Don't feel guilty about shorting customers on rebates, Pilot Flying J executives preached to sales staffers: They deserve it.
"Some of 'em don't even know what a spreadsheet is," Brian Mosher, Pilot director of national sales, told a group of sales reps at a November 2012 training session. "I've made my peace with it. ... [The average trucking customer] doesn't know what cost-plus pricing means, and he's not going to take the time to find out. He's lazy. He doesn't deserve [a rebate]."
Mosher's boss, Scott Wombold, sat in the meeting that day, former sales rep Janet Welch testified Wednesday in U.S. District Court in Chattanooga. He listened to Mosher's words again as federal prosecutors played the tape recorded by an undercover informant at the meeting, this time before a jury.
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