When I started railroading 15 years ago, I was taught by the guys, “Keep the wheels turning this is how we earn our money, and never sluff a customer.” About the time Fred Green took over as CEO the mentality changed, “Nobody moves, nobody gets hurt”. This became our new slogan. It was thought that being number one in safety would create business as customers would line up to work with such a “safe” railroad.
Railroading is a business. It’s about making money. To me it was obvious that if CN could offer a customer the same product as us at a far less cost, then obviously, the customer will go with CN. It is simple economics. Safety at the railroad is not the customer’s concern. It’s all about earning money.
I remember one time our employee website boasted that CP earned $300,000 for some safety award that nobody ever heard of before. Really! We earned $300,000 for safety but lost millions in business for safety. Does this make business sense?
I learned many years ago in college a basic marketing principle. It is the law of “diminishing returns”. For example, a farmer puts fertilizer on his field and sees a great improvement in his crops. “Well, this stuff is great”, he thinks. The farmer then puts more and more on his crops. Finally, he puts so much BS on his crops that they start to die. He can’t figure it out. How can something so good ultimately be so bad? Easy, there can be too much of a good thing. At CP the old CEO must have been sleeping that day when they taught the law of “diminishing returns”. Our fertilizer was/is safety and we were/are drowning in it.
Enter Hunter Harrison. I and my coworkers at the operating level have the feeling (at least where I work) that we may start to railroad again. For years we have been scoffing at safety meetings about management’s new safety initiative and how it will not work.