https://youtu.be/OpwPVKUNwhgBrad Pellman first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa.Brad is ASE master certified and AAM designated as well. He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country. Brad’s previous episodes HERE.Peter Foreman from Integra Tire, Second Generation Shop Owner, 39 Years old from Langley, BC. Peter literally grew up in the shop. As a baby, there was a cot in the office while his mom Cheryl did the books! Taking his Dad Dave’s beliefs and expanding on them, Peter went out and made a career on his own in the auto parts industry before deciding to come back and help his family bring the shop into the next age of auto service and repair in 2005. Peter is happily married with two children. His children love to visit the shop as well. Maybe there will be a third-generation one day! Learn of Peter’s Previous episodes HERE.Paul Marquardt Started in this business in 1979 as a pump jockey and lube tech. Paul attended various training over the years, some of it daytime training 4 hours of travel time. He bought the business Northwoods Auto Techs, Rhinelander, WI, in 1990 and in 1995 expanded from 2 bays to 5 bays and became a NAPA Autocare center at the same time. He was the NAPA Stevens Point NAPA ASE Tech of the Year from 1999 through 2008 and was the National NAPA ASE Tech of the Year for 2010. Paul Joined the NAPA Autotech training team around 2011 as a contract trainer and have been doing that as well as keeping the business going. Learn of Paul’s Previous episodes HERE.Key Talking Points: Big reality is that there is enough business for everyone.You cannot work on all the cars that drive by your shopProblem is not the shop across the street or down the roadMany shop owners have learned from their peersSmart shop owners are in a network and talk weeklyThere is no reason to create from scratch. Get ideas from colleagues, tweak to make them yours and implement. It is called R &amp; D. Ripoff and DuplicateIt is better to have friends than enemiesCall for support from a local team or network can help you solve a problemIf you get along they can be there to help youYou see strong comradery at events like Vision. Why can’t that get down to the very local level?You solve problems by having resources. Friends in your market can help youIn Peter’s group, they used to have a Google sheet that listed all their tools so they knew what they could borrowIf you borrow a tool twice you should own itYou can also share business challenges and marketing ideasSome have even helped with a techIf you share marketing ideas use different companies to keep your identities separateVisit every new shop in your area. Just stop in.Ask for their opinion on things. Tools, training, etcEncourage the shop down the road to visit aftermarket events including social events and trainingNo secret sauce exists. Don’t worry about someone taking ideas. That is the point. Make it your own and grow your businessDon’t ever talk negatively about another shop. It does not make you look good. It makes you look smallAlways defend shops in your townYou may discover a customer who is never happyFriends share that informationWe are all in the business for the same thing and we cannot work on every carWorking together insures your own successFighting one another never grows a great industry“You’re the average of the five people you spend most of your time with.” Jim RohnFriends help you. Make your competitor your friend. It is not a bad thing. It will help you grow your businessHelp each other with tools and similar software systems. Small Shops … Big Egos. It is real not to share and have your Ego get in front of important decisions.You’ll never get better if your ego rulesIf your customer ends up at the shop up the street. Then you screwed up.Friendships enable your successResources:A special thanks to Brad Pellman, Paul Marquardt, and Peter Foreman for their contribution to the aftermarket.Books Page HEREListen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/OpwPVKUNwhg" rel="nofollow" target="_blank">https://youtu.be/OpwPVKUNwhg</a>Brad Pellman first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa.Brad is ASE master certified and AAM designated as well. He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country. Brad’s previous episodes <a href="https://remarkableresults.biz/?s=Brad+Pellman" rel="nofollow" target="_blank">HERE</a>.Peter Foreman from Integra Tire, Second Generation Shop Owner, 39 Years old from Langley, BC. Peter literally grew up in the shop. As a baby, there was a cot in the office while his mom Cheryl did the books! Taking his Dad Dave’s beliefs and expanding on them, Peter went out and made a career on his own in the auto parts industry before deciding to come back and help his family bring the shop into the next age of auto service and repair in 2005. Peter is happily married with two children. His children love to visit the shop as well. Maybe there will be a third-generation one day! Learn of Peter’s Previous episodes <a href="https://remarkableresults.biz/?s=%22Peter+Foreman%22" rel="nofollow" target="_blank">HERE</a>.Paul Marquardt Started in this business in 1979 as a pump jockey and lube tech. Paul attended various training over the years, some of it daytime training 4 hours of travel time. He bought the business Northwoods Auto Techs, Rhinelander, WI, in 1990 and in 1995 expanded from 2 bays to 5 bays and became a NAPA Autocare center at the same time. He was the NAPA Stevens Point NAPA ASE Tech of the Year from 1999 through 2008 and was the National NAPA ASE Tech of the Year for 2010. Paul Joined the NAPA Autotech training team around 2011 as a contract trainer and have been doing that as well as keeping the business going. Learn of Paul’s Previous episodes <a href="https://remarkableresults.biz/?s=%22Paul+Marquardt%22" rel="nofollow" target="_blank">HERE</a>.Key Talking Points: <ul><li>Big reality is that there is enough business for everyone.</li><li>You cannot work on all the cars that drive by your shop</li><li>Problem is not the shop across the street or down the road</li><li>Many shop owners have learned from their peers</li><li>Smart shop owners are in a network and talk weekly</li><li>There is no reason to create from scratch. Get ideas from colleagues, tweak to make them yours and implement. It is called R &amp; D. Ripoff and Duplicate</li><li>It is better to have friends than enemiesCall for support from a local team or network can help you solve a problem</li><li>If you get along they can be there to help you</li><li>You see strong comradery at events like Vision. Why can’t that get down to the very local level?</li><li>You solve problems by having resources. Friends in your market can help you</li><li>In Peter’s group, they used to have a Google sheet that listed all their tools so they knew what they could borrow</li><li>If you borrow a tool twice you should own it</li><li>You can also share business challenges and marketing ideasSome have even helped with a tech</li><li>If you share marketing ideas use different companies to keep your identities separate</li><li>Visit every new shop in your area. Just stop in.Ask for their opinion on things. Tools, training, etc</li><li>Encourage the shop down the road to visit aftermarket events including social events and training</li><li>No secret sauce exists. Don’t worry about someone taking ideas. That is the point. Make it your own and grow your business</li><li>Don’t ever talk negatively about another shop. It does not make you look good. It makes you look small</li><li>Always defend shops in your town</li><li>You may discover a customer who is never happyFriends share that information</li><li>We are all in the business for the same thing and we cannot work on every carWorking together insures your own success</li><li>Fighting one another never grows a great industry</li><li>“You’re the average of the five people you spend most of your time with.” Jim Rohn</li><li>Friends help you. Make your competitor your friend. It is not a bad thing. It will help you grow your business</li><li>Help each other with tools and similar software systems. </li><li>Small Shops … Big Egos. It is real not to share and have your Ego get in front of important decisions.</li><li>You’ll never get better if your ego rules</li><li>If your customer ends up at the shop up the street. Then you screwed up.</li><li>Friendships enable your success</li></ul>Resources:<ul><li>A special thanks to Brad Pellman, Paul Marquardt, and Peter Foreman for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/listen/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Make your Competitor Your Friend [THA 163]

 https://youtu.be/IITVoBkJ1-AKeith Williamson is the owner of Williamson’s Repair and Tire in Bondurant, IA for over 20 years. He is a member of MWACA where he leads the Shop Owner Support Group (an amazing group of shops) in Iowa. He and his team focus on the customer experience, as well as Hybrid, Electric and emerging vehicle technologies. He recently added a solar array to his building and uses a Toyota Prius and Chevrolet Volt as shuttle vehicles and plans to add more hybrid and electric vehicles as they continually update their loaner fleet. He is a member of RLO Training’s Bottom Line Impact Group for 4 years. Listen to Keith’s previous episodes HERE.John Long started to gain more interest in vehicles and just after his 21stbirthday he accepted a position working at National Tire &amp; Battery as a service advisor. He knew nothing about tires or vehicle systems and how they worked, but he learned as much as he could.In 2005, John and his wife decided it was time for a move. He arrived in San Antonio late on a Friday night after driving 24 hours straight and interviewed with Mark Roberts on Saturday morning. Mark hired John, and for the next several years he helped grow the new mechanical repair shop business. Listen to John’s previous episodes HERE.Tyler Hubbard is the owner, I-70 Auto Service, Kansas City, MO. Listen to Tyler’s previous episodes HERE.Key Talking Points:One of the best ways to grow your technicians is to pay for their trainingConsider incentives for the number of hours. See this episode with Bill Hill: FTR 075: Bill Hill – Yearly Bonus is All About a Commitment to TrainingPromote to your customer that you are closed for trainingLet them know of your commitment to stay on the cutting edgeUse your invoices, signs and social media to promote your training commitmentThe best networking happens at the breaks and in social events during any conference, especially at VisionWhen back at work hold lunch and learns and share what each other learned and what resources are available.When you teach you learnHold deep discussions on what each learned. Do this over a few weeks so you can spend some quality time on each lessonTeam bonding is at an all-time high when you bring your team to a training conference.Some techs will leave shops when they will not pay for their trainingBe sure that your techs all go to different classesLunch and learn where your techs share new ideas that they discovered or learned. Make this a part of your meetingsHow do we test if the training workedYou need to want to see your people be successfulTrack comebacks to find weaknesses in trainingTraining saves your tech time. Time is moneyIf you are going to provide the best customer service, not training your techs hurts that commitmentYou gain a competitive advantage with your commitment to trainingYou need to fix yourself and then you’ll find better ways to build a better businessInvestment in training as a percent of sales needs to be budgetedJohn Long spent $90,000 on training. It was 3% of his businessTechs want to be trained. If they don’t it is time for them to find another shopEvery position in the company needs to be trained: CEO, Service Advisor, Technicians and back officeHire a business coach to help you run a better business and hold you accountableTraining hours per year required and reviewed each quarter. Many owners pay an incentive to hit their training goalsCareful. Not all training is good training. Don’t stop training if you have a bad experience, but learn about trainers, venues and contentHow to:Put monies away for training: Scrap iron can be used to fund trainingSupplier rebate’s (debit cards used to pay for training)Parts suppliers and dealers have rebates.Suppliers have great training. Partner with your suppliers to bring in the training you needLocal and regional training comes to your city. You do not have to always go to national eventsGather your local shop owners and bring in a national trainerIn house training with a top diagnostician to teach your B and C techsBuild training into your labor rate. No customer will notice  If you pay for training you can go on better vacations Resources:A special thanks to Keith Williamson, John Long, and Tyler Hubbard for their contribution to the aftermarket.Books Page HEREListen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/IITVoBkJ1-A" rel="nofollow" target="_blank">https://youtu.be/IITVoBkJ1-A</a>Keith Williamson is the owner of Williamson’s Repair and Tire in Bondurant, IA for over 20 years. He is a member of MWACA where he leads the Shop Owner Support Group (an amazing group of shops) in Iowa. He and his team focus on the customer experience, as well as Hybrid, Electric and emerging vehicle technologies. He recently added a solar array to his building and uses a Toyota Prius and Chevrolet Volt as shuttle vehicles and plans to add more hybrid and electric vehicles as they continually update their loaner fleet. He is a member of RLO Training’s Bottom Line Impact Group for 4 years. Listen to Keith’s previous episodes <a href="https://remarkableresults.biz/town-hall-academy/a146/?s=%22Keith+Williamson%22" rel="nofollow" target="_blank">HERE</a>.John Long started to gain more interest in vehicles and just after his 21stbirthday he accepted a position working at National Tire &amp; Battery as a service advisor. He knew nothing about tires or vehicle systems and how they worked, but he learned as much as he could.In 2005, John and his wife decided it was time for a move. He arrived in San Antonio late on a Friday night after driving 24 hours straight and interviewed with Mark Roberts on Saturday morning. Mark hired John, and for the next several years he helped grow the new mechanical repair shop business. Listen to John’s previous episodes <a href="https://remarkableresults.biz/?s=%22John+Long%22" rel="nofollow" target="_blank">HERE</a>.Tyler Hubbard is the owner, I-70 Auto Service, Kansas City, MO. Listen to Tyler’s previous episodes <a href="https://remarkableresults.biz/?s=%22Tyler+Hubbard%22" rel="nofollow" target="_blank">HERE</a>.Key Talking Points:<ul><li>One of the best ways to grow your technicians is to pay for their training</li><li>Consider incentives for the number of hours. See this episode with Bill Hill: <a href="https://remarkableresults.biz/captivate-podcast/f075/" rel="nofollow" target="_blank">FTR 075: Bill Hill – Yearly Bonus is All About a Commitment to Training</a></li><li>Promote to your customer that you are closed for trainingLet them know of your commitment to stay on the cutting edge</li><li>Use your invoices, signs and social media to promote your training commitment</li><li>The best networking happens at the breaks and in social events during any conference, especially at Vision</li><li>When back at work hold lunch and learns and share what each other learned and what resources are available.When you teach you learn</li><li>Hold deep discussions on what each learned. Do this over a few weeks so you can spend some quality time on each lesson</li><li>Team bonding is at an all-time high when you bring your team to a training conference.</li><li>Some techs will leave shops when they will not pay for their training</li><li>Be sure that your techs all go to different classes</li><li>Lunch and learn where your techs share new ideas that they discovered or learned. Make this a part of your meetings</li><li>How do we test if the training worked</li><li>You need to want to see your people be successful</li><li>Track comebacks to find weaknesses in training</li><li>Training saves your tech time. Time is money</li><li>If you are going to provide the best customer service, not training your techs hurts that commitment</li><li>You gain a competitive advantage with your commitment to training</li><li>You need to fix yourself and then you’ll find better ways to build a better business</li><li>Investment in training as a percent of sales needs to be budgeted</li><li>John Long spent $90,000 on training. It was 3% of his business</li><li>Techs want to be trained. If they don’t it is time for them to find another shop</li><li>Every position in the company needs to be trained: CEO, Service Advisor, Technicians and back office</li><li>Hire a business coach to help you run a better business and hold you accountable</li><li>Training hours per year required and reviewed each quarter. Many owners pay an incentive to hit their training goals</li><li>Careful. Not all training is good training. Don’t stop training if you have a bad experience, but learn about trainers, venues and content</li><li>How to:Put monies away for training: Scrap iron can be used to fund training</li><li>Supplier rebate’s (debit cards used to pay for training)Parts suppliers and dealers have rebates.</li><li>Suppliers have great training. Partner with your suppliers to bring in the training you need</li><li>Local and regional training comes to your city. You do not have to always go to national events</li><li>Gather your local shop owners and bring in a national trainer</li><li>In house training with a top diagnostician to teach your B and C techs</li><li>Build training into your labor rate. No customer will notice </li><li> If you pay for training you can go on better vacations</li></ul> Resources:<ul><li>A special thanks to Keith Williamson, John Long, and Tyler Hubbard for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/listen/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Are You Paying for Training? The Right Thing To Do [THA 162]

https://youtu.be/QBQiSKOEIG4Bambi Crozier, wife and co-owner with Neil Crozier, of Car Clinic in Lowell, AR (Northwest Arkansas), has a passion for the hardworking shop owner. Her vision to Change the Face of Automotive Care motivates and inspires every aspect of her daily operation. She entered the industry in 2012 as an entrepreneur shortly after moving back to Arkansas. She spent more than 11 years at AT&amp;T in client relation roles and has a talent for looking at her business and the auto industry through the lens of a client. Bambi’s previous episodes HERE.Kim Auernheimer, AAM is the Co-Owner &amp; Business Manager of CS Automotive in Brentwood, Tennessee. CS Automotive was opened in October of 2006 in the back of a warehouse and now they call a 6,400 square foot, 10-bay shop home. Prior to joining her husband Rob in the business on a full-time basis, Kim had a career in Commercial Real Estate and Property Management. In July of 2011, she stepped out from the background of the business and joined her husband in the venture of creating an industry-leading standoutKim continuously seeks out training for her and her entire team and put the teachings to use. Her belief in industry education has been a large influence on how much success and growth they have had over the last few years. She has a passion to improve the reputation of the Automotive Repair industry working alongside other shop owners and industry leaders to improve the overall experience of the customer from the moment they make that first call to the shop until they drive their car off the lot instilling transparency and developing trust during the entire process.In 2017, she obtained her Accredited Automotive Manager (AAM) designation. This is a result of 120-credit hours of coursework in several core competencies including leadership, marketing, customer relations, accounting, and several other areas of automotive repair business management. Listen to Kim’s Episodes HERE.Brad Hazelwonder is an Insurance Marketing Representative for Federated Insurance. His areas of expertise: Business Insurance, Life &amp; Disability Insurance, Estate Planning, Business Succession, and Key Employee RetentionKey Talking Points:Insurance is a contract between the business and the insurance companyTwo typesPhysical propertyWhat you ownYour Customers propertyLiabilityYou are responsible for damage to others and their propertyYou have more responsibility than an individualWhen you hire someone you say you trust that personWhen they do something wrong the liability is on you.These claims are going through the roofYearly audits are done with your agent. Sometimes twice. They may ask:Are there name changeNew propertyMailing addressChanges in equipmentLook at revenueChanges in payrollLook at loaners and the limits you wantAnd many moreLoanersYou must check if your customer has a valid licenseYou must check if they have valid insuranceNo different than a rental car contractYou need to get a signed agreement with the customer on the use of the loaner car. Your insurance company can get you a version (vehicle usage/release form)You may need a declaration page or insurance card. Verify with your insurance carrier to the proper way to cover yourself.If the insurance isn’t paid, they have no insurance even though you may see an insurance card. You can call the customers agent to send you a declaration of insuranceSome customers can go through their app to send you a declarationHow Insurance pays outThere are certain types of coverageReplacement cost. Like, Kind, QualityConsider taking a higher deductableActual cash valueTake the depreciated amount outDeductiblesThere is a hidden value in deductiblesWorkmans compUpfront savingCan prevent your MOD rating by paying a portion (experience rating)The number of claims increases your premiums. Higher deductibles can save you money, however, your exposure is higherGood processes and quality programs help minimize your risk Report all claims. You can make it report only. Get it on record, you can always pull the claim.Cost management: Insurance deductibles and coverageBusiness and persona umbrella policy is a givenUmbrella policies sit above all other policies and provide you additional coverageWith insurance, you get what you pay forWorking with an agent face to face is a huge value to your businessBusiness interruption insuranceConsider the length of time you may need. It will always be longerIf you don’t report all your income then you also have a gap you’ll need to deal with. Get all your sales on the booksNothing good happens after midnight Have proper limitsYou should ‘What If’ with your insurance agentWhat Happens If ….Resources:A special thanks to Bambi Crozier, Kim Auernheimer, and Brad Hazelwonder for their contribution to the aftermarket.Books Page HEREListen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/QBQiSKOEIG4" rel="nofollow" target="_blank">https://youtu.be/QBQiSKOEIG4</a>Bambi Crozier, wife and co-owner with Neil Crozier, of Car Clinic in Lowell, AR (Northwest Arkansas), has a passion for the hardworking shop owner. Her vision to Change the Face of Automotive Care motivates and inspires every aspect of her daily operation. She entered the industry in 2012 as an entrepreneur shortly after moving back to Arkansas. She spent more than 11 years at AT&amp;T in client relation roles and has a talent for looking at her business and the auto industry through the lens of a client. Bambi’s previous episodes <a href="https://remarkableresults.biz/?s=%22bambi+crozier%22" rel="nofollow" target="_blank">HERE</a>.Kim Auernheimer, AAM is the Co-Owner &amp; Business Manager of CS Automotive in Brentwood, Tennessee. CS Automotive was opened in October of 2006 in the back of a warehouse and now they call a 6,400 square foot, 10-bay shop home. Prior to joining her husband Rob in the business on a full-time basis, Kim had a career in Commercial Real Estate and Property Management. In July of 2011, she stepped out from the background of the business and joined her husband in the venture of creating an industry-leading standoutKim continuously seeks out training for her and her entire team and put the teachings to use. Her belief in industry education has been a large influence on how much success and growth they have had over the last few years. She has a passion to improve the reputation of the Automotive Repair industry working alongside other shop owners and industry leaders to improve the overall experience of the customer from the moment they make that first call to the shop until they drive their car off the lot instilling transparency and developing trust during the entire process.In 2017, she obtained her Accredited Automotive Manager (AAM) designation. This is a result of 120-credit hours of coursework in several core competencies including leadership, marketing, customer relations, accounting, and several other areas of automotive repair business management. Listen to Kim’s Episodes <a href="https://remarkableresults.biz/?s=kim+auernheimer" rel="nofollow" target="_blank">HERE</a>.Brad Hazelwonder is an Insurance Marketing Representative for Federated Insurance. His areas of expertise: Business Insurance, Life &amp; Disability Insurance, Estate Planning, Business Succession, and Key Employee RetentionKey Talking Points:<ul><li>Insurance is a contract between the business and the insurance company</li><li>Two typesPhysical propertyWhat you own</li><li>Your Customers property</li><li>LiabilityYou are responsible for damage to others and their property</li><li>You have more responsibility than an individual</li><li>When you hire someone you say you trust that person</li><li>When they do something wrong the liability is on you.</li><li>These claims are going through the roof</li><li>Yearly audits are done with your agent. Sometimes twice. They may ask:Are there name change</li><li>New property</li><li>Mailing address</li><li>Changes in equipment</li><li>Look at revenue</li><li>Changes in payroll</li><li>Look at loaners and the limits you want</li><li>And many more</li><li>LoanersYou must check if your customer has a valid license</li><li>You must check if they have valid insurance</li><li>No different than a rental car contract</li><li>You need to get a signed agreement with the customer on the use of the loaner car. Your insurance company can get you a version (vehicle usage/release form)</li><li>You may need a declaration page or insurance card. Verify with your insurance carrier to the proper way to cover yourself.</li><li>If the insurance isn’t paid, they have no insurance even though you may see an insurance card. You can call the customers agent to send you a declaration of insurance</li><li>Some customers can go through their app to send you a declaration</li><li>How Insurance pays outThere are certain types of coverageReplacement cost. Like, Kind, QualityConsider taking a higher deductable</li><li>Actual cash valueTake the depreciated amount out</li><li>DeductiblesThere is a hidden value in deductiblesWorkmans compUpfront saving</li><li>Can prevent your MOD rating by paying a portion (experience rating)</li><li>The number of claims increases your premiums. Higher deductibles can save you money, however, your exposure is higher</li><li>Good processes and quality programs help minimize your risk</li><li> </li><li>Report all claims. You can make it report only. Get it on record, you can always pull the claim.</li><li>Cost management: Insurance deductibles and coverage</li><li>Business and persona umbrella policy is a givenUmbrella policies sit above all other policies and provide you additional coverage</li><li>With insurance, you get what you pay forWorking with an agent face to face is a huge value to your business</li><li>Business interruption insuranceConsider the length of time you may need. It will always be longer</li><li>If you don’t report all your income then you also have a gap you’ll need to deal with. Get all your sales on the books</li><li>Nothing good happens after midnight </li><li>Have proper limits</li><li>You should ‘What If’ with your insurance agentWhat Happens If ….</li></ul>Resources:<ul><li>A special thanks to Bambi Crozier, Kim Auernheimer, and Brad Hazelwonder for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/listen/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Insurance Coverage Review – Part 1 [THA 161]

https://youtu.be/fi3oBrNmE9QAndy Bizub from Midwest Performance Cars in Chicago is also a native of Chicago. His first career was 25 years as a commodity trader. He entered the professional auto industry in 2014 by acquiring a failing shop in downtown Chicago that he was a customer of and started a turnaround. Andy now has two locations. He bought his first car at age 19, a 1972 Triumph Spitfire, which was the start of his gas, oil, and automobile obsession. Listen to Andy’s previous episodes HERE.Maryann Croce was a banker turned business owner. Tony was a technician turned shop owner. Her biggest mistake as a new business owner was thinking she had to do it all. This is one of the reasons why her signature talk “Gain Control by Letting Go” was created. Maryann is also a member of Women in Auto Care and owns smallbizvantage.com. Hear Maryann in her previous episodes HERE.Tony Tatich is the General Manager of TMT Automotive, Bremen, IN. He works on solidifying his current shop while building human capital. He is, currently, exploring a second location with the second shop already located. One of his present challenges is finding the right person for the second location. He thinks about his continued growth personally, business, and into multiple facilities. he is working through challenges of growth &amp; being a Yes shop in massive growth periods.He is looking for harmony and to build a shop that runs 100% without his involvement. He leads a staff of technicians that are 21, 28, &amp; 33 with a senior technician @ 54, Growing out next people homegrown! He is very excited about –  2nd child on the way, 19.8% growth in the first 6 months! Find out more about Tony’s episodes HERE.Key Talking Points:Where are you getting your new customers?Old fashion mailersFacebook groupsSmall fleets (other business owners)Building relationships from all sectors, building trustGoogle ad wordsCommunitySocial media. Paid and organicMailersShow you are different in your value propositionGoogle My BusinessAndy was able to cut his cost of clicks down substantiallyGrowth strategy from TMT (Tony) took them some time to find their first. They have a goal of 5 storesMany have goals to grow and sell to a regional consolidatorTime hack:Get off of FacebookManage your time by theme days or activitiesManage your tasksSend a text on your tasks to yourself and not open it until morningPlan your day the night beforeFind a brick of time (blocks)Cross of a list and get the closure of completionAverage Repair Order GrowthLook for the ‘Smalls’Lightbulbs, air filters, cabin filters400% Rule100% Inspected100% Quoted100% Talked to Client100% of Follow UpBalancing with RotationBe responsible for your customer vehicleTony wants to find a shop with a low car count and low AROHe will increase that immediately, overnight with procedures and customer service commitmentUnderstand what the client’s goals for their vehicle is. This will help you decide maintenance for the long term‘Call Us For Anything’ A sign in your shop that professes your support to their vehicle safety and reliability. Texting, callsA forever discussion with every clientTony offers a loaner car on the weekends when they are closedWe are in a need it now worldCustomers want help and assistance NOWCreate a lockbox with a code with keys for a loaner carMaryann has any message answered when they are closedAndy did an employee engagement surveyDiscovered internal communications was a weakness and easy to addressTrends.Andy says the industry is splitting into three segmentsVery High Service, High Touch, Specialists, BoutiqueInvestment needed in technology tools/solutionsADAS example. Future self-calibrationDealershipChainsA one shop company may not be able to afford the equipment, tools, and training to keep upAndy Bizub’s business coach was quoted as saying, “The dealers around you want to raise their labor rates but they can’t until you do”.A vicious spiralWhen you lead with your heart you many not be sustaining the business. You’ve got to thrive if you are going to stay in business. Charging for services rendered is tough but must be done. Charging commodity pricing will not sustain your businessResources:A special thanks to Andy Bizub, Maryann Croce, and Tony Tatich for their contribution to the aftermarket.Books Page HEREListen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/fi3oBrNmE9Q" rel="nofollow" target="_blank">https://youtu.be/fi3oBrNmE9Q</a>Andy Bizub from Midwest Performance Cars in Chicago is also a native of Chicago. His first career was 25 years as a commodity trader. He entered the professional auto industry in 2014 by acquiring a failing shop in downtown Chicago that he was a customer of and started a turnaround. Andy now has two locations. He bought his first car at age 19, a 1972 Triumph Spitfire, which was the start of his gas, oil, and automobile obsession. Listen to Andy’s previous episodes <a href="https://remarkableresults.biz/?s=%22bizub%22" rel="nofollow" target="_blank">HERE</a>.Maryann Croce was a banker turned business owner. Tony was a technician turned shop owner. Her biggest mistake as a new business owner was thinking she had to do it all. This is one of the reasons why her signature talk “Gain Control by Letting Go” was created. Maryann is also a member of Women in Auto Care and owns <a href="http://smallbizvantage.com/" rel="nofollow" target="_blank">smallbizvantage.com</a>. Hear Maryann in her previous episodes <a href="https://remarkableresults.biz/?s=maryann+croce" rel="nofollow" target="_blank">HERE</a>.Tony Tatich is the General Manager of TMT Automotive, Bremen, IN. He works on solidifying his current shop while building human capital. He is, currently, exploring a second location with the second shop already located. One of his present challenges is finding the right person for the second location. He thinks about his continued growth personally, business, and into multiple facilities. he is working through challenges of growth &amp; being a Yes shop in massive growth periods.He is looking for harmony and to build a shop that runs 100% without his involvement. He leads a staff of technicians that are 21, 28, &amp; 33 with a senior technician @ 54, Growing out next people homegrown! He is very excited about –  2nd child on the way, 19.8% growth in the first 6 months! Find out more about Tony’s episodes <a href="https://remarkableresults.biz/?s=%22Tony+Tatich%22" rel="nofollow" target="_blank">HERE</a>.Key Talking Points:<ul><li>Where are you getting your new customers?Old fashion mailers</li><li>Facebook groups</li><li>Small fleets (other business owners)</li><li>Building relationships from all sectors, building trust</li><li>Google ad words</li><li>Community</li><li>Social media. Paid and organic</li><li>Mailers</li><li>Show you are different in your value proposition</li><li>Google My BusinessAndy was able to cut his cost of clicks down substantially</li><li>Growth strategy from TMT (Tony) took them some time to find their first. They have a goal of 5 storesMany have goals to grow and sell to a regional consolidator</li><li>Time hack:Get off of Facebook</li><li>Manage your time by theme days or activities</li><li>Manage your tasksSend a text on your tasks to yourself and not open it until morning</li><li>Plan your day the night before</li><li>Find a brick of time (blocks)</li><li>Cross of a list and get the closure of completion</li><li>Average Repair Order GrowthLook for the ‘Smalls’Lightbulbs, air filters, cabin filters</li><li>400% Rule100% Inspected</li><li>100% Quoted</li><li>100% Talked to Client</li><li>100% of Follow Up</li><li>Balancing with Rotation</li><li>Be responsible for your customer vehicle</li><li>Tony wants to find a shop with a low car count and low AROHe will increase that immediately, overnight with procedures and customer service commitment</li><li>Understand what the client’s goals for their vehicle is. This will help you decide maintenance for the long term</li><li>‘Call Us For Anything’ A sign in your shop that professes your support to their vehicle safety and reliability. Texting, calls</li><li>A forever discussion with every client</li><li>Tony offers a loaner car on the weekends when they are closedWe are in a need it now world</li><li>Customers want help and assistance NOW</li><li>Create a lockbox with a code with keys for a loaner car</li><li>Maryann has any message answered when they are closed</li><li>Andy did an employee engagement surveyDiscovered internal communications was a weakness and easy to address</li><li>Trends.Andy says the industry is splitting into three segmentsVery High Service, High Touch, Specialists, BoutiqueInvestment needed in technology tools/solutions</li><li>ADAS example. Future self-calibration</li><li>Dealership</li><li>Chains</li><li>A one shop company may not be able to afford the equipment, tools, and training to keep up</li><li>Andy Bizub’s business coach was quoted as saying, “The dealers around you want to raise their labor rates but they can’t until you do”.A vicious spiral</li><li>When you lead with your heart you many not be sustaining the business. You’ve got to thrive if you are going to stay in business. Charging for services rendered is tough but must be done. Charging commodity pricing will not sustain your business</li></ul>Resources:<ul><li>A special thanks to Andy Bizub, Maryann Croce, and Tony Tatich for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/listen/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Open Forum: Ask the Shop Owner – Part 2 [THA 160]

https://youtu.be/t3cgw0Mbc2YJeremy O’Neal President and lead sales trainer for Advisorfix, began his career as a Service Advisor and moved into Service Management at the dealership level for VW, Audi, and Porsche. He consistently placed in the top 3% of Service Advisors across the nation.With a passion for helping others, Jeremy started coaching Service Advisers in 2007. Jeremy also owns an independent auto repair shop Freedom Auto Repair in Hesperia, CA. Previous episodes HERE. Link to Advisorfix HERE.Todd Zimmerman is Dynamic Automotive's Location leader. Previous episodes HERE.Jayson Preston. Supervisor, Parts and Service, Curt's Service Inc., Oak Park, MI Previous episodes HERE.Key Talking Points: Role Play #1 - Incoming Lead: Calling for a price on a Timing Belt. 2012 Honda Odyssey Touring 3.5 122,500 Miles. Original BeltGetting the car into the shop is a priorityNo dead air on phone call- connect with customer and keep them talking, guide call and establish control of the conversation When you answer the phone be fully presentPricing is transparent, don’t be afraid of it Role Play #2 - Sales Presentation - Oil Change Customer. 2017 Honda CRV AWD 63,900 Miles.People deny work depending on price, trust, or no time If you don’t know why the customer is turning down work then you can’t fix vehicle problemBrake pads- safety issueGive one total price instead of line by line price Role Play #3 - Selling Diagnostic Services over the phone. The customer calls in and asks how much to diagnose my check engine light.Asked for appointment multiple timesNeed to ask the type of vehicleStand ground for a testing fee- able to accurately fix the vehicle with running proper testing, taking the guesswork out of the equationSafe to drive? Yes can drive it to shop to get it fixedRCA- root cause analysis  Resources:A special thanks to Jeremy O'Neal, Todd Zimmerman, and Jayson Preston for their contribution to the aftermarket.Books Page HEREListen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/t3cgw0Mbc2Y" rel="nofollow" target="_blank">https://youtu.be/t3cgw0Mbc2Y</a>Jeremy O’Neal President and lead sales trainer for Advisorfix, began his career as a Service Advisor and moved into Service Management at the dealership level for VW, Audi, and Porsche. He consistently placed in the top 3% of Service Advisors across the nation.With a passion for helping others, Jeremy started coaching Service Advisers in 2007. Jeremy also owns an independent auto repair shop Freedom Auto Repair in Hesperia, CA. Previous episodes <a href="https://remarkableresults.biz/?s=%22Jeremy+O%27Neal%22" rel="nofollow" target="_blank">HERE</a>. Link to Advisorfix <a href="http://www.advisorfix.com/" rel="nofollow" target="_blank">HERE</a>.Todd Zimmerman is Dynamic Automotive's Location leader. Previous episodes <a href="https://remarkableresults.biz/?s=Todd+Zimmerman" rel="nofollow" target="_blank">HERE</a>.Jayson Preston. Supervisor, Parts and Service, Curt's Service Inc., Oak Park, MI Previous episodes <a href="https://remarkableresults.biz/?s=Jayson+Preston" rel="nofollow" target="_blank">HERE</a>.Key Talking Points: <ul><li>Role Play #1 - Incoming Lead: Calling for a price on a Timing Belt. 2012 Honda Odyssey Touring 3.5 122,500 Miles. Original Belt</li><li>Getting the car into the shop is a priority</li><li>No dead air on phone call- connect with customer and keep them talking, guide call and establish control of the conversation </li><li>When you answer the phone be fully present</li><li>Pricing is transparent, don’t be afraid of it </li><li>Role Play #2 - Sales Presentation - Oil Change Customer. 2017 Honda CRV AWD 63,900 Miles.People deny work depending on price, trust, or no time </li><li>If you don’t know why the customer is turning down work then you can’t fix vehicle problem</li><li>Brake pads- safety issue</li><li>Give one total price instead of line by line price </li><li>Role Play #3 - Selling Diagnostic Services over the phone. The customer calls in and asks how much to diagnose my check engine light.</li><li>Asked for appointment multiple times</li><li>Need to ask the type of vehicle</li><li>Stand ground for a testing fee- able to accurately fix the vehicle with running proper testing, taking the guesswork out of the equation</li><li>Safe to drive? Yes can drive it to shop to get it fixed</li><li>RCA- root cause analysis  </li></ul>Resources:<ul><li>A special thanks to Jeremy O'Neal, Todd Zimmerman, and Jayson Preston for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/listen/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Service Advisor Role Play #4 [THA 159]

Panel:Rachael Wacha, City Auto Repair, Gainsville, FLKate Jonasee, K-Tech, Sebastopol, CA (MSO)Donnie Hudson, Troy Auto Care, Troy, MI (MSO)Jeremy Winters, Service Manager at Weavers Auto Center, Shawnee, KSTalking Points: Kate’s big thing was the improvement in her company culture and the psychology of herself as a leader was impactful.Rachael, getting yourself centered so you can make a change with your teamSome on your team will exit themselves as they choose not to be team playersTechnical and management training is so important to the development of your teamDonnie does cross-training so each other knows the other jobTraining happens when the culture breeds continuing educationLocalize training needs to be more hands-onHire a national trainer and split costs with fellow shop owners and set up a Saturday for a daytime hands-onLabor rates are a reflection of your value proposition. Labor rates should be a function of the business not of the marketIf you did your job right it is never about the labor rateCustomers want to trust you  Rachel sells here value vs price or labor rateCustomers ask price or rates because they don’t know what else to askFocusing on the customer is part of your culture. They will now it and feel itYou can offer a value proposition for your customers even if you just started. Start out strong with a strong culture and commitment to your team and your customerSurround yourself with people smarter than youAsk other shop owners 90% of them want to help. Put your ego on the shelf. Be humbleWeavers got completely off of flat rate. They have six-figure technicians on an hourly planYou can tie many performance bonusesDonnie and kate has put in place an IRA plan for their techsComebacks:Handled as a #1 priorityThis show the character of the company by how you handle come backsConsider a system to track every come back to spot a trendKate and Jeremy are watching the growth of EV’s Kate and Donny are not heavily into HybridsRachael feels that having peers and colleagues helping her has had a big impact on here businessKate feels that her business coach has had a huge impact on her businessShe recently had 36 other shop owners touring her facility where there was knowledge transfer happening for everyoneBonding and Q &amp; A happeningIdea sharingJeremy has seen the impact of a business coach on the business. A game-changerDonnie’s coaching experience is from his local business development group. Sharing, caring, teachingSuccession planning. How do you plan to doEvery decision you make should be on succeeding the businessFamily businesses have unique dynamics. Open communication is criticalIf you can’t find a successor with the passion necessary you don’t have a good candidate Resources:A special thanks to Donnie Hudson, Kate Jonasee, Rachel Wacha and Jeremy Winters for their contribution to the aftermarket.Books Page HERELeave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

Panel:<ul><li>Rachael Wacha, City Auto Repair, Gainsville, FL</li><li>Kate Jonasee, K-Tech, Sebastopol, CA (MSO)</li><li>Donnie Hudson, Troy Auto Care, Troy, MI (MSO)</li><li>Jeremy Winters, Service Manager at Weavers Auto Center, Shawnee, KS</li></ul>Talking Points: <ul><li>Kate’s big thing was the improvement in her company culture and the psychology of herself as a leader was impactful.</li><li>Rachael, getting yourself centered so you can make a change with your team</li><li>Some on your team will exit themselves as they choose not to be team players</li><li>Technical and management training is so important to the development of your team</li><li>Donnie does cross-training so each other knows the other job</li><li>Training happens when the culture breeds continuing education</li><li>Localize training needs to be more hands-onHire a national trainer and split costs with fellow shop owners and set up a Saturday for a daytime hands-on</li><li>Labor rates are a reflection of your value proposition. </li><li>Labor rates should be a function of the business not of the market</li><li>If you did your job right it is never about the labor rate</li><li>Customers want to trust you  </li><li>Rachel sells here value vs price or labor rate</li><li>Customers ask price or rates because they don’t know what else to ask</li><li>Focusing on the customer is part of your culture. They will now it and feel it</li><li>You can offer a value proposition for your customers even if you just started. Start out strong with a strong culture and commitment to your team and your customerSurround yourself with people smarter than you</li><li>Ask other shop owners 90% of them want to help. Put your ego on the shelf. Be humble</li><li>Weavers got completely off of flat rate. They have six-figure technicians on an hourly planYou can tie many performance bonuses</li><li>Donnie and kate has put in place an IRA plan for their techs</li><li>Comebacks:Handled as a #1 priorityThis show the character of the company by how you handle come backs</li><li>Consider a system to track every come back to spot a trend</li><li>Kate and Jeremy are watching the growth of EV’s </li><li>Kate and Donny are not heavily into Hybrids</li><li>Rachael feels that having peers and colleagues helping her has had a big impact on here business</li><li>Kate feels that her business coach has had a huge impact on her businessShe recently had 36 other shop owners touring her facility where there was knowledge transfer happening for everyoneBonding and Q &amp; A happening</li><li>Idea sharing</li><li>Jeremy has seen the impact of a business coach on the business. A game-changer</li><li>Donnie’s coaching experience is from his local business development group. Sharing, caring, teaching</li><li>Succession planning. How do you plan to doEvery decision you make should be on succeeding the business</li><li>Family businesses have unique dynamics. Open communication is critical</li><li>If you can’t find a successor with the passion necessary you don’t have a good candidate</li></ul> Resources:<ul><li>A special thanks to Donnie Hudson, Kate Jonasee, Rachel Wacha and Jeremy Winters for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Shop Owner Open Forum [THA 158]

The Panel: Jeff Matt from Victory Auto Service in Minneapolis and St. Petersburg, FLA, was featured in episode 48. Jeff owns six locations with one being in Florida. He has over 40 team members and has grown through acquisition. Jeff opened Victory in 1997 as a one-bay shop and has slow steady growth over the years. His growth offers up a great view of multi-shop ownership. Episodes Jeff Matt is featured in HERE. Michael Maloney is president of Convenience Auto Service and owns two general repair facilities in Ann Arbor, Michigan. Mike brings a fairly unusual blend of corporate technical expertise and business leadership to his shops. “I spent thirty years working in large companies, but always wanted my own business.” He launched that dream following his retirement from a series of ‘regular jobs.’ His insights into spaces where automotive, consumer electronics and customer service intersect are drawn from real world experience with some of the world’s most successful and innovative companies, including Ford, Nokia, Tyco, GM, Apple, B&amp;W, and Microsoft. His leadership of technology acquisitions, engineering, manufacturing, and purchasing for companies in the consumer electronics, audio and auto spaces gives him a unique perspective relative to other shop owners. Listen to Michael’s Episodes HERE.  Corey Evaldi grew up in Buffalo, NY (Lackawanna). He owns Olmstead Auto Care, Olmstead Falls, OH. His dad had his own auto repair shop before Corey was even born. In 1988, he built the shop that is still in business today. He started to enjoy the electronics and troubleshooting of vehicles really young. During his junior and senior year of high school, He went to Potter Road Career and Technical Center and took the Automotive programs. His senior year had an automotive competition at ECC, local community college.  In 2015 he returned and was overwhelmed with the responsibilities of running a shop. he was a technician, service writer, accountant, clean up person, the fireman that extinguished fires all over. He could not keep doing what he was doing. He produced 40% of the billed hours out of 4 techs. He looked for help. Found a coaching firm that really showed him what a business owner looks like. After implementing the changes, there was extreme push back from the existing crew. After standing firm on most things, change over was inevitable. Listen to Corey’s Episodes HERE.  Joe Hanson owns Gordie’s Garage. Joe has attended Management Success, NAPA training, Lawrence Tech University and most recently he is a member of the RLO 20 Group 13. He has earned his ASE C1: Automobile Service Consultant Certification. Under his father’s leadership, he has seen what it really takes to make a business like this work. Listen to Joe’s Episodes HERE.  Talking Points For Flat Rate  Jeff Matt: I've never met an hourly paid technician or a technician with a high guarantee of pay that is a high producing technician. Our limited commodity is time. To be an effective leader we need to know that pay is just one part of an employee experience You need to keep your shop full When they produce you need to be willing to pay them Mike’s tech's hourly rate goes up fast when they hit the breakeven number. He has tiers of hour they need to perform Jeff:End of day on a Friday when a battery comes in the door. He says if flat rate the customer, the tech and the shop will all win. An hourly tech may not have an incentive to help the customer in this circumstance Mike says the pay plan should take on the personality of the owner and how he leads Mike’s SMS shows the team where they stand on their hours so they can see their next bonus tier Mike will pay a GS or Tire Tech by the hour An example from Mike will offer an hourly bump at 35, 40 and 45 hours On a comeback, Mike will pay the tech to make it right.Own up to your mistakes A satisfied customer is job security Jeff says that the hybrid/hourly plans are a modified flat rateHe wants them simple without profit discussion. That is the owners responsibility Need the right staff upfront. Another discussion needed Mike says his technician team is family and he needs to generate enough sales action so they get the hours they need Jeff has testing levels he sells and it works in his flat-rate systemLV1, LV2 and LV3 of testing he sells You need a service advisor not afraid to sell diag time  Talking Points for Hourly  Joe places ads that specifically state: ‘Are you fed up with flat rate?’ Joe sees good competitiveness among techs but not when it creates tension He likes when everyone works together for a common goal Joe like to put a great team together Corey started as an hourly tech with an incentive. Corey realizes his job is to create work for this teamHe has a tiered system. Every shop has a break-even number so he works his tiered system to take that into account Joe says the pay plan drives the culture Joe tests his team to find compatibility with each other. He knows their tendencies to communicate with each otherHe has a billable hour goal and the team shares the incentive His team works together to help each other Each shop needs to create a pay plan that works for them Consistency is important to Joe’s techs. His program takes the edge away from family finances  Resources:  A special thanks to Mike Maloney, Joe Hanson, Corey Evaldi, and Jeff Matt for their contribution to the aftermarket. Books Page HERE Discover the podcast Series HERE. Research with Key Words HERE. Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.  Facebook   Twitter   Linked In   Email Mobile Listening APP's HERE Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE. Buy Carm a Cup of Coffee     This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

The Panel: Jeff Matt from Victory Auto Service in Minneapolis and St. Petersburg, FLA, was featured in episode 48. Jeff owns six locations with one being in Florida. He has over 40 team members and has grown through acquisition. Jeff opened Victory in 1997 as a one-bay shop and has slow steady growth over the years. His growth offers up a great view of multi-shop ownership. Episodes Jeff Matt is featured in <a href="https://remarkableresults.biz/?s=%22jeff+Matt%22" rel="noopener nofollow" target="_blank">HERE.</a> Michael Maloney is president of Convenience Auto Service and owns two general repair facilities in Ann Arbor, Michigan. Mike brings a fairly unusual blend of corporate technical expertise and business leadership to his shops. “I spent thirty years working in large companies, but always wanted my own business.” He launched that dream following his retirement from a series of ‘regular jobs.’ His insights into spaces where automotive, consumer electronics and customer service intersect are drawn from real world experience with some of the world’s most successful and innovative companies, including Ford, Nokia, Tyco, GM, Apple, B&amp;W, and Microsoft. His leadership of technology acquisitions, engineering, manufacturing, and purchasing for companies in the consumer electronics, audio and auto spaces gives him a unique perspective relative to other shop owners. Listen to Michael’s Episodes <a href="https://remarkableresults.biz/?s=Maloney" rel="noopener nofollow" target="_blank">HERE</a>. Corey Evaldi grew up in Buffalo, NY (Lackawanna). He owns Olmstead Auto Care, Olmstead Falls, OH. His dad had his own auto repair shop before Corey was even born. In 1988, he built the shop that is still in business today. He started to enjoy the electronics and troubleshooting of vehicles really young. During his junior and senior year of high school, He went to Potter Road Career and Technical Center and took the Automotive programs. His senior year had an automotive competition at ECC, local community college. In 2015 he returned and was overwhelmed with the responsibilities of running a shop. he was a technician, service writer, accountant, clean up person, the fireman that extinguished fires all over. He could not keep doing what he was doing. He produced 40% of the billed hours out of 4 techs. He looked for help. Found a coaching firm that really showed him what a business owner looks like. After implementing the changes, there was extreme push back from the existing crew. After standing firm on most things, change over was inevitable. Listen to Corey’s Episodes <a href="https://remarkableresults.biz/?s=Evaldi" rel="noopener nofollow" target="_blank">HERE</a>. Joe Hanson owns Gordie’s Garage. Joe has attended Management Success, NAPA training, Lawrence Tech University and most recently he is a member of the RLO 20 Group 13. He has earned his ASE C1: Automobile Service Consultant Certification. Under his father’s leadership, he has seen what it really takes to make a business like this work. Listen to Joe’s Episodes <a href="https://remarkableresults.biz/?s=hanson" rel="noopener nofollow" target="_blank">HERE</a>. Talking Points For Flat Rate <ul> <li>Jeff Matt: I've never met an hourly paid technician or a technician with a high guarantee of pay that is a high producing technician.</li> <li>Our limited commodity is time.</li> <li>To be an effective leader we need to know that pay is just one part of an employee experience</li> <li>You need to keep your shop full</li> <li>When they produce you need to be willing to pay them</li> <li>Mike’s tech's hourly rate goes up fast when they hit the breakeven number. He has tiers of hour they need to perform</li> <li>Jeff:End of day on a Friday when a battery comes in the door. He says if flat rate the customer, the tech and the shop will all win. An hourly tech may not have an incentive to help the customer in this circumstance</li> <li>Mike says the pay plan should take on the personality of the owner and how he leads</li> <li>Mike’s SMS shows the team where they stand on their hours so they can see their next bonus tier</li> <li>Mike will pay a GS or Tire Tech by the hour</li> <li>An example from Mike will offer an hourly bump at 35, 40 and 45 hours</li> <li>On a comeback, Mike will pay the tech to make it right.Own up to your mistakes</li> <li>A satisfied customer is job security</li> <li>Jeff says that the hybrid/hourly plans are a modified flat rateHe wants them simple without profit discussion. That is the owners responsibility</li> <li>Need the right staff upfront. Another discussion needed</li> <li>Mike says his technician team is family and he needs to generate enough sales action so they get the hours they need</li> <li>Jeff has testing levels he sells and it works in his flat-rate systemLV1, LV2 and LV3 of testing he sells</li> <li>You need a service advisor not afraid to sell diag time</li> </ul> Talking Points for Hourly <ul> <li>Joe places ads that specifically state: ‘Are you fed up with flat rate?’</li> <li>Joe sees good competitiveness among techs but not when it creates tension</li> <li>He likes when everyone works together for a common goal</li> <li>Joe like to put a great team together</li> <li>Corey started as an hourly tech with an incentive.</li> <li>Corey realizes his job is to create work for this teamHe has a tiered system.</li> <li>Every shop has a break-even number so he works his tiered system to take that into account</li> <li>Joe says the pay plan drives the culture</li> <li>Joe tests his team to find compatibility with each other. He knows their tendencies to communicate with each otherHe has a billable hour goal and the team shares the incentive</li> <li>His team works together to help each other</li> <li>Each shop needs to create a pay plan that works for them</li> <li>Consistency is important to Joe’s techs. His program takes the edge away from family finances</li> </ul> Resources: <ul> <li>A special thanks to Mike Maloney, Joe Hanson, Corey Evaldi, and Jeff Matt for their contribution to the aftermarket.</li> <li>Books Page <a href="https://my.captivate.fm/books/" rel="noopener nofollow" target="_blank">HERE</a></li> <li>Discover the podcast Series <a href="https://remarkableresults.biz/series/" rel="noopener nofollow" target="_blank">HERE</a>.</li> <li>Research with Key Words <a href="https://remarkableresults.biz/tag-cloud/" rel="noopener nofollow" target="_blank">HERE</a>.</li> <li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="noopener nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="noopener nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="noopener nofollow" target="_blank">Town Hall Academy</a> episodes.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="noopener nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="noopener nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="noopener nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="noopener">Email</a> <a href="https://remarkableresults.biz/app/" rel="noopener nofollow" target="_blank">Mobile Listening APP's HERE</a> <a href="https://remarkableresults.biz/insider/" rel="noopener nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a> <a href="https://www.buymeacoffee.com/carm" rel="noopener nofollow" target="_blank">Buy Carm a Cup of Coffee </a> This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="noopener nofollow" target="_blank">shop-ware.com</a>

Flat Rate vs Hourly-Bonus Hybrid Pay Plans [THA 157]

https://youtu.be/FTGZbgwjMXEThe Panel:Bryan Gossel, BG Automotive, Fort Collins CO  Brian's Previous Episodes HERE.Phil Carpenter, Director of Operations, Urban AutoCare and Avalon Motorsports.Judi Haglin and husband Dana own Haglin Automotive Inc., a full-service auto repair shop in Boulder, CO, and they’ve been leaders in the Boulder auto repair industry since 1981.Judi and Dana have a super working relationship and they pay attention to details, share a core value; ‘Everyone Speaks’ that is part of their strong business culture.They received Motor Age’s Top Shop honor in 2015. Key to their success is they know their roles and together make a strong business owner. They say, “Fixing cars is secondary, we are primarily solving our customer’s problems”. Judi’s previous episodes HERE.Brad Pellman first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa.Brad is ASE master certified and AAM designated as well. He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country. Brad’s previous episodes HERE.Key Talking Points:Training is MaintenanceWhy is the participation low at so many regional and/or national eventsListen to the commitment from Phil Carpenter as to the number of venues and how many of his team are going to matter how far including Vision, ASA Colorado Summit and STXLocalize training with your fellow shop owners. Don’t call them competitors call them alliesClasses for technicians, service advisers and ownersThe power of networking beyond the trainingBuild grassroots in your community and create a culture of sharingBe the hand up not the handout. Give.Also, be willing to receive and then implement a great idea. Don’t regret for years not implementingRealize that there is enough business for everyone. You cannot fix all the carsA good shop wants the shop across the street to be as good as themSame faces show up for trainingWhen will shops hit the wall because they are not training? Many may have alreadyBring in national trainers to your marketplace, get together with your allies and split the costsHave all local competitors work together on training. There is no competition when it comes to the power and value of trainingIf you don’t implement the key things you learn you just wasted your timeWhen you teach you learnADAS training should be required for all owners, techs and service advisers. Understanding the complexities and calibration routines will help communicate with your customer and respect the technology while working on an ADAS equipped vehicleAsking for help is a sign of strength not weaknessConsider a training bonus at year-endPay for all trainingDo not ask for a written commitment to stay with the shop after you invest in trainingFind a close friend who owns a shop and work together as collaborator and an allyResources:A special thanks to Bryan Gossel, Brad Pellman, Phil Carpenter, and Judi Haglin for their contribution to the aftermarket.Books Page HERELeave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/FTGZbgwjMXE" rel="nofollow" target="_blank">https://youtu.be/FTGZbgwjMXE</a>The Panel:Bryan Gossel, BG Automotive, Fort Collins CO  Brian's Previous Episodes <a href="https://remarkableresults.biz/?s=Bryan+Gossel" rel="nofollow" target="_blank">HERE</a>.Phil Carpenter, Director of Operations, Urban AutoCare and Avalon Motorsports.Judi Haglin and husband Dana own Haglin Automotive Inc., a full-service auto repair shop in Boulder, CO, and they’ve been leaders in the Boulder auto repair industry since 1981.Judi and Dana have a super working relationship and they pay attention to details, share a core value; ‘Everyone Speaks’ that is part of their strong business culture.They received Motor Age’s Top Shop honor in 2015. Key to their success is they know their roles and together make a strong business owner. They say, “Fixing cars is secondary, we are primarily solving our customer’s problems”. Judi’s previous episodes <a href="https://remarkableresults.biz/?s=haglin" rel="nofollow" target="_blank">HERE</a>.Brad Pellman first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa.Brad is ASE master certified and AAM designated as well. He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country. Brad’s previous episodes <a href="https://remarkableresults.biz/?s=Brad+Pellman" rel="nofollow" target="_blank">HERE</a>.Key Talking Points:<ul><li>Training is Maintenance</li><li>Why is the participation low at so many regional and/or national events</li><li>Listen to the commitment from Phil Carpenter as to the number of venues and how many of his team are going to matter how far including Vision, ASA Colorado Summit and STX</li><li>Localize training with your fellow shop owners. Don’t call them competitors call them allies</li><li>Classes for technicians, service advisers and owners</li><li>The power of networking beyond the training</li><li>Build grassroots in your community and create a culture of sharing</li><li>Be the hand up not the handout. Give.</li><li>Also, be willing to receive and then implement a great idea. Don’t regret for years not implementing</li><li>Realize that there is enough business for everyone. You cannot fix all the cars</li><li>A good shop wants the shop across the street to be as good as them</li><li>Same faces show up for training</li><li>When will shops hit the wall because they are not training? Many may have already</li><li>Bring in national trainers to your marketplace, get together with your allies and split the costs</li><li>Have all local competitors work together on training. There is no competition when it comes to the power and value of training</li><li>If you don’t implement the key things you learn you just wasted your time</li><li>When you teach you learn</li><li>ADAS training should be required for all owners, techs and service advisers. Understanding the complexities and calibration routines will help communicate with your customer and respect the technology while working on an ADAS equipped vehicle</li><li>Asking for help is a sign of strength not weakness</li><li>Consider a training bonus at year-end</li><li>Pay for all training</li><li>Do not ask for a written commitment to stay with the shop after you invest in training</li><li>Find a close friend who owns a shop and work together as collaborator and an ally</li></ul>Resources:<ul><li>A special thanks to Bryan Gossel, Brad Pellman, Phil Carpenter, and Judi Haglin for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Localizing National Training [THA 156]

https://youtu.be/wVGKlTmEsFEJae Malinowski has been in the automotive trade for 25 years, starting in the auto-body industry at 18, he then transitioned to auto sales for a couple years. When a chance encounter with a headhunter introduced him to the tire industry. He started out in a management training program starting doing commercial tires to learning service agriculture, forestry and mining tires. He had opened his first shop at 28. A new startup with 4 employees after five years. They had 16 employees and 5 million dollars in sales. After parting ways with his business partners, he wasn’t sure if he wanted to go back into the tire business. After working for a couple of luxury brand auto dealers selling cars, he decided to get back into the tire industry (because no one ever leaves the tire industry). Starting his current venture Faithfull Tirecraft in 2014. Jae knew his best chance at success would be to align his new shop with a national banner brand that he knew would give him the best chance of succeeding. The Tirecraft dealer network in Canada are all independently owned making it Canada’s largest dealer network of tire dealers and automotive repair facilities. He started Faithfull Tirecraft with a focus as a tire service shop, with luck with his first two hires, he was able to get two really good automotive repair technicians and immediately pivoted towards an automotive general repair facility that had a 50/50 split machinal maintenance and light-duty and commercial tires.Chris Tolleson opened 49 Tire Pros Pros in October of 1990. Chris had been "gum dipped" as the old-timers say since birth. Bill Tolleson, Chris's father, has been with Bridgestone/Firestone since 1966. Before opening 49 Tire Pros, Chris had been employed by Bridgestone/Firestone for 7 years, the last two as the youngest manager in their 1,600 store chain, in Hattiesburg, Mississippi.In 1990, Chris was able to move back home, to Florence and open 49 Tire Pros. The communities of Richland, Florence, and Pearl grew and so did 49 Tire Pros. In 1999 49 Tire Pros expanded from a small waiting area and 8 service bays to 12 service bays and a much larger waiting area, office suites, and doubled our warehouse space.49 Tire Pros is one of the south's largest Bridgestone/Firestone affiliated dealers. Since 49 Tire Pros opened in 1990 Bridgestone, Firestone, and Dayton have been it's core tire lines. 49 Tire Pros also has grown to become a dealer for Michelin®, BFGoodrich®, Uniroyal®, Goodyear, and Dunlop. 49 Tire Pros also carries many other brands like Cooper, Falken, Hankook, Mastercraft, Winston, and many more. At 49 Tire Pros we like to say "We've got your size, we've got your price!"Jim Fleischman and his wife Shelly own Automotive Alley in Arcade, NY. Jim attended Alfred State College for Automotive Tech. He went to work for a Ford Dealership as a shop foreman. Jim’s racing and organizational experience came by being part of a race team that ran Busch and NASCAR. He was recruited from his alma mater, Alfred State College, and became an instructor. Jim always wanted to teach and it was fate. He spent fourteen years as an instructor. He loved building relationships with his students.He was balancing his teaching job and owning a shop while Shelly ran the business for him. Jim ultimately left his teaching job and went to work full-time in the business. Shelly’s background was accounting which was good for the business overall.Jim believes in a strong process-driven company. He is all about improving efficiency. Saving steps for productivity gains. Anyone can study their inefficiencies and make changes to improve productivity. He templated his systems against NASCAR. Immaculate, organized and tools quickly reached and found. Jim perpetually works on streamlining to increase his productivity.Automotive Alley also specialized in street rod, hot rods, upgrades, and restorations. For Jim, the word “can’t” is not in his vocabulary. Listen to Jim’s previous episodes HERE.Talking Points:Chris runs a 50/50 split between tires and serviceSelling tires makes your shop a one-stop-shopMany independent tires only shops are getting into the service/repair businessTire technology will rise with the advent of sensors that will communicate with the vehicle. Traction information will help the vehicle know how to steer.It will make tires much more expensiveTire margins are not strong. You need to accept the dollars per sale instead of the Gross Margin Percents you target for repairs.In one hour you can mount and balance four tires.Alignment machines and tires go hand in handWhy send a customer to a tire store.Small specialty shops send the ‘tire guys’ work. They send their customer to them. That allows the customer to find a new home for service.Chris does not like to send his customer to another placeBeing part of a banner program is a big advantageMarketing, brand access and year-end rebatesAllow you to compete a little better Selling tires like all your services is about educating your customersGood organic social media on tires can help in educationThe specialty shops advertise heavilySelling road hazard warranties and alignments help round out the saleCareful on getting into the tire business full boreMust be very competitiveShops that do quality inspections should sell tires as a one-stop-shopSome shops can’t afford their A or B techs doing tires. They lack manpower and space to do tires rightJae will install a tire not purchased from him.On-line options are bigThey can become a customer long termResources:A special thanks to Jae Malinowski, Chris Tolleson, and Jim Fleischman for their contribution to the aftermarket.Books Page HERELeave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/wVGKlTmEsFE" rel="nofollow" target="_blank">https://youtu.be/wVGKlTmEsFE</a>Jae Malinowski has been in the automotive trade for 25 years, starting in the auto-body industry at 18, he then transitioned to auto sales for a couple years. When a chance encounter with a headhunter introduced him to the tire industry. He started out in a management training program starting doing commercial tires to learning service agriculture, forestry and mining tires. He had opened his first shop at 28. A new startup with 4 employees after five years. They had 16 employees and 5 million dollars in sales. After parting ways with his business partners, he wasn’t sure if he wanted to go back into the tire business. After working for a couple of luxury brand auto dealers selling cars, he decided to get back into the tire industry (because no one ever leaves the tire industry). Starting his current venture Faithfull Tirecraft in 2014. Jae knew his best chance at success would be to align his new shop with a national banner brand that he knew would give him the best chance of succeeding. The Tirecraft dealer network in Canada are all independently owned making it Canada’s largest dealer network of tire dealers and automotive repair facilities. He started Faithfull Tirecraft with a focus as a tire service shop, with luck with his first two hires, he was able to get two really good automotive repair technicians and immediately pivoted towards an automotive general repair facility that had a 50/50 split machinal maintenance and light-duty and commercial tires.Chris Tolleson opened 49 Tire Pros Pros in October of 1990. Chris had been "gum dipped" as the old-timers say since birth. Bill Tolleson, Chris's father, has been with Bridgestone/Firestone since 1966. Before opening 49 Tire Pros, Chris had been employed by Bridgestone/Firestone for 7 years, the last two as the youngest manager in their 1,600 store chain, in Hattiesburg, Mississippi.In 1990, Chris was able to move back home, to Florence and open 49 Tire Pros. The communities of Richland, Florence, and Pearl grew and so did 49 Tire Pros. In 1999 49 Tire Pros expanded from a small waiting area and 8 service bays to 12 service bays and a much larger waiting area, office suites, and doubled our warehouse space.49 Tire Pros is one of the south's largest Bridgestone/Firestone affiliated dealers. Since 49 Tire Pros opened in 1990 Bridgestone, Firestone, and Dayton have been it's core tire lines. 49 Tire Pros also has grown to become a dealer for Michelin®, BFGoodrich®, Uniroyal®, Goodyear, and Dunlop. 49 Tire Pros also carries many other brands like Cooper, Falken, Hankook, Mastercraft, Winston, and many more. At 49 Tire Pros we like to say "We've got your size, we've got your price!"Jim Fleischman and his wife Shelly own Automotive Alley in Arcade, NY. Jim attended Alfred State College for Automotive Tech. He went to work for a Ford Dealership as a shop foreman. Jim’s racing and organizational experience came by being part of a race team that ran Busch and NASCAR. He was recruited from his alma mater, Alfred State College, and became an instructor. Jim always wanted to teach and it was fate. He spent fourteen years as an instructor. He loved building relationships with his students.He was balancing his teaching job and owning a shop while Shelly ran the business for him. Jim ultimately left his teaching job and went to work full-time in the business. Shelly’s background was accounting which was good for the business overall.Jim believes in a strong process-driven company. He is all about improving efficiency. Saving steps for productivity gains. Anyone can study their inefficiencies and make changes to improve productivity. He templated his systems against NASCAR. Immaculate, organized and tools quickly reached and found. Jim perpetually works on streamlining to increase his productivity.Automotive Alley also specialized in street rod, hot rods, upgrades, and restorations. For Jim, the word “can’t” is not in his vocabulary. Listen to Jim’s previous episodes <a href="https://remarkableresults.biz/?s=Jim+Fleischman" rel="nofollow" target="_blank">HERE</a>.Talking Points:<ul><li>Chris runs a 50/50 split between tires and service</li><li>Selling tires makes your shop a one-stop-shop</li><li>Many independent tires only shops are getting into the service/repair business</li><li>Tire technology will rise with the advent of sensors that will communicate with the vehicle. Traction information will help the vehicle know how to <a href="http://steer.It" rel="nofollow" target="_blank">steer.It</a> will make tires much more expensive</li><li>Tire margins are not strong. You need to accept the dollars per sale instead of the Gross Margin Percents you target for repairs.</li><li>In one hour you can mount and balance four tires.</li><li>Alignment machines and tires go hand in hand</li><li>Why send a customer to a tire store.</li><li>Small specialty shops send the ‘tire guys’ work. They send their customer to them. That allows the customer to find a new home for service.</li><li>Chris does not like to send his customer to another place</li><li>Being part of a banner program is a big advantageMarketing, brand access and year-end rebates</li><li>Allow you to compete a little better </li><li>Selling tires like all your services is about educating your customersGood organic social media on tires can help in education</li><li>The specialty shops advertise heavily</li><li>Selling road hazard warranties and alignments help round out the sale</li><li>Careful on getting into the tire business full boreMust be very competitive</li><li>Shops that do quality inspections should sell tires as a one-stop-shop</li><li>Some shops can’t afford their A or B techs doing tires. They lack manpower and space to do tires right</li><li>Jae will install a tire not purchased from him.On-line options are big</li><li>They can become a customer long term</li></ul>Resources:<ul><li>A special thanks to Jae Malinowski, Chris Tolleson, and Jim Fleischman for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Are You Selling Tires? [THA 155]

https://youtu.be/2TsUdp6UpZIBob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation.Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today.Bob is one of 150 Worldwide AMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry-specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are HERE.Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) HERE.Greg Bunch is the owner of Aspen Auto Clinic, a five-location automotive and service business in Colorado. Greg started his passion for cars at 15 when he began rebuilding a 1966 Volkswagen Bug. Greg has moved from a Volkswagen mechanic to ASE Master Technician, to Management, to starting his shop 18 years ago in his garage, to an award-winning multi-location business.Greg is currently a board member for the STEM-based charter school call “Automotive Institute of Science &amp; Technology” and on the Advisory board of Ratchet and Wrench Magazine. Greg is also a board member of the Autocare organization and a certified instructor for the Worldpac Training Institute and Carquest Technical Institute. Greg’s unwavering passion for the industry has also led him to form a company called Transformers Institute, a coaching and training company dedicated to transforming the automotive industry.Listen to Greg’s previous episodes HERE. Transformers Institute HERE.Jeremy O’Neal President and lead sales trainer for Advisorfix, began his career as a Service Advisor and moved into Service Management at the dealership level for VW, Audi, and Porsche. He consistently placed in the top 3% of Service Advisors across the nation.With a passion for helping others, Jeremy started coaching Service Advisors in 2007. Jeremy also owns an independent auto repair shop Freedom Auto Repair in Hesperia, CA. Previous episodes HERE. Link to Advisorfix HERE.Key Talking Points:More businesses go out of business from lack of cash instead of a lack of profit. Too many run their business out of their checkbook Undercapitalized, underinsured and lack of cash are indicators when things are not right in OZYou need a credit line. Get it when you don’t need it. It will help you grow and sustain.Cash does flow to Accounts Receivable. It is not a great place to spend your cash. If your business has fleets then no more than 20% of a six months sales average should be in AR. You must collect your moneyManaging costs is a big component of cash management. Bob Greenwood looks at the amount of labor sold to the total wage package of the entire company. Total grossed-up including benefits. If you achieve 1.30 of total labor to one dollar in your total wage package. Build a reserve fund of cash. Example $10 per RO each monthToo many spend when they have cash and don’t when there is no cash. This is not a great strategy to manage cashBudgeting is not a dirty word. Budgeting is cash managementWhen you are spending your cash you have to ask yourself how will this expenditure help my businessJeremy looks at cash managementSurvival (Tier 1)Mass scramble to put cash in the bankStability (Tier 2)Know you can cover the bills, accounting in order, where is the cash coming and goingSignificance (Tier 3)Begin to grow wealthIf you are not making enough money, charging a fair price (enough) is important. You have to believe and have confidence in what you are giving for value received for your customerTriple check your margins. Bills are paid out of gross margin dollars, not margin percent.Watch the TV show ‘The Profit’ and learn somethingTarget market a specialty you and your team haveGet a business coach so you can learn the power of Key Performance Indicator measuresWill an equipment purchase or lease generate enough revenue to pay for it? You will need to be sure you are doing all you can to market and sell the services that support the equipment purchase. How will you pay for the equipmentService advisor role is to bring in the profitable salesBob looks at billed hours per Repair Order [RO]Create daily and weekly objectives and share with the team every dayIf billed hours are weak then you are missing a lot of opportunitiesThe average shop is 1.4 - 1.7 billed hours per RO for consumer work and it should be 2.5Find ways to bring it upThere is money in tires maybe not the best margin, but money is thereIf you want to sell your business to a big player you’ll need to have tires in your mixDo not co-mingle funds. Personal is separate. Don’t devalue your company with personal assets on the booksKeep personal and business separateSlow down and think about your business so you can evaluate your business. Know your numbers and ask how are you utilizing your cashTake action. Save some money each day.Pay your people well. You need profit and cash Resources:A special thanks to Bob Greenwood, Jeremy O'Neal, and Greg Bunch for their contribution to the aftermarket.Books Page HERELeave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/2TsUdp6UpZI" rel="nofollow" target="_blank">https://youtu.be/2TsUdp6UpZI</a>Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation.Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today.Bob is one of 150 Worldwide AMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry-specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are <a href="https://remarkableresults.biz/?s=%22greenwood%22" rel="nofollow" target="_blank">HERE</a>.Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) <a href="http://www.aaec.ca/" rel="nofollow" target="_blank">HERE</a>.Greg Bunch is the owner of Aspen Auto Clinic, a five-location automotive and service business in Colorado. Greg started his passion for cars at 15 when he began rebuilding a 1966 Volkswagen Bug. Greg has moved from a Volkswagen mechanic to ASE Master Technician, to Management, to starting his shop 18 years ago in his garage, to an award-winning multi-location business.Greg is currently a board member for the STEM-based charter school call “Automotive Institute of Science &amp; Technology” and on the Advisory board of Ratchet and Wrench Magazine. Greg is also a board member of the Autocare organization and a certified instructor for the Worldpac Training Institute and Carquest Technical Institute. Greg’s unwavering passion for the industry has also led him to form a company called Transformers Institute, a coaching and training company dedicated to transforming the automotive industry.Listen to Greg’s previous episodes <a href="https://remarkableresults.biz/?s=Greg+Bunch" rel="nofollow" target="_blank">HERE</a>. Transformers Institute <a href="https://www.transformersinstitute.com/" rel="nofollow" target="_blank">HERE</a>.Jeremy O’Neal President and lead sales trainer for Advisorfix, began his career as a Service Advisor and moved into Service Management at the dealership level for VW, Audi, and Porsche. He consistently placed in the top 3% of Service Advisors across the nation.With a passion for helping others, Jeremy started coaching Service Advisors in 2007. Jeremy also owns an independent auto repair shop Freedom Auto Repair in Hesperia, CA. Previous episodes <a href="https://remarkableresults.biz/?s=%22Jeremy+O%27Neal%22" rel="nofollow" target="_blank">HERE</a>. Link to Advisorfix <a href="http://www.advisorfix.com" rel="nofollow" target="_blank">HERE</a>.<blockquote>Key Talking Points:</blockquote><ul><li>More businesses go out of business from lack of cash instead of a lack of profit. Too many run their business out of their checkbook </li><li>Undercapitalized, underinsured and lack of cash are indicators when things are not right in OZ</li><li>You need a credit line. Get it when you don’t need it. It will help you grow and sustain.</li><li>Cash does flow to Accounts Receivable. It is not a great place to spend your cash. If your business has fleets then no more than 20% of a six months sales average should be in AR. You must collect your money</li><li>Managing costs is a big component of cash management. </li><li>Bob Greenwood looks at the amount of labor sold to the total wage package of the entire company. Total grossed-up including benefits. If you achieve 1.30 of total labor to one dollar in your total wage package. </li><li>Build a reserve fund of cash. Example $10 per RO each month</li><li>Too many spend when they have cash and don’t when there is no cash. This is not a great strategy to manage cash</li><li>Budgeting is not a dirty word. Budgeting is cash management</li><li>When you are spending your cash you have to ask yourself how will this expenditure help my business</li><li>Jeremy looks at cash managementSurvival (Tier 1)Mass scramble to put cash in the bank</li><li>Stability (Tier 2)Know you can cover the bills, accounting in order, where is the cash coming and going</li><li>Significance (Tier 3)Begin to grow wealth</li><li>If you are not making enough money, charging a fair price (enough) is important. You have to believe and have confidence in what you are giving for value received for your customer</li><li>Triple check your margins. Bills are paid out of gross margin dollars, not margin percent.</li><li>Watch the TV show ‘The Profit’ and learn something</li><li>Target market a specialty you and your team have</li><li>Get a business coach so you can learn the power of Key Performance Indicator measures</li><li>Will an equipment purchase or lease generate enough revenue to pay for it? You will need to be sure you are doing all you can to market and sell the services that support the equipment purchase. How will you pay for the equipment</li><li>Service advisor role is to bring in the profitable sales</li><li>Bob looks at billed hours per Repair Order [RO]Create daily and weekly objectives and share with the team every day</li><li>If billed hours are weak then you are missing a lot of opportunities</li><li>The average shop is 1.4 - 1.7 billed hours per RO for consumer work and it should be 2.5Find ways to bring it up</li><li>There is money in tires maybe not the best margin, but money is there</li><li>If you want to sell your business to a big player you’ll need to have tires in your mix</li><li>Do not co-mingle funds. Personal is separate. Don’t devalue your company with personal assets on the booksKeep personal and business separate</li><li>Slow down and think about your business so you can evaluate your business. Know your numbers and ask how are you utilizing your cash</li><li>Take action. Save some money each day.</li><li>Pay your people well. You need profit and cash </li></ul>Resources:<ul><li>A special thanks to Bob Greenwood, Jeremy O'Neal, and Greg Bunch for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Cash is King and Important to Your Business [THA 154]

Single-subject Town Hall Format from a panel of aftermarket professionals sharing their knowledge and best practices. The ‘Academy’ is a learning summit for the automotive aftermarket professional.

Town Hall Academy

﻿ Your Learning Curve Never Sounded So Good The Panel: Mark Colaw has a passion for the automotive industry. He started working for the shop’s namesakes, Hastings, and Ida Seymour, as one of three people that knew how to run one of the new diagnostic machines. Mark eventually purchased Seymour’s Garage in 1985 and opened the current location in 1988. Mark is the founder of CarFest an important community program that brings the aftermarket and the consumer into a unified program to support the needs of the community. Find Mark’s other episodes HERE. David Justice has been an auto care professional for over 30 years. He grew up in the family business working for his father. At, a young age David purchased his father’s business and went on his own. Over the years David had multiple Shell Gas stations. Find David’s other episodes HERE. Tom Palermo is General Manager of Preferred Automotive Specialties in Jenkintown, PA. Tom is a world class Master Technician and a Certified ASE Advanced Level Technician, is certified from ASE including Master Auto, MasterTruck, Master Truck Equipment, Master School Bus, Master Collision, Master Transit Bus, L1, L2, C1, X1, P2, F1 Besides the 2015 NAPA/ASE Technician of the Year, Tom also earned the 2011 AAIA-ASE World Class Technician Award from the Automotive Aftermarket Industry Association, National Institute for Automotive Service Excellence, and the Best Tech of the Year award sponsored by WIX Filters. The majority of Tom’s business is fleets. Listen to Tom’s previous episodes HERE.   Key Talking Points:  Are we charging enough for diagnostics?  What is your equipment and training worth? You need to get paid for the skills you have.  You can’t compare yourself to the ‘free diagnostics’ places. You are a professional. Find the confidence in your skills and abilities and charge for that. Free advice is worth what you paid for it. Discover your worth.   Mark Colaw put an end to big box stores scan issue. He scans for free, however, he charges for diagnostics.   We are educators and we need to tell people that so they see the value in what we charge. Have conversations with your customers. David offers a 10-minute preliminary inspection and would scan and pull the code and moves into a Level 1, Level 2, or Level 3 diag depending on the results.  This qualifies the customer.   The labor rate spread in markets is too big.  Increasing labor rates can make huge improvements to a business.  Better pay and benefits  Attract a higher quality technician   Paid training for all Stronger better systems Improve equipment Improve marketing ASE certification Plus many more…….   Labor rates are geographical and demographic driven.  Labor rates are too low in the industry.     Shops cannot bad mouth each other. Fairness must rule.  Doctors or lawyers do not bad mouth each other. It is called professional courtesy.   We need unity in the industry. We all benefit. Create a community.  Support each other with an idea exchange. Collaborate! To help with any issues inside their business! Tool exchange!   Knowing your numbers, P &amp; L and Cash Flow will help you understand what you need to charge and why.  Key performance indicators are important, however, how to improve them is the vital part of knowing your numbers. Systems, Operations, and Procedures should drive your numbers that have the biggest effect on your business.     Educate your customer on the complete transaction and what they should expect from the warranty for the repair. There may be more to the repair then they authorized, so educating them will prevent any follow-up issue that may arise.  You could be dealing with a moving target at times.   DVI  A picture is worth 1,000 words and can be worth $1,000. “David Justice” Education and trust regarding safety and reliability. You can eliminate comebacks or secondary issues when you use DVI’s for a complete review of your customer’s vehicle It is an important system and process.   Mark Colaw will not use canned follow-up language.  He requires his people to write down, on the work order, what he talks to his customer at the invoice delivery. No canned wording. Clear and concise not about deferred work. It is typed and in the digital version of the invoice.    The perception of your business makes it ‘worth it’ to them. Don’t be afraid to charge what you are worth. You’ve invested a lot in your business and need to be paid for this. Mark Colaw’s core value:  Community Education Excellence Integrity  Base everything on and off of this value. You will realize what your worth is and will charge appropriately.      Resources:  A special thanks to Mark Colaw, David Justice, and Tom Palermo for their contribution to the aftermarket. Books Page HERE Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Subscribe to a mobile listening app HERE. Refine your area of interest with the Word/Tag Cloud HERE.  Facebook   Twitter   Linked In   Email  This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com Find a mobile listening APP:

﻿ Your Learning Curve Never Sounded So Good The Panel: Mark Colaw has a passion for the automotive industry. He started working for the shop’s namesakes, Hastings, and Ida Seymour, as one of three people that knew how to run one of the new diagnostic machines. Mark eventually purchased Seymour’s Garage in 1985 and opened the current location in 1988. Mark is the founder of CarFest an important community program that brings the aftermarket and the consumer into a unified program to support the needs of the community. Find Mark’s other episodes <a href="https://remarkableresults.biz/?s=mark+colaw" rel="noopener nofollow" target="_blank">HERE</a>. David Justice has been an auto care professional for over 30 years. He grew up in the family business working for his father. At, a young age David purchased his father’s business and went on his own. Over the years David had multiple Shell Gas stations. Find David’s other episodes <a href="https://remarkableresults.biz/?s=david+justice" rel="noopener nofollow" target="_blank">HERE</a>. Tom Palermo is General Manager of Preferred Automotive Specialties in Jenkintown, PA. Tom is a world class Master Technician and a Certified ASE Advanced Level Technician, is certified from ASE including Master Auto, MasterTruck, Master Truck Equipment, Master School Bus, Master Collision, Master Transit Bus, L1, L2, C1, X1, P2, F1 Besides the 2015 NAPA/ASE Technician of the Year, Tom also earned the 2011 AAIA-ASE World Class Technician Award from the Automotive Aftermarket Industry Association, National Institute for Automotive Service Excellence, and the Best Tech of the Year award sponsored by WIX Filters. The majority of Tom’s business is fleets. Listen to Tom’s previous episodes <a href="https://remarkableresults.biz/?s=palermo" rel="noopener nofollow" target="_blank">HERE</a>. <blockquote>Key Talking Points:</blockquote> <ul> <li>Are we charging enough for diagnostics? <ul> <li>What is your equipment and training worth?</li> <li>You need to get paid for the skills you have.</li> <li> You can’t compare yourself to the ‘free diagnostics’ places. You are a professional.</li> <li>Find the confidence in your skills and abilities and charge for that.</li> <li>Free advice is worth what you paid for it.</li> <li>Discover your worth.  </li> <li>Mark Colaw put an end to big box stores scan issue. He scans for free, however, he charges for diagnostics.</li> </ul> </li> <li>We are educators and we need to tell people that so they see the value in what we charge. Have conversations with your customers.</li> <li>David offers a 10-minute preliminary inspection and would scan and pull the code and moves into a Level 1, Level 2, or Level 3 diag depending on the results. <ul> <li>This qualifies the customer.</li> </ul> </li> <li>The labor rate spread in markets is too big. <ul> <li>Increasing labor rates can make huge improvements to a business. <ul> <li>Better pay and benefits <ul> <li>Attract a higher quality technician</li> </ul> </li> <li>Paid training for all</li> <li>Stronger better systems</li> <li>Improve equipment</li> <li>Improve marketing</li> <li>ASE certification</li> <li>Plus many more…….</li> </ul> </li> <li>Labor rates are geographical and demographic driven. <ul> <li>Labor rates are too low in the industry.</li> </ul> </li> </ul> </li> <li>Shops cannot bad mouth each other. Fairness must rule. <ul> <li>Doctors or lawyers do not bad mouth each other. It is called professional courtesy.</li> </ul> </li> <li>We need unity in the industry. We all benefit. Create a community. <ul> <li>Support each other with an idea exchange. Collaborate!</li> <li>To help with any issues inside their business!</li> <li>Tool exchange!</li> </ul> </li> <li>Knowing your numbers, P &amp; L and Cash Flow will help you understand what you need to charge and why. <ul> <li>Key performance indicators are important, however, how to improve them is the vital part of knowing your numbers.</li> <li>Systems, Operations, and Procedures should drive your numbers that have the biggest effect on your business.  </li> </ul> </li> <li>Educate your customer on the complete transaction and what they should expect from the warranty for the repair. There may be more to the repair then they authorized, so educating them will prevent any follow-up issue that may arise. <ul> <li>You could be dealing with a moving target at times.</li> </ul> </li> <li>DVI <ul> <li>A picture is worth 1,000 words and can be worth $1,000. “David Justice”</li> <li>Education and trust regarding safety and reliability.</li> <li>You can eliminate comebacks or secondary issues when you use DVI’s for a complete review of your customer’s vehicle</li> <li>It is an important system and process.</li> </ul> </li> <li>Mark Colaw will not use canned follow-up language. <ul> <li>He requires his people to write down, on the work order, what he talks to his customer at the invoice delivery. No canned wording. Clear and concise not about deferred work. It is typed and in the digital version of the invoice. </li> </ul> </li> <li>The perception of your business makes it ‘worth it’ to them.</li> <li>Don’t be afraid to charge what you are worth. You’ve invested a lot in your business and need to be paid for this.</li> <li>Mark Colaw’s core value: <ul> <li>Community</li> <li>Education</li> <li>Excellence</li> <li>Integrity <ul> <li>Base everything on and off of this value.</li> <li>You will realize what your worth is and will charge appropriately.</li> </ul> </li> </ul> </li> </ul> Resources: <ul> <li>A special thanks to Mark Colaw, David Justice, and Tom Palermo for their contribution to the aftermarket.</li> <li>Books Page <a href="https://remarkableresults.biz/books/" rel="noopener nofollow" target="_blank">HERE</a></li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> <li>Subscribe to a mobile listening app <a href="https://remarkableresults.biz/app/" rel="noopener nofollow" target="_blank">HERE</a>.</li> <li>Refine your area of interest with the Word/Tag Cloud <a href="https://remarkableresults.biz/tag-cloud/" rel="noopener nofollow" target="_blank">HERE.</a></li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener nofollow" target="_blank">jasperengines.com</a> Find a mobile listening APP:

THA 110: Charging What We Are Worth

Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals. Watch like a DOCUMENTARY … Learn like a SEMINAR. Helping automotive aftermarket professionals improve; one lesson at a time. Maylan Newton from ESI – Educational Seminars Institute is a business coach and trainer. Maylan is no stranger to the power of the customer as he speaks and trains on Professional Business Development, Service Writers School of America and In Shop Training and Support.  He is an approved AMI Trainer. He is a much sought our speaker at industry events. Maylan is no stranger to the podcast having paid it forward in episodes … 108 and 140 and on Town Hall Academy’s 14 on Customer Retention and in Academy 25  on Disaster Planning and in Academy 30 on Why Labor Rates Need To Increase. John Francis has over 50 years of industry experience and has owned and operated Francis Automotive Services Inc. in West Chester, PA,  for more than 35 years. John’s most important business philosophy as a shop owner is to “be honest, speak from your heart, and always be authentic”, so it’s no mystery why he’s been so successful. John is a past National Chairman of the Automotive Management Institute. He has served as the Chairman of ASA CARS. John also served on the ASE Board of Directors for 8 years and served as an AMi trustee for many years as well. He’s been featured in AutoInc magazine and is a two-time runner up for NAPA Tech of the Year. John is a recipient of the AMi Alpha Award. Not only is John an extraordinary business professional, but his commitment to the industry and his peers is second to none. Listen to John in Episode 258 William J. DeBoer (Bill Jr.) is Co-owner and Vice President at DeBoer’s Auto Sales &amp; Service.Bill has been responsible for bringing innovations in daily operations to the full-service, high-tech auto repair facility for 20+ years. Bill was able to fuse his passions for technology and cars with a Certificate in Automotive Technology, followed by a B.S. in Business Management from Penn State. He joined his family business, founded by his father three decades ago, shortly after. Today, Bill runs business development, sales, customer services, process improvement, human resources, and technician education programs. Bill is an Accredited Automotive Manager from the Automotive Management Institute as well as a CERTIFIED MASTER DEALER® from the National Independent Automobile Dealers Association. His National Institute for Automotive Service Excellence (ASE) credentials include: Master Technician, L1 Advanced Engine Performance, P2 Parts Specialist, and X1 Undercar Specialist. Listen to Bill in Episode 185. Talking Points: These are opinions not rule for setting labor rates or parts margins.  Multiple Labor Rates can make a shop competitive depending on jobs. A base brake job would have a different rate than diag work.  Fleet work can have special rate or discount so SMS manages  Could be based on GVW.   Discounts can have a discount based on specific customer Diagnostic rate. Your most expensive technician using the most expensive tools with the most training.   Knowing your effective labor rate lends your true labor rate.  Jobs creates in SMS can reflect different labor charges by job   Once size pricing may not work anymore. Key to understanding your current margins is you must have your actual cost of labor and parts reflected accurately in your Shop Management System. You set you hourly rate on your cost of doing business. Never set it based on your competitor. If the industry stopped quoting over the phone and quoting labor hour price we would be better off. You never ask your cardiologist what his labor rate is. Every car is different. Some have rust. We should consider the condition of the car. Every vehicle should be charged what time is invested in it. Yet the Flat Rate labor program is the standard bearer. You must add a cushion when you are dealing with a northern vehicle that has rust. Panel believes that on third of shop owners are using their SMS to its fullest capabilities. If an average shop 0owner billed a 1/1oth of an hour it would bring a big number to the company. Use your SMS correctly, estimating properly and mark-up book time. Many ways to improve. Bill DeBoer is quoting a complete job. It is easy to set up parts matrixes.  Find article from Bill Haas from Ratchet and Wrench to explain the proper use of the parts matrixes.   Power of SMS are not being valued because information and training is not strong enough. This is not saying the entire industry or companies, but it is a problem why SMS’s are not being utilized in a more comprehensive way. Parts Matrix’s can vary depending on where you acquire the part. Ideas can be:  WD/Jobber Dealer First Call   A big fear in our industry is we fear someone questioning our price. We need to be proud of why and what we do. Become the CEO of your company and you’ll start to see the differences in your sales, costs and profits when you pay attention to what the CEO must do for the company. Parts margins may change in the future.  We may have to lower our margins on parts and increase on labor because of the changing business models and transparency of pricing.   Total ticket margin is important because of the market changes. You must know your effective labor rate. Know your numbers Your SMS is a huge partner in your margins and profit of your company. Implement what you learn so you can move your business forward. We must understand the value we do for our customer. Transparent pricing can be a pushback because it so easy to find the cost of the part that was installed on a vehicle. Never seen a shop go out of business if his labor price was too high. A quote from Cecil Bullard. The foundation of our businesses must be on relationships and trust. We must be paid for the knowledge we have.  Many in our industry are underpaid for what we do. Everyone.   We must add value to every transaction and relationship.  Get paid for what you know and what you do.    Link to Go Fund Me Page for Shop Owners Who Lost Their Business in the California Fires in October 2017  Be socially involved and in touch with the show: FacebookTwitterLinked InEmail This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4> <h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3> <h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4> Maylan Newton from ESI – Educational Seminars Institute is a business coach and trainer. Maylan is no stranger to the power of the customer as he speaks and trains on Professional Business Development, Service Writers School of America and In Shop Training and Support.  He is an approved AMI Trainer. He is a much sought our speaker at industry events. Maylan is no stranger to the podcast having paid it forward in episodes … <a href="https://remarkableresults.biz/e108/" rel="nofollow" target="_blank">108 </a>and <a href="https://remarkableresults.biz/e140/" rel="nofollow" target="_blank">140 </a>and on Town Hall Academy’s <a href="https://remarkableresults.biz/a014/" rel="nofollow" target="_blank">14 on Customer Retention</a> and in Academy<a href="https://remarkableresults.biz/a025/" rel="nofollow" target="_blank"> 25  on Disaster Planning</a> and in Academy<a href="https://remarkableresults.biz/a030/" rel="noopener nofollow" target="_blank"> 30 on Why Labor Rates Need To Increase.</a> John Francis has over 50 years of industry experience and has owned and operated Francis Automotive Services Inc. in West Chester, PA,  for more than 35 years. John’s most important business philosophy as a shop owner is to “be honest, speak from your heart, and always be authentic”, so it’s no mystery why he’s been so successful. John is a past National Chairman of the Automotive Management Institute. He has served as the Chairman of ASA CARS. John also served on the ASE Board of Directors for 8 years and served as an AMi trustee for many years as well. He’s been featured in AutoInc magazine and is a two-time runner up for NAPA Tech of the Year. John is a recipient of the AMi Alpha Award. Not only is John an extraordinary business professional, but his commitment to the industry and his peers is second to none. Listen to John in <a href="https://remarkableresults.biz/e258/" rel="noopener nofollow" target="_blank">Episode 258</a> William J. DeBoer (Bill Jr.) is Co-owner and Vice President at DeBoer’s Auto Sales &amp; Service.Bill has been responsible for bringing innovations in daily operations to the full-service, high-tech auto repair facility for 20+ years. Bill was able to fuse his passions for technology and cars with a Certificate in Automotive Technology, followed by a B.S. in Business Management from Penn State. He joined his family business, founded by his father three decades ago, shortly after. Today, Bill runs business development, sales, customer services, process improvement, human resources, and technician education programs. Bill is an Accredited Automotive Manager from the Automotive Management Institute as well as a CERTIFIED MASTER DEALER® from the National Independent Automobile Dealers Association. His National Institute for Automotive Service Excellence (ASE) credentials include: Master Technician, L1 Advanced Engine Performance, P2 Parts Specialist, and X1 Undercar Specialist. Listen to Bill in <a href="https://remarkableresults.biz/e185/" rel="noopener nofollow" target="_blank">Episode 185</a>. Talking Points: These are opinions not rule for setting labor rates or parts margins. <ul> <li>Multiple Labor Rates can make a shop competitive depending on jobs. A base brake job would have a different rate than diag work. <ul> <li>Fleet work can have special rate or discount so SMS manages <ul> <li>Could be based on GVW.</li> </ul> </li> <li>Discounts can have a discount based on specific customer</li> <li>Diagnostic rate. Your most expensive technician using the most expensive tools with the most training.</li> </ul> </li> <li>Knowing your effective labor rate lends your true labor rate. <ul> <li>Jobs creates in SMS can reflect different labor charges by job</li> </ul> </li> <li>Once size pricing may not work anymore.</li> <li>Key to understanding your current margins is you must have your actual cost of labor and parts reflected accurately in your Shop Management System.</li> <li>You set you hourly rate on your cost of doing business. Never set it based on your competitor.</li> <li>If the industry stopped quoting over the phone and quoting labor hour price we would be better off. You never ask your cardiologist what his labor rate is.</li> <li>Every car is different. Some have rust. We should consider the condition of the car. Every vehicle should be charged what time is invested in it. Yet the Flat Rate labor program is the standard bearer. You must add a cushion when you are dealing with a northern vehicle that has rust.</li> <li>Panel believes that on third of shop owners are using their SMS to its fullest capabilities.</li> <li>If an average shop 0owner billed a 1/1oth of an hour it would bring a big number to the company. Use your SMS correctly, estimating properly and mark-up book time. Many ways to improve.</li> <li>Bill DeBoer is quoting a complete job.</li> <li>It is easy to set up parts matrixes. <ul> <li>Find article from Bill Haas from Ratchet and Wrench to explain the proper use of the parts matrixes.</li> </ul> </li> <li>Power of SMS are not being valued because information and training is not strong enough. This is not saying the entire industry or companies, but it is a problem why SMS’s are not being utilized in a more comprehensive way.</li> <li>Parts Matrix’s can vary depending on where you acquire the part. Ideas can be: <ul> <li>WD/Jobber</li> <li>Dealer</li> <li>First Call</li> </ul> </li> <li>A big fear in our industry is we fear someone questioning our price. We need to be proud of why and what we do.</li> <li>Become the CEO of your company and you’ll start to see the differences in your sales, costs and profits when you pay attention to what the CEO must do for the company.</li> <li>Parts margins may change in the future. <ul> <li>We may have to lower our margins on parts and increase on labor because of the changing business models and transparency of pricing.</li> </ul> </li> <li>Total ticket margin is important because of the market changes.</li> <li>You must know your effective labor rate. Know your numbers</li> <li>Your SMS is a huge partner in your margins and profit of your company.</li> <li>Implement what you learn so you can move your business forward.</li> <li>We must understand the value we do for our customer.</li> <li>Transparent pricing can be a pushback because it so easy to find the cost of the part that was installed on a vehicle.</li> <li>Never seen a shop go out of business if his labor price was too high. A quote from Cecil Bullard.</li> <li>The foundation of our businesses must be on relationships and trust.</li> <li>We must be paid for the knowledge we have. <ul> <li>Many in our industry are underpaid for what we do. Everyone.</li> </ul> </li> <li>We must add value to every transaction and relationship. <ul> <li>Get paid for what you know and what you do.</li> </ul> </li> </ul> <a href="https://www.gofundme.com/ascca-ca-wild-fire-relief-fund" rel="noopener nofollow" target="_blank">Link to Go Fund Me Page for Shop Owners Who Lost Their Business in the California Fires in October 2017</a> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener nofollow" target="_blank">jasperengines.com</a>

THA 037: Multiple Labor Rates & Matrix Parts Margins in your SMS

https://youtu.be/fqXXoQrnPtAThe Panel:Devin Kelly, All-Star Automotive, Columbia, MODevin Kelley is a passionate entrepreneur with a technician background. As a shop owner, he is responsible for general leadership within his company. This puts him at the front-line of the fight for a more professional auto repair presence in his community and helps maintain his companies positive reputation.  While acquiring another shop and brand in 2018 Devin doubled capacity going from a four bay shop to eight. With the new brand and downtown location his company grew annual sales from $370,000 to $1.8M in 2019. The new brand's prior year losses turned into big profits with new ownership. Devin admits these changes would not have been possible without becoming more mindful and organized when the challenges grew relative to the sales. Having ATI coach Paul Marsh, MWACA mentor Ron Haugen and AutoVitals coach Bill Connor provided invaluable guidance while the shops high performing team set all new company records.  He is excited about how advancing the automotive industry enhances opportunities for his team and improves perceptions of auto repair professionals. When Devin isn’t working, you’ll find him going on adventures with his wife, working out in the gym and riding laps on a motocross track.David Roman began his automotive career in 1999, attending an automotive technical school at a local community college. While attending college, he took a part-time job at a large parts retailer, hoping to gain some experience in the field. This part-time job turned into full-time employment, as he was promoted to management, culminating in placement as a store manager in East Central Illinois.David discovered a passion for helping people and sharing his automotive knowledge. This passion for serving others allowed him the opportunity to successfully manage multi-million dollar operations in Illinois, the St. Louis area, and eventually Kansas City. His approach to customer service garnered him several accolades and awards, something he eventually wanted to bring to automotive repair and service.In 2012, he opened Done With Care Auto Repair with the goal of bringing exceptional customer service, transparency, and honest work to his clients. The business was started with only some savings, no prior clients, and no history. Over the last six years, David has been able to bring a servant’s mentality to helping his clients with their automotive needs resulting in loyal customers, excellent reviews, and a solid reputation. Find other episodes that feature David HERE.David Johnson, DJ Auto, Provo, UT Key Talking Points:The overall root of this problem is having confidenceWe are behind the times addressing labor rates because many do not know how businesses workLosing car count is not the goal, however, consider 95% of your profit is being done by about 50% of your customers. Losing a few customers may be OK. It will happen, but it should not hurt your businessYou need an acceptable labor rate that equates to an acceptable level.Parts margins must be considered in the solutionParts to labor ratios are correctThe psychology of the sale at your counter is criticalIf we are running a good business we are not competing with price. We are competing on value and experienceTake pride in what you do. Do you have the self-esteem to make this happen?Your staff needs to know your strategies and the reasons for all that you doYou must practice your value proposition; the ‘talk’ you have with your customer.You are willing to pay top dollar at a restaurant because you get so much more. No different than at your shopFind your confidence. You’ll do more to help your businessYou do not need a Taj Mahal shop. Keep your shop clean, presentable and professional. Present your enthusiasm, confidence, that you have what they need and speak to your value proposition. Find your differentiation.Price becomes irrelevantDavid Johnson give lifetime battery warrantyWhen he replaces he considers that cost as marketing for customer retentionHe has a higher installation fee, but find his retention is very highMost shops labor rates are artificially lowRaising your labor rate doesn’t have an impact on the customer than you thinkDon’t call the neighborhood to test your labor rate. Every shop has their own profit structure. Many are not business people who really understand how to set the correct labor rateDavid Johnson is $30 per hour higher than dealerships in his marketAs an industry, we must do more work on pre-scheduling customer work. Like the dentists do Practice your value proposition so you gain confidence. When you are not rehearsed or prepared you’ll cave and start to discountYou cannot sell anything if you don’t believeHelp your service advisors with key trigger wordsThe presentation is more critical than everRemove clutter from counter to keep your customer focused on the service advisor. Too many signs can distract from your messageYou can get great ARO from the power of your counterLearn the psychology of sellingTrue success can happen when you get out of the daily grind and observe what is going on with your businessChange does not have to be overwhelmingStart somewhere. Go to training. Take an online courseFind information that can teach you something you need to do betterYour largest opportunity to have a strong labor rate will be on how you talk and present to your customers. Your value proposition should nail itYou need to have multiple labor ratesDiagnostic rate. You’ll need to be at least $4-$5 per minute. You have no profit in diagnostic time so you need to make up for it.Set profit goals and then work backward to cut costs, set sales and margin goals will help you achieve your profit goalsYour labor rate needs to be dictated on what the market will bearEven if your shop is paid for don’t have an artificially low labor rateIngrained into us is the ‘Hero Syndrome’ our pride gets in the way of running a profitable businessDavid doesn’t sell batteries he sells a car that will startHow much do you charge per hour? A question Devin Kelly like to hear.It depends on what we are dongWe don’t charge the same time vs oil change or enging change.SWOT is an exercise you need to do (Strengths, Weaknesses, Opportunities, Threats) Consider this exercise with both short and long term timelines. Then create your strategic plan from these findings.Build on your StrengthsFix your weaknessesManage your opportunitiesDeal with ThreatsListen to a great podcast on SWOT THA 040 Here https://remarkableresults.biz/town-hall-academy/a040/Don’t be afraid to try something new.Implementing will never kill your or the business.Being afraid makes you stupid.Resources:A special thanks to Devin Kelly, David Roman and David Johnson for their contribution to the aftermarket.Books Page HERELeave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailSubscribe to a mobile listening app HERE Thanks to Shop Ware and Jasper:This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

<a href="https://youtu.be/fqXXoQrnPtA" rel="nofollow" target="_blank">https://youtu.be/fqXXoQrnPtA</a>The Panel:Devin Kelly, All-Star Automotive, Columbia, MODevin Kelley is a passionate entrepreneur with a technician background. As a shop owner, he is responsible for general leadership within his company. This puts him at the front-line of the fight for a more professional auto repair presence in his community and helps maintain his companies positive reputation.  While acquiring another shop and brand in 2018 Devin doubled capacity going from a four bay shop to eight. With the new brand and downtown location his company grew annual sales from $370,000 to $1.8M in 2019. The new brand's prior year losses turned into big profits with new ownership. Devin admits these changes would not have been possible without becoming more mindful and organized when the challenges grew relative to the sales. Having ATI coach Paul Marsh, MWACA mentor Ron Haugen and AutoVitals coach Bill Connor provided invaluable guidance while the shops high performing team set all new company records.  He is excited about how advancing the automotive industry enhances opportunities for his team and improves perceptions of auto repair professionals. When Devin isn’t working, you’ll find him going on adventures with his wife, working out in the gym and riding laps on a motocross track.David Roman began his automotive career in 1999, attending an automotive technical school at a local community college. While attending college, he took a part-time job at a large parts retailer, hoping to gain some experience in the field. This part-time job turned into full-time employment, as he was promoted to management, culminating in placement as a store manager in East Central Illinois.David discovered a passion for helping people and sharing his automotive knowledge. This passion for serving others allowed him the opportunity to successfully manage multi-million dollar operations in Illinois, the St. Louis area, and eventually Kansas City. His approach to customer service garnered him several accolades and awards, something he eventually wanted to bring to automotive repair and service.In 2012, he opened Done With Care Auto Repair with the goal of bringing exceptional customer service, transparency, and honest work to his clients. The business was started with only some savings, no prior clients, and no history. Over the last six years, David has been able to bring a servant’s mentality to helping his clients with their automotive needs resulting in loyal customers, excellent reviews, and a solid reputation. Find other episodes that feature David <a href="https://remarkableresults.biz/?s=%22David+Roman%22" rel="nofollow" target="_blank">HERE</a>.David Johnson, DJ Auto, Provo, UT <blockquote>Key Talking Points:</blockquote><ul><li>The overall root of this problem is having confidence</li><li>We are behind the times addressing labor rates because many do not know how businesses work</li><li>Losing car count is not the goal, however, consider 95% of your profit is being done by about 50% of your customers. Losing a few customers may be OK. It will happen, but it should not hurt your business</li><li>You need an acceptable labor rate that equates to an acceptable level.</li><li>Parts margins must be considered in the solution</li><li>Parts to labor ratios are correct</li><li>The psychology of the sale at your counter is critical</li><li>If we are running a good business we are not competing with price. We are competing on value and experience</li><li>Take pride in what you do. Do you have the self-esteem to make this happen?</li><li>Your staff needs to know your strategies and the reasons for all that you do</li><li>You must practice your value proposition; the ‘talk’ you have with your customer.</li><li>You are willing to pay top dollar at a restaurant because you get so much more. No different than at your shop</li><li>Find your confidence. You’ll do more to help your business</li><li>You do not need a Taj Mahal shop. Keep your shop clean, presentable and professional. Present your enthusiasm, confidence, that you have what they need and speak to your value proposition. Find your differentiation.</li><li>Price becomes irrelevant</li><li>David Johnson give lifetime battery warranty</li><li>When he replaces he considers that cost as marketing for customer retention</li><li>He has a higher installation fee, but find his retention is very high</li><li>Most shops labor rates are artificially low</li><li>Raising your labor rate doesn’t have an impact on the customer than you think</li><li>Don’t call the neighborhood to test your labor rate. Every shop has their own profit structure. Many are not business people who really understand how to set the correct labor rate</li><li>David Johnson is $30 per hour higher than dealerships in his market</li><li>As an industry, we must do more work on pre-scheduling customer work. Like the dentists do</li><li> Practice your value proposition so you gain confidence. When you are not rehearsed or prepared you’ll cave and start to discount</li><li>You cannot sell anything if you don’t believe</li><li>Help your service advisors with key trigger words</li><li>The presentation is more critical than ever</li><li>Remove clutter from counter to keep your customer focused on the service advisor. Too many signs can distract from your message</li><li>You can get great ARO from the power of your counter</li><li>Learn the psychology of selling</li><li>True success can happen when you get out of the daily grind and observe what is going on with your business</li><li>Change does not have to be overwhelming</li><li>Start somewhere. Go to training. Take an online course</li><li>Find information that can teach you something you need to do better</li><li>Your largest opportunity to have a strong labor rate will be on how you talk and present to your customers. Your value proposition should nail it</li><li>You need to have multiple labor rates</li><li>Diagnostic rate. You’ll need to be at least $4-$5 per minute. You have no profit in diagnostic time so you need to make up for it.</li><li>Set profit goals and then work backward to cut costs, set sales and margin goals will help you achieve your profit goals</li><li>Your labor rate needs to be dictated on what the market will bear</li><li>Even if your shop is paid for don’t have an artificially low labor rate</li><li>Ingrained into us is the ‘Hero Syndrome’ our pride gets in the way of running a profitable business</li><li>David doesn’t sell batteries he sells a car that will start</li><li>How much do you charge per hour? A question Devin Kelly like to hear.</li><li>It depends on what we are dong</li><li>We don’t charge the same time vs oil change or enging change.</li><li>SWOT is an exercise you need to do (Strengths, Weaknesses, Opportunities, Threats) Consider this exercise with both short and long term timelines. Then create your strategic plan from these findings.</li><li>Build on your Strengths</li><li>Fix your weaknesses</li><li>Manage your opportunities</li><li>Deal with Threats</li><li>Listen to a great podcast on SWOT THA 040 Here <a href="https://remarkableresults.biz/town-hall-academy/a040/" rel="nofollow" target="_blank">https://remarkableresults.biz/town-hall-academy/a040/</a></li><li>Don’t be afraid to try something new.</li><li>Implementing will never kill your or the business.</li><li>Being afraid makes you stupid.</li></ul>Resources:<ul><li>A special thanks to Devin Kelly, David Roman and David Johnson for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a>Subscribe to a mobile listening app <a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank">HERE</a><a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank"></a><a href="http://remarkableresults.biz/insider/" rel="nofollow" target="_blank"></a> <a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank"></a><a href="https://www.spotify.com/us/" rel="nofollow" target="_blank">Thanks to Shop Ware and Jasper:</a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://shop-ware.com/" rel="nofollow" target="_blank">shop-ware.com</a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit<a href="http://jasperengines.com/" rel="nofollow" target="_blank"> jasperengines.com</a>

How To Increase Your Labor Rate Without Losing Car Count [THA 152]

﻿ David Friend is the owner of Mobile Tech and Wilmington Hybrids, from Wilmington, NC  David has two locations. an ADAS Calibration shop and teaches ADAS calibration in his dedicated training center. Listen to David’s previous episodes HERE. Mike Reynolds is the owner of Mobile Automotive Service Solutions in Charleston, SC as well as an automotive technology instructor at Trident Technical College. As a diagnostic specialist, he holds certifications as an ASE Master Technician (A1—A9, X1), and is an Advanced Level Specialist in engine performance (L1), and Hybrid/Electric vehicles (L3). You can find his technical articles published in MotorAge magazine as well as case studies he has written featured in many aftermarket training seminars. Attending an average of 45 training hours per year helped him to become proficient in vehicle diagnostics on American and Asian vehicle lines. Listen to Mike’s other episodes HERE.   Scott Brown is an ASE Master Certified Automobile Technician with over three and a half decades of professional service industry experience. He and his wife own Connie &amp; Dick’s Service Center Inc., a 57-year-old independent shop in Southern California. With a strong focus on engine performance and electronics, Scott began collaborating with other industry professionals, online, beginning in the early 90’s. Since 1995, he has been an instrumental resource in the development of the largest online community of automotive service professionals, the International Automotive Technicians Network — iATN where he once served as company president. Additionally, he serves on the NASTF Board of Directors and is a member of the following associations: ASCCA, CAT, ETI, I-CAR, &amp; SAE. Scott is the founder of diag.net. Find other episodes that have featured Scott HERE. Key Talking Points:  Big Challenge in ADAS Calibration  To have the correct space to set up targets  Level flat space necessary A workaround is to shoot out the bay door   To understand the systems and components and what they do   You have to understand what repairs you may be doing that can affect ADAS calibration you may have to send it to a calibration center or call in a mobile tech Technicians need to understand the fundamentals of ADAS systems. How they work, behave, integrate and operate  Advancement of tech needs to be understood by our working technicians   Consider renting a high-level ADAS vehicle, drive it, and learn how the ADAS systems perform  Scott’s rented vehicle had an incident with radar and it was not performing as intended   Test driving the vehicle once a satisfactory calibration is done is critical Critical that OE specs and guidelines must be followed A limited business model regarding ADAS becoming more dynamic calibration in the future. Yet there may be 15 years of ADAS equipped vehicles to fuel a calibration business model. Depending on the marketplace if you were going to put up a brick and mortar facility or dedicate a bay, consider if collision shops and windshield repair need this service, how many mobile techs are equipped. Currently, the mobile techs are the front line in ADAS calibration 40% of front end collisions avoided because of ADAS If you get in early and become an expert you will become the key players in this space It may be impossible to have all the equipment for every ADAS equipped vehicle. You may be very successful for the top-selling vehicles. Honda and Toyota is a good place to start  ADAS calibration can lead to other work ADAS can be a foot in the door with collision shops   You need to be aware of the liability you have in calibration work Many in our industry do not know what ADAS components are. You are asked to calibrate a parking sensor that is actually a front radar sensor. Knowledge of ADAS is a big gap The recalibration of windshields is not getting done. Sign off on the ticket if insurance or customer will not pay for recalibration of camera  Insurance companies do not get sued if accident or fatality the repair shop or calibrator will be   Insurance companies need to understand if the OE’s require calibration We do not have industry-wide standards/requirements for the repair of the vehicle and of the technicians. Some of the most critical ADAS calibrations make the case for standards and even licensing no different as in the aircraft industry David was saved from a serious accident because of ADAS Customer Education. There is an opportunity to engage and teach your customers in formal meetings at your shop to show how ADAS works. Keep your customers who have new vehicles engaged with your shop. Education is key  Many customers do not understand the features   Mike’s investment including scan tools is prox $75K Before buying tools and eqipment you must know your market  For Toyota, Honda, Nissan, Ford, GM, Chrysler w/Scan tools, J2534 box, subscriptions. Under $25K Other platforms can be more expensive   Every market has different pricing for ADAS calibration (menu pricing)  Prox prices discussed in the episode Charge as much as you can and lock up the market    Resources:  A special thanks to David Friend, Mike Reynolds, and Scott Brown for their contribution to the aftermarket. Books Page HERE Diagnostic Network Website in HERE. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.  Facebook   Twitter   Linked In   Email  Subscribe to a mobile listening app HERE.      This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

﻿ David Friend is the owner of Mobile Tech and Wilmington Hybrids, from Wilmington, NC  David has two locations. an ADAS Calibration shop and teaches ADAS calibration in his dedicated training center. Listen to David’s previous episodes <a href="https://remarkableresults.biz/?s=%22david+Friend%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Mike Reynolds is the owner of Mobile Automotive Service Solutions in Charleston, SC as well as an automotive technology instructor at Trident Technical College. As a diagnostic specialist, he holds certifications as an ASE Master Technician (A1—A9, X1), and is an Advanced Level Specialist in engine performance (L1), and Hybrid/Electric vehicles (L3). You can find his technical articles published in MotorAge magazine as well as case studies he has written featured in many aftermarket training seminars. Attending an average of 45 training hours per year helped him to become proficient in vehicle diagnostics on American and Asian vehicle lines. Listen to Mike’s other episodes <a href="https://remarkableresults.biz/?s=mike+reynolds" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Scott Brown is an ASE Master Certified Automobile Technician with over three and a half decades of professional service industry experience. He and his wife own Connie &amp; Dick’s Service Center Inc., a 57-year-old independent shop in Southern California. With a strong focus on engine performance and electronics, Scott began collaborating with other industry professionals, online, beginning in the early 90’s. Since 1995, he has been an instrumental resource in the development of the largest online community of automotive service professionals, the International Automotive Technicians Network — iATN where he once served as company president. Additionally, he serves on the NASTF Board of Directors and is a member of the following associations: ASCCA, CAT, ETI, I-CAR, &amp; SAE. Scott is the founder of <a href="http://diag.net" rel="nofollow" target="_blank">diag.net</a>. Find other episodes that have featured Scott <a href="https://remarkableresults.biz/?s=%22scott+Brown%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. <blockquote>Key Talking Points:</blockquote> <ul> <li>Big Challenge in ADAS Calibration <ul> <li>To have the correct space to set up targets <ul> <li>Level flat space necessary</li> <li>A workaround is to shoot out the bay door</li> </ul> </li> <li>To understand the systems and components and what they do</li> </ul> </li> <li>You have to understand what repairs you may be doing that can affect ADAS calibration you may have to send it to a calibration center or call in a mobile tech</li> <li>Technicians need to understand the fundamentals of ADAS systems. How they work, behave, integrate and operate <ul> <li>Advancement of tech needs to be understood by our working technicians</li> </ul> </li> <li>Consider renting a high-level ADAS vehicle, drive it, and learn how the ADAS systems perform <ul> <li>Scott’s rented vehicle had an incident with radar and it was not performing as intended</li> </ul> </li> <li>Test driving the vehicle once a satisfactory calibration is done is critical</li> <li>Critical that OE specs and guidelines must be followed</li> <li>A limited business model regarding ADAS becoming more dynamic calibration in the future. Yet there may be 15 years of ADAS equipped vehicles to fuel a calibration business model.</li> <li>Depending on the marketplace if you were going to put up a brick and mortar facility or dedicate a bay, consider if collision shops and windshield repair need this service, how many mobile techs are equipped.</li> <li>Currently, the mobile techs are the front line in ADAS calibration</li> <li>40% of front end collisions avoided because of ADAS</li> <li>If you get in early and become an expert you will become the key players in this space</li> <li>It may be impossible to have all the equipment for every ADAS equipped vehicle. You may be very successful for the top-selling vehicles. Honda and Toyota is a good place to start <ul> <li>ADAS calibration can lead to other work</li> <li>ADAS can be a foot in the door with collision shops</li> </ul> </li> <li>You need to be aware of the liability you have in calibration work</li> <li>Many in our industry do not know what ADAS components are. You are asked to calibrate a parking sensor that is actually a front radar sensor. Knowledge of ADAS is a big gap</li> <li>The recalibration of windshields is not getting done. Sign off on the ticket if insurance or customer will not pay for recalibration of camera <ul> <li>Insurance companies do not get sued if accident or fatality the repair shop or calibrator will be</li> </ul> </li> <li>Insurance companies need to understand if the OE’s require calibration</li> <li>We do not have industry-wide standards/requirements for the repair of the vehicle and of the technicians. Some of the most critical</li> <li>ADAS calibrations make the case for standards and even licensing no different as in the aircraft industry</li> <li>David was saved from a serious accident because of ADAS</li> <li>Customer Education. There is an opportunity to engage and teach your customers in formal meetings at your shop to show how ADAS works. Keep your customers who have new vehicles engaged with your shop. Education is key <ul> <li>Many customers do not understand the features</li> </ul> </li> <li>Mike’s investment including scan tools is prox $75K</li> <li>Before buying tools and eqipment you must know your market <ul> <li>For Toyota, Honda, Nissan, Ford, GM, Chrysler w/Scan tools, J2534 box, subscriptions. Under $25K</li> <li>Other platforms can be more expensive</li> </ul> </li> <li>Every market has different pricing for ADAS calibration (menu pricing) <ul> <li>Prox prices discussed in the episode</li> <li>Charge as much as you can and lock up the market</li> </ul> </li> </ul> Resources: <ul> <li>A special thanks to David Friend, Mike Reynolds, and Scott Brown for their contribution to the aftermarket.</li> <li>Books Page <a href="https://remarkableresults.biz/books/" rel="noopener noreferrer nofollow" target="_blank">HERE</a></li> <li>Diagnostic Network Website in <a href="http://diag.net/" rel="noopener noreferrer nofollow" target="_blank">HERE</a>.</li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener noreferrer nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> Subscribe to a mobile listening app <a href="https://remarkableresults.biz/app/" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. <a href="http://apple.co/1FtrrXt" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.google.com/podcasts?feed=aHR0cDovL3d3dy5yZW1hcmthYmxlcmVzdWx0cy5iaXovZmVlZC9wb2RjYXN0" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://remarkableresults.biz/app/" rel="noopener noreferrer nofollow" target="_blank"></a><a href="https://www.iheart.com/podcast/53-remarkable-results-27936023/" rel="noopener noreferrer nofollow" target="_blank"></a><a href="https://open.spotify.com/show/1lp4lTP8ZvWEWwEEXepBq6" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.buymeacoffee.com/carm" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener noreferrer nofollow" target="_blank">jasperengines.com</a>

THA 138: The Business Side of ADAS – Advanced Driver Assistance Systems

&gt;  Your Learning Curve Never Sounded So Good The Panel: Ron Haugen owns Westside Auto Pros in Des Moines Iowa. Celebrating their 21st year in business in 2018. Ron is an ASE Master Technician, has his AAM certification and is an AMI Certified instructor. Ron also provides coaching and consulting for auto shops across the country. Ron has been Co-Chair of Vision, Hi-Tech Training and Expo,  President of the Des Moines ASA chapter and wants to be in Puerto Morelos Mexico whenever he is not in Des Moines!  Find Ron’s previous episodes HERE.   Andy Bizub is a native of Chicago. His first career was 25 years as a commodity trader. He entered the professional auto industry in 2014 by acquiring a failing shop in downtown Chicago that he was a customer of, and starting a turnaround. At bought his first car at age 19, a 1972 Triumph Spitfire, which was the start of his gas, oil, and automobile obsession. Listen to Andy’s previous episodes HERE.   B. J. Lee is a business coach, consultant and VP of Client Services at the Institute for Automotive Business Excellence. Throughout the years, B. J. has managed, owned or partnered in several repair shops and has gained a wealth of experience in which he calls upon to train others within his own organizations as well as abroad. Whether working in a high-end store or a small rural community, B. J. can easily adapt to any challenges quickly. B. J.’s success and experience has given him the opportunity to partner with Cecil Bullard and the Team at The Institute of Automotive Business Excellence and to be a Consultant to other shop owners and service advisors. Moving up quickly in the field of Business Consulting, he has made a name for himself and loves to see the positive changes within the auto repair industry. Listen to BJ’s previous episodes HERE. Key Talking Points:  Vehicle Inspections. The 300 Rule  Inspect 100% of the vehicles, 100% of the time and 100% presentation of the results. It is your obligation and ethical and moral responsibility to tell the customer what is wrong with their vehicles. Digital will be more thorough and efficient than paper. Helps create a strong trusted relationship by showing everything they need to know What it is what it does, what will happen when you don’t’ fix it. Must have accountability to the process.  Shop foreman should check a few cars a week to be sure the inspections are being done completely   Create a spiff for a number of pictures taken per week.  Pictures of good things help build history and trust. Andy Bizub requires the minimum of 10 pictures per car, but the count can go up which is a trend for him.     Be sure to bill customer for certain items that you may not remember to add to the RO. Items like fluid top off. And many small parts. Shop supplies are important to charge but check with your state.  Forgotten parts like 3rd wiper blade and cabin air filter. But a good inspection process will not forget these items.   Having fun at work is also an important part of the culture at work.  Rotate your ‘fun at work’ events.   Retention programs can generate huge top line sales. Mine your data.  If you can get one-third of your customer base to come back you have a huge opportunity for organic sales growth. Keep top of mind to your customers. Reach out to them via direct mail, email, and social media   Follow up on declined services. The customer may not have money to do the service at a later time. Facebook is social media, not sales media.  Keep it light. Do not offer specials   Track your marketing efforts. Schedule a calendar event to remind yourself to call the customer in five months. Pay your parts bill with a credit card that may have travel benefits.  Andy will use the travel benefits to send his techs to training. IRS has ruled that benefit points are tax-free.   Consider this, warning: check with your accountant and state tax code:  Lower your payroll tax and workers comp insurance costs while offering your technicians a great benefit, by funding their tool &amp; personal parts purchases upfront, then let them pay you back with an interest-free, hourly deduction BEFORE it hits payroll. It is like a barter arrangement between you and your tech. They get pre-tax tool purchases, and you get a lower annual payroll number and a happy, better-equipped technician. You may get a better price for tools/equipment because the shop is paying cash and supplier will not need to hold paper.   Ditch your monthly parts washer service and buy Hot Tank (Jet Spray Washer).  No more monthly / Quarterly Service payments. (BJ Lee)  Can save thousands in renewable costs and in the time the tech needs to stand and ‘wash’. The Jet Sprayer will do the work for you. Productivity gained. Also, there is a product called a ‘smart washer’ (Andy Bizub)   Headlight restorations and windshield repair.  Ron gives incentives to the team for finding and repairing cracked windshields. Easy to do. Nice margins.   Incentivize to introduce a new product to sell and make a new habit. Join an association. You’ll earn money.  Keep your membership up and keep earning. Be sure to utilize all the financial incentives. Association memberships have extreme value in networking, training and financial benefits.    Facebook Twitter Linked In Email  This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

&gt; <h4> Your Learning Curve Never Sounded So Good</h4> The Panel: Ron Haugen owns Westside Auto Pros in Des Moines Iowa. Celebrating their 21st year in business in 2018. Ron is an ASE Master Technician, has his AAM certification and is an AMI Certified instructor. Ron also provides coaching and consulting for auto shops across the country. Ron has been Co-Chair of Vision, Hi-Tech Training and Expo,  President of the Des Moines ASA chapter and wants to be in Puerto Morelos Mexico whenever he is not in Des Moines!  Find Ron’s previous episodes <a href="https://remarkableresults.biz/?s=%22haugen%22" rel="noopener nofollow" target="_blank">HERE</a>. Andy Bizub is a native of Chicago. His first career was 25 years as a commodity trader. He entered the professional auto industry in 2014 by acquiring a failing shop in downtown Chicago that he was a customer of, and starting a turnaround. At bought his first car at age 19, a 1972 Triumph Spitfire, which was the start of his gas, oil, and automobile obsession. Listen to Andy’s previous episodes <a href="https://remarkableresults.biz/?s=%22bizub%22" rel="noopener nofollow" target="_blank">HERE</a>. B. J. Lee is a business coach, consultant and VP of Client Services at the Institute for Automotive Business Excellence. Throughout the years, B. J. has managed, owned or partnered in several repair shops and has gained a wealth of experience in which he calls upon to train others within his own organizations as well as abroad. Whether working in a high-end store or a small rural community, B. J. can easily adapt to any challenges quickly. B. J.’s success and experience has given him the opportunity to partner with Cecil Bullard and the Team at The Institute of Automotive Business Excellence and to be a Consultant to other shop owners and service advisors. Moving up quickly in the field of Business Consulting, he has made a name for himself and loves to see the positive changes within the auto repair industry. Listen to BJ’s previous episodes <a href="https://remarkableresults.biz/?s=%22BJ+Lee%22" rel="noopener nofollow" target="_blank">HERE</a>. <blockquote>Key Talking Points:</blockquote> <ul> <li>Vehicle Inspections. The 300 Rule <ul> <li>Inspect 100% of the vehicles, 100% of the time and 100% presentation of the results.</li> <li>It is your obligation and ethical and moral responsibility to tell the customer what is wrong with their vehicles.</li> <li>Digital will be more thorough and efficient than paper.</li> <li>Helps create a strong trusted relationship by showing everything they need to know</li> <li>What it is what it does, what will happen when you don’t’ fix it.</li> <li>Must have accountability to the process. <ul> <li>Shop foreman should check a few cars a week to be sure the inspections are being done completely</li> </ul> </li> <li>Create a spiff for a number of pictures taken per week. <ul> <li>Pictures of good things help build history and trust.</li> <li>Andy Bizub requires the minimum of 10 pictures per car, but the count can go up which is a trend for him.</li> </ul> </li> </ul> </li> <li>Be sure to bill customer for certain items that you may not remember to add to the RO. Items like fluid top off. And many small parts. Shop supplies are important to charge but check with your state. <ul> <li>Forgotten parts like 3rd wiper blade and cabin air filter. But a good inspection process will not forget these items.</li> </ul> </li> <li>Having fun at work is also an important part of the culture at work. <ul> <li>Rotate your ‘fun at work’ events.</li> </ul> </li> <li>Retention programs can generate huge top line sales. Mine your data. <ul> <li>If you can get one-third of your customer base to come back you have a huge opportunity for organic sales growth.</li> <li>Keep top of mind to your customers. Reach out to them via direct mail, email, and social media</li> </ul> </li> <li>Follow up on declined services. The customer may not have money to do the service at a later time.</li> <li>Facebook is social media, not sales media. <ul> <li>Keep it light. Do not offer specials</li> </ul> </li> <li>Track your marketing efforts.</li> <li>Schedule a calendar event to remind yourself to call the customer in five months.</li> <li>Pay your parts bill with a credit card that may have travel benefits. <ul> <li>Andy will use the travel benefits to send his techs to training.</li> <li>IRS has ruled that benefit points are tax-free.</li> </ul> </li> <li>Consider this, warning: check with your accountant and state tax code: <ul> <li>Lower your payroll tax and workers comp insurance costs while offering your technicians a great benefit, by funding their tool &amp; personal parts purchases upfront, then let them pay you back with an interest-free, hourly deduction BEFORE it hits payroll. It is like a barter arrangement between you and your tech. They get pre-tax tool purchases, and you get a lower annual payroll number and a happy, better-equipped technician.</li> <li>You may get a better price for tools/equipment because the shop is paying cash and supplier will not need to hold paper.</li> </ul> </li> <li>Ditch your monthly parts washer service and buy Hot Tank (Jet Spray Washer).  No more monthly / Quarterly Service payments. (BJ Lee) <ul> <li>Can save thousands in renewable costs and in the time the tech needs to stand and ‘wash’. The Jet Sprayer will do the work for you. Productivity gained.</li> <li>Also, there is a product called a ‘smart washer’ (Andy Bizub)</li> </ul> </li> <li>Headlight restorations and windshield repair. <ul> <li>Ron gives incentives to the team for finding and repairing cracked windshields.</li> <li>Easy to do. Nice margins.</li> </ul> </li> <li>Incentivize to introduce a new product to sell and make a new habit.</li> <li>Join an association. You’ll earn money. <ul> <li>Keep your membership up and keep earning.</li> <li>Be sure to utilize all the financial incentives.</li> <li>Association memberships have extreme value in networking, training and financial benefits.</li> </ul> </li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener nofollow" target="_blank">jasperengines.com</a>

THA 078: Low Hanging Financial Fruit That Will Increase Your Profits

Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel: Professor Scott Norman an instructor and the program coordinator for the four-year bachelor’s program in Automotive Technology at Pittsburg State University in Pittsburg, KS. He has also been a Technical Training Instructor with Chrysler Corporation. He is also Chairman of the National Automotive Service Technology Committee for Skills USA. Listen to Scott in our episode on his role at Pittsburg State 152 and with his role at Skills USA and WorldSkills in episode 164. We also have Rick Escalambre. Although he is a retired instructor at Skyline College in San Bruno, CA, after 31 years Rick shows no signs of slowing down and continues to teach in an adjunct role. He is also a contract trainer throughout the industry.  Rick is on the Vision Educator Think Tank and can always be counted on to make some important and profound contributions to the forum. Hear Rick in his own episode 218. Ryan Kooiman the Director of Training at Standard Motor Products. When he joined Standard Motor Products he was a Technician Training Developer. Previously he was the lead tech/driveability specialist at a 20-bay independent shop in Michigan.  Ryan oversees the operations of the SMP Corporate Training Center in Irving, TX; and oversees the operations and development of the Pro Training group. Hear Rick in his own episode 98 and in the ASE Test Uncovered episode 122. Tim Dwyer is an automotive education specialist at ConsuLab, a manufacturer, and provider of automotive training aids.  After 25 years of ownership, he sold his business Superwrench Import Auto in Tulsa, OK to pursue a teaching career at Oklahoma State University Institute of Technology. There he helped start and instruct the Pro-Tech Automotive Internship program for 12 years. Hear Rick in his own episode 184.  Talking points:  Most instructors have migrated from industry. Not many current students of automotive technology consider a career as an instructor. The technician shortage predicates an instructor shortage in the future. Scott Norman is asked all the time if he can help find instructors for other schools. Retiring instructors need replacements. There are not many in the pipeline; therefore some programs are shutting down. An instructor automotive technology challenges:  Pay Certifications: Meeting education requirements.   There are aftermarket opportunities for trainers as suggested by Ryan Kooiman. Becoming a full-time automotive instructor is a viable career path for working technicians. As an instructor, you are not handed a script. You need to create your own lessons. You may have the technical ability but also need presentation skills.  Mentoring and finding the future leaders/instructors will be necessary.   There is more to engaging students than just having the experience. You can learn to teach … your experience is the valuable asset. Teaching is a definite career change. The subject matter is the same but the job description is totally different. The money is a big factor in the teacher role. They will want to take a pay cut to become an educator. There are benefits. Days not as long. Time off in Summer.     Be socially involved and in touch with the show: FacebookTwitterLinked InEmail

<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:<ul> <li>Professor Scott Norman an instructor and the program coordinator for the four-year bachelor’s program in Automotive Technology at Pittsburg State University in Pittsburg, KS. He has also been a Technical Training Instructor with Chrysler Corporation. He is also Chairman of the National Automotive Service Technology Committee for Skills USA. Listen to Scott in our episode on his role at Pittsburg State <a href="https://remarkableresults.biz/e152/" rel="noopener nofollow" target="_blank">152 </a>and with his role at Skills USA and WorldSkills in episode <a href="https://remarkableresults.biz/e164/" rel="noopener nofollow" target="_blank">164</a>.</li> <li>We also have Rick Escalambre. Although he is a retired instructor at Skyline College in San Bruno, CA, after 31 years Rick shows no signs of slowing down and continues to teach in an adjunct role. He is also a contract trainer throughout the industry.  Rick is on the Vision Educator Think Tank and can always be counted on to make some important and profound contributions to the forum. Hear Rick in his own episode <a href="https://remarkableresults.biz/e218/" rel="nofollow" target="_blank">218</a>.</li> <li>Ryan Kooiman the Director of Training at Standard Motor Products. When he joined Standard Motor Products he was a Technician Training Developer. Previously he was the lead tech/driveability specialist at a 20-bay independent shop in Michigan.  Ryan oversees the operations of the SMP Corporate Training Center in Irving, TX; and oversees the operations and development of the Pro Training group. Hear Rick in his own episode <a href="https://remarkableresults.biz/e098/" rel="nofollow" target="_blank">98</a> and in the ASE Test Uncovered episode <a href="https://remarkableresults.biz/a009/" rel="nofollow" target="_blank">122</a>.</li> <li>Tim Dwyer is an automotive education specialist at ConsuLab, a manufacturer, and provider of automotive training aids.  After 25 years of ownership, he sold his business Superwrench Import Auto in Tulsa, OK to pursue a teaching career at Oklahoma State University Institute of Technology. There he helped start and instruct the Pro-Tech Automotive Internship program for 12 years. Hear Rick in his own episode <a href="https://remarkableresults.biz/e184/" rel="nofollow" target="_blank">184</a>.</li> </ul> Talking points: <ul> <li>Most instructors have migrated from industry.</li> <li>Not many current students of automotive technology consider a career as an instructor.</li> <li>The technician shortage predicates an instructor shortage in the future.</li> <li>Scott Norman is asked all the time if he can help find instructors for other schools.</li> <li>Retiring instructors need replacements. There are not many in the pipeline; therefore some programs are shutting down.</li> <li>An instructor automotive technology challenges: <ul> <li>Pay</li> <li>Certifications: Meeting education requirements.</li> </ul> </li> <li>There are aftermarket opportunities for trainers as suggested by Ryan Kooiman.</li> <li>Becoming a full-time automotive instructor is a viable career path for working technicians.</li> <li>As an instructor, you are not handed a script. You need to create your own lessons.</li> <li>You may have the technical ability but also need presentation skills. <ul> <li>Mentoring and finding the future leaders/instructors will be necessary.</li> </ul> </li> <li>There is more to engaging students than just having the experience.</li> <li>You can learn to teach … your experience is the valuable asset.</li> <li>Teaching is a definite career change. The subject matter is the same but the job description is totally different.</li> <li>The money is a big factor in the teacher role. They will want to take a pay cut to become an educator. There are benefits. Days not as long. Time off in Summer.</li> </ul> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a>

THA 019: Where Will We Find Our Future Automotive Instructors?

﻿ Rena Rennebohm service advisor coach and the Chief Training Officer of ACT Group. When not gardening or cooking Rena is working her chosen trade, Coaching Service Advisors across the country. With over a decade of Service Advisor experience, from the independent side of the business to the dealership side and back, Rena has seen and dealt with just about anything and everything! And after becoming proficient as a Service Advisor, she moved to the Coaching &amp; Training side of the automotive industry. Her experience in Coaching and Training Service Advisors has allowed many, many facilities to not only build their total sales exponentially, it has helped build a stronger NET profits as well. Listen to Rena’s previous episodes HERE. Dave Nelson is the Manager at Antero’s Automotive. He shares the same passion for taking care of  customers. He has over 15 years of experience in the automotive field as well as some time in the motorcycle and power sports industry. Dave has new found love for the game of golf. When he’s not chasing the little white ball around, he’s spending time with his wife and 2 dogs.  RJ Milnes is the General Manager of D&amp;K Auto Repair.   Key Talking Points: Role Play #1  Brakes- the client knows what is wrong and the car has been inspected somewhere else. A Toyota Camry  The contact number needs to be retrieved if you want to call the prospect back  Invest in time on the phone should generate some type of call to action   Towing was brought up. Does customer have AAA. Do you pay for a tow? Dig into why the customer believes it is unsafe to drive because he needs a complete ‘everything’ brake jobs We could have presented to the customer that only X percent of customer who we service need ‘everything’ therefore convince the customer that a  second opinion is important when an estimate for ‘everything’ and the customer has price sticker shock Ask the customer to explain the symptoms of the vehicle that has led to an ‘evertying’ brake job quote  Role Play #2 Oil change- just looking for a price Vehicle: 2015 BMW X6   This role-play was designed to show how to sell the value in an oil change and we are just not a ‘spill and fill’ shop. Always remove words that have a negative connotation  Fortunately for you, we do a Vehicle Inspection   If you have a manufacture certified shop on staff that is a strong selling point as well as servicing up ASE certifications as an added value for the customer When customer objects to the price and sell value and they still don’t care about the ‘value’, you now have prequalified the customer if they are a good fit for your shop   Role Play #3 Check engine light – how much to replace the catalytic converter?  Vehicle: Nissan Pathfinder  A question asked, ‘What caused the converter to fail?’created doubt on the information she received from a scan device from a parts store. RJ offered a $150 inspection charge to look at the vehicle  If a deterrent, let me pull the code and start to test what is wrong with the vehicle. We can see codes that parts stores can’t.   RJ does not like to give prices because things usually change once the vehicle is in the shop.  Overall notes:  Many shops to not give prices on the phone. Renna has noticed that the Lead to Conversion Rate increases when prices are given.  Some shops offer an on-line price estimator Let features and benefits be the service advisors strong tools During a call, you are interviewing the customer and they are interviewing you, both looking for a good fit. If cheep is what they want and you can’t deliver you’ve learned. A call came in asking for a price on alternator and battery. The shop did not give a price. Lost the opportunity.  However, in that case with a customer requesting alternator and battery, will most like be competitive against the dealer and gain a new customer? Dave asks what their objective for pushing for price. Are they looking for a good warranty, looking for a certified technician or a cheap price and will not take no for an answer.  This helps you qualify the customer.   Dave like to send an itemized estimate through email  Link to Role Play Part 1 Town Hall Academy 069 Link to Role Play Part 2 Town Hall Academy 091 Resources:  A special thanks to Rena Rennebohm, Dave Nelson, and RJ Milnes for their contribution to the aftermarket. Books Page HERE Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.  Facebook   Twitter   Linked In   Email   This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

﻿ Rena Rennebohm service advisor coach and the Chief Training Officer of ACT Group. When not gardening or cooking Rena is working her chosen trade, Coaching Service Advisors across the country. With over a decade of Service Advisor experience, from the independent side of the business to the dealership side and back, Rena has seen and dealt with just about anything and everything! And after becoming proficient as a Service Advisor, she moved to the Coaching &amp; Training side of the automotive industry. Her experience in Coaching and Training Service Advisors has allowed many, many facilities to not only build their total sales exponentially, it has helped build a stronger NET profits as well. Listen to Rena’s previous episodes <a href="https://remarkableresults.biz/?s=%22Renna+Rennebohm%C2%A0%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Dave Nelson is the Manager at Antero’s Automotive. He shares the same passion for taking care of  customers. He has over 15 years of experience in the automotive field as well as some time in the motorcycle and power sports industry. Dave has new found love for the game of golf. When he’s not chasing the little white ball around, he’s spending time with his wife and 2 dogs. RJ Milnes is the General Manager of D&amp;K Auto Repair. <h3>Key Talking Points:</h3> Role Play #1 Brakes- the client knows what is wrong and the car has been inspected somewhere else. A Toyota Camry <ul> <li>The contact number needs to be retrieved if you want to call the prospect back <ul> <li>Invest in time on the phone should generate some type of call to action</li> </ul> </li> <li>Towing was brought up. Does customer have AAA. Do you pay for a tow?</li> <li>Dig into why the customer believes it is unsafe to drive because he needs a complete ‘everything’ brake jobs</li> <li>We could have presented to the customer that only X percent of customer who we service need ‘everything’ therefore convince the customer that a  second opinion is important when an estimate for ‘everything’ and the customer has price sticker shock</li> <li>Ask the customer to explain the symptoms of the vehicle that has led to an ‘evertying’ brake job quote</li> </ul> Role Play #2 Oil change- just looking for a price Vehicle: 2015 BMW X6 <ul> <li> This role-play was designed to show how to sell the value in an oil change and we are just not a ‘spill and fill’ shop.</li> <li>Always remove words that have a negative connotation <ul> <li>Fortunately for you, we do a Vehicle Inspection</li> </ul> </li> <li>If you have a manufacture certified shop on staff that is a strong selling point as well as servicing up ASE certifications as an added value for the customer</li> <li>When customer objects to the price and sell value and they still don’t care about the ‘value’, you now have prequalified the customer if they are a good fit for your shop </li> </ul> Role Play #3 Check engine light – how much to replace the catalytic converter? Vehicle: Nissan Pathfinder <ul> <li>A question asked, ‘What caused the converter to fail?’created doubt on the information she received from a scan device from a parts store.</li> <li>RJ offered a $150 inspection charge to look at the vehicle <ul> <li>If a deterrent, let me pull the code and start to test what is wrong with the vehicle. We can see codes that parts stores can’t.</li> </ul> </li> <li>RJ does not like to give prices because things usually change once the vehicle is in the shop.</li> </ul> <h4>Overall notes:</h4> <ul> <li>Many shops to not give prices on the phone.</li> <li>Renna has noticed that the Lead to Conversion Rate increases when prices are given.</li> <li> Some shops offer an on-line price estimator</li> <li>Let features and benefits be the service advisors strong tools</li> <li>During a call, you are interviewing the customer and they are interviewing you, both looking for a good fit. If cheep is what they want and you can’t deliver you’ve learned.</li> <li>A call came in asking for a price on alternator and battery. The shop did not give a price. Lost the opportunity. <ul> <li>However, in that case with a customer requesting alternator and battery, will most like be competitive against the dealer and gain a new customer?</li> <li>Dave asks what their objective for pushing for price. Are they looking for a good warranty, looking for a certified technician or a cheap price and will not take no for an answer.  This helps you qualify the customer.</li> </ul> </li> <li>Dave like to send an itemized estimate through email</li> </ul> <a href="https://remarkableresults.biz/a069/" rel="noopener noreferrer nofollow" target="_blank">Link to Role Play Part 1 Town Hall Academy 069</a> <a href="https://remarkableresults.biz/a091/" rel="noopener noreferrer nofollow" target="_blank">Link to Role Play Part 2 Town Hall Academy 091</a> Resources: <ul> <li>A special thanks to Rena Rennebohm, Dave Nelson, and RJ Milnes for their contribution to the aftermarket.</li> <li>Books Page <a href="https://remarkableresults.biz/books/" rel="noopener noreferrer nofollow" target="_blank">HERE</a></li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener noreferrer nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener noreferrer nofollow" target="_blank">jasperengines.com</a>

THA 130: Service Advisor Role Play #3

Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel:Ron Haugen owns and operates Westside Auto Pros in Des Moines Iowa. Celebrating their 20th year in business this year, having started with one employee they are now at a staff of 25. Ron is an ASE Master Technician, has his AAM certification is an AMI Certified instructor. Ron also provides coaching and consulting for auto shops across the country. Ron is  Co-Chair of Vision, President of the Des Moines ASA chapter and wants to be in Puerto Morelos Mexico whenever he is not in Des Moines. You can hear Ron is episode 107 and 204John Eppstein is the owner of John’s Automotive Care in San Diego, CA since 1998, admits he was a better tech than a businessman, but did something about it. One thing he credits for his success is making his customer his main focus. John was honored as the 2016 NAPA ASE Technician of the year.  Hear John in our one on on interview in episode 119 and 200.Talking Points: Do advisers need technical experience and knowledge Personality or experience ? They need to be able to connect with a broad range of people and personalities to include the customers, fellow coworkers and vendors. They need to be able to stay calm under pressure and handle all the minor details. Service advisers must have these traits: Integrity, Loves people and be an Extra Miler  Sign up to be in the live Academy audience on Friday’s at Noon EST here.  Be socially involved and in touch with the show: FacebookTwitterLinked InEmail

<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:Ron Haugen owns and operates Westside Auto Pros in Des Moines Iowa. Celebrating their 20th year in business this year, having started with one employee they are now at a staff of 25. Ron is an ASE Master Technician, has his AAM certification is an AMI Certified instructor. Ron also provides coaching and consulting for auto shops across the country. Ron is  Co-Chair of Vision, President of the Des Moines ASA chapter and wants to be in Puerto Morelos Mexico whenever he is not in Des Moines. You can hear Ron is episode 107 and 204John Eppstein is the owner of John’s Automotive Care in San Diego, CA since 1998, admits he was a better tech than a businessman, but did something about it. One thing he credits for his success is making his customer his main focus. John was honored as the 2016 NAPA ASE Technician of the year.  Hear John in our one on on interview in episode 119 and 200.Talking Points:<ul> <li>Do advisers need technical experience and knowledge</li> <li>Personality or experience ?</li> <li>They need to be able to connect with a broad range of people and personalities to include the customers, fellow coworkers and vendors.</li> <li>They need to be able to stay calm under pressure and handle all the minor details.</li> <li>Service advisers must have these traits: Integrity, Loves people and be an Extra Miler</li> </ul> Sign up to be in the live Academy audience on Friday’s at Noon EST <a href="http://bit.ly/2l64FPK" rel="noopener noreferrer nofollow" target="_blank">here.</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a>

THA 003: Top Qualities of a Service Adviser

﻿&gt;  Your Learning Curve Never Sounded So Good The Panel: Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation. Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today. Bob is one of 150 wworldwideAMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are HERE.   Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) HERE.   Cecil Bullard is President of the Institute for Automotive Business Excellence. He is a trainer and business coach in the automotive aftermarket working closely with service professionals. Previous episodes featuring or mentioning Cecil, click HERE.  Institute for Automotive Business Excellence HERE.   Jude Larson is the Director of New Business Development for the ACT Group.  He is a frequent speaker and trainer at industry events. Jude has vast business experience including being a highly successful service advisor, the owner and operator of a hybrid online and print marketing company, a top performer in the financial industry, and had a record-setting career in retail management. Jude is also a shop owner, Valley Repair in Tenino, WA. Listen to Jude’s Episodes HERE. Jude uses his rich experience and business success as he consults, trains and coaches results-focused solutions with clients. ACT Group website HERE. Find the Business Coaches LAB Series HERE. Key Talking Points:  From Rick White: Standard in a business is the bar, the ruler, that one sets for the level of quality, service, experience, caring, and engagement. The problem is so many times the owner is so busy doing whatever he’s doing in his business mistakenly believing his job is to make sure cars are fixed, that they forget about the standard and now the standard is being set by whoever the customer is dealing with or whoever is working on the car which can lead to disastrous results. Customer/Client. Define your market. Define your client. Identifying who your ideal customer is will improve your profits and workflow. Find podcasts on Ideal Customer HERE. Set your standard on who your customer is. If you do your marketing right it will chase the customers you do not want from you. Client vs customer denotes responsibility and relationship. How will you take care of your customers?  How many techs, how many service advisors.   Books. Markets of One.  Chris Norton and Ross Honeywill. Standards include having a moral and ethics statement. You don’t want to be busy you want to be steady. Create standards that make it possible for your team to do their job. Are there standards in place that allow:  Technicians to do a correct inspection. Do not encourage waiters that push the workflow. Scheduling correctly to give time to do a correct job.   Communication of standards is critical for the team. There are minimum standards of execution. How you do what you do. You create a culture of taking care of the customer from start to finish. Creating procedures on all defining repair concerns for the clients’ vehicle because of reliability and safety. Don’t feel that building your standards is beyond your abilities. Eat the elephant one bite at a time. Pick the area that you need the most work on that will shore up your leaking shop.  Take them one at a time. Small consistent improvements. Work on two items at a time. You may be looking at a two to three-year process to make major changes in your business. Consider doing a new change in your company for 60 days before ever considering abandoning it. The team needs to own it and work it for 60 days.   In business, there is no floating. You either going up or down. (Cecil Bullard) Create trust with your team.  The more trust the more real change. Involve them.   Meeting with the team are important to involve them and gain buy-in. #1 problem in business is lack of communication. A good process helps put money in the bank.  A standard, for example, is training. How many hours are required for the entire team including the CEO? Training is too expensive not to do. Education is part of the culture, in the pay plan and starts with the job interview. Training is an investment.  With a struggling shop, you can listen to a Remarkable Results podcast or watch a technical training video among other affordable training initiatives.    Processes and procedures are an important part of your companies standards.  Well documented processes maintain your work quality and expectations Documented processes provide consistency and allow new team members not to change the way things are done. This solves the problem of meeting promise times for your customers. The panel says that whey they take on a new client   Book: Work the System by Sam Carpenter. Recommended by Jude Larson a free resource. Book: E-Myth Revisited by Michael Gerber. Recommended by Cecil Bullard. Find many interviews covered on this podcast on the E-Myth HERE. Setting standards builds strong team players and customers that value you. With a team of owners, the business can go to great places.   Facebook Twitter Linked In Email  This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

﻿&gt; <h4> Your Learning Curve Never Sounded So Good</h4> The Panel: Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for <a href="https://remarkableresults.biz/?s=%22Business+Coaches+LAB%22" rel="noopener nofollow" target="_blank"></a>the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation. Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today. Bob is one of 150 wworldwideAMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are <a href="https://remarkableresults.biz/?s=%22greenwood%22" rel="noopener nofollow" target="_blank">HERE</a>.   Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) <a href="http://www.aaec.ca/" rel="noopener nofollow" target="_blank">HERE</a>. Cecil Bullard is President of the Institute for Automotive Business Excellence. He is a trainer and business coach in the automotive aftermarket working closely with service professionals. Previous episodes featuring or mentioning Cecil, click <a href="https://remarkableresults.biz/?s=Cecil+Bullard" rel="noopener nofollow" target="_blank">HERE</a>.  Institute for Automotive Business Excellence <a href="http://iforabe.com" rel="noopener nofollow" target="_blank">HERE</a>. Jude Larson is the Director of New Business Development for the ACT Group.  He is a frequent speaker and trainer at industry events. Jude has vast business experience including being a highly successful service advisor, the owner and operator of a hybrid online and print marketing company, a top performer in the financial industry, and had a record-setting career in retail management. Jude is also a shop owner, Valley Repair in Tenino, WA. Listen to Jude’s Episodes <a href="https://remarkableresults.biz/?s=jude+larson" rel="noopener nofollow" target="_blank">HERE</a>. Jude uses his rich experience and business success as he consults, trains and coaches results-focused solutions with clients. ACT Group website <a href="https://www.automotivecoachingandtraining.com/" rel="noopener nofollow" target="_blank">HERE</a>. Find the Business Coaches LAB Series <a href="https://remarkableresults.biz/?s=%22Business+Coaches+LAB%22" rel="noopener nofollow" target="_blank">HERE</a>. <blockquote>Key Talking Points:</blockquote> <ul> <li>From Rick White: Standard in a business is the bar, the ruler, that one sets for the level of quality, service, experience, caring, and engagement. The problem is so many times the owner is so busy doing whatever he’s doing in his business mistakenly believing his job is to make sure cars are fixed, that they forget about the standard and now the standard is being set by whoever the customer is dealing with or whoever is working on the car which can lead to disastrous results.</li> <li>Customer/Client. Define your market. Define your client. Identifying who your ideal customer is will improve your profits and workflow. Find podcasts on Ideal Customer HERE. Set your standard on who your customer is.</li> <li>If you do your marketing right it will chase the customers you do not want from you.</li> <li>Client vs customer denotes responsibility and relationship.</li> <li>How will you take care of your customers? <ul> <li>How many techs, how many service advisors.</li> </ul> </li> <li>Books. Markets of One.  Chris Norton and Ross Honeywill.</li> <li>Standards include having a moral and ethics statement.</li> <li>You don’t want to be busy you want to be steady.</li> <li>Create standards that make it possible for your team to do their job.</li> <li>Are there standards in place that allow: <ul> <li>Technicians to do a correct inspection.</li> <li>Do not encourage waiters that push the workflow.</li> <li>Scheduling correctly to give time to do a correct job.</li> </ul> </li> <li>Communication of standards is critical for the team.</li> <li>There are minimum standards of execution. How you do what you do.</li> <li>You create a culture of taking care of the customer from start to finish.</li> <li>Creating procedures on all defining repair concerns for the clients’ vehicle because of reliability and safety.</li> <li>Don’t feel that building your standards is beyond your abilities. Eat the elephant one bite at a time. Pick the area that you need the most work on that will shore up your leaking shop. <ul> <li>Take them one at a time.</li> <li>Small consistent improvements.</li> <li>Work on two items at a time.</li> <li>You may be looking at a two to three-year process to make major changes in your business.</li> <li>Consider doing a new change in your company for 60 days before ever considering abandoning it. The team needs to own it and work it for 60 days.</li> </ul> </li> <li>In business, there is no floating. You either going up or down. (Cecil Bullard)</li> <li>Create trust with your team. <ul> <li>The more trust the more real change.</li> <li>Involve them.</li> </ul> </li> <li>Meeting with the team are important to involve them and gain buy-in.</li> <li>#1 problem in business is lack of communication.</li> <li>A good process helps put money in the bank. </li> <li>A standard, for example, is training. How many hours are required for the entire team including the CEO? Training is too expensive not to do. Education is part of the culture, in the pay plan and starts with the job interview. Training is an investment. <ul> <li>With a struggling shop, you can listen to a Remarkable Results podcast or watch a technical training video among other affordable training initiatives.</li> </ul> </li> <li> Processes and procedures are an important part of your companies standards. <ul> <li>Well documented processes maintain your work quality and expectations</li> <li>Documented processes provide consistency and allow new team members not to change the way things are done.</li> <li>This solves the problem of meeting promise times for your customers.</li> <li>The panel says that whey they take on a new client</li> </ul> </li> <li>Book: Work the System by Sam Carpenter. Recommended by Jude Larson a free resource.</li> <li>Book: E-Myth Revisited by Michael Gerber. Recommended by Cecil Bullard. Find many interviews covered on this podcast on the E-Myth HERE.</li> <li>Setting standards builds strong team players and customers that value you.</li> <li>With a team of owners, the business can go to great places. </li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener nofollow" target="_blank">jasperengines.com</a>

THA 077: Business Coaches LAB – Standards

Andy Massoll second-generation owner from Curt’s service in Oak Park, Michigan was featured in episode 29. He and his dad Curt build their 15,000 sq ft dream shop in 2012 and you can hear about all the Green Capabilities of his shop in episode 29. His main location focuses on specialized services such as European, Asian, hybrid and fleet. Andy recently opened his first branch with a partner in a more rural setting. He and his partner Jim were consulting for the business but decided to buy it instead. He is also a member of CCPN and ASA. Andy’s previous episode HERE. John Long started to gain more interest in vehicles and just after his 21stbirthday he accepted a position working at National Tire &amp; Battery as a service advisor.  He knew nothing about tires or vehicle systems and how they worked, but he learned as much as he could. In 2005, John and his wife decided it was time for a move. He arrived in San Antonio late on a Friday night after driving 24 hours straight and interviewed with Mark Roberts on Saturday morning.  Mark hired John, and for the next several years he helped grow the new mechanical repair shop business. Listen to John’s previous episodes HERE. Tom Ham, with the help of his wife Deb, is the creator and owner of Automotive Management Network a 12,000 plus member website dedicated to the exchange of vehicle service management information. Tom got his start in the auto service industry pumping gas in the late ’60s. Tom and his wife operate Auto Centric, an import specialty shop in Grand Rapids, MI. Tom and Deb have five children including two sons and a daughter who served in the Iraq War as U.S. Marines.  He writes extensively on industry topics.  Discover Tom’s previous episodes HERE.    Key Talking Points:   Big take-a-way is Budgeting and the Profit First Strategy Create a budget on every category of the business and share it with your people. They need to know of the entire plans for revenue, margin, and costs in the business  A budget needs to be in-depth A budget is not a saving plan but an earning and spending plan Tom Ham: An oversimplified 25/25/25/25 budget plan. Simply put of your sales you can allow 25% for payroll, 25% Expenses, 25% for Parts, 25% for profit.    Dave Ramsey financial goals will help your people live within their income Long-range goal: Will the shop run without you.  Make the plan and work the plan Set yourself up to succeed   You should not get yourself into debt as you grow your business The family must be on the same page on how you spend money. What is your incoming and live within your means.  Spend less than what you take in both personal and business   Money needs to be there for investment in technology, tools, equipment  Can’t spend what you don’t have Must budget: set aside money for every aspect of the business Monies/funds available must be earned through running a great business   Andy and Tom are in a twenty-group. This really helped them focus and grow their business There are two different types of shop owners as it relates to increasing labor rates  One’s that will immediately change their labor rate Other, will worry and labor over the decision   Managing your profitability and running a successful business allows you to may a great wage to your team and keep them. Many techs turned business owners manage their business by what is in the bank.  The worse way to manage   Andy suggests ‘reverse engineer’ your cash. Allocate taxes, payroll, profit and so on. The book Profit First will help. Find it HERE.  Podcast episodes on Profit First HERE.   Rarely businesses will go out of business if they have high prices Never borrow to pay parts bill. This shows that your core fundamentals are broken.  Use debt to grow the business   If you are in trouble paying your bills. Suggestions:  Find an accountability partner. Admit you need help. Can help you and give you guidance Stop the bleeding. Not hard to find areas that are bleeding money The family must be on boards (spouse)   Learn to be uncomfortable as you learn. Get out of your comfort zone If you are struggling you are not alone  Ask for help   Don’t let finances scare you, however, you must learn  Get educated, get help Don’t just keep track of what you want, you must look at every performance indicator and find ways to improve them    Be content with where you are and also be aggressive in going forward.  If you are not content figure out what doesn’t make you content    Resources:  A special thanks to Andy Massoll, Tom Ham, and John Long for their contribution to the aftermarket. Books Page HERE Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.  Facebook   Twitter   Linked In   Email Subscribe to a mobile listening app HERE      Thanks to Shop Ware and Jasper:  This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com  This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

Andy Massoll second-generation owner from Curt’s service in Oak Park, Michigan was featured in episode 29. He and his dad Curt build their 15,000 sq ft dream shop in 2012 and you can hear about all the Green Capabilities of his shop in episode 29. His main location focuses on specialized services such as European, Asian, hybrid and fleet. Andy recently opened his first branch with a partner in a more rural setting. He and his partner Jim were consulting for the business but decided to buy it instead. He is also a member of CCPN and ASA. Andy’s previous episode <a href="https://remarkableresults.biz/?s=Andy+Massoll" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. John Long started to gain more interest in vehicles and just after his 21stbirthday he accepted a position working at National Tire &amp; Battery as a service advisor.  He knew nothing about tires or vehicle systems and how they worked, but he learned as much as he could. In 2005, John and his wife decided it was time for a move. He arrived in San Antonio late on a Friday night after driving 24 hours straight and interviewed with Mark Roberts on Saturday morning.  Mark hired John, and for the next several years he helped grow the new mechanical repair shop business. Listen to John’s previous episodes <a href="https://remarkableresults.biz/?s=%22John+Long%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Tom Ham, with the help of his wife Deb, is the creator and owner of <a href="http://www.automotivemanagementnetwork.com/" rel="noopener noreferrer nofollow" target="_blank">Automotive Management Network </a>a 12,000 plus member website dedicated to the exchange of vehicle service management information. Tom got his start in the auto service industry pumping gas in the late ’60s. Tom and his wife operate Auto Centric, an import specialty shop in Grand Rapids, MI. Tom and Deb have five children including two sons and a daughter who served in the Iraq War as U.S. Marines.  He writes extensively on industry topics.  Discover Tom’s previous episodes <a href="https://remarkableresults.biz/?s=%27tom+ham%27" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. <blockquote> Key Talking Points: </blockquote> <ul> <li>Big take-a-way is Budgeting and the Profit First Strategy</li> <li>Create a budget on every category of the business and share it with your people. They need to know of the entire plans for revenue, margin, and costs in the business <ul> <li>A budget needs to be in-depth</li> <li>A budget is not a saving plan but an earning and spending plan</li> <li>Tom Ham: An oversimplified 25/25/25/25 budget plan. Simply put of your sales you can allow 25% for payroll, 25% Expenses, 25% for Parts, 25% for profit. </li> </ul> </li> <li>Dave Ramsey financial goals will help your people live within their income</li> <li>Long-range goal: Will the shop run without you. <ul> <li>Make the plan and work the plan</li> <li>Set yourself up to succeed</li> </ul> </li> <li>You should not get yourself into debt as you grow your business</li> <li>The family must be on the same page on how you spend money. What is your incoming and live within your means. <ul> <li>Spend less than what you take in both personal and business</li> </ul> </li> <li>Money needs to be there for investment in technology, tools, equipment <ul> <li>Can’t spend what you don’t have</li> <li>Must budget: set aside money for every aspect of the business</li> <li>Monies/funds available must be earned through running a great business</li> </ul> </li> <li>Andy and Tom are in a twenty-group. This really helped them focus and grow their business</li> <li>There are two different types of shop owners as it relates to increasing labor rates <ul> <li>One’s that will immediately change their labor rate</li> <li>Other, will worry and labor over the decision</li> </ul> </li> <li>Managing your profitability and running a successful business allows you to may a great wage to your team and keep them.</li> <li>Many techs turned business owners manage their business by what is in the bank. <ul> <li>The worse way to manage</li> </ul> </li> <li>Andy suggests ‘reverse engineer’ your cash. Allocate taxes, payroll, profit and so on.</li> <li>The book Profit First will help. Find it <a href="https://amzn.to/2t20sG6" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. <ul> <li>Podcast episodes on Profit First <a href="https://remarkableresults.biz/?s=%22Profit+First%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>.</li> </ul> </li> <li>Rarely businesses will go out of business if they have high prices</li> <li>Never borrow to pay parts bill. This shows that your core fundamentals are broken. <ul> <li>Use debt to grow the business</li> </ul> </li> <li>If you are in trouble paying your bills. Suggestions: <ul> <li>Find an accountability partner. Admit you need help. Can help you and give you guidance</li> <li>Stop the bleeding. Not hard to find areas that are bleeding money</li> <li>The family must be on boards (spouse)</li> </ul> </li> <li>Learn to be uncomfortable as you learn. Get out of your comfort zone</li> <li>If you are struggling you are not alone <ul> <li>Ask for help</li> </ul> </li> <li>Don’t let finances scare you, however, you must learn <ul> <li>Get educated, get help</li> <li>Don’t just keep track of what you want, you must look at every performance indicator and find ways to improve them</li> </ul> </li> <li> Be content with where you are and also be aggressive in going forward. <ul> <li>If you are not content figure out what doesn’t make you content</li> </ul> </li> </ul> Resources: <ul> <li>A special thanks to Andy Massoll, Tom Ham, and John Long for their contribution to the aftermarket.</li> <li>Books Page <a href="books/" rel="noopener noreferrer nofollow" target="_blank">HERE</a></li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener noreferrer nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a> Subscribe to a mobile listening app <a href="app/" rel="noopener noreferrer nofollow" target="_blank">HERE</a> <a href="http://apple.co/1FtrrXt" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.google.com/podcasts?feed=aHR0cDovL3d3dy5yZW1hcmthYmxlcmVzdWx0cy5iaXovZmVlZC9wb2RjYXN0" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="app/" rel="noopener noreferrer nofollow" target="_blank"></a><a href="https://www.iheart.com/podcast/53-remarkable-results-27936023/" rel="noopener noreferrer nofollow" target="_blank"></a><a href="https://www.spotify.com/us/" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="http://remarkableresults.biz/insider/" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.buymeacoffee.com/carm" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.spotify.com/us/" rel="noopener noreferrer nofollow" target="_blank">Thanks to Shop Ware and Jasper:</a> This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://shop-ware.com" rel="noopener noreferrer nofollow" target="_blank">shop-ware.com</a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener noreferrer nofollow" target="_blank">jasperengines.com</a>

THA 149: Top Financial Challenges to Overcome – Shop Owner Perspective

Seth Thorson was educated at a UTI in Chicago where he was at the top of his class. He then went to BMW Step to finish the master’s program. Thorson was hired in at a BMW dealership in Bloomfield Hills, Michigan.  From there he moved to an independent shop in Waterford Michigan and learned VW Audi. Seth’s passion remained with BMW and he was offered a chance to buy an existing shop in New Brighton, Minnesota near where he grew up. He is the owner of Eurotech which specializes in BMW, Mercedes, and Audi cars.  He is a firm believer in using factory tools to ensure proper repairs and coding. His team of highly trained and certified technicians are able to diagnose today’s complex vehicle systems! His second location, Green Garage, works on all makes and models. Seth also owns and runs a BMW tech support company called LMV Bavarian that provides support and programming to a growing network of over 200 shops via remote diagnostics.  He also teaches national seminars on BMW diagnostics. Seth has also partnered with SSF auto parts in their unique ‘hands-on’ training program. Seth belongs to AASP in MN, BIMRS as well as NASTEF.  He is also a member of Cecil Bullards (Institute for Automotive Business Excellence) 20 group. He believes idea sharing and networking with other shop owners has helped grow his business. Listen to Seth’s previous episodes HERE. Jerry Kezhaya from The Auto Shop in Plano Texas has been in business since 1981. Plano is a northern suburb of Dallas with a population on 280,000. According to Jerry, it is the top growing county in the US.  His 35,000 sq ft shop has 21 lifts with two flats per lift. Jerry is a business coach and prides himself for getting out of the shop between 80 and 120 days a year to work with clients, attends seminars and enjoys wine. Listen to Jerry previous episodes HERE. Matt Fanslow is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN.  His primary responsibilities are to diagnose driveability and electrical/electronic issues, and perform most all programming, coding, initializing, adoptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt is also a subject matter expert for ASE and has instructed at Vision Hi-Tech Training and Expo. Matt has participated on 18 ASE technical committees for the ASE Practice Test, A6, A7, A8, and L1 tests. He’s also done case studies for Standard Motor Products. Fanslow’s goal is to do everything in his power to improve the overall level of professionalism within the automotive and light truck repair trade and also raise the level of its public image. Hear Matt in previous episodes HERE. Frank Scandura from Franks European in Las Vegas, NV started working on cars as a teenager in upstate New York and moved to Las Vegas in 1988.  After years writing service for Mercedes, he opened Frank’s European service in 2001 and grew to a 12,000-square foot, 10 bay shop in the northwest part of Las Vegas, not far from the famous Strip! He has 15 team members and is partnered with his wife Deborah. From his first immersion, in the business, pumping gas at 15 years old in Orange County New York, to writing service at a Mercedes dealer in Las Vegas Frank Scandura shares his business acumen and offers insights and trends on leadership as a business coach. Frank’s previous episodes HERE. Key Talking Points  Raise your labor rate today. Charge (get paid) for what you are worth  Get a business coach Start networking Join a group/association It starts with the owner to get their business into a high-profit zone Treat your business as a business.  It is an entity   The majority of shops are not charging enough Fear is the biggest reason why shops won’t charge for what they are worth  FEAR: False Evidence Appearing Real   Are we charging the proper labor rate so we can pay for top-level technicians Shop owners do not understand business and they need to break through and become a CEO Cannot run a great business if you are racing to the bottom.  You need cash to create uncompromising success   Minimum entry into this business is fixing the car right the first time. We are using bad reference points in how we set our labor rate and pay scale Entities are poaching our talent and those entities do not require the skill that we do  We are losing higher skilled people to lower skilled jobs Techs are leaving for all the reasons we have covered in this Academy   Frank is charging more per hour for working on 24 years and older cars Being independent can be a curse Tesla charges $250/hour as a shop rate.  Just as much computing power in a Cadillac as in a Tesla   Is moonlighting hurting the industry?  Is it pay?   Most technicians cannot see past their next paycheck.  Financial support is necessary to understand their financial need. Many say they are not making enough money are really saying that they are spending too much They need a budget and you can help with that It is what you keep not what you make. A lesson we all need to face   You need to show your team members what their total compensation is  Invisible paycheck shows the entire compensation package. Health Care, Retirement, Paid Training, Paid ASE Tests, Tools, FICA, Dental, PTO (Time Off), Uniform, Vacation, and more   You have intelligence and emotion to deal with in life. It is a balance you need to be aware of. Create your organization chart with roles and responsibility It is simple math to figure out what to pay your technicians  Cost of living, demographics come into play Put your numbers to paper. Consider the service writers and technicians pay. If you can’t pay what you feel you can, you may be in the wrong market to generate the revenue and margins necessary. Start now to make changes to your business  Improved margins Increased labor rates   It is a process and will not happen overnight   Jerry looks at his business as a factory  In one side is a broken car At the end of the ‘line’, you have a happy customer The factory efficiency must be tweaked all the time   Many reasons you cannot keep great talent can be because of a lack of:  Training Systems Procedures Profitability   Unorganized, unkept facility Marketing Tools/equipment Environment Culture    Ideas on compensation elements  ASE Testing Training Efficiency Comebacks Years of Service Training hours per year   Layout a compensation plan so your people know where they can be when milestones happen Listen to where your people want to be in their life and work with them to help them reach those goals which will include the right compensation plan Seth is using a coaching process to align personal goals to the company  If he has to pay for a Dave Ramsey class to help them budget and manage their debt   Frank will provide financial training in his yearly 40-hour requirement for his people  Your housing should be no more than 25% of your take-home (Dave Ramsey)   Your people need to earn their keep and you need to evaluate Go on shop tours    Resources:  A special thanks to Seth Thorson, Frank Scandura, Jerry Kezhaya, and Matt Fanslow for their contribution to the aftermarket. Books Page HERE Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.  Facebook   Twitter   Linked In   Email  This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com   Subscribe to a mobile listening app HERE.

Seth Thorson was educated at a UTI in Chicago where he was at the top of his class. He then went to BMW Step to finish the master’s program. Thorson was hired in at a BMW dealership in Bloomfield Hills, Michigan.  From there he moved to an independent shop in Waterford Michigan and learned VW Audi. Seth’s passion remained with BMW and he was offered a chance to buy an existing shop in New Brighton, Minnesota near where he grew up. He is the owner of Eurotech which specializes in BMW, Mercedes, and Audi cars.  He is a firm believer in using factory tools to ensure proper repairs and coding. His team of highly trained and certified technicians are able to diagnose today’s complex vehicle systems! His second location, Green Garage, works on all makes and models. Seth also owns and runs a BMW tech support company called LMV Bavarian that provides support and programming to a growing network of over 200 shops via remote diagnostics.  He also teaches national seminars on BMW diagnostics. Seth has also partnered with SSF auto parts in their unique ‘hands-on’ training program. Seth belongs to AASP in MN, BIMRS as well as NASTEF.  He is also a member of Cecil Bullards (Institute for Automotive Business Excellence) 20 group. He believes idea sharing and networking with other shop owners has helped grow his business. Listen to Seth’s previous episodes <a href="https://remarkableresults.biz/?s=%22seth+thorson%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Jerry Kezhaya from The Auto Shop in Plano Texas has been in business since 1981. Plano is a northern suburb of Dallas with a population on 280,000. According to Jerry, it is the top growing county in the US.  His 35,000 sq ft shop has 21 lifts with two flats per lift. Jerry is a business coach and prides himself for getting out of the shop between 80 and 120 days a year to work with clients, attends seminars and enjoys wine. Listen to Jerry previous episodes <a href="https://remarkableresults.biz/?s=jerry+kezhaya" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Matt Fanslow is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN.  His primary responsibilities are to diagnose driveability and electrical/electronic issues, and perform most all programming, coding, initializing, adoptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt is also a subject matter expert for ASE and has instructed at Vision Hi-Tech Training and Expo. Matt has participated on 18 ASE technical committees for the ASE Practice Test, A6, A7, A8, and L1 tests. He’s also done case studies for Standard Motor Products. Fanslow’s goal is to do everything in his power to improve the overall level of professionalism within the automotive and light truck repair trade and also raise the level of its public image. Hear Matt in previous episodes <a href="https://remarkableresults.biz/?s=%22fanslow%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Frank Scandura from Franks European in Las Vegas, NV started working on cars as a teenager in upstate New York and moved to Las Vegas in 1988.  After years writing service for Mercedes, he opened Frank’s European service in 2001 and grew to a 12,000-square foot, 10 bay shop in the northwest part of Las Vegas, not far from the famous Strip! He has 15 team members and is partnered with his wife Deborah. From his first immersion, in the business, pumping gas at 15 years old in Orange County New York, to writing service at a Mercedes dealer in Las Vegas Frank Scandura shares his business acumen and offers insights and trends on leadership as a business coach. Frank’s previous episodes <a href="https://remarkableresults.biz/?s=%22Frank+Scandura%22" rel="nofollow" target="_blank">HERE</a>. <blockquote>Key Talking Points</blockquote> <ul> <li>Raise your labor rate today. Charge (get paid) for what you are worth </li> <li>Get a business coach</li> <li>Start networking</li> <li>Join a group/association</li> <li>It starts with the owner to get their business into a high-profit zone</li> <li>Treat your business as a business. <ul> <li>It is an entity</li> </ul> </li> <li>The majority of shops are not charging enough</li> <li>Fear is the biggest reason why shops won’t charge for what they are worth <ul> <li>FEAR: False Evidence Appearing Real</li> </ul> </li> <li>Are we charging the proper labor rate so we can pay for top-level technicians</li> <li>Shop owners do not understand business and they need to break through and become a CEO</li> <li>Cannot run a great business if you are racing to the bottom. <ul> <li>You need cash to create uncompromising success</li> </ul> </li> <li>Minimum entry into this business is fixing the car right the first time.</li> <li>We are using bad reference points in how we set our labor rate and pay scale</li> <li>Entities are poaching our talent and those entities do not require the skill that we do <ul> <li>We are losing higher skilled people to lower skilled jobs</li> <li>Techs are leaving for all the reasons we have covered in this Academy</li> </ul> </li> <li>Frank is charging more per hour for working on 24 years and older cars</li> <li>Being independent can be a curse</li> <li>Tesla charges $250/hour as a shop rate. <ul> <li>Just as much computing power in a Cadillac as in a Tesla</li> </ul> </li> <li>Is moonlighting hurting the industry? <ul> <li>Is it pay?</li> </ul> </li> <li>Most technicians cannot see past their next paycheck. <ul> <li>Financial support is necessary to understand their financial need.</li> <li>Many say they are not making enough money are really saying that they are spending too much</li> <li>They need a budget and you can help with that</li> <li>It is what you keep not what you make. A lesson we all need to face</li> </ul> </li> <li>You need to show your team members what their total compensation is <ul> <li>Invisible paycheck shows the entire compensation package.</li> <li>Health Care, Retirement, Paid Training, Paid ASE Tests, Tools, FICA, Dental, PTO (Time Off), Uniform, Vacation, and more</li> </ul> </li> <li>You have intelligence and emotion to deal with in life. It is a balance you need to be aware of.</li> <li>Create your organization chart with roles and responsibility</li> <li>It is simple math to figure out what to pay your technicians <ul> <li>Cost of living, demographics come into play</li> <li>Put your numbers to paper. Consider the service writers and technicians pay.</li> <li>If you can’t pay what you feel you can, you may be in the wrong market to generate the revenue and margins necessary.</li> <li>Start now to make changes to your business <ul> <li>Improved margins</li> <li>Increased labor rates</li> </ul> </li> <li>It is a process and will not happen overnight</li> </ul> </li> <li>Jerry looks at his business as a factory <ul> <li>In one side is a broken car</li> <li>At the end of the ‘line’, you have a happy customer</li> <li>The factory efficiency must be tweaked all the time</li> </ul> </li> <li>Many reasons you cannot keep great talent can be because of a lack of: <ul> <li>Training</li> <li>Systems</li> <li>Procedures</li> <li>Profitability  </li> <li>Unorganized, unkept facility</li> <li>Marketing</li> <li>Tools/equipment</li> <li>Environment</li> <li>Culture </li> </ul> </li> <li>Ideas on compensation elements <ul> <li>ASE Testing</li> <li>Training</li> <li>Efficiency</li> <li>Comebacks</li> <li>Years of Service</li> <li>Training hours per year</li> </ul> </li> <li>Layout a compensation plan so your people know where they can be when milestones happen</li> <li>Listen to where your people want to be in their life and work with them to help them reach those goals which will include the right compensation plan</li> <li>Seth is using a coaching process to align personal goals to the company <ul> <li>If he has to pay for a Dave Ramsey class to help them budget and manage their debt</li> </ul> </li> <li>Frank will provide financial training in his yearly 40-hour requirement for his people <ul> <li>Your housing should be no more than 25% of your take-home (Dave Ramsey)</li> </ul> </li> <li>Your people need to earn their keep and you need to evaluate</li> <li>Go on shop tours</li> </ul> Resources: <ul> <li>A special thanks to Seth Thorson, Frank Scandura, Jerry Kezhaya, and Matt Fanslow for their contribution to the aftermarket.</li> <li>Books Page <a href="https://remarkableresults.biz/books/" rel="noopener noreferrer nofollow" target="_blank">HERE</a></li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener noreferrer nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener noreferrer nofollow" target="_blank">jasperengines.com</a> Subscribe to a mobile listening app <a href="https://remarkableresults.biz/app/" rel="noopener noreferrer nofollow" target="_blank">HERE</a>.

THA 120: How Can We Provide Our Technicians a $100K Yearly Pay Package?

Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel:Sheri Hamilton is ASA Midwest Executive Director. She not only leads the shop owners in six Midwestern states, Sheri is also the Conference Manager of the VISION Hi-Tech Training and Expo in Kansas City. Sheri and her team are the driving force behind this event held every March. Her passion for education and training is also shown through her service as the Chair of AMi – the Automotive Management Institute. You can hear Sheri in podcast episode 84 and 204.Pete Meier is the Director of Training for the UBM Advanstar Automotive Group, which includes the training event NACE/Automechanika, Motor Age, ABRN, and Aftermarket Business. His primary goal is to bring working technicians the information they need to succeed. Pete is an ASE certified Master Technician and sponsoring member of iATN. He has over 35 years practical experience as a technician and educator, covering a wide variety of makes and models. You can hear Pete in eppisode 36, 59, and 90.Matt Fanslow  is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN. His primary responsibilities are to diagnose drive-ability and electrical/electronic issues, and perform most all programming, coding, initializing, adaptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt is also a subject matter expert for ASE. Matt has participated on 18 ASE technical committees for the ASE Practice Test, A6, A7, A8, and L1 tests. He’s also done case studies for Standard Motor Products.You can hear Matt in episodes 122, 146, 200, 206, and 230.Brent Berman has been involved in the Automotive Industry for over 25 years primarily in the technical field evolving from mechanical to digital.  In his eighteen years at Federal-Mogul, Brent has held roles of increasing responsibility in technical training then marketing and now manages the Garage Gurus training group that include Gurus ON-Call, Gurus On-Demand, Gurus On-Line Learning and the On-The Go product technology vans.Brent also leads the Catalog and Research team, overseeing critical activities from training, tech support, cataloging, e-Data and digital media. Brent also oversees the company’s “Tech First” initiative that seeks to simplify and improve the many touch points it has with all levels of customers.  You can hear Brent in episode 110.Highlights: Training budgets must be established in every professional shop so technicians don’t have to pay for these top events out of their own pocket. Training policies need to be established for every technician educational program. What needs to change is the culture in the shops themselves. Too many shop owners won’t support their technicians in getting the training that, in the end, benefits them too. How to get the most out of training events. Pete Meier, “The best training event is the one you can get to.” Sponsoring vendors at these training events need to be supported. They help keep the costs low. And more!  Sign up to be in the live Academy audience on Friday’s at Noon EST here.  Be socially involved and in touch with the show: FacebookTwitterLinked InEmail

<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:Sheri Hamilton is ASA Midwest Executive Director. She not only leads the shop owners in six Midwestern states, Sheri is also the Conference Manager of the VISION Hi-Tech Training and Expo in Kansas City. Sheri and her team are the driving force behind this event held every March. Her passion for education and training is also shown through her service as the Chair of AMi – the Automotive Management Institute. You can hear Sheri in podcast episode 84 and 204.Pete Meier is the Director of Training for the UBM Advanstar Automotive Group, which includes the training event NACE/Automechanika, Motor Age, ABRN, and Aftermarket Business. His primary goal is to bring working technicians the information they need to succeed. Pete is an ASE certified Master Technician and sponsoring member of iATN. He has over 35 years practical experience as a technician and educator, covering a wide variety of makes and models. You can hear Pete in eppisode 36, 59, and 90.Matt Fanslow  is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN. His primary responsibilities are to diagnose drive-ability and electrical/electronic issues, and perform most all programming, coding, initializing, adaptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt is also a subject matter expert for ASE. Matt has participated on 18 ASE technical committees for the ASE Practice Test, A6, A7, A8, and L1 tests. He’s also done case studies for Standard Motor Products.You can hear Matt in episodes 122, 146, 200, 206, and 230.Brent Berman has been involved in the Automotive Industry for over 25 years primarily in the technical field evolving from mechanical to digital.  In his eighteen years at Federal-Mogul, Brent has held roles of increasing responsibility in technical training then marketing and now manages the Garage Gurus training group that include Gurus ON-Call, Gurus On-Demand, Gurus On-Line Learning and the On-The Go product technology vans.Brent also leads the Catalog and Research team, overseeing critical activities from training, tech support, cataloging, e-Data and digital media. Brent also oversees the company’s “Tech First” initiative that seeks to simplify and improve the many touch points it has with all levels of customers.  You can hear Brent in episode 110.Highlights:<ul> <li>Training budgets must be established in every professional shop so technicians don’t have to pay for these top events out of their own pocket.</li> <li>Training policies need to be established for every technician educational program.</li> <li>What needs to change is the culture in the shops themselves. Too many shop owners won’t support their technicians in getting the training that, in the end, benefits them too.</li> <li>How to get the most out of training events.</li> <li>Pete Meier, “The best training event is the one you can get to.”</li> <li>Sponsoring vendors at these training events need to be supported. They help keep the costs low.</li> <li>And more!</li> </ul> Sign up to be in the live Academy audience on Friday’s at Noon EST <a href="http://bit.ly/2l64FPK" rel="noopener noreferrer nofollow" target="_blank">here.</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a>

THA 005: Must Attend Training Conferences

﻿Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel:Ron Haugen owns and operates Westside Auto Pros in Des Moines Iowa. Celebrating their 20th year in business this year, having started with one employee they are now at a staff of 25. Ron is an ASE Master Technician, has his AAM certification is an AMI Certified instructor. Ron also provides coaching and consulting for auto shops across the country. Ron is  Co-Chair of Vision, President of the Des Moines ASA chapter and wants to be in Puerto Morelos Mexico whenever he is not in Des Moines. You can hear Ron is episode 107 and 204.Bob Greenwood, AAM, is President and CEO of Automotive Aftermarket E-Learning Centre Ltd has over 40 years’ experience working with Independent shops developing their business to maximize business net income.Bob writes management articles for ASA’s magazine Auto Inc as well has developed live business management classes for ASA , writes monthly management articles for Motor Age magazine in the USA and – effective Feb 1st writes semi-monthly shop management articles for CARS magazine and monthly management articles for the wholesale side of the industry in Jobber News magazine, both in Canada  as well as writes management articles for Auto &amp; Truck Atlantic magazine located in the Maritime (Eastern) region of CanadaNov 2012 Bob was one of 37 Canadians out of 400,000 people in the Canadian Automotive Industry awarded the Queen Elizabeth 2nd Diamond Jubilee Medal by the Governor General of Canada for significant contribution and achievements to Canada.  EPISODE 49Garry Plimmer Is consultant and former owner of Garry’s Automotive in Boise, ID. His wife Jerilyn and Garry sold the business on January 24th of this year after an 8 yearlong succession plan with two of their employees, John and Jared.Gary had a successful 2016 with $2 Million in sales with a net profit of 25%. We have been an RLO Training, Bottom Line Impact Group member for the last 6 years, and besides other awards, Garry also won the NAPA/ASE National Technician of the year for 2013. Gary and I shared an interview on the podcast #135.Gary looks forward to sharing with you his and Jerilyn’s trip to financial freedom!Talking points: Best candidate may just be an internal candidate to sell your business to. Greenwood: “90% of sales he’s been involved with have been internal candidates.” According to SBA they will need 20% down and the owner need to help make that happen. Would you buy your own business? If you say no, then you’ll never sell it. A succession plan gives you time to put a sale together. The person who is buying your business needs to have the money, experience and training to sustain the business. Succession plans may take up to four to seven years to complete. If you had $400,000 to put down on a business, would you buy an auto repair business? You must make yourself replaceable and not irreplaceable. How to transfer ownership to an internal candidate. You may not get one big fat check. Must have operating procedures and systems. You must have a learning culture top to bottom in your business. Build your succession team. Accountant, Banker, Lawyer and possibly a business broker to help with an evaluation. Find a local bank who is an SBA preferred lender. SBA does care about relevant experience as one criteria to lend to a potential buyer. Lenders don’t look at assets they look at cash flow. Garry shares his bonus program that brought his candidate up to a down payment number. He also asked his candidates to save up the same amount personally so that at the time of transaction there was a 20% down payment. Ron Haugen, ‘SBA will consider a percent of ownership as a down payment.” Discussion on multiples. Family succession discussion. Greenwood, “If you are ready; start now and update your will.”  Sign up to be in the live Academy audience on Friday’s at Noon EST here.  Be socially involved and in touch with the show: FacebookTwitterLinked InEmail

﻿<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:Ron Haugen owns and operates Westside Auto Pros in Des Moines Iowa. Celebrating their 20th year in business this year, having started with one employee they are now at a staff of 25. Ron is an ASE Master Technician, has his AAM certification is an AMI Certified instructor. Ron also provides coaching and consulting for auto shops across the country. Ron is  Co-Chair of Vision, President of the Des Moines ASA chapter and wants to be in Puerto Morelos Mexico whenever he is not in Des Moines. You can hear Ron is episode 107 and 204.Bob Greenwood, AAM, is President and CEO of Automotive Aftermarket E-Learning Centre Ltd has over 40 years’ experience working with Independent shops developing their business to maximize business net income.Bob writes management articles for ASA’s magazine Auto Inc as well has developed live business management classes for ASA , writes monthly management articles for Motor Age magazine in the USA and – effective Feb 1st writes semi-monthly shop management articles for CARS magazine and monthly management articles for the wholesale side of the industry in Jobber News magazine, both in Canada  as well as writes management articles for Auto &amp; Truck Atlantic magazine located in the Maritime (Eastern) region of CanadaNov 2012 Bob was one of 37 Canadians out of 400,000 people in the Canadian Automotive Industry awarded the Queen Elizabeth 2nd Diamond Jubilee Medal by the Governor General of Canada for significant contribution and achievements to Canada.  EPISODE 49Garry Plimmer Is consultant and former owner of Garry’s Automotive in Boise, ID. His wife Jerilyn and Garry sold the business on January 24th of this year after an 8 yearlong succession plan with two of their employees, John and Jared.Gary had a successful 2016 with $2 Million in sales with a net profit of 25%. We have been an RLO Training, Bottom Line Impact Group member for the last 6 years, and besides other awards, Garry also won the NAPA/ASE National Technician of the year for 2013. Gary and I shared an interview on the podcast #135.Gary looks forward to sharing with you his and Jerilyn’s trip to financial freedom!Talking points:<ul> <li>Best candidate may just be an internal candidate to sell your business to.</li> <li>Greenwood: “90% of sales he’s been involved with have been internal candidates.”</li> <li>According to SBA they will need 20% down and the owner need to help make that happen.</li> <li>Would you buy your own business? If you say no, then you’ll never sell it.</li> <li>A succession plan gives you time to put a sale together.</li> <li>The person who is buying your business needs to have the money, experience and training to sustain the business.</li> <li>Succession plans may take up to four to seven years to complete.</li> <li>If you had $400,000 to put down on a business, would you buy an auto repair business?</li> <li>You must make yourself replaceable and not irreplaceable.</li> <li>How to transfer ownership to an internal candidate.</li> <li>You may not get one big fat check.</li> <li>Must have operating procedures and systems.</li> <li>You must have a learning culture top to bottom in your business.</li> <li>Build your succession team. Accountant, Banker, Lawyer and possibly a business broker to help with an evaluation.</li> <li>Find a local bank who is an SBA preferred lender.</li> <li>SBA does care about relevant experience as one criteria to lend to a potential buyer.</li> <li>Lenders don’t look at assets they look at cash flow.</li> <li>Garry shares his bonus program that brought his candidate up to a down payment number. He also asked his candidates to save up the same amount personally so that at the time of transaction there was a 20% down payment.</li> <li>Ron Haugen, ‘SBA will consider a percent of ownership as a down payment.”</li> <li>Discussion on multiples.</li> <li>Family succession discussion.</li> <li>Greenwood, “If you are ready; start now and update your will.”</li> </ul> Sign up to be in the live Academy audience on Friday’s at Noon EST <a href="http://bit.ly/2l64FPK" rel="noopener noreferrer nofollow" target="_blank">here.</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a>

THA 004: Preparing Your Business For Sale

Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel:Greg Skolnik, Owner, Manager, and Master Technician, att Motor Works, Inc  in Rockville, MD.   He is certified as a Master Automobile Technician and holds the prestigious L-1 advanced engine performance and emission analysis certification. In November of 2004, Greg also received his (A.A.M.) degree from the Automotive Management Institute.  Hear Greg’s episodes 46, 63 (the value of a business coach) and 69 (e-Myth)  and the Academy on Improving Customer Loyalty.Craig Noel, Owner of 3 location Sun Automotive Springfield, OR .  Craig graduated from Lane Community College in 1987 with a Bachelor of Science in Automotive Repair and quickly went to work.  He worked for Ford as a Senior Master Technician and then working my way up through the ranks as Team Lead, Service Advisor, Assistant Service Manager.He has also built ground up Street Rods/Show Cars for over 30 years as a hobby.  He was “head hunted” by the original owner of Sun Automotive in 2011 and became GM at that time. As of January 1st 2017,  he is the proud owner of Sun Automotive.  Craig was also on the Academy discussion on 250K Maintenance Program.Maryann Croce of Croce Transmissions in Norwalk, CT and a former banker. Along with her husband Tony they own the shop they purchased 17 years ago. Their 4 bays, 4 techs and one service advisor shop is successful because as husband and wife Maryanne and Tony work at their roles and have abundant trust in each other. Maryanne is also a member of Women in Auto Care. Previous episodes 023 and Academy: Expense ControlTalking points: Be aware of why we are doing things. When creating you must have the foresight to the outcome. “Your goals are in concrete but you get there in sand.” Craig Noel Wins build momentum. You’ve got to decide what our responsibilities are to ourselves, our families, our business our communities. Only character walks back from the graveyard. Craig Noel Let your people do what they are supposed to do. Let them make mistakes and learn from their mistakes. Awareness of your role. A shop owner has specific job descriptions. (From Bob Cooper episode 236)  Set short and long-term goals for the company Create the plan to reach those goals Find the right people Make sure everyone in the organization is at their full potential Assure long term viability. Fiscally sound. Stay out of the weeds.   Must work in the business and not on the business. (E-Myth) Owners do not have a boss. You must schedule your time to make the most of it. Have a theme day, create a chunk of time to get things done. Know your role and have accountability. Maryann Croce We must develop ourselves and learn time management. We all have 24 hours in a day. Time wasters:  Being on Facebook never ends. It can be a big time-waster; however, it is an emotional connection to people. Technician coming to you to help solve a problem. Lean on you to help solve a problem. Visual distractions. Work to limit your distractions.   How to get more things done.  Close door. Noise canceling headphones. Clear your desk. How efficient can you be? Make it a contest. Define your time-wasting problems and how can you solve them? Schedule Facebook time. Do it when you are on the treadmill! Make a list of what you do every day for a week. Categorize them.  What can be delegated? What is your value to the business? You need to work on the higher-level tasks that you are most qualified to do.   Hiring great people and delegating to them gives you time back in your schedule.   The accountability factor and follow up. Owners have no boss. We are time shifting too much that brakes our attention Create a “roles and goals” sheet for all areas of your life. (Greg Skolnik)   If you try to do too many things you don’t do any of them well. Get time management classes on Lynda.com Write down everything you must get done. Then review the list with a ‘should do’ mentality instead of a ‘have to’. Delegate the ‘should do’ tasks. When is enough, enough and to become a strong delegator? Show people exactly what you want instead of telling them.     Be socially involved and in touch with the show: FacebookTwitterLinked InEmail

<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:Greg Skolnik, Owner, Manager, and Master Technician, att Motor Works, Inc  in Rockville, MD.   He is certified as a Master Automobile Technician and holds the prestigious L-1 advanced engine performance and emission analysis certification. In November of 2004, Greg also received his (A.A.M.) degree from the Automotive Management Institute.  Hear Greg’s episodes <a href="https://remarkableresults.biz/e046/" rel="noopener nofollow" target="_blank">46</a>, <a href="https://remarkableresults.biz/e063/" rel="noopener nofollow" target="_blank">63 </a>(the value of a business coach) and <a href="https://remarkableresults.biz/e069/" rel="noopener nofollow" target="_blank">69 </a>(e-Myth)  and the <a href="https://remarkableresults.biz/a001/" rel="noopener nofollow" target="_blank">Academy on Improving Customer Loyalty</a>.Craig Noel, Owner of 3 location Sun Automotive Springfield, OR .  Craig graduated from Lane Community College in 1987 with a Bachelor of Science in Automotive Repair and quickly went to work.  He worked for Ford as a Senior Master Technician and then working my way up through the ranks as Team Lead, Service Advisor, Assistant Service Manager.He has also built ground up Street Rods/Show Cars for over 30 years as a hobby.  He was “head hunted” by the original owner of Sun Automotive in 2011 and became GM at that time. As of January 1st 2017,  he is the proud owner of Sun Automotive.  Craig was also on the Academy discussion on <a href="https://remarkableresults.biz/a020/" rel="noopener nofollow" target="_blank">250K Maintenance Program.</a>Maryann Croce of Croce Transmissions in Norwalk, CT and a former banker. Along with her husband Tony they own the shop they purchased 17 years ago. Their 4 bays, 4 techs and one service advisor shop is successful because as husband and wife Maryanne and Tony work at their roles and have abundant trust in each other. Maryanne is also a member of Women in Auto Care. Previous episodes <a href="https://remarkableresults.biz/e023/" rel="noopener nofollow" target="_blank">023 </a>and <a href="https://remarkableresults.biz/a013/" rel="noopener nofollow" target="_blank">Academy: Expense Control</a>Talking points:<ul> <li>Be aware of why we are doing things.</li> <li>When creating you must have the foresight to the outcome.</li> <li>“Your goals are in concrete but you get there in sand.” Craig Noel</li> <li>Wins build momentum.</li> <li>You’ve got to decide what our responsibilities are to ourselves, our families, our business our communities.</li> <li>Only character walks back from the graveyard. Craig Noel</li> <li>Let your people do what they are supposed to do. Let them make mistakes and learn from their mistakes.</li> <li>Awareness of your role. A shop owner has specific job descriptions. (From Bob Cooper episode <a href="https://remarkableresults.biz/e236/" rel="noopener nofollow" target="_blank">236</a>) <ul> <li>Set short and long-term goals for the company</li> <li>Create the plan to reach those goals</li> <li>Find the right people</li> <li>Make sure everyone in the organization is at their full potential</li> <li>Assure long term viability. Fiscally sound. Stay out of the weeds.</li> </ul> </li> <li>Must work in the business and not on the business. (<a href="https://remarkableresults.biz/tag/emyth-story/" rel="noopener nofollow" target="_blank">E-Myth</a>)</li> <li>Owners do not have a boss. You must schedule your time to make the most of it.</li> <li>Have a theme day, create a chunk of time to get things done. Know your role and have accountability. Maryann Croce</li> <li>We must develop ourselves and learn time management. We all have 24 hours in a day.</li> <li>Time wasters: <ul> <li>Being on Facebook never ends. It can be a big time-waster; however, it is an emotional connection to people.</li> <li>Technician coming to you to help solve a problem. Lean on you to help solve a problem.</li> <li>Visual distractions.</li> <li>Work to limit your distractions.</li> </ul> </li> <li>How to get more things done. <ul> <li>Close door.</li> <li>Noise canceling headphones.</li> <li>Clear your desk.</li> <li>How efficient can you be? Make it a contest.</li> <li>Define your time-wasting problems and how can you solve them?</li> <li>Schedule Facebook time. Do it when you are on the treadmill!</li> <li>Make a list of what you do every day for a week. Categorize them. <ul> <li>What can be delegated?</li> <li>What is your value to the business?</li> <li>You need to work on the higher-level tasks that you are most qualified to do.</li> </ul> </li> <li>Hiring great people and delegating to them gives you time back in your schedule.</li> </ul> <ul> <li>The accountability factor and follow up. Owners have no boss.</li> <li>We are time shifting too much that brakes our attention</li> <li>Create a “roles and goals” sheet for all areas of your life. (Greg Skolnik)</li> </ul> </li> <li>If you try to do too many things you don’t do any of them well.</li> <li>Get time management classes on <a href="http://Lynda.com" rel="nofollow" target="_blank">Lynda.com</a></li> <li>Write down everything you must get done. Then review the list with a ‘should do’ mentality instead of a ‘have to’. Delegate the ‘should do’ tasks.</li> <li>When is enough, enough and to become a strong delegator?</li> <li>Show people exactly what you want instead of telling them.</li> </ul> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a>

THA 021: Getting Things Done: A Discussion on the Challenges of Time Management

Kenny Wedow knows cars. A natural talent even at the young age of 17, he pursued it auto repair in shop classes in school then slipped right into the work field. Working for dealerships such as Saturn, and Nissan, as well as other independent shops, has afforded Wedow with an extensive and well-rounded education. More importantly, before Wedow branched off to open the doors of Fine Tuned Auto in 2013, he already learned the importance of patient diligence. Many dealerships and independent auto shops can default to make generalizations about the problems with your car, sometimes not always seeing the things that really might put you in danger on the road. The patience Wedow has to pull everything apart if need be to find the root answers makes him unique in his field. It is a quality that got him promoted to foreman at a Nissan dealership when he was only twenty-three. It wasn’t that the six technicians under him weren’t experienced, in fact, some of them had worked considerably longer than Wedow. However, his attention to detail and follow-through put him above and beyond. Danielle Bohlman, owner with husband Brett in Highway 7 Service Center, Newell, IA Find Danielle’s other episodes HERE. Chris Cotton utilizes the Profit First method of cash management. He is trained and certified by the Profit First Professionals organization to guide business owners and entrepreneurs in maximizing their profits. AutoFix is the first and currently the ONLY auto repair shop specific coaching company, nationwide, that has achieved certification in Profit First. Chris Cotton has been in the customer service industry for over 40 years and has been in the auto repair industry for over 25 years. He is a former shop owner that has dedicated his life to helping YOU to get your business where you want it to be and helping you FOCUS on the things that matter to you. Find Chris’ other episodes HERE. This episode will change your thinking as it relates to a new profit discipline and cash management. I know you know that cash is king in any business, so start being a better manager of it. Listen in on Danielle Bohlmann, owner with husband Brett in Highway 7 Service Center, Newell, IA, Kenny Wedow from Fine Tuned Auto, Broomfield, CO and Chris Cotton, Certified Profit First Professional from AutoFix SOS coaching company and a former shop owner. They nailed the benefits of a strong and disciplined cash management system. Both these shop owners say they are in a better place because of implementing Profit First. Danielle and her husband Brett always plowed all their money back in their business. Now hear what they are doing and are better for it. Key Talking Points  Profit First is like ‘Telling Your Money Where it is Going’ Danielle Bohlman My Profit &amp; Loss Statement says we made money! Where is it?   Eight out of ten businesses fail from a lack of profit. 50% of businesses fail within the first five years In the book Profit First author, Mike Michalowicz says: “Profit is not an event, it is a habit”   You do not need to be in financial trouble to implement   Profit First is a budget based on your income (revenue)   Great accountability and discipline   Everyone in the aftermarket can benefit   Kenny did not follow the account conventions exactly like in the book but set up according to his business. His accounts: income, profit, debt repayment, sales tax account, opex account, parts, payroll account. You may find some challenges with your bank until they understand why you want additional accounts   Danielle had challenges to cutting expenses, but they made it worked.   Too many live with a big pot of money. One account that everything gets paid from. That is how the money disappears without having a ‘budget’ for your responsibilities. Funding these accounts based on allocations can determine exactly where attention needs to be paid. You can get a really good check on your business by looking at your bank account. KPI management is important as you see if you have enough cash to support all areas of your business including the owner’s profit. Danielle and her husband Brett always plowed all their money back in their business. Profit First will allow you to allocate owner profit so they can enjoy the fruits of their hard work. Danielle pays bills twice a month and has freed up a lot of her time Fine-tuning the operating expense account allows you to allocate more to profit This new accountability to your cash may hold impulse purchases at bay Kenny thinking to add a new account called charitable contributions to use in the community. He will allocate a percent of his revenue and pull that percent from another allocation or increase his prices or labor rate to cover it You only have 100% of your money and you can’t spend what you don’t have unless to don’t pay your costs or debt or government This discipline will let you look closely at all your expenses and wonder if you need every service you purchase or spend money on, especially if you run out of money in the opex account   You don’t know what you don’t know until you know it  Resources:  A special thanks to Kenny Wedow, Danielle Bohlman, and Chris Cotton for their contribution to the aftermarket. Books Page HERE Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.  Facebook   Twitter   Linked In   Email  Subscribe to a mobile listening app HERE.     This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

Kenny Wedow knows cars. A natural talent even at the young age of 17, he pursued it auto repair in shop classes in school then slipped right into the work field. Working for dealerships such as Saturn, and Nissan, as well as other independent shops, has afforded Wedow with an extensive and well-rounded education. More importantly, before Wedow branched off to open the doors of Fine Tuned Auto in 2013, he already learned the importance of patient diligence. Many dealerships and independent auto shops can default to make generalizations about the problems with your car, sometimes not always seeing the things that really might put you in danger on the road. The patience Wedow has to pull everything apart if need be to find the root answers makes him unique in his field. It is a quality that got him promoted to foreman at a Nissan dealership when he was only twenty-three. It wasn’t that the six technicians under him weren’t experienced, in fact, some of them had worked considerably longer than Wedow. However, his attention to detail and follow-through put him above and beyond. Danielle Bohlman, owner with husband Brett in Highway 7 Service Center, Newell, IA Find Danielle’s other episodes <a href="https://remarkableresults.biz/?s=Danielle+Bohlman" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Chris Cotton utilizes the Profit First method of cash management. He is trained and certified by the Profit First Professionals organization to guide business owners and entrepreneurs in maximizing their profits. AutoFix is the first and currently the ONLY auto repair shop specific coaching company, nationwide, that has achieved certification in Profit First. Chris Cotton has been in the customer service industry for over 40 years and has been in the auto repair industry for over 25 years. He is a former shop owner that has dedicated his life to helping YOU to get your business where you want it to be and helping you FOCUS on the things that matter to you. Find Chris’ other episodes <a href="https://remarkableresults.biz/?s=Chris+Cotton" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. This episode will change your thinking as it relates to a new profit discipline and cash management. I know you know that cash is king in any business, so start being a better manager of it. Listen in on Danielle Bohlmann, owner with husband Brett in Highway 7 Service Center, Newell, IA, Kenny Wedow from Fine Tuned Auto, Broomfield, CO and Chris Cotton, Certified Profit First Professional from AutoFix SOS coaching company and a former shop owner. They nailed the benefits of a strong and disciplined cash management system. Both these shop owners say they are in a better place because of implementing Profit First. Danielle and her husband Brett always plowed all their money back in their business. Now hear what they are doing and are better for it. <blockquote>Key Talking Points</blockquote> <ul> <li>Profit First is like ‘Telling Your Money Where it is Going’ Danielle Bohlman</li> <li>My Profit &amp; Loss Statement says we made money! Where is it?</li> <li> <ul> <li>Eight out of ten businesses fail from a lack of profit.</li> <li>50% of businesses fail within the first five years</li> <li>In the book Profit First author, Mike Michalowicz says: “Profit is not an event, it is a habit”</li> </ul> </li> <li>You do not need to be in financial trouble to implement</li> </ul> <ul> <li>Profit First is a budget based on your income (revenue)</li> </ul> <ul> <li>Great accountability and discipline</li> </ul> <ul> <li>Everyone in the aftermarket can benefit</li> </ul> <ul> <li>Kenny did not follow the account conventions exactly like in the book but set up according to his business. His accounts: income, profit, debt repayment, sales tax account, opex account, parts, payroll account.</li> <li>You may find some challenges with your bank until they understand why you want additional accounts</li> </ul> <ul> <li>Danielle had challenges to cutting expenses, but they made it worked.</li> </ul> <ul> <li>Too many live with a big pot of money. One account that everything gets paid from. That is how the money disappears without having a ‘budget’ for your responsibilities.</li> <li>Funding these accounts based on allocations can determine exactly where attention needs to be paid. You can get a really good check on your business by looking at your bank account. KPI management is important as you see if you have enough cash to support all areas of your business including the owner’s profit.</li> <li>Danielle and her husband Brett always plowed all their money back in their business. Profit First will allow you to allocate owner profit so they can enjoy the fruits of their hard work.</li> <li>Danielle pays bills twice a month and has freed up a lot of her time</li> <li>Fine-tuning the operating expense account allows you to allocate more to profit</li> <li>This new accountability to your cash may hold impulse purchases at bay</li> <li>Kenny thinking to add a new account called charitable contributions to use in the community. He will allocate a percent of his revenue and pull that percent from another allocation or increase his prices or labor rate to cover it</li> <li>You only have 100% of your money and you can’t spend what you don’t have unless to don’t pay your costs or debt or government</li> <li>This discipline will let you look closely at all your expenses and wonder if you need every service you purchase or spend money on, especially if you run out of money in the opex account  </li> <li>You don’t know what you don’t know until you know it</li> </ul> Resources: <ul> <li>A special thanks to Kenny Wedow, Danielle Bohlman, and Chris Cotton for their contribution to the aftermarket.</li> <li>Books Page <a href="https://remarkableresults.biz/books/" rel="noopener noreferrer nofollow" target="_blank">HERE</a></li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener noreferrer nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> Subscribe to a mobile listening app <a href="https://remarkableresults.biz/app/" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. <a href="http://apple.co/1FtrrXt" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://www.google.com/podcasts?feed=aHR0cDovL3d3dy5yZW1hcmthYmxlcmVzdWx0cy5iaXovZmVlZC9wb2RjYXN0" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="https://remarkableresults.biz/app/" rel="noopener noreferrer nofollow" target="_blank"></a><a href="https://www.iheart.com/podcast/53-remarkable-results-27936023/" rel="noopener noreferrer nofollow" target="_blank"></a><a href="https://www.spotify.com/us/" rel="noopener noreferrer nofollow" target="_blank"></a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A re-manufactured drive-train product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener noreferrer nofollow" target="_blank">jasperengines.com</a>

THA 135: Implementing Profit First – Shop Owners Thrilled With Results

https://youtu.be/GhJt-YtPMqA The Panel: Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry. Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry. His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry. Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002. Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE. Rick White has been working in the automotive, software &amp; coaching industries for greater than thirty years and is currently an AMI-approved training instructor. He brings to the table a career’s worth of technical experience, twenty plus years of management experience and four years of fleet management experience. He owned and managed several successful automotive repair shops. Currently, Rick is President and Lead Coach for 180BIZ, an auto repair shop training and business coaching company proudly serving the independent auto and truck repair shop owner since 2006. Rick owned and managed several successful automotive repair shops. Rick has been acknowledged as an industry expert and has been featured in many automotive trade publications such as AutoInc, MotorAge, Parts &amp; People, Auto Report, Automotivation and Ratchet &amp; Wrench. His blog was voted one of the top 10 in the country and was featured in Success Magazine. In addition, while a shop owner, he has served as President of the Massachusetts &amp; Rhode Island chapter of the Automotive Service Association,Mechanical Director of the Massachusetts &amp; Rhode Island Chapter of the Automotive Service Association andA member of the ASA National Mechanical Operations Committee. Rick has been training and speaking at industry events across the country including AAPEX for the Auto Care Association, VISION for ASA Midwest, EXCEL for AASP MO, Shop Survival Summit for AASP PA, ATE for ASA NW and ASTE for IGONC. Listen to Rick's previous episodes HERE. Talking PointsFear. The unwritten rule that we are supposed to be cheaper than the dealerThe cost of repairs is higher than ever; don’t be afraid to charge properlyYou can’t grow a business from a place of fearRick White: I would rather explain my price one time rather apologize for poor quality over my lifetimeDon’t treat your customers like the dealer. You will quickly go out of businessOur value proposition for the customer should take the fear of a proper mark-up out of the equation.Do you deliver: Trust, safety, warranty, accessibility, reliability, timeliness and dependability to your relationship.Start with your net profit strategy in mind. Parts Mark-up is an important element in supporting your net profit goals.Dealers mark-up the parts they use in their service baysSome customers say they can get the job done at the dealer for less money. That should be an easy value proposition to sell againstList price does not predicate what you should sell the part for.‘Dealer Parts’ is the wrong phrase to ever use. A part is a part is a part, wherever you get them (careful not always true). Aftermarket or Dealer Parts should have no bearing on any pricing strategy, quality, performance, risk, exposure and warranty among other reasonsCall your suppliers Primary Vendor and Secondary Vendor. Do not mention supplier or Dealer.All parts should be put through a matrixUse the HAND test for each part purchase invoice. Cover up the vendor name with your hand. It doesn’t matter where you purchased the part. You’ve got to make a proper marginGet off the price point and talk about your value proposition. The entire team need to be on this pageThree Questions to Qualify a Price Shopper. You are looking for the right customers.What makes you think you need a ______Why didn’t you have the other shop do the repair?Too much money and doubt may be the answerIt sounds like you are looking for a second opinionWith a price shopping customer, you are only going to build a transactional customer. No referrals, no retention. Just based on price today. No loyalty. No trust.You need the confidence that it is OK to make money. You must be the CEO of the business   Find the businessman in youIf your margins aren’t right, where else are you making up the margin? Your net profit will never exist if you are not being a businessman and making an overall margin that allows your net profit to be there so you can take your quarterly dividendService Advisor training on how to deal with price objections and sell with confidence your value propositionShop owner needs to provide the overarching culture: Mission, Vision, Purpose, and value. It is easy to sell thisValue shoppers are your targetsHelp your customer to the degree that you can make a profit when you find that there isn’t a match, send them to your competitor that does everything for cheapFear. What should you be afraid of?Afraid of a customer leavingI may charge too muchI can’t meet payrollFear that you are not making enough money!!!!!!!!!!!!!When you charge enough you can do amazing things for your customersGoogle Search on John Ruskin. Find quotes from his. InspirationalIt all starts with a net profit goal and then building a gross profit margin model that attains that goal. Remember you pay bills with gross margin dollarsYou sell solutions not parts or labor Do a google search on John Ruskin to find some great quotes. https://www.brainyquote.com/authors/john-ruskin-quotesResources:A special thanks to Bill Haas and Rick White for their contribution to the aftermarket.Books Page HERELeave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.Facebook   Twitter   Linked In   EmailMobile Listening APP's HEREJoin the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.Buy Carm a Cup of Coffee This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at shop-ware.com

<a href="https://youtu.be/GhJt-YtPMqA" rel="nofollow" target="_blank">https://youtu.be/GhJt-YtPMqA</a> The Panel: Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry. Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry. His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry. Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002. Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes <a href="https://remarkableresults.biz/?s=%22haas%22" rel="nofollow" target="_blank">HERE</a>. Rick White has been working in the automotive, software &amp; coaching industries for greater than thirty years and is currently an AMI-approved training instructor. He brings to the table a career’s worth of technical experience, twenty plus years of management experience and four years of fleet management experience. He owned and managed several successful automotive repair shops. Currently, Rick is President and Lead Coach for 180BIZ, an auto repair shop training and business coaching company proudly serving the independent auto and truck repair shop owner since 2006. Rick owned and managed several successful automotive repair shops. Rick has been acknowledged as an industry expert and has been featured in many automotive trade publications such as AutoInc, MotorAge, Parts &amp; People, Auto Report, Automotivation and Ratchet &amp; Wrench. His blog was voted one of the top 10 in the country and was featured in Success Magazine. In addition, while a shop owner, he has served as <ul><li>President of the Massachusetts &amp; Rhode Island chapter of the Automotive Service Association,</li><li>Mechanical Director of the Massachusetts &amp; Rhode Island Chapter of the Automotive Service Association and</li><li>A member of the ASA National Mechanical Operations Committee.</li></ul> Rick has been training and speaking at industry events across the country including AAPEX for the Auto Care Association, VISION for ASA Midwest, EXCEL for AASP MO, Shop Survival Summit for AASP PA, ATE for ASA NW and ASTE for IGONC. Listen to Rick's previous episodes <a href="https://remarkableresults.biz/?s=Rick+White" rel="nofollow" target="_blank">HERE</a>. <blockquote>Talking Points</blockquote><ul><li>Fear. The unwritten rule that we are supposed to be cheaper than the dealerThe cost of repairs is higher than ever; don’t be afraid to charge properly</li><li>You can’t grow a business from a place of fear</li><li>Rick White: I would rather explain my price one time rather apologize for poor quality over my lifetime</li><li>Don’t treat your customers like the dealer. You will quickly go out of business</li><li>Our value proposition for the customer should take the fear of a proper mark-up out of the <a href="http://equation.Do" rel="nofollow" target="_blank">equation.Do</a> you deliver: Trust, safety, warranty, accessibility, reliability, timeliness and dependability to your relationship.</li><li>Start with your net profit strategy in mind. Parts Mark-up is an important element in supporting your net profit goals.</li><li>Dealers mark-up the parts they use in their service baysSome customers say they can get the job done at the dealer for less money. That should be an easy value proposition to sell against</li><li>List price does not predicate what you should sell the part for.</li><li>‘Dealer Parts’ is the wrong phrase to ever use. A part is a part is a part, wherever you get them (careful not always true). Aftermarket or Dealer Parts should have no bearing on any pricing strategy, quality, performance, risk, exposure and warranty among other reasonsCall your suppliers Primary Vendor and Secondary Vendor. Do not mention supplier or Dealer.</li><li>All parts should be put through a matrix</li><li>Use the HAND test for each part purchase invoice. Cover up the vendor name with your hand. It doesn’t matter where you purchased the part. You’ve got to make a proper margin</li><li>Get off the price point and talk about your value proposition. The entire team need to be on this page</li><li>Three Questions to Qualify a Price Shopper. You are looking for the right customers.What makes you think you need a ______</li><li>Why didn’t you have the other shop do the repair?Too much money and doubt may be the answer</li><li>It sounds like you are looking for a second opinion</li><li>With a price shopping customer, you are only going to build a transactional customer. No referrals, no retention. Just based on price today. No loyalty. No trust.</li><li>You need the confidence that it is OK to make money. You must be the CEO of the business   </li><li>Find the businessman in you</li><li>If your margins aren’t right, where else are you making up the margin? Your net profit will never exist if you are not being a businessman and making an overall margin that allows your net profit to be there so you can take your quarterly dividend</li><li>Service Advisor training on how to deal with price objections and sell with confidence your value propositionShop owner needs to provide the overarching culture: Mission, Vision, Purpose, and value. It is easy to sell this</li><li>Value shoppers are your targets</li><li>Help your customer to the degree that you can make a profit when you find that there isn’t a match, send them to your competitor that does everything for cheap</li><li>Fear. What should you be afraid of?Afraid of a customer leaving</li><li>I may charge too much</li><li>I can’t meet payroll</li><li>Fear that you are not making enough money!!!!!!!!!!!!!</li><li>When you charge enough you can do amazing things for your customers</li><li>Google Search on John Ruskin. Find quotes from his. Inspirational</li><li>It all starts with a net profit goal and then building a gross profit margin model that attains that goal. Remember you pay bills with gross margin dollars</li><li>You sell solutions not parts or labor </li></ul>Do a google search on John Ruskin to find some great quotes. <a href="https://www.brainyquote.com/authors/john-ruskin-quotes" rel="nofollow" target="_blank">https://www.brainyquote.com/authors/john-ruskin-quotes</a>Resources:<ul><li>A special thanks to Bill Haas and Rick White for their contribution to the aftermarket.</li><li>Books Page <a href="https://my.captivate.fm/books/" rel="nofollow" target="_blank">HERE</a></li><li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li><li>Listen to all <a href="https://remarkableresults.biz/remarkable-results-radio-podcast/" rel="nofollow" target="_blank">Remarkable Results Radio</a>, <a href="https://remarkableresults.biz/for-the-record/" rel="nofollow" target="_blank">For The Record</a> and <a href="https://remarkableresults.biz/town-hall-academy/" rel="nofollow" target="_blank">Town Hall Academy</a> episodes.</li></ul><a href="http://on.fb.me/1OKap9H" rel="nofollow" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz">Email</a><a href="https://remarkableresults.biz/app/" rel="nofollow" target="_blank">Mobile Listening APP's HERE</a><a href="https://remarkableresults.biz/insider/" rel="nofollow" target="_blank">Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.</a><a href="https://www.buymeacoffee.com/carm" rel="nofollow" target="_blank">Buy Carm a Cup of Coffee </a>This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at <a href="http://www.shop-ware.com" rel="nofollow" target="_blank">shop-ware.com</a>

Pricing Parts Purchased from Dealers [THA 153]

Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel:Shari Pheasant, “The Queen of Horse Power” is a Certified Behavior Analyst, Entrepreneur, Speaker, Business Innovator, and Coach. She recently returned from a book tour for her book “25 Car Care Tips For Women” that made it to Amazon’s International Best Seller List June 2017! She is a member of Women in Auto Care and owns a service shop with her husband Jeff. Shari is the recipient of the Business Innovator Award at the Business Expert Forum at Harvard in July 2017. She is the creator of Driven from Within, Horse Powered, and Barn Boot Camp; three programs that develop human capital potential for business teams and individuals.  (Listen to Shari in episodes 68, 200, 91)Rick White has been working in the automotive, software &amp; coaching industries for greater than thirty years and is currently an AMI-approved training instructor.  He owned and managed several successful automotive repair shops.  Currently, Rick is President and Lead Coach for 180BIZ, an auto repair shop training and business coaching company proudly serving the independent auto and truck repair owner since 2006.Rick has been acknowledged as an industry expert and has been featured in many automotive trade publications. Rick has been training and speaking at industry events across the country including AAPEX, Vision and for AASP PA just to name a few. (Listen to Rick in episode 242)Kirk Richardson is a young and successful entrepreneur. Born into a blue-collar, hard working family. At the age of 22, he left school and started his first business. He bought his first three bay shop at the age of 24. Seven years later he bought his second shop, South Street Auto Care in Rochester, MI. Today, at age 34, Kirk is a successful business owner.Kirk prides himself on his ability to create a family culture within his businesses. The culture is a blend of hard work, accountability, and fun which combine to make loyal and dedicated co-workers. Kirk loves business and people in general and will talk for hours about business! (Listen to Kirk in episode 193)Joe Hanson is the manager of his father’s business, Gordie’s Garage. Since he can remember he was either sweeping floors, running for parts or working in the shop and for the past 10 years or so managing all the operations. Joe has attended Management Success, NAPA training, Lawrence Tech University and most recently he is a member of the RLO 20 Group 13. He has earned his ASE C1: Automobile Service Consultant Certification.  Under his father’s leadership, he has seen what it really takes to make a business like this work. (You can hear Joe in episodes 177, Academy #2 Resolutions, 226 ASA Connected Cars, Academy #24 on Quality Controls  and the 200th retrospective).Talking points: Reviews start at the interview. The only feedback some team members get is a paycheck. You are rewarding their performance no matter if it is good for the business or not. Reviews need to be used to create personal performance goals. Their soft skills are most critical for the company. Soft skills should be the most important element of the review. Having a scientific review of your new hire you will gain insight into their communication skills and behaviors. Don’t rule our assessments like DISC. Co-workers want to know if they are doing a good job for you. They want to be in on things. Let them know that they are contributing the right stuff to the company. Reviews is a formal way to be sure accountability sticks. Everyone on the Academy panel does them at different intervals, but agree that they are necessary. We fire for attitude instead of aptitude yet we hire for aptitude instead of attitude. Clear goals and expectations are necessary from day one. You don’t manage people, we manage agreements.  When you are not getting what you want it is easy to point to the agreement.   Reviews are not to punish. We grew up in the compliance era. Do it my way or get fired. Today we need a commitment from our people; we will not get it if we dictate. You owe your people a sit-down discussion. Take notes on behaviors. Everyone needs to be aligned. Your core values are the key points to apply all behavior against. Kirk Richardson. He has no plan during his review for a change in behavior. Either you get on board or you are gone. Use review to find out what your co-worker’s personal goals are. New home, vehicle, children, college. It all revolved around the job. Help with their financial success. Performance based pay. Make the owners goals their goals. The 360° review, the co-worker, the supervisor, and the company.  Every co-worker needs to review their supervisor and the company. Give your team credit for how they see you and where they feel the company is headed.  When all in the business are held to the same standards this is very easy to do.   No one wants false harmony in the business. It requires a company of owners. The feedback is priceless.   Some owners believe they should not push because they do not want to lose a key co-worker. Everyone should be held to the values and culture of the business. Humility and transparency are key words in the goals of a review. As a leader, you must go into a review with not one ounce of ego. Bring your self-confidence not your ego to the review. We all make mistakes how do we move forward and how to we get more of all the good behaviors. There is a big need in our industry to develop better leaders in all positions including owners. Dial in your culture as the core values of the business  Your culture is the beliefs and behaviors that determine how a company’s team works together for the good of the team and customer.   Leadership is not new; dedicate your time to reading and understanding leadership. We must grow as leaders.  John Maxwell is a great leadership author. Top shop owners read books. You need to be worth following as a leader. And that comes from an attitude of responsibility. I’m no more important than you. There may be different skills and responsibilities but never more important. The aftermarket is not unique with needed to become better leaders.   Suggested book ‘A Company of Owners’ by Daren Martin PhD Co-worker happiness is the ultimate profit generator Your people are not YOUR employees then can leave anytime. ****** Listen to the life changing story of a review at the very end of the episode.     Be socially involved and in touch with the show: FacebookTwitterLinked InEmail This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com

<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:Shari Pheasant, “The Queen of Horse Power” is a Certified Behavior Analyst, Entrepreneur, Speaker, Business Innovator, and Coach. She recently returned from a book tour for her book “25 Car Care Tips For Women” that made it to Amazon’s International Best Seller List June 2017! She is a member of Women in Auto Care and owns a service shop with her husband Jeff. Shari is the recipient of the Business Innovator Award at the Business Expert Forum at Harvard in July 2017. She is the creator of Driven from Within, Horse Powered, and Barn Boot Camp; three programs that develop human capital potential for business teams and individuals.  (Listen to Shari in episodes <a href="https://remarkableresults.biz/e068/" rel="noopener nofollow" target="_blank">68</a>, <a href="https://remarkableresults.biz/e200/" rel="noopener nofollow" target="_blank">200</a>, <a href="https://remarkableresults.biz/e091/" rel="noopener nofollow" target="_blank">91</a>)Rick White has been working in the automotive, software &amp; coaching industries for greater than thirty years and is currently an AMI-approved training instructor.  He owned and managed several successful automotive repair shops.  Currently, Rick is President and Lead Coach for 180BIZ, an auto repair shop training and business coaching company proudly serving the independent auto and truck repair owner since 2006.Rick has been acknowledged as an industry expert and has been featured in many automotive trade publications. Rick has been training and speaking at industry events across the country including AAPEX, Vision and for AASP PA just to name a few. (Listen to Rick in episode <a href="https://remarkableresults.biz/e242/" rel="noopener nofollow" target="_blank">242</a>)Kirk Richardson is a young and successful entrepreneur. Born into a blue-collar, hard working family. At the age of 22, he left school and started his first business. He bought his first three bay shop at the age of 24. Seven years later he bought his second shop, South Street Auto Care in Rochester, MI. Today, at age 34, Kirk is a successful business owner.Kirk prides himself on his ability to create a family culture within his businesses. The culture is a blend of hard work, accountability, and fun which combine to make loyal and dedicated co-workers. Kirk loves business and people in general and will talk for hours about business! (Listen to Kirk in episode <a href="https://remarkableresults.biz/e193/" rel="noopener nofollow" target="_blank">193</a>)Joe Hanson is the manager of his father’s business, Gordie’s Garage. Since he can remember he was either sweeping floors, running for parts or working in the shop and for the past 10 years or so managing all the operations. Joe has attended Management Success, NAPA training, Lawrence Tech University and most recently he is a member of the RLO 20 Group 13. He has earned his ASE C1: Automobile Service Consultant Certification.  Under his father’s leadership, he has seen what it really takes to make a business like this work. (You can hear Joe in episodes <a href="https://remarkableresults.biz/e177/" rel="noopener nofollow" target="_blank">177</a>, <a href="https://remarkableresults.biz/a002/" rel="noopener nofollow" target="_blank">Academy #2 </a>Resolutions, <a href="https://remarkableresults.biz/e226/" rel="noopener nofollow" target="_blank">226 ASA Connected Cars</a>, <a href="https://remarkableresults.biz/a024/" rel="noopener nofollow" target="_blank">Academy #24 on Quality Controls</a>  and the <a href="https://remarkableresults.biz/e200/" rel="noopener nofollow" target="_blank">200th</a> retrospective).Talking points:<ul> <li>Reviews start at the interview.</li> <li>The only feedback some team members get is a paycheck. You are rewarding their performance no matter if it is good for the business or not.</li> <li>Reviews need to be used to create personal performance goals. Their soft skills are most critical for the company. Soft skills should be the most important element of the review.</li> <li>Having a scientific review of your new hire you will gain insight into their communication skills and behaviors. Don’t rule our assessments like DISC.</li> <li>Co-workers want to know if they are doing a good job for you. They want to be in on things. Let them know that they are contributing the right stuff to the company.</li> <li>Reviews is a formal way to be sure accountability sticks.</li> <li>Everyone on the Academy panel does them at different intervals, but agree that they are necessary.</li> <li>We fire for attitude instead of aptitude yet we hire for aptitude instead of attitude.</li> <li>Clear goals and expectations are necessary from day one.</li> <li>You don’t manage people, we manage agreements. <ul> <li>When you are not getting what you want it is easy to point to the agreement.</li> </ul> </li> <li>Reviews are not to punish.</li> <li>We grew up in the compliance era. Do it my way or get fired.</li> <li>Today we need a commitment from our people; we will not get it if we dictate.</li> <li>You owe your people a sit-down discussion.</li> <li>Take notes on behaviors. Everyone needs to be aligned.</li> <li>Your core values are the key points to apply all behavior against.</li> <li>Kirk Richardson. He has no plan during his review for a change in behavior. Either you get on board or you are gone.</li> <li>Use review to find out what your co-worker’s personal goals are. New home, vehicle, children, college. It all revolved around the job. Help with their financial success.</li> <li>Performance based pay. Make the owners goals their goals.</li> <li>The 360° review, the co-worker, the supervisor, and the company. <ul> <li>Every co-worker needs to review their supervisor and the company.</li> <li>Give your team credit for how they see you and where they feel the company is headed. <ul> <li>When all in the business are held to the same standards this is very easy to do.</li> </ul> </li> <li>No one wants false harmony in the business.</li> <li>It requires a company of owners.</li> <li>The feedback is priceless.</li> </ul> </li> <li>Some owners believe they should not push because they do not want to lose a key co-worker. Everyone should be held to the values and culture of the business.</li> <li>Humility and transparency are key words in the goals of a review.</li> <li>As a leader, you must go into a review with not one ounce of ego. Bring your self-confidence not your ego to the review.</li> <li>We all make mistakes how do we move forward and how to we get more of all the good behaviors.</li> <li>There is a big need in our industry to develop better leaders in all positions including owners.</li> <li>Dial in your culture as the core values of the business <ul> <li>Your culture is the beliefs and behaviors that determine how a company’s team works together for the good of the team and customer.</li> </ul> </li> <li>Leadership is not new; dedicate your time to reading and understanding leadership. We must grow as leaders. <ul> <li>John Maxwell is a great leadership author.</li> <li>Top shop owners read books.</li> <li>You need to be worth following as a leader. And that comes from an attitude of responsibility.</li> <li>I’m no more important than you. There may be different skills and responsibilities but never more important.</li> <li>The aftermarket is not unique with needed to become better leaders.</li> </ul> </li> <li>Suggested book ‘A Company of Owners’ by Daren Martin PhD</li> <li>Co-worker happiness is the ultimate profit generator</li> <li>Your people are not YOUR employees then can leave anytime.</li> <li>****** Listen to the life changing story of a review at the very end of the episode.</li> </ul> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener nofollow" target="_blank">jasperengines.com</a>

THA 027: Performance Reviews – Best Practices

﻿ The Panel: Ryan Clo is a twenty-year veteran of the Automotive Service industry. He currently owns Dubwerx, a multi-shop owner in Cincinnati, OH. Ryan currently consults for the Institute of Automotive Business Excellence providing guidance to automotive businesses including on-site evaluations, off-site coaching, business plan development, and one-on-one coaching with owners and staff. He is known as the “Systems and Processes guy.” Ryan teaches several business management classes for the Automotive industry. Ryan has also involved in the growing startup community in Cincinnati, OH meeting with other entrepreneurs regularly to discuss best practices and the future of business. Ryan volunteers his time serving on the editorial board for an industry magazine and two community non-profits in Cincinnati, OH. Listen to Ryan’s previous episodes HERE. Edwin Hazzard is a business owner, mobile diagnostic tech, automotive instructor and currently, a contributing writer for Motor Age magazine and automotive service professional magazine and has been an auto tech since 1984. Listen to Edwin’s previous episodes HERE. Craig O’Neill an integrator and trainer at Autotex.me. Though he initially began college seeking a degree in history education and was heavily considering missionary aviation, it was obvious to him that his primary calling was to raise a family. Setting aside his full-time education, Craig committed himself to scale the 3rd generation auto repair business to be successful in these exciting but challenging times. An ASE certified technician and service consultant, he is visibly excited about the technological advances the industry is seeing and frequently can be heard speaking to clients sharing his enthusiasm. Craig is committed to elevating the professional image of the automotive service community and consistently looking for ways to communicate with bright young people regarding the opportunities that exist in the automotive service profession. Listen to Craig’s previous episodes HERE.   Key Talking Points:  Ryan Clo uses Google Docs to create a todo list. This makes for desktop and mobile. He puts in hyperlinks to help him. He is on his desktop most often. This allows him to be organized. Craig uses Calendy to schedule time with him.  It helps him manage his time with clients   Too many shop owners let their day manage them instead of them managing their day Ryan uses Gmail and an add-on called Boomerang Use Gmail read receipts to get a verify on an important message Zoom or Skype for face to face with certain clients or a networking group  Shop owners should have a camera and USB headset/mic at their ready for this new way to communicate Multi Shop Operations use Zoom to stay connected with their teams and to hold meetings  Bridges the gap of distance     Duo for Android for face to face Join.me is a quick free app for screen share Mighty Text is an app you can use on desktop and sync to your smartphone Apps to consider  Insurance company Airlines Bank Training events Associations Remarkable Results Radio Loyalty card app Uber Lyft Uber Eats Waze Facebook  Groups Marketing   Evernote Slack Apple Health App Foodicate  Food bar code scanner to understand what is in the food you buy   Drop-Box for cloud storage Google Drive Google Tasks    Express VPN. A level of protection while you are on the road. Encryption    Resources:  A special thanks to Ryan Clo, Edwin Hazzard, and Craig O’Neill for their contribution to the aftermarket. Books Page HERE Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.  Facebook   Twitter   Linked In   Email  This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com   Subscribe to a mobile listening app HERE.

﻿ The Panel: Ryan Clo is a twenty-year veteran of the Automotive Service industry. He currently owns Dubwerx, a multi-shop owner in Cincinnati, OH. Ryan currently consults for the Institute of Automotive Business Excellence providing guidance to automotive businesses including on-site evaluations, off-site coaching, business plan development, and one-on-one coaching with owners and staff. He is known as the “Systems and Processes guy.” Ryan teaches several business management classes for the Automotive industry. Ryan has also involved in the growing startup community in Cincinnati, OH meeting with other entrepreneurs regularly to discuss best practices and the future of business. Ryan volunteers his time serving on the editorial board for an industry magazine and two community non-profits in Cincinnati, OH. Listen to Ryan’s previous episodes <a href="https://remarkableresults.biz/?s=%22Ryan+Clo%22" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Edwin Hazzard is a business owner, mobile diagnostic tech, automotive instructor and currently, a contributing writer for Motor Age magazine and automotive service professional magazine and has been an auto tech since 1984. Listen to Edwin’s previous episodes <a href="https://remarkableresults.biz/?s=Edwin+Hazzard" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. Craig O’Neill an integrator and trainer at <a href="http://Autotex.me" rel="nofollow" target="_blank">Autotex.me</a>. Though he initially began college seeking a degree in history education and was heavily considering missionary aviation, it was obvious to him that his primary calling was to raise a family. Setting aside his full-time education, Craig committed himself to scale the 3rd generation auto repair business to be successful in these exciting but challenging times. An ASE certified technician and service consultant, he is visibly excited about the technological advances the industry is seeing and frequently can be heard speaking to clients sharing his enthusiasm. Craig is committed to elevating the professional image of the automotive service community and consistently looking for ways to communicate with bright young people regarding the opportunities that exist in the automotive service profession. Listen to Craig’s previous episodes <a href="https://remarkableresults.biz/?s=Craig+O%27Neill" rel="noopener noreferrer nofollow" target="_blank">HERE</a>. <blockquote>Key Talking Points:</blockquote> <ul> <li>Ryan Clo uses Google Docs to create a todo list. This makes for desktop and mobile. He puts in hyperlinks to help him. He is on his desktop most often. This allows him to be organized.</li> <li>Craig uses Calendy to schedule time with him. <ul> <li>It helps him manage his time with clients</li> </ul> </li> <li>Too many shop owners let their day manage them instead of them managing their day</li> <li>Ryan uses Gmail and an add-on called Boomerang</li> <li>Use Gmail read receipts to get a verify on an important message</li> <li>Zoom or Skype for face to face with certain clients or a networking group <ul> <li>Shop owners should have a camera and USB headset/mic at their ready for this new way to communicate</li> <li>Multi Shop Operations use Zoom to stay connected with their teams and to hold meetings <ul> <li>Bridges the gap of distance</li> </ul> </li> </ul> </li> <li>Duo for Android for face to face</li> <li><a href="http://Join.me" rel="nofollow" target="_blank">Join.me</a> is a quick free app for screen share</li> <li>Mighty Text is an app you can use on desktop and sync to your smartphone</li> <li>Apps to consider <ul> <li>Insurance company</li> <li>Airlines</li> <li>Bank</li> <li>Training events</li> <li>Associations</li> <li>Remarkable Results Radio</li> <li>Loyalty card app</li> <li>Uber</li> <li>Lyft</li> <li>Uber Eats</li> <li>Waze</li> <li>Facebook <ul> <li>Groups</li> <li>Marketing</li> </ul> </li> <li>Evernote</li> <li>Slack</li> <li>Apple Health App</li> <li>Foodicate <ul> <li>Food bar code scanner to understand what is in the food you buy</li> </ul> </li> <li>Drop-Box for cloud storage</li> <li>Google Drive</li> <li>Google Tasks</li> </ul> </li> <li> Express VPN. A level of protection while you are on the road. Encryption</li> </ul> Resources: <ul> <li>A special thanks to Ryan Clo, Edwin Hazzard, and Craig O’Neill for their contribution to the aftermarket.</li> <li>Books Page <a href="https://remarkableresults.biz/books/" rel="noopener noreferrer nofollow" target="_blank">HERE</a></li> <li>Leave me an honest review on <a href="https://airtable.com/tblOgQmbnkHekpl0L/viwSbPkieMNhLOmtK/recQNomCKr1D5I9x4" rel="noopener noreferrer nofollow" target="_blank">iTunes</a>. Your ratings and reviews really help and I read each one of them.</li> </ul> <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener noreferrer" target="_blank">Facebook   </a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener noreferrer" target="_blank">Twitter   </a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener noreferrer" target="_blank">Linked In   </a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener noreferrer">Email</a> <a href="http://eepurl.com/bhqME9" rel="noopener noreferrer nofollow" target="_blank"></a> This episode is brought to you by Jasper Engines &amp; Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines &amp; Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers, and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit <a href="http://jasperengines.com" rel="noopener noreferrer nofollow" target="_blank">jasperengines.com</a> Subscribe to a mobile listening app <a href="https://remarkableresults.biz/app/" rel="noopener noreferrer nofollow" target="_blank">HERE</a>.

THA 121: APPS That Improve Productivity and Make for a More Efficient You

&gt;Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.Watch like a DOCUMENTARY … Learn like a SEMINAR.Helping automotive aftermarket professionals improve; one lesson at a time.Academy Panel:Donny Seyfer is a second-generation repair shop owner and ASE Master Technician. An active industry educator Donny is past chairman of the Automotive Service Association  and works nationally to help repair shops with IT and service information utilization.Donny is also a member of the board of trustees of NATEF and a trustee of AMi. Hear Donny is episode 30 (ASA), 33 and on ASA Connected Cars Detroit.Brad  Pellman first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa.Brad is ASE master certified and AAM designated as well.  He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country.He is implementing LEAN at this shop.Jeremy O’Neal is President and lead sales trainer for Advisorfix, began his career as a Service Adviser and quickly moved into Service Management at the dealership level for VW, Audi, and Porsche. His strong customer satisfaction scores and ability to increase sales consistently placed him in the top 3% of Service Advisers across the nation.Jeremy also owns an independent auto repair shop. With a passion for helping others Jeremy started coaching Service Advisers in 2007. Since that time Jeremy has logged more than 16,112 hours of high performance coaching sessions with his clients.  Listen to Jeremy in Episode 124, Round-table in episode 178,  the Service Professional Round Table, the Digital Sales Process, and on the 200th retrospective and and Academy session on Concierge Service. Talking Points: Application of LEAN is not exactly like manufacturing. In the repair shop you DO 5s. Many LEAN coaches don’t like to make 5S an event but in our environment, it is the only way I have seen to get 5S rolling in the shop. Minimize tech activity outside of their work bay. Organize parking based on status of repair. Benefits of hiring alternative staff for cleaning needs throughout the shop. Organize and enforce placement of equipment throughout the shop space. Correct technician matched to every job when possible, play to their strengths. Lean Behavior is a skill that can be trained. Story of an oil filter that cost a shop $48.00 to get from the parts room. Lean Leadership from the bottom up, even your shuttle driver needs to understand Lean and create the right behavior.  Lean production.com Website  Be socially involved and in touch with the show: FacebookTwitterLinked InEmail

&gt;<h4>Learn from your industry peers in a round-table forum. Get new ideas, perspectives, trends, insights, best-practices and expertise from aftermarket professionals.</h4><h3>Watch like a DOCUMENTARY … Learn like a SEMINAR.</h3><h4>Helping automotive aftermarket professionals improve; one lesson at a time.</h4>Academy Panel:Donny Seyfer is a second-generation repair shop owner and ASE Master Technician. An active industry educator Donny is past chairman of the Automotive Service Association  and works nationally to help repair shops with IT and service information utilization.Donny is also a member of the board of trustees of NATEF and a trustee of AMi. Hear Donny is episode <a href="https://remarkableresults.biz/e030/" rel="noopener nofollow" target="_blank">30 </a>(ASA), <a href="https://remarkableresults.biz/e033/" rel="noopener nofollow" target="_blank">33 </a>and on <a href="https://remarkableresults.biz/e226/" rel="noopener nofollow" target="_blank">ASA Connected Cars Detroit.</a>Brad  Pellman first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa.Brad is ASE master certified and AAM designated as well.  He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country.He is implementing LEAN at this shop.Jeremy O’Neal is President and lead sales trainer for Advisorfix, began his career as a Service Adviser and quickly moved into Service Management at the dealership level for VW, Audi, and Porsche. His strong customer satisfaction scores and ability to increase sales consistently placed him in the top 3% of Service Advisers across the nation.Jeremy also owns an independent auto repair shop. With a passion for helping others Jeremy started coaching Service Advisers in 2007. Since that time Jeremy has logged more than 16,112 hours of high performance coaching sessions with his clients.  Listen to Jeremy in Episode <a href="https://remarkableresults.biz/e124/" rel="noopener nofollow" target="_blank">124</a>, Round-table in episode <a href="https://remarkableresults.biz/e178/" rel="noopener nofollow" target="_blank">178, </a> the <a href="https://remarkableresults.biz/e210/" rel="noopener nofollow" target="_blank">Service Professional Round Table,</a> the <a href="https://remarkableresults.biz/e178/" rel="noopener nofollow" target="_blank">Digital Sales Process</a>, and on the <a href="https://remarkableresults.biz/e200/" rel="noopener nofollow" target="_blank">200th retrospective</a> and and Academy session on <a href="https://remarkableresults.biz/a008/" rel="noopener nofollow" target="_blank">Concierge Service</a>. Talking Points:<ul> <li>Application of LEAN is not exactly like manufacturing. In the repair shop you DO 5s. Many LEAN coaches don’t like to make 5S an event but in our environment, it is the only way I have seen to get 5S rolling in the shop. Minimize tech activity outside of their work bay.</li> <li>Organize parking based on status of repair.</li> <li>Benefits of hiring alternative staff for cleaning needs throughout the shop.</li> <li>Organize and enforce placement of equipment throughout the shop space.</li> <li>Correct technician matched to every job when possible, play to their strengths.</li> <li>Lean Behavior is a skill that can be trained.</li> <li>Story of an oil filter that cost a shop $48.00 to get from the parts room.</li> <li>Lean Leadership from the bottom up, even your shuttle driver needs to understand Lean and create the right behavior.</li> </ul> Lean <a href="http://production.com" rel="nofollow" target="_blank">production.com</a> <a href="http://leanproduction.com" rel="noopener nofollow" target="_blank">Website</a> <a href="http://eepurl.com/bhqME9" rel="noopener nofollow" target="_blank"></a> Be socially involved and in touch with the show: <a href="http://on.fb.me/1OKap9H" rel="nofollow noopener" target="_blank">Facebook</a><a href="http://bit.ly/1Qn68fO" rel="nofollow noopener" target="_blank">Twitter</a><a href="http://bit.ly/1SVqRvh" rel="nofollow noopener" target="_blank">Linked In</a><a href="mailto:carm@remarkableresults.biz" rel="nofollow noopener">Email</a>

THA 016: Lean Processes – Relentlessly Work On Eliminating Waste

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