00:07:49.780 step number four windshield service step
00:07:54.970 00:07:54.980 number five air service step number six
00:08:01.830 00:08:01.840 collection step number seven thanks and
00:08:07.060 00:08:07.070 invitation to return the pump block is
00:08:11.860 00:08:11.870 the most important spot at any station
00:08:13.750 00:08:13.760 it can be a sales room not only to sell
00:08:16.600 00:08:16.610 gasoline but also to sell other products
00:08:19.690 00:08:19.700 and services
00:08:20.820 00:08:20.830 00:08:24.680 00:08:24.690 all of these facts are self-evident and
00:08:27.719 00:08:27.729 are no secret to your competition our
00:08:31.980 00:08:31.990 training system and program of
00:08:33.990 00:08:34.000 development is conceded most complete
00:08:36.899 00:08:36.909 and thorough one that includes 90 formal
00:08:39.690 00:08:39.700 training schools at which eight separate
00:08:42.000 00:08:42.010 courses are maintained for company
00:08:43.920 00:08:43.930 employees Chevron dealers and consignee
00:08:47.420 00:08:47.430 all training to be effective must be
00:08:51.030 00:08:51.040 continuous and these Chevron dealers are
00:08:53.670 00:08:53.680 taking advantage of the refresher course
00:08:57.050 00:08:57.060 here ideas and product information and
00:09:00.569 00:09:00.579 sales methods are freely exchanged and
00:09:03.269 00:09:03.279 passed along the value of these courses
00:09:06.000 00:09:06.010 in improving their operation and profits
00:09:08.490 00:09:08.500 is vouched for by the hundreds of
00:09:10.920 00:09:10.930 Chevron dealers who have already
00:09:12.540 00:09:12.550 attended now let's watch a class of
00:09:15.690 00:09:15.700 Cadets new employees for company
00:09:18.720 00:09:18.730 operation all righty let's see you run
00:09:22.530 00:09:22.540 through the oil solicitation procedure
00:09:23.970 00:09:23.980 yes sir
00:09:26.230 00:09:26.240 00:09:33.040 00:09:33.050 all right all right you all Hecker turn
00:09:38.530 00:09:38.540 now try it again a teat
00:09:40.699 00:09:40.709 this time take it easy how's that well
00:09:53.120 00:09:53.130 that was better Eddie but
00:10:07.720 00:10:07.730 fellows don't get the idea that little
00:10:11.300 00:10:11.310 things are unimportant they may seem so
00:10:13.490 00:10:13.500 do you all now but later on you'll find
00:10:15.980 00:10:15.990 out they're really important to the
00:10:17.210 00:10:17.220 customer your attention to small details
00:10:20.740 00:10:20.750 lets the customer know you're interested
00:10:23.090 00:10:23.100 in the condition of his car which is one
00:10:25.400 00:10:25.410 of his most prized possessions and
00:10:27.730 00:10:27.740 always remember that the most important
00:10:30.530 00:10:30.540 sale you can make at the pump block is
00:10:32.870 00:10:32.880 selling yourself to the customer because
00:10:35.540 00:10:35.550 then you'll have one is confidence now a
00:10:37.519 00:10:37.529 customer's confidence is a great thing
00:10:39.699 00:10:39.709 it's hard to come by but you have a
00:10:42.949 00:10:42.959 golden opportunity to win it by your
00:10:45.290 00:10:45.300 careful attention to the seven steps of
00:10:47.150 00:10:47.160 the pump block procedure remember them
00:10:49.699 00:10:49.709 well step number one a greedy step
00:10:58.490 00:10:58.500 number two the gasoline sales
00:11:04.519 00:11:04.529 00:11:09.819 00:11:09.829 00:11:16.669 00:11:16.679 00:11:22.279 00:11:22.289 the collection and finally step number
00:11:26.059 00:11:26.069 seven the thanks and the invitation to
00:11:29.269 00:11:29.279 return now this procedure is fast and
00:11:32.989 00:11:32.999 thorough it took a long time to test and
00:11:35.779 00:11:35.789 prove it but it only takes a few minutes
00:11:37.849 00:11:37.859 to execute it was designed to let you
00:11:40.849 00:11:40.859 demonstrate a personal interest in the
00:11:43.039 00:11:43.049 customers car here comes a customer now
00:11:47.179 00:11:47.189 so let's watch the proper one-man
00:11:49.369 00:11:49.379 procedure
00:11:56.309 00:11:56.319 good afternoon do you wish the tank bill
00:11:59.139 00:11:59.149 yes fill er up please
00:12:00.249 00:12:00.259 do you supreme or chevre advanced
00:12:02.289 00:12:02.299 supreme fill the tank with supreme thank
00:12:04.509 00:12:04.519 00:12:07.019 00:12:07.029 now that greeting was friendly and
00:12:09.579 00:12:09.589 businesslike it let the customer know
00:12:11.859 00:12:11.869 his driving in was appreciated it's the
00:12:14.559 00:12:14.569 kind of greeting that promises prompt
00:12:16.299 00:12:16.309 and efficient service the customer will
00:12:19.090 00:12:19.100 be interested in watching the way you
00:12:20.349 00:12:20.359 work and remember he's got a rear view
00:12:23.650 00:12:23.660 mirror
00:12:24.159 00:12:24.169 you don't know exactly how much gas is
00:12:25.900 00:12:25.910 needed so you must be careful to avoid a
00:12:28.119 00:12:28.129 spill a little care a little attention
00:12:30.819 00:12:30.829 can make all the difference when he
00:12:34.960 00:12:34.970 tells the customer how much gas it took
00:12:36.819 00:12:36.829 to fill the tank the customer knows that
00:12:39.280 00:12:39.290 the gas is all in the tank now let's see
00:12:42.489 00:12:42.499 what we learned from step number three
00:12:49.349 00:12:49.359 notice he uses a cloth to slowly remove
00:12:52.179 00:12:52.189 the radiator cap you never know how hot
00:12:54.789 00:12:54.799 it might be he keeps the cap in his hand
00:12:57.960 00:12:57.970 he adds the needed water carefully no
00:13:01.479 00:13:01.489 spills here either
00:13:06.579 00:13:06.589 right here is an opportunity to find
00:13:08.930 00:13:08.940 extra sales he checks the condition of
00:13:11.480 00:13:11.490 the fan belt water hoses battery cables
00:13:23.120 00:13:23.130 in checking the oil level he look at the
00:13:25.880 00:13:25.890 lubrication record if the car is due for
00:13:28.520 00:13:28.530 an oil change you'll tell the customer
00:13:30.770 00:13:30.780 the oils at the full mark but according
00:13:34.220 00:13:34.230 to your record you've driven more than
00:13:35.840 00:13:35.850 1400 miles since was last changed
00:13:38.480 00:13:38.490 may I suggest changing it now for you
00:13:40.640 00:13:40.650 the oil is warm and it'll drain freely
00:13:43.490 00:13:43.500 with our fast changer we can do the job
00:13:44.960 00:13:44.970 in a jiffy all right if you can make it
00:13:48.860 00:13:48.870 fast go ahead and change it thank you
00:13:50.750 00:13:50.760 oh you can stay right in the car that
00:13:55.070 00:13:55.080 was a very businesslike solicitation
00:13:57.040 00:13:57.050 being observant under the hood can
00:13:59.420 00:13:59.430 result in profitable extra sales of
00:14:01.340 00:14:01.350 needed products and services in this
00:14:04.970 00:14:04.980 business your success as a salesman
00:14:06.590 00:14:06.600 depends not only on what you do but how
00:14:09.470 00:14:09.480 you doing I'm glad you had a chance to
00:14:11.660 00:14:11.670 watch the salesman before let's follow
00:14:14.330 00:14:14.340 him through the rest of the procedure
00:14:16.900 00:14:16.910 blade is slightly bent
00:14:18.830 00:14:18.840 I've noticed that try your wipers now if
00:14:22.700 00:14:22.710 you will
00:14:24.970 00:14:24.980 he seems to work fine though the
00:14:27.730 00:14:27.740 windshield look clean clean as a whistle
00:14:29.170 00:14:29.180 let's check your lights I'll make sure
00:14:31.870 00:14:31.880 they're all burning while I clean the
00:14:33.129 00:14:33.139 lenses good idea
00:14:40.930 00:14:40.940 that attention to detail lets the
00:14:42.880 00:14:42.890 customer know you're interested in his
00:14:44.410 00:14:44.420 safety if you find a burned out light
00:14:46.690 00:14:46.700 you'll make an additional sale and the
00:14:50.080 00:14:50.090 customer will be grateful for your
00:14:51.250 00:14:51.260 having founded
00:14:59.610 00:14:59.620 be with you in just a moment
00:15:03.820 00:15:03.830 this courteous alertness is a must in
00:15:06.040 00:15:06.050 every standard or shiburin station
00:15:08.850 00:15:08.860 customers don't mind waiting if they
00:15:11.380 00:15:11.390 know you know they're waiting
00:15:13.150 00:15:13.160 always remember to thank them for to
00:15:15.810 00:15:15.820 notice that after acknowledging the
00:15:17.889 00:15:17.899 presence of the second customer he
00:15:20.290 00:15:20.300 carefully completes the remaining
00:15:21.639 00:15:21.649 service to the first customer if you
00:15:24.130 00:15:24.140 neglect him you'll probably never see
00:15:25.600 00:15:25.610 him again
00:15:26.290 00:15:26.300 and if the second customer sees you do
00:15:28.240 00:15:28.250 it you'll be sorry he ever stopped in it
00:15:32.019 00:15:32.029 took 8 and a half gallons to fill the
00:15:33.550 00:15:33.560 tank at 301 and 5 quarts of RPM supreme
00:15:37.900 00:15:37.910 1030 305 and 12 cents tax at 6:18
00:15:49.139 00:15:49.149 sixteen out of ten in making the
00:15:54.009 00:15:54.019 collection
00:15:54.699 00:15:54.709 always remember to itemize the sale if
00:15:57.190 00:15:57.200 you have to make change repeat to the
00:15:59.230 00:15:59.240 customer the denomination of the
00:16:00.519 00:16:00.529 building gives you this avoids mistakes
00:16:02.680 00:16:02.690 misunderstandings also avoid the use of
00:16:05.199 00:16:05.209 greasy coins and making change and now
00:16:08.410 00:16:08.420 the final step six eighteen twenty
00:16:12.810 00:16:12.820 twenty-five fifty seven eight nine and
00:16:17.290 00:16:17.300 ten
00:16:18.400 00:16:18.410 thank you come see us again thanks I'll
00:16:20.829 00:16:20.839 do that
00:16:34.129 00:16:34.139 thank you for waiting you wish the tanks
00:16:39.689 00:16:39.699 build all right let's get back to the
00:16:41.730 00:16:41.740 drill
00:16:45.540 00:16:45.550 that's what I meant when I said our
00:16:47.460 00:16:47.470 training program is effective been
00:16:49.410 00:16:49.420 complete before every trainee gets on
00:16:52.260 00:16:52.270 the job is carefully schooled in every
00:16:54.750 00:16:54.760 part of the service station business on
00:16:57.090 00:16:57.100 the job he will still be learning from
00:16:58.950 00:16:58.960 the station manager and assistant
00:17:00.180 00:17:00.190 manager Chevron dealer his lead man or
00:17:03.600 00:17:03.610 from a consignee previously I mentioned
00:17:06.120 00:17:06.130 the responsibilities of these men linked
00:17:09.090 00:17:09.100 by a common identification sign of
00:17:11.250 00:17:11.260 service
00:17:16.750 00:17:16.760 here's another dealer who knows the
00:17:18.610 00:17:18.620 importance of following the 7 step
00:17:20.559 00:17:20.569 procedure exactly it lets the customer
00:17:23.890 00:17:23.900 know he can expect the same efficient
00:17:26.199 00:17:26.209 service under our common identification
00:17:28.810 00:17:28.820 sign 2-man service has profitable
00:17:31.810 00:17:31.820 advantages it allows the second man to
00:17:33.970 00:17:33.980 take care of the plus services gives the
00:17:36.490 00:17:36.500 first man more time for solicitation and
00:17:38.890 00:17:38.900 can find the selling to one man this is
00:17:42.250 00:17:42.260 an added safeguard against forgetting to
00:17:44.350 00:17:44.360 charge for a service or product the
00:17:46.900 00:17:46.910 dealer knows if a customer is conscious
00:17:49.150 00:17:49.160 of continuing fine service he is more
00:17:51.789 00:17:51.799 receptive to a sales presentation
00:17:53.760 00:17:53.770 00:17:56.500 00:17:56.510 I noticed mr. Jones your car's due for a
00:17:59.170 00:17:59.180 good lubrication job and oil change if
00:18:01.150 00:18:01.160 you're not going to be using it this
00:18:02.620 00:18:02.630 morning we have nothing lined up and we
00:18:04.300 00:18:04.310 could put in some extra time tightening
00:18:05.710 00:18:05.720 body bolts for you I'd be glad to drive
00:18:07.630 00:18:07.640 you home and bring the car back all
00:18:10.450 00:18:10.460 right
00:18:12.090 00:18:12.100 this dealer sure knows what he's going
00:18:14.680 00:18:14.690 that was another illustration of making
00:18:17.200 00:18:17.210 a good sale and proving the statement we
00:18:20.320 00:18:20.330 take better care of your car this dealer
00:18:23.170 00:18:23.180 has the customer's confidence it's
00:18:25.480 00:18:25.490 something he'll work hard to keep for it
00:18:28.060 00:18:28.070 lost by anyone on the station during any
00:18:30.130 00:18:30.140 contact it can mean a lost customer even
00:18:33.400 00:18:33.410 after a period of satisfactory
00:18:35.080 00:18:35.090 relationship may be lost to every other
00:18:37.960 00:18:37.970 station in the network to notice he took
00:18:40.690 00:18:40.700 his work order and clipboard with him
00:18:42.700 00:18:42.710 he'll have the door jamb record too
00:18:45.040 00:18:45.050 during the ride he can check any other
00:18:47.380 00:18:47.390 surfaces do what was a straight chassis
00:18:50.710 00:18:50.720 job could well end up with front wheel
00:18:52.750 00:18:52.760 repacks oil change and new oil filter
00:18:58.100 00:18:58.110 you can win a customer's confidence
00:19:00.650 00:19:00.660 during his first visit to your station
00:19:02.720 00:19:02.730 if and that's an important if you are
00:19:05.960 00:19:05.970 right on the ball like this consignee
00:19:08.330 00:19:08.340 operating
00:19:11.980 00:19:11.990 00:19:17.230 00:19:17.240 good afternoon you wish the tank filled
00:19:19.510 00:19:19.520 well okay fill it up
00:19:22.330 00:19:22.340 do you use supreme or Chevron I'll tell
00:19:24.820 00:19:24.830 you best gas fill the tank with supreme
00:19:26.830 00:19:26.840 thank you the customer liked the warm
00:19:29.889 00:19:29.899 friendly greeting and the businesslike
00:19:32.019 00:19:32.029 solicitation he's not only interested in
00:19:34.720 00:19:34.730 trying our best gas he also wants to try
00:19:37.659 00:19:37.669 the service on for size
00:19:40.200 00:19:40.210 excuse me mr. consignee but I notice
00:19:43.570 00:19:43.580 you're being mighty careful to protect
00:19:45.220 00:19:45.230 the finish on this car mind telling me
00:19:47.649 00:19:47.659 why well I figured the customer didn't
00:19:49.779 00:19:49.789 put this polished job on for fun
00:19:51.490 00:19:51.500 customers get pretty mad when a real
00:19:53.470 00:19:53.480 nice wax job is ruined well I've
00:19:55.990 00:19:56.000 certainly figures I thought maybe it was
00:19:58.210 00:19:58.220 because he was a first-time customer all
00:20:01.210 00:20:01.220 my regular customers were first-timers
00:20:03.220 00:20:03.230 once
00:20:10.470 00:20:10.480 notice how quickly he moved to get under
00:20:13.240 00:20:13.250 the hood
00:20:25.730 00:20:25.740 you look mighty interested in this area
00:20:28.010 00:20:28.020 why the careful scrutiny this is where I
00:20:31.070 00:20:31.080 find my best bet for replacement sales
00:20:33.080 00:20:33.090 such as frayed fan belts worn battery
00:20:35.450 00:20:35.460 cables and new battery sales they're all
00:20:38.120 00:20:38.130 in good condition on this car but I make
00:20:40.010 00:20:40.020 a point to always check your oil is at
00:20:45.950 00:20:45.960 the full mark and according to your
00:20:47.270 00:20:47.280 record was just changed if you have the
00:20:49.100 00:20:49.110 time I'd be glad to check the condition
00:20:50.419 00:20:50.429 of your battery oh I have the time go
00:20:52.400 00:20:52.410 right ahead you're doing a bang-up job
00:20:55.610 00:20:55.620 mister but except for the gas the only
00:20:58.640 00:20:58.650 thing you've sold so far is confidence
00:21:00.620 00:21:00.630 that's exactly the sale I've been
00:21:02.299 00:21:02.309 concentrating on
00:21:12.500 00:21:12.510 the glass was clean you're done you did
00:21:15.590 00:21:15.600 a nice job
00:21:16.190 00:21:16.200 thanks now if you turn on your lights
00:21:17.870 00:21:17.880 I'll make sure they're all burning
00:21:19.780 00:21:19.790 remember that sale he said he was
00:21:22.010 00:21:22.020 concentrating on well he's so right all
00:21:25.610 00:21:25.620 customers have sales resistance to some
00:21:27.920 00:21:27.930 degree but sell the customer confidence
00:21:30.830 00:21:30.840 in your honesty and sincerity and he'll
00:21:33.320 00:21:33.330 buy anything needed to keep his car
00:21:35.120 00:21:35.130 operating safely selling yourself to the
00:21:38.060 00:21:38.070 customer the most important sale you can
00:21:41.090 00:21:41.100 make at the pump life carry 26 pounds
00:21:44.900 00:21:44.910 near tires yes that's right
00:21:46.640 00:21:46.650 hey glad you thought of it I haven't had
00:21:48.230 00:21:48.240 them check in quite a while the customer
00:21:52.400 00:21:52.410 can't help being impressed by this kind
00:21:54.590 00:21:54.600 of service
00:21:55.220 00:21:55.230 I'd like to show you a condition on your
00:21:56.510 00:21:56.520 left rear tire sir that you should know
00:21:57.980 00:21:57.990 about
00:22:06.140 00:22:06.150 this is quite a cut it could have been
00:22:08.690 00:22:08.700 caused by running over a large piece of
00:22:10.190 00:22:10.200 glass or some other sharp object hey
00:22:12.410 00:22:12.420 that looks bad when tires are inflated
00:22:14.930 00:22:14.940 you can't tell how deep the cut extends
00:22:16.820 00:22:16.830 into the carcass how can we find out the
00:22:24.260 00:22:24.270 only way we'll know is to remove the
00:22:25.820 00:22:25.830 tire and examine it inside it's a safety
00:22:28.280 00:22:28.290 service we offer for free so if you
00:22:30.440 00:22:30.450 drive over to the side of the station
00:22:31.670 00:22:31.680 I'll be glad to remove it and we can see
00:22:33.230 00:22:33.240 how bad it is before you go out on the
00:22:34.520 00:22:34.530 road again good thing you noticed it by
00:22:37.100 00:22:37.110 all means let's take a look at it the
00:22:41.000 00:22:41.010 tree services the customer has received
00:22:43.010 00:22:43.020 puts him in a receptive mood free
00:22:46.310 00:22:46.320 inside-out inspection service is the
00:22:48.230 00:22:48.240 best selling method many times it
00:22:50.510 00:22:50.520 results in immediate sales with no price
00:22:52.550 00:22:52.560 scribbling or other problems best of all
00:22:54.950 00:22:54.960 the customer is usually the one to say
00:22:57.380 00:22:57.390 better put on a new tire let's not take
00:22:59.960 00:22:59.970 any chances and yes you're right once
00:23:05.060 00:23:05.070 the old tire is removed for inspection
00:23:06.730 00:23:06.740 it doesn't take any longer to put on a
00:23:09.260 00:23:09.270 new one but it takes to put the old one
00:23:11.420 00:23:11.430 back on and most important of all you're
00:23:14.480 00:23:14.490 actually offering him something he
00:23:15.860 00:23:15.870 really needs of course should the
00:23:18.260 00:23:18.270 inspection show the tire is still safe
00:23:20.180 00:23:20.190 you've helped establish yourself as his
00:23:22.880 00:23:22.890 tire man and tires just like shoes wear
00:23:25.730 00:23:25.740 out so you're on your way to an atlas
00:23:28.280 00:23:28.290 sale in the future there are many things
00:23:32.510 00:23:32.520 besides the seven-step pump block
00:23:34.670 00:23:34.680 procedure that can motivate patronage
00:23:37.040 00:23:37.050 and influence customers buying habits
00:23:39.130 00:23:39.140 such as removing unsightly grease spots
00:23:43.770 00:23:43.780 getting rid of annoying rattles freeing
00:23:49.090 00:23:49.100 up a sticky or squeaky door
00:23:55.280 00:23:55.290 sweeping out customers floor mat or
00:23:58.490 00:23:58.500 helping a stranger find his way it's
00:24:01.500 00:24:01.510 these little extra services these much
00:24:04.080 00:24:04.090 appreciated courtesies that get you
00:24:06.480 00:24:06.490 steady customers it takes some doing to
00:24:09.150 00:24:09.160 change a first-time customer into a
00:24:11.610 00:24:11.620 steady one once you've got him work hard
00:24:14.580 00:24:14.590 to hold on to him
00:24:15.570 00:24:15.580 don't take him for granted don't take
00:24:18.150 00:24:18.160 advantage of his confidence that's a
00:24:20.490 00:24:20.500 sure way to turn a steady customer into
00:24:23.010 00:24:23.020 a never again customer and what about
00:24:27.030 00:24:27.040 some of the things that do irritate
00:24:29.220 00:24:29.230 customers people that resent this kind
00:24:31.799 00:24:31.809 of treatment can be your best customers
00:24:34.710 00:24:34.720 provided you offer them the kind of
00:24:37.080 00:24:37.090 service they like this is another
00:24:40.260 00:24:40.270 customer irritant the motoring public
00:24:44.790 00:24:44.800 visits service stations more regularly
00:24:47.100 00:24:47.110 than other retail places of business and
00:24:49.710 00:24:49.720 they have a lot of stations to choose
00:24:51.660 00:24:51.670 from keeping a customer waiting
00:24:54.049 00:24:54.059 unnecessarily is a sure way to lose him
00:25:04.509 00:25:04.519 they are apt to pass up a station that
00:25:06.820 00:25:06.830 looks like this but in a station like
00:25:11.859 00:25:11.869 this people are influenced to drive in
00:25:14.619 00:25:14.629 because they feel they'll get fast
00:25:16.690 00:25:16.700 attention because their service quickly
00:25:19.239 00:25:19.249 available smart salesmen planned their
00:25:22.509 00:25:22.519 fault block maintenance work during
00:25:24.430 00:25:24.440 heavy traffic periods so people will see
00:25:27.789 00:25:27.799 that service is quickly available
00:25:29.799 00:25:29.809 notice that this consignee is turning
00:25:32.379 00:25:32.389 the first man chores over to his
00:25:33.969 00:25:33.979 assistant he knows that training to be
00:25:36.940 00:25:36.950 effective must be continuous this can
00:25:40.719 00:25:40.729 best be accomplished by station managers
00:25:42.909 00:25:42.919 dealers and consignee is working
00:25:45.279 00:25:45.289 directly with their crews show an
00:25:47.560 00:25:47.570 interest in their progress listen
00:25:49.569 00:25:49.579 correct compliment teach them to know
00:25:55.810 00:25:55.820 your customers their cars when they
00:25:58.569 00:25:58.579 might be planning a long trip or
00:26:00.190 00:26:00.200 vacation this friendly interest pays off
00:26:03.459 00:26:03.469 in large orders for lubrication sale of
00:26:06.219 00:26:06.229 batteries tires and your complete line
00:26:08.739 00:26:08.749 of accessories suppose we ask the man
00:26:14.709 00:26:14.719 who knows how he feels about it there's
00:26:17.049 00:26:17.059 no question but this is the way to train
00:26:18.909 00:26:18.919 your crew right here at the pump block
00:26:21.009 00:26:21.019 you can double the service and sales
00:26:22.329 00:26:22.339 production of your help and it's the
00:26:24.430 00:26:24.440 thing you can fit into your many other
00:26:25.810 00:26:25.820 duties with ease why I tripled my
00:26:28.359 00:26:28.369 battery sales by having my crew give
00:26:30.219 00:26:30.229 lots of good battery service each man
00:26:32.769 00:26:32.779 performed battery service many times a
00:26:35.169 00:26:35.179 day and it really paid off when I found
00:26:38.799 00:26:38.809 my men didn't know a customer by name I
00:26:40.989 00:26:40.999 corrected the problem simply by having
00:26:42.819 00:26:42.829 them pick the name off the credit card
00:26:44.619 00:26:44.629 they'd use his name every time they
00:26:46.839 00:26:46.849 greeted or thanked him I think my men
00:26:50.079 00:26:50.089 liked it that way and I know for sure my
00:26:52.419 00:26:52.429 customers do and how about you mr.
00:26:55.419 00:26:55.429 manager do you go along with what this
00:26:57.699 00:26:57.709 consignee said oh I certainly do I've
00:27:00.639 00:27:00.649 proved myself the only way you really
00:27:02.379 00:27:02.389 know what reaches a customer is to
00:27:04.329 00:27:04.339 listen in and observe at the pump block
00:27:05.979 00:27:05.989 and review the contact with the salesman
00:27:08.829 00:27:08.839 after the car leaves when a product or
00:27:11.979 00:27:11.989 service is in the lost column I don't
00:27:14.200 00:27:14.210 try to correct it by saying for exam
00:27:16.400 00:27:16.410 our gas sales are down we've got to sell
00:27:19.400 00:27:19.410 more gas I check up on the way as we ask
00:27:22.460 00:27:22.470 about filling the tank proper attitude
00:27:24.409 00:27:24.419 good voice inflection a little item can
00:27:27.350 00:27:27.360 be the difference between a sale and no
00:27:29.360 00:27:29.370 sale when customers leave their cars for
00:27:32.750 00:27:32.760 lubrication we all say as long as we
00:27:35.210 00:27:35.220 have the car here may we fill the tank
00:27:36.980 00:27:36.990 it's that simple
00:27:38.930 00:27:38.940 and it sells a lot of gasoline and how
00:27:42.020 00:27:42.030 about you mr. dealer anything you'd like
00:27:44.659 00:27:44.669 to add well of course I agree with both
00:27:47.270 00:27:47.280 these fellas and you must really believe
00:27:49.669 00:27:49.679 in all the products and services you
00:27:51.380 00:27:51.390 sell if you don't you can't sell others
00:27:53.659 00:27:53.669 my men voluntarily by Atlus tires and
00:27:56.659 00:27:56.669 batteries for their own cars they change
00:27:58.640 00:27:58.650 their oil and get grease jobs at the
00:28:00.500 00:28:00.510 same periods they advise their customers
00:28:02.270 00:28:02.280 this more than anything else makes their
00:28:04.820 00:28:04.830 sales discussions ring with sincerity
00:28:06.710 00:28:06.720 and customers instinctively know that
00:28:08.690 00:28:08.700 salesmen really mean it well I guess
00:28:13.730 00:28:13.740 that about does it but I'd like to
00:28:15.770 00:28:15.780 impress on you once more that it is your
00:28:18.560 00:28:18.570 responsibility to the motoring public to
00:28:21.500 00:28:21.510 make good the fulfillment of the
00:28:23.090 00:28:23.100 statements we take better care of your
00:28:26.090 00:28:26.100 car and that goes for every salesman
00:28:30.169 00:28:30.179 backing up these familiar booms so it's
00:28:33.230 00:28:33.240 up to you mr. manager and you mr.
00:28:37.430 00:28:37.440 consignee
00:28:39.610 00:28:39.620 and you mr. dealer the spotlight is on
00:28:44.769 00:28:44.779 each of you so give a good performance

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