Explore every episode of the podcast For The Record - Archive

• Watch Full Video Episode
• PicoScope Features (00:00:15)
• Noise Vibration Harshness (00:01:31)
• Using PicoScope for Diagnostics (00:02:12)
• Ease of Use for All Levels (00:03:14)
• Learning Curve and Training (00:04:51)

• Watch Full Video Episode
• Preparing for the Unexpected (00:00:06)
• Personal Experiences and Planning (00:00:23)
• Financial and Legal Preparations (00:01:17)
• Key Employee Insurance (00:02:24)
• Importance of Documentation (00:03:14)
• Real-Life Examples of Tragedy (00:04:12)
• Consequences of Lack of Planning (00:05:40)
• Encouragement to Act (00:06:42)

• Watch Full Video Episode

Thanks to our Partners, Shop Boss, and 360 Payments

Rena Rennebohm from Empowered Advisor introduces the "Five C's of a Phone Call"—Comfort, Customer, Car, Conclusion, and Close—designed to help service advisors optimize phone interactions and increase conversion rates in the automotive service industry. She emphasizes the financial value of effective phone communication, noting that well-handled calls can greatly improve customer engagement and boost shop profitability.

Rena Rennebohm, CEO and Creator of Empowered Advisor. Rena’s previous episodes HERE.

Show Notes:

• Watch Full Video Episode
• Comfort (00:00:26)
• Customer (00:01:09)
• Car (00:01:39)
• Conclusion (00:02:17)
• Close (00:03:53)
• Value of a Phone Call (00:04:36)
• Customer Experience Insights (00:05:50)

Shop Boss – Shop Management Software built by shop owners for shop owners. It works the way you need it to, right out of the box. Find on the web at https://shopboss.net

Connect with the Podcast:

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The Aftermarket Radio Network: https://aftermarketradionetwork.com/

Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open Discussion. 

• Watch Full Video Episode
• ASTA EXPO: https://astaexpo.com/
• NAPA Autotech: https://www.napaautotech.com/learn
• Thoughts on Being an Automotive Einstein (00:00:28)
• The Importance of Passion (00:02:03)
• Utilizing Online Resources (00:02:54)
• Visual Inspection Skills (00:04:34)
• Foundational Knowledge in Electricity (00:05:41)
• Understanding Pinpoint Tests (00:06:43

• Watch Full Video Episode
• Automotive Aftermarket Retailers of Ontario (AARO): https://www.aaro.ca/
• Intimidation with Software (00:00:29)
• Shop Management Software Overview (00:02:08)
• Transferring Diagnostic Skills (00:03:36)
• Key Business Metrics (00:05:20)

• Watch Full Video Episode
• Automotive Aftermarket Retailers of Ontario (AARO): https://www.aaro.ca/
• Emily's Perspective as a Female Shop Owner (00:00:26)
• Challenges and Comments Faced (00:00:56)
• Desire for Business-Focused Conversations (00:01:41)
• Importance of Leadership and Skills (00:02:29)
• Understanding Intentions Behind Comments (00:03:52)
• Common Ground with Male Counterparts (00:04:57)
• Personal Mindset on Success (00:06:04)
• Role Model Considerations (00:06:54)

Thanks to our Partners, Shop Boss, and 360 Payments

Recorded at the 2024 Automotive Aftermarket Retailers of Ontario (AARO) Business Management and Lindertech Training Trade Show, Donny Seyfer from NASTF highlights the increasing complexity of vehicle systems, security concerns like vehicle theft, and broader issues such as employment and the right to repair.

Donny Seyfer, NASTF, Listen to Donny’s previous episodes HERE.

Show Notes:

• Watch Full Video Episode
• Automotive Aftermarket Retailers of Ontario (AARO): https://www.aaro.ca/
• Importance of Embracing Complexity (00:00:26)
• Vehicle Theft and Security (00:01:01)
• Challenges in the Industry (00:01:35)
• Right to Repair Evolution (00:01:53)
• Preparation for Vehicle Repairs (00:03:15)
• Embracing Complexity for Professional Growth (00:04:21)

Thanks to our Partners, Shop Boss and 360 Payments

Shop Boss – Shop Management Software built by shop owners for shop owners. It works the way you need it to, right out of the box. Find on the web at https://shopboss.net

Connect with the Podcast:

-Follow on Facebook: https://www.facebook.com/RemarkableResultsRadioPodcast/

-Join Our Virtual Toastmasters Club: https://remarkableresults.biz/toastmasters

-Join Our Private Facebook Community: https://www.facebook.com/groups/1734687266778976

-Subscribe on YouTube: https://www.youtube.com/carmcapriotto

-Follow on LinkedIn: https://www.linkedin.com/in/carmcapriotto/

-Follow on Instagram: https://www.instagram.com/remarkableresultsradiopodcast/

-Follow on Twitter: https://twitter.com/RResultsBiz

-Visit the Website: https://remarkableresults.biz/

-Join our Insider List: https://remarkableresults.biz/insider

-All books mentioned on our podcasts: https://remarkableresults.biz/books

-Our Classroom page for personal or team learning: https://remarkableresults.biz/classroom

-Buy Me a Coffee: https://www.buymeacoffee.com/carm

-The Aftermarket Radio Network: https://aftermarketradionetwork.com

-Special episode collections: https://remarkableresults.biz/collections

The Aftermarket Radio Network

Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by...

• Profit as a Dirty Word (00:01:36)The negative perception of profit in local businesses, especially in automotive repair.
• Understanding Profit's Necessity (00:02:33)Why profit is essential for business sustainability and employee compensation.
• Bridging the Gap of Understanding (00:03:39)Discussion on managing perceptions of profit among employees and the public.
• Importance of Profit for Employee Wages (00:04:53)The need for profit to provide fair wages and benefits to employees.
• Profit as a Reward (00:06:01)Nichole talks about the legitimacy of seeking profit as a reward for business efforts.
• Building Business Reserves (00:07:11)The importance of having profit reserves to sustain businesses during tough times is highlighted.
• Transparency in Finances (00:08:35)Transparency about business finances to help employees understand profit.
• Tying Compensation to Profitability (00:09:44)The idea of linking employee compensation to the business's profitability is discussed.
• Conclusion on Profit's Role (00:10:57)Reinforcing that profit benefits everyone in the business ecosystem.

• Watch Full Video Episode
• Automotive Aftermarket Retailers of Ontario (AARO): https://www.aaro.ca/
• Discussion on Flat Rate Pay Systems (00:00:27)Discussing flat rate pay systems and their challenges in the automotive industry.
• Challenges for New Technicians (00:01:11)Difficulties faced by younger technicians under flat rate pay, emphasizing the learning curve.
• Alternative Pay Programs (00:03:09)Discussion on the need for alternative pay structures as some dealers move away from flat rate.
• Training and Continuous Changes (00:06:06)The impact of constant training and changes on technicians' performance under flat rate systems.
• Paying for Dreams, Not Just Jobs (00:06:22)Carlo advocates for a pay structure that supports employees' aspirations rather than just their job roles.
• Ethics and Speed in Flat Rate Systems (00:08:22)Concerns about ethical practices and the culture created by a focus on speed over quality in flat rate pay.
• The Need for Professionalism (00:09:23)The importance of professionalism and fair compensation in the automotive industry.
• Individual Pay Programs (00:10:23)Discussion on the necessity of tailoring pay programs to individual employee needs and dreams.
• Building Employees' Dreams (00:13:34)The importance of understanding and supporting employees' dreams to foster loyalty and performance.

• Watch Full Video Episode
• Automotive Aftermarket Retailers of Ontario (AARO): https://www.aaro.ca/
• Importance of Digital Vehicle Inspections (00:00:24)Dilraj discusses the significance of digital inspections in automotive repair and addresses technician resistance.
• Enhancing Customer Communication (00:00:54)Visual aids in inspections help clients understand vehicle issues better.
• Efficiency in Inspections (00:02:01)Quality inspections save time and lead to more sales opportunities for technicians.
• Protecting the Shop (00:02:56)Digital inspections help prevent disputes regarding vehicle conditions with customers.
• Consistency in Inspections (00:03:19)Standardizing inspection processes ensures all technicians perform thorough checks.
• Example of Implementation (00:04:23)Dilraj shares a personal example of improving alignment checks through digital inspections.
• Oil Change Reminders (00:06:03)Using digital inspections to remind clients about upcoming oil change services.
• Bridging Communication Gaps (00:06:49)Digital inspections facilitate better communication between technicians and service advisors.
• Encouraging Team Buy-in (00:07:45) The importance of involving the team in the digital inspection process for smoother implementation.

• Watch Full Video Episode
• Industry Challenges (00:00:34)Discussion on the nationwide technician shortage and the impact of the growing electric vehicle market.
• Creating a Technician Pipeline (00:01:08)Brad reflects on the long-term strategies dealerships have implemented to develop their technician workforce.
• Personal Experience as an Intern (00:02:08)Brad shares his early experiences in the automotive industry and the challenges he faced as an intern.
• Strategies for Training Technicians (00:02:34)Exploration of effective strategies for training technicians, emphasizing building relationships with local schools.
• NAPA Apprenticeship Program (00:03:11)Overview of the NAPA apprenticeship program and its effectiveness in developing new technicians.
• Case Study: A Young Trainee (00:04:04)Brad discusses a specific trainee's experience, highlighting the importance of pairing her with a skilled technician.
• Adapting Training Approaches (00:05:01)Challenges faced during the training program lead to a need for more flexible and adaptable training methods.
• Identifying Natural Leaders (00:05:47)Importance of recognizing natural leaders among technicians to foster a supportive training environment.
• Compensation Structures (00:07:30)Discussion on compensation plans and how to ensure they are attractive to both new and experienced technicians.
• Selecting the Right Trainees (00:08:33)Brad emphasizes the importance of carefully selecting trainees based on their interest and potential.
• Encouraging Continuous Improvement (00:09:34)Encouraging technicians to seek growth and development opportunities within the company.
• Value of Training for Students (00:10:17)Highlighting the need for trainees to understand the importance of continuous education and training.
• Compensation and Incentive Plans (00:11:05)Brad discusses innovative compensation structures to attract and retain skilled technicians.
• Tool Accessibility for Technicians (00:12:01)Addressing the lack of tools as a barrier for entry-level technicians and proposing solutions.
• Flag Rate Compensation Model (00:12:58)Explanation of a flag multiplier system designed to support both green and experienced technicians in learning.
• Compensation Structure for Technicians (00:14:04)Discussion on the importance of a well-structured compensation plan for technicians and foreman roles.
• Challenges of Foreman Role (00:15:00)Exploring the difficulties faced by foreman roles during poor traffic times in the shop.
• Impact on Profit Margins (00:15:49)Analyzing how technician training impacts overall shop output and profit margins.
• Tool Acquisition Programs (00:16:43)Overview of programs designed to help technicians acquire necessary tools through structured...

• Watch Full Video Episode
• Hiring Challenges in the Industry (00:00:30)Maylan discusses the full-time nature of hiring and the industry's struggles to attract technicians.
• Skills USA Event Insights (00:01:02)Maylan shares his experience at a Skills USA event, highlighting the lack of automotive representation.
• Engaging Young People (00:02:19)He emphasizes the need for the automotive industry to inform youth about career paths available.
• Personal Outreach to Schools (00:03:24)Maylan recounts his efforts speaking at high schools to promote automotive careers.
• Importance of Industry Visibility (00:05:25)Maylan urges industry members to actively engage with schools and promote career opportunities.
• Attracting and Retaining Technicians (00:06:17)He stresses the need for fair treatment and compensation for new technicians entering the field.
• Talent Acquisition Efforts (00:08:01)Maylan highlights the proactive approach of other industries in recruiting young talent.
• Call to Action for Shop Owners (00:09:38)He challenges shop owners to commit to engaging with local schools and vocational programs.
• Quotes for Inspiration (00:10:35)Mahlon shares motivational quotes to encourage industry involvement and improvement.

• Watch Full Video Episode
• Identifying Constraints (00:00:28)AJ discusses the primary constraint to business growth, drawing from his journey as a technician turned owner.
• Personal Experience and Growth (00:01:50)He shares insights on overcoming growth ceilings and emphasizes the importance of mentorship in his journey.
• The Biggest Constraint: Self (00:02:31)AJ identifies the self as the main constraint, urging owners to recognize personal limitations.
• Understanding Business Constraints (00:03:16)He explains the need to identify specific constraints like marketing or process issues for effective growth.
• Building a Strong Team (00:04:10)AJ stresses the importance of hiring the right people and developing a capable team for business scalability.
• Developing Middle Management (00:05:52)He discusses the necessity of creating a middle management layer as businesses grow from multiple locations.
• Hiring and Training Challenges (00:06:40)AJ highlights the significance of effective hiring and training processes in the automotive repair industry.
• Sales Process and Customer Retention (00:08:31)He emphasizes improving the sales process to retain existing customers and identify growth constraints.
• Working "On" vs "In" the Business (00:09:31)AJ reflects on the need to focus on strategic tasks rather than day-to-day operations for business growth.
• Identifying and Prioritizing Constraints (00:10:23)He encourages creating a power list of tasks that contribute to business growth and overcoming constraints.
• Creating Processes for Growth (00:11:26)AJ stresses the importance of documenting processes to ensure scalability and operational efficiency.
• Coaching and Accountability (00:12:56)He discusses using processes as tools for coaching and holding team members accountable for their performance.
• Personal Development and Business Growth (00:14:10)AJ emphasizes the importance of personal development for business owners and how it reflects on their business.
• Reflecting on Personal Constraints (00:15:04)Discussion on identifying personal limitations and the impact of self-awareness on business success.
• Embracing Challenges and Growth (00:15:48)AJ highlights the necessity of facing challenges and learning from failures on the path to success.
• Value of Time and Opportunity (00:17:30)The importance of recognizing time as a valuable commodity and serving the community with gratitude.
• Closing Thoughts on Constraints (00:18:09)AJ concludes by reiterating that personal constraints affect business growth and encourages proactive change.

• Watch Full Video Episode
• Importance of Service Information (00:00:25)Matt emphasizes the necessity of reading service information before starting any repair work.
• Common Mistakes in Vehicle Maintenance (00:01:12)Matt shares horror stories of technicians neglecting service information, leading to mistakes during vehicle maintenance.
• Encouragement to Use Service Info (00:04:03)Matt advises technicians to always consult service information before starting any job.
• Warranty Concerns and Accountability (00:05:05)Discussion on the importance of service information for warranty claims and accountability in repairs.
• Pay Structure and Professionalism (00:06:34)Matt addresses how pay structures can affect adherence to proper procedures in the automotive industry.
• Call to Action for Technicians (00:07:34)Matt encourages a cultural shift towards professionalism by prioritizing service information in repairs.

• Watch Full Video Episode
• The Illusion of Transparency (00:01:06)Discussion on how the illusion of transparency affects communication and expectations in the workplace.
• Crystal Clear Communication (00:02:12)Emphasis on clear and specific communication to avoid misunderstandings.
• Being Firm in Communication (00:03:15)Importance of being firm in conversations to ensure clarity and avoid misinterpretation.
• Understanding Distortion Fields (00:04:31)Explanation of how personal experiences and feelings create distortion in communication.
• Setting Clear Expectations (00:05:46)Advice on how to clearly communicate expectations using specific examples.
• Visual Definitions (00:07:11)Introduction of "visual definitions" to improve understanding among team members.
• Creating Visual References (00:08:49)Suggestions for using images to standardize terms and concepts in communication.
• Reflective Listening Techniques (00:10:03)Description of reflective listening as a method to confirm understanding in conversations.
• The Importance of Clarity (00:11:01)Final thoughts on the significance of clear communication for reducing stress and improving workflow.

• Watch Full Video Episode
• Importance of Education (00:00:29)Dave discusses the need for better education in the automotive industry for technicians transitioning to business owners.
• Communication Strategies (00:01:21)Dave emphasizes effective communication with clients and team members to enhance business operations.
• Implementation of Systems (00:02:39)Dave outlines the importance of implementing systems and procedures for successful business management.
• Business Flow Chart (00:02:39)Introduction of a business flow chart used for analyzing business performance throughout the month.
• Manager Sheet Overview (00:03:46)Description of the manager sheet to track performance metrics and financial goals.
• Daily Tracker Explanation (00:04:04)Discussion on the daily tracker for monitoring car count and service metrics to improve operations.
• Inspect What We Expect (00:05:04)Dave explains the concept of inspecting repair orders to ensure quality service and client trust.
• Labor Profit Management (00:06:59)Introduction of a program to analyze productivity, efficiency, and effective labor rates for profitability.
• Effective Labor Rate Importance (00:08:38)Discussion on the significance of understanding effective labor rates versus door rates for financial health.

• Importance of Clarity in Leadership (00:00:56)Mike emphasizes that clarity is the first job of a leader.
• The Entrepreneurial Journey (00:01:07)Discussion of entrepreneurs starting as technicians and the importance of transitioning roles.
• The EMT Concept (00:02:04)Introduction of the Entrepreneur, Manager, Technician framework in business.
• The Story of Sue and Sam (00:02:54)A comparison of two business owners, highlighting different paths and outcomes.
• Defining the Role of a CEO (00:04:08)Mike outlines the CEO's responsibilities, focusing on innovation and growth.
• Transition from Technician to CEO (00:04:54)Mike shares his experience moving from a service advisor to a CEO role.
• Strategic vs. Tactical Responsibilities (00:05:21)Discussion on the difference between strategic and tactical responsibilities in leadership.
• The Importance of Delegation (00:06:21)Exploration of the challenges leaders face when delegating tasks to employees.
• Creating Margins for Leadership (00:10:11)Mike discusses the necessity of creating margins in life for effective leadership.
• Understanding Responsibilities as a CEO (00:11:01)The need for leaders to define their responsibilities and authority within the company.
• The Moment of Realization (00:13:14)Mike shares a personal story about recognizing the need to stop doing everything alone.
• The Value of Time Margins (00:15:40)Mike reflects on the benefits of creating time margins to connect with employees.
• Building Relationships (00:17:17)Discussion on how effective CEOs build relationships with employees, customers, and the community to enhance business success.
• Empowering Employees (00:18:07)Highlighting a CEO's journey from technician to delegating responsibilities, allowing focus on networking and business growth.
• The Importance of Clarity (00:19:59)Discussion on how great leaders bring clarity to roles, responsibilities, authority, and accountability within their teams.

• Watch Full Video Episode
• Corey's Thoughts on Devaluation (00:00:06)Corey discusses the theme of self-devaluation in the automotive industry.
• Educating Customers on Value (00:01:08)Corey emphasizes the need for better customer education regarding service value.
• Importance of Thorough Inspections (00:02:09)Corey advocates for comprehensive DVI inspections beyond just pricing.
• Value of Skilled Specialists (00:03:07)Discussion on the importance of skilled specialists and quality parts.
• Understanding Diagnostic Time (00:04:01)Corey explains the significance of diagnostic time in pricing services.
• Undervaluing Knowledge and Skills (00:05:02)Corey points out how industry professionals undervalue their expertise.
• Reframing Industry Perceptions (00:06:48)Corey argues for changing perceptions of automotive professionals.
• Building Value in Services (00:07:16)Corey stresses the importance of communicating the value of services provided.
• Professional Appearance Matters (00:08:24)Discussion on the importance of maintaining a professional appearance.
• Negative Talk About Competitors (00:10:27)Corey warns against speaking negatively about competitors and its impact.
• Encouraging Industry Change (00:11:28)Corey calls for individual responsibility in promoting industry value.

• Watch Full Video Episode
• The challenges in the automotive industry (00:00:06) Discussion about the struggles and shortcomings in hiring and managing employees in the automotive industry.
• Setting up employees for failure (00:01:01) The tendency to bring in new employees without realistic expectations and necessary support, leading to repeated failures.
• Lack of support and training for new employees (00:02:43) Failure to equip new employees with the tools, support, and training needed for success in their positions.
• Creating a toxic work environment (00:03:40) The impact of avoiding confrontations and failing to address issues on creating a toxic work environment and setting employees up to fail.
• Self-awareness and accountability (00:06:34) The importance of self-awareness in how one's actions and words influence the atmosphere and attitude in the workplace.
• Honesty about the challenges and vision of the business (00:08:08) The importance of being honest about the difficulties and vision of the business when bringing in new employees and setting realistic expectations.

• Watch Full Video Episode
• The importance of training (00:00:30) Bill Weaver discusses the need for training and motivation for technicians to take more training.
• Personal commitment to training (00:02:19) Weaver emphasizes the importance of making a personal commitment to continuous education and improvement.
• Applying training knowledge in the workplace (00:06:49) Weaver discusses the importance of applying the knowledge gained from training in the workplace and demonstrating the return on investment.
• Making a commitment to continuous education (00:08:56) Weaver encourages dedicating time for education and embracing it to improve diagnostic speed and communication in the shop.

• Watch Full Video Episode
• Future Tripping and Reverse Future Tripping (00:00:29) Rick White explains the concepts of future tripping and reverse future tripping, emphasizing how they can hinder progress and cause fear and anxiety.
• The Impact of Future Tripping (00:01:16) Rick discusses how future tripping can lead to fear, lack of movement, and misgivings, and advises to stop future tripping.
• Planning for the Future and Living in the Present (00:05:35) Rick encourages listeners to dream big, plan for the future, and live in the present to create the tomorrow they desire.
• Conclusion and Call to Action (00:07:13) Rick summarizes the importance of learning from the past, planning for the future, and taking action in the present, and invites further discussion.

• Watch Full Video Episode
• The importance of technical training (00:00:06) Tom Petty emphasizes the need for shop owners to be engaged in creating a culture of technical training.
• The changing automotive industry (00:00:27) The automotive industry is rapidly evolving, and in-house training and mentorship are crucial for staying competitive.
• Cultivating young talent (00:02:18) Establishing apprentice programs and developing young individuals with the right skills and attitude for the automotive industry.
• Building a supportive network (00:05:12) The importance of collaboration and support among local automotive shops to develop and nurture young talent.
• Identifying and nurturing talent (00:07:21) Recognizing individuals with basic skill sets and natural aptitude and cultivating them into valuable technicians.
• Challenges in the industry (00:08:51) The industry's failure to focus on education and talent development leading to frustration and departure of potential talent.

Maylan Newton from ESI – Educational Seminars Institute is a business coach, trainer and industry speaker. Maylan is no stranger to the podcast having paid it forward many times. He is a much sought our speaker at industry events in the US. Find Maylan’s previous episodes HERE.

“He is ‘just a car guy’ with lots of knowledge and is brave enough to talk about it”. Maylan’s purpose is to educate leaders to be a better owner or service writer.

Talking Points:

• Get Away from the Price Driven model of Business and get back to the Quality and Relationship Business
• Stop quoting price over the phone
• If you quote a price, make it the last thing you do not the first
• You don’t have to be cheap to be busy
• Price can be 6th or 7th on a customers list of needs
• When you quote a price over the phone you are setting up to be a more difficult repair process and saleWhat happened to the quote you gave me
• The service write needs skill to not quote a price over the phone
• Vehicles are too complex and sophisticated to quote a price over the phoneIt is not your dad’s Oldsmobile
• We are cannibalizing our industry by quoting a price
• Do you really want the customer who wants the lowest price?
• In today’s climate spend extra effort to tell the customers about your touchless transaction and the sanitizing efforts you are putting forth
• If customers wanted a cheap price there would not be top shops out there not dealing with price first
• We need to show the value of what we do and be proud of our investments in people, training and equipment

Be socially involved and in touch with the show:

Facebook   Twitter   Linked In   Email

Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser and many more. Mobile Listening APP's HERE

Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.

Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

With me is Maryann Croce from SmallBusinessvantge.com. She and her husband Tony also own Croce Transmission in Norwalk, CT.

As a business owner, she can chalk up many a mistake that has turned into wisdom. She has been there and done that and shares 5 key principles to help a startup business person get ahead of the game. She is speaking to resilience, commitment, getting help, being curious and giving. Learn why messaging, relationships and financials are vital no matter what stage you are and your business is currently in. Don’t believe you need to go it alone.

Maryann was a banker turned business owner. Tony was a technician turned shop owner. She is also a member of Women in Auto Care and owns smallbizvantage.com

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.

Talking points:

• We never taught financial terms and budgeting in our youth
• Budgeting is one of the reasons people struggle with finances
• Do you understand if you pay the minimum on a credit card, how much you pay over time principle and interest?
• If you are struggling financially in your personal life, you will struggle with it in your business life
• The stress is very tough to manage
• Get help with financial management and budgeting
• Tell your school boards and teachers that we need financial education or simple budgeting
• Resources:Dave Ramsey
• Mike Micahlowicz “Profit First” SP Link
• Budgeting helps you stay out of financial trouble and the ups and downs of a business cycle
• It is too easy to swipe a card and lose track of what you are spending
• Don’t spend what you don’t have

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 website.

Talking Points:

• Re-thinking parts margins based on pricing transparency from online parts sellers
• He doesn’t like the strategy that we need to re-think how we
• Consider what your parts and equipment suppliers do for you.Local availability
• Training
• Support of local and regional events
• We need to dictate how we run our business not the other way aroundWe have a lot invested in our shops
• Don’t let the online market to influence how you run your business
• If you buy parts from an online supplier you are helping them and hurting yourself

Important links below:

Be socially involved and in touch with the show:

Facebook   Twitter   Linked In   Email

Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser and many more. Mobile Listening APP's HERE

Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.

Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

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:

• Why do shops put other shops down?Possibly they don’t know where the next job is coming from
• They don’t have a value proposition for the customer so negative talk persists
• Bottom feeders will do anything and say anything to capture a sale
• There is no secret sauce to protect. Networking is the rule!
• Observe other companies on how their systems and processes work. Take ideas back to your company
• As independents we are nimble, we can make quick changes vs the big corporate players
• Always be learning and look for the small improvements that over time will have a big impact on your business

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

Kevin Lekas is the Project Manager for Special Testing Programs at ASE. Kevin's previous episodes HERE.

Key Talking Points:

• myASE renewal app is now branded ASE Renewal APP
• One year in development and testingThere are about 2,000 techs already involved and another 4,000 ready to get on board
• www.aserenewalapp.com
• Certify without going to a testing center
• Automotive certifications only at this time A1 - A9 
•  Participation is you are expired, nearing or currently certified
• The APP will have some new tech questions
• There will be second and third chance questions that will be similar to the one you did not get correct
• Designed for a 12 month cycle
• Certification Without Expiration
• Future:L1 is being looked at. A challenging project that they are considering
• G1

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

Kim Auernheimer, AAM is the Co-Owner & 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 standout

Kim 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.

Key Talking Points:

• Gallop poll says 70% of employees are not engaged in the business they work for
• Reflect and identify a disengaged employee. Take note:Quick to complain
• First to see the bad parts of their job
• Complain about their co-workes
• Do the basic/bare minimum in their work duties
• Not willing to cooperate to find solutions
• Fight the needs of the business
• Quick to tell people that they are not happy
• Not friendly to be around
• Don’t show at social events or team building. Loner.
• They quit your business but keep getting a paycheck from you. They stay.
• 12% of happy workers are more productive than those that are not
• The productivity of your business is dependent on happy employees
• The biggest factor is the employee’s relationship with their bossAre you the tripping point of disengaged employees?
• The culture of our business, first and foremost, drives happy employees, customers and owners
• Step back and make sure you (owner) is not the problem
• Speak to your key people and find out why they like to come to work each day
• Fall back in love with your business. Find your pride
• Learn from others

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Buy Carm a Cup of...

• We are in a knowledge-based business
• Your billed hours are a productivity measurement
• Sales is an activity measure
• Net profit is created by being productive
• What is your productivity level/measure in your shop
• Average needs to be 2.5 hours per RO
• The industry is coming in at 1.4 and 1.7 per RO
• What is your business mix?Commercial / Consumer
• Take the total labor revenue you billed last year divide by your labor rateYou get the number of billed hours you sold
• Take the number of RO and divide by that number (billed hours sold)
• Improved average hours of billed labor will build your net profit.
• Productivity creates net profit
• Activity just keeps you busy

Ben Johnson, Director, Project Management, Mitchell 1

Key Talking Points:

• Some companies challenges is its own success
• Business start with a vision and a why
• Over time we tend to not focus on your why but our what
• If you look at your competition and feel you have to duplicate or mimic what they are ding and it doesn’t fit into your why then don’t do it.
• If you live your WHY then the money will come

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

With nearly 50 years’ experience in the automotive field, Jerry Holcom is an ASE Certified Master Auto Technician with the Advanced Engine Performance (L1) certification, a former Certified Master Machinist, and is also an Accredited Automotive Manager (AAM) through the Automotive Management Institute.

Jerry Holcom owns S & S Service Center in Kansas City, MO, is a co-founder of Vision and is the past President of the Midwest Auto Care Alliance (MWACA).

Talking Points:

• Getting and keeping technicians continues to be a big problem
• Scholarships are an answer for the training of our upcoming technicians
• Dave DeCourcey and Harvey Chan are two outstanding trainers worthy of having scholarships in their names.
• The Ed Schaeffer Management Scholarship honors a shop owner, manager or service advisor to honor Ed’s contribution to our industry
• Our legacy aftermarket trainers who have passed is an important reason to build scholarships in their names and keep their legacy going for a perfect cause.
• MWACA is committed to providing scholarships for technicians and your help is needed
• Write a check to the TTEF fund: Mail it to MWACA, 5950 N. Oak Trafficway, Suite 201, Gladstone, MO 64118You can specify a certain scholarship or it will go into the general fund
• This is a 501 c (3) non-for profit corp
• Donate items to TTEF silent auction in conjunction with Vision 
• You can personalize a student scholarship for $1,000 and get recognized at Vision
• You can endow a scholarship for years with a $20,000 check to make the scholarship self-sufficient
• Make TTEF a beneficiary in your Will

Important links below

Message from Jerry:

Happy New Year everyone. Here’s to growth and success in all we do in 2020. Although I have served my 4 years as president, I have a few things to talk about and Sheri Hamilton, Executive Director, told me she would make it happen.

One of my prime goals is to find ways to continue funding scholarships for students, current technicians, and managers. These are close to my heart as Dave DeCourcey, Harvey Chan, and Ed Schaeffer were all good friends, and I feel it is not only appropriate but necessary, to honor their memories with scholarships. In addition, I have followed the careers of several of our previous student scholarship recipients and am overjoyed by the success that many of them have experienced.

This is the reason we created the Technicians of Tomorrow Educational Foundation (TTEF). Our eventual goal is to have several self-sustaining scholarships funded by you. Typically, $20,000 to $25,000 is needed to endow a scholarship that pays out $1,000 every year, so you can see that we will need to raise the stakes if we want to continue awarding four $1000 student scholarships, the Ed Schaeffer Memorial Scholarship, the Dave DeCourcey Scholarship, and the Harvey Chan Memorial Scholarship each year.

The TTEF is a 501(c)(3) organization, so any contributions should be tax-deductible. I urge you to write a check to TTEF for whatever amount you can afford (and a little more). We also have the silent auction in cooperation with VISION, so if you have an item that may have value to anyone else, please donate it to the silent auction to benefit the scholarship fund.

I mentioned an endowment above, and that is a fantastic method of funding the foundation. If you would like to have one of our student scholarships sponsored by your company, you can send a check for $1,000 and note that you would like to help present the “XYZ Company...

Steve Finzel, Finzel’s Master Tech, Terre Haute, IN is not a happy camper as it relates to transmission fluid. You may just relate to his rant or maybe even offer some advice. Listen to the frustration Steve has over transmission fluids. Find Steve's previous episodes HERE.

Talking Points

• So many transmission fluids
• Low viscosity and High viscosity are the major difference in the man fluids
• Getting information has been tough. LV MV are the codes. What can be used
• If we can’t stock all the different fluids why can’t we get information on what to use
• CVT fluid is green. Honda says to use the blueWhen you order it you’ll find it is yellow
• All too confusing

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

FTR 081 Brian Sump - Never Let Your Foot Off The Pedal

Multi-shop operator Brian Sump from Avalon Motorsports and Ubran AutoCare brings a whole lot of passion to this episode as he shares some self-reflection on a rocky time he experienced and what he learned. He says that you’ve got to review what works and keep the pedal to the metal. This is a great lesson in making small changes and pay attention to the results.

Brian Sump is not your typical shop owner. A former professional athlete, Sump had never turned a wrench in a shop before starting Denver-based Avalon Motorsports in 2007. But in the years since, he has used his business acumen and detailed, process-based management philosophy to grow the German-specialty shop into what a number of industry consultants consider to be an industry leader. Brian now has four locations. Listen to Brian’s previous episodes HERE

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

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. Matt Fanslow’s Previous Episodes HERE.

• At Matt's shop they create a three-fold flyer on any new equipment the shop buys and get it to the local shops
• Shops do take advantage
• Matt has shops take advantage of diagnostics and programming
• He does not loan the tool but does the work that the tool is used for
• He gives free adviceOn what tools he would use or area to look at
• Potential for referrals
• Some problems are very basic and that means there is a training/knowledge gap
• Sometimes young techs are thrust into a situation without the knowledge and proper equipment

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

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 HERE.

• We attack each other based on emotions and not facts
• Does the supply industry know what they have to do to support the service professional?
• Found a youtube video on comparing spark plugs from two different sourcesThe reviewer checked with the supplier and discovered that the Amazon plugs were counterfeit
• Andy posted on a social media groupThe rub is how someone stood up for a product’s quality especially if the national manufacturer said it was counterfeit. Why would a national company stake its reputation on a false claim
• We are helping each other more and more.
• Too many still are critiquing and criticizing each other and this doesn’t help in a positive way
• Andy is not going to respond to negative commentary anymore
• We need to move ahead and be more progressive

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Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable.

FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners.

Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to...

Carm Capriotto, AAP, is a career automotive aftermarket professional. He hosts and produces the automotive aftermarket's premier podcasts. They include Remarkable Results Radio, the Town Hall Academy and For The Record.

Carm is an influencer and connector of people and speaks to the industry about what he learns each day from the essential voices of the aftermarket.

• Let 2020 be your breakout year
• Be a business person and not a fix-it person
• The ‘Knowing-Doing Gap’ is real. Stop talking and start doing
• “If you aren’t sitting on the edge then you are taking up too much room”
• You have big responsibilities to your team and your customers. But most importantly to you and your family. You’ve invested heavily in time and money and need to start showing something for it
• Check our a Harvard Business Review IdeaCast titled ‘The Art of Asking For and Getting Help” http://bit.ly/2EU6ont It is their episode 714
• Start off the new year by reading Mitch Schneiders book MISFIRE: What to Do When Things Aren’t Running on All Cylinders
• Implement Profit First. Find episodes HERE. Fix your cash management
• Review your labor rate
• Want to retire and sell the business? Tough task and you may not get anywhere near what you expect and worked so hard for. Start here and listen to the many episodes that discuss succession planning HERE.
• Purposely plan for the new year and involve your team.Assign responsibilities (tasks) to individuals and a due date
• Monitor the accomplishments.
• Engage, and delegate

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Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle

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. Matt Fanslow’s Previous Episodes HERE.

The Kobayashi Maru is a training exercise in the fictional Star Trek universe designed to test the character of Starfleet Academy cadets in a no-win scenario.

• There was one Starfleet cadet that beat the ‘no-win’ Kobayashi Maru
• Do you have a Kobayashi Maru (no-win situation) in your shop or in your bays
• Are your supporting systems so broken that your people are designed to fail (unwittingly) and they cheat the game to win
• Do you get upset because your equipment, systems, and processes do not support anything but gamesmanship to win?

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Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable.

FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with...

Josh McFarlin is an industry veteran, and a highly-regarded member of the automotive industry. Josh serves as VP of Strategic Business Operations for AirPro Diagnostics. In his position, Josh is responsible for all daily service operations including multiple technician service centers and all field personnel. Josh is ASE Master certified and holds an MBA from the University of Wisconsin. 

 Formerly Director of Curriculum and Product Development for I-CAR, Josh is known for his ability to form and mold strong collaborative teams, solve difficult problems and manage others with a leadership style that tackles challenges head-on. Josh’s career includes stops at Raytheon, Audi AG, Ford Motor Company, and Greenway Ford. Outside of office hours, Josh still remains connected to the industry. Among other endeavors, he currently serves as a board member for the Automotive Training Managers Council.

Key Talking Points

• The average age of working tech is climbing
• Class size at CTE is declining
• Can we share our stories of success within the aftermarket
• Work ethic and passion got him where he is today
• What is the potential of what is next in your career?
• Are you willing to move to look for a new opportunity?
• Do we know what opportunities exist in the automotive job market?
• You may not see the crossroad coming. Keep your eyes wide open
• Your opportunities may not be easily seen but they will get bigger every day
• Grease monkey is a term of endearment for him and his colleagues but not healthy as a ‘label’ in the industry
• Walk by an open door and find out what is inside
• CTE Student to Ford Technician to the Ford Help Desk to Audi to Raytheon, to  I-Car to AirPro

• A special thanks to Josh McFarlin for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

Bill Hill owner of Mighty Auto Pro from Medina, OH has owned the 19 bay 10,000 sq ft shop for 21 years.  He believes that processes and procedures are very important to a successful shop along with having FUN. He says that you need to make FUN an important part of your day because this business can be challenging. (we all know that).

Hear Bill’s previous episodes HERE.

Key Talking Points

• Staff engagement in training
• Bill pays for all training classes They can go to any class they want
  • It could be an excel spreadsheet class or one on photography.
  • All training is great
  
  
• Searches his suppliers for top classes
•  Technicians and service advisors need to have a minimum of 40 hours a year to qualify for a bonus
• At the end of the year, all training hours are calculated
• The week  before Christmas team member gets a bonus based on the number of hours of training
  • Example: If a technician took 100 hours of training they would get 25% of the hours times their pay rate (25 hours x $30 pay rate or $750 training bonus)
  
  
• Bill believes in a cash reward vs a ham or a holiday party

• A special thanks to Bill Hill for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

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Deb Van Batenburg and her husband Craig own Automotive Career Development Center [ACDC]. Deb is his partner and vice-president. Deb has writes for AutoInc Magazine and speaks throughout the industry. Hear Deb’s previous episodes HERE.

Key Talking Points

• We are living with and tolerating things in your life that are ridiculous
• We should take time to fix things we constantly tolerate
• We tolerate both at home and at work 
• Identify the things that you tolerate and create a by-pass strategy to fix/correct 

• A special thanks to Deb Van Batenburg for her contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

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Bob Heipp works for Mobile Auto Solutions, LLC as lead tech and Technician Manager in the Chicago metropolitan area and northwest Indiana.

Having accepted a job that required passing an IM240 emission class, he was introduced to new alternatives for diagnostic testing. This spurred a quest for learning.

Bob believes his desire to learn is what opened doors to meeting technicians around the world. Hoping to help so others could have the same opportunities, he partnered with ASA-IL and initiated the CAN Conference after one of his favorite conferences (the Linder Conference) was no longer being presented. He considers these experiences have led him to the opportunity to work for Mobile Auto Solutions. Bob is also a dedicated Vision High Tech Training and Expo attendees. Hear Bob in his own interview and the round-tables HERE.

• 80/20 Rule. The Pareto Principle
• Stop enabling the 80% who are not committed to training
• Silver Bullets to not help anyone. They cost customers lots of money
• Many want to help but it can be enabling and not teaching
• We help people and inform them of the answers by encouraging training and a commitment to learn and not just use hand-outs to solve customer problems

• A special thanks to Bob Heipp for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

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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.

Key Talking Points

• We have to know what they are doing
• As independents, we do not have the kind of money for marketing
• They can attract technician talent
• An organization polled 16,000 people that had recently visited the service department at a new car dealership. The survey was skewed because they were all dealership people
• Two of every three visits service visits are to independent shops. (Source October 2019 Fixed Ops Journal)
• Bill doesn’t want our aftermarket customer to have a service experience form a dealership. He recommends:
  • Let your customer know that you’ll support a recall notice. Keep them away from the dealership, do the legwork for them.
  • Don’t let them feel the poor service of dealerships
  • Don’t let them get talked out of their vehicle to buy a new one
  • Don’t let an aggressive service advisor sell them a ton of work, then you lose
  
  
• Become the place you’ll ever need to go for service, and warranty on your vehicle.

• A special thanks to Bill Haas for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read...

Mike Davidson is from Parkway Automotive in Little Rock, Arkansas, been in the industry for more than 30 years and a business owner for over 18. Mike is an AMI graduate, an ASE Master Technician, he belongs and contributes to Elite Worldwide and was recognized as the Arkansas NAPA/ASE tech of the year seven years in a row.  He’s been doing radio and TV over the last fifteen years talking ‘service’ in Little Rock. Mike helped start the Little Rock chapter of ASA and is currently an officer. Look for Mike’s other episode HERE.

Link to Episode 466, In-depth on Wage and Hour and discussion on his Wage and Hour Book HERE.

Key Talking Points:

• Shop owners can get audited by the Department of Labor
• Wage and Hour issues are very real and must be understood
• Mike sites information from an article from Dennis McCarron showing the types of penalties from non-compliance to wage and hour laws. He shares the numbers: $342,926, $306,000, $174,400, $76,000
• Careful with your own interpretation of wage and hour exemptions.
• Keeping your costs down can happen in other ways than in shortcuts on how and what you pay your people
• Mike wrote a book on wage and hour compliance. 
• Listen podcast 466 in detail on wage and hour with Mike. Link above.

• A special thanks to Mike Davidson for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Mike Davidson Episode 466 HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

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Attracting young people into our industry: Help to Take Skills USA to the Next Level 

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 Tim’s previous episodes HERE.

Key Talking Points:

• Skills USA Nationals has 103 different contests going on at once. It is all Career and Technical Education under one roof (CTE)
• Perfectly placed  but mostly unrecognized by many in our industry
• Skills  begin locally,  then through state and national
• Over 20 football fields full of Skills test stations 
• There is also a World Skills every other year 
  • Some countries offer award money and  lifetime jobs for the winners of this contest
  
  
• $36 Million is spent to put on this event
• GM donated a 2018 Malibu to the gold medal winner’s program
• We need to start bragging about these events that will help attract young people into our industry
• Designing a skills contest:
  • Attention to detail
  • All stations need to appropriately challenging
  • Consistently repeatable
  • Have a real-world application
    • Equipment, tools, and information
    
    
  
  
• Bond with parents and a reason to go to school
• Skills show a career path
• Instructors need to step up their game
• Consulab supports Skills at many levels
• As an industry, we must support this program
  • Volunteer to judge a local contest
  • Offer financial support to help pay for travel to the next level contests
  
  
• Some state and local winner don’t go to the next level because of funding issues
• We should offer an additional celebration of excellence to all participants and the winners
• Shops can promote Skills

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.  Matt Fanslow’s Previous Episodes HERE.

Key Talking Points:

• Matt Fanslow or Carm Capriotto give no advice and does not propose to be an expert on diet and/or exercise
• From a weight-loss perspective, diet maybe most important
• It is easier to put 1000 calories in your body than to burn it off
• He has read over 200 articles on diet
• He lost a lot of weight and continues to carefully watch his weight through diet
• We have too many in our society that are walking around feeling hungry, but they have energy stored as fat. They can’t access it.

• A special thanks to Matt Fanslow for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

Be socially involved and in touch with the show:
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For 20 years, Ron Ipach, co-founder or Repair Shop Coach, has helped over 5536 auto repair shop owners to get and keep all the top-quality customers they can handle.

Marketing auto repair services is all he does. He lives, eats, and breathes it every day. He has seen, heard, and tested practically every kind of marketing there is out there today. He’s examined the results. He’s tweaked and tested dozens of strategies over and over in order to maximize their results.

Because Ron has personally worked with so many shop owners over the years, he has the distinction of being the only person in the world that knows exactly what marketing works, and what doesn’t work for auto repair shops in today’s economy. He finds passion in amplifying time & freedom for his clients while helping them take back control of their businesses.

Ron Ipach’s Previous Episodes HERE.

Key Talking Points

• Many technicians turned into shop owners struggle with their business
• When technicians they were making more than now as shop owners
• Some are not cut-out to be shop owners
• They are having too many sleepless nights and they aren’t spending enough time with spouse, family
• There is no shame in closing your shop if you are not making enough money and undeserving your family
• The industry needs talented technicians

• A special thanks to Ron Ipach for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

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Rick White’s Previous Episodes HERE.

Rick White from 180 Biz is passionate about the formula for success. He has a message for you on getting up when you fail. Listen for a great quote from Winston Churchill on Success. Rick says accepting and recovering from failure will make all the difference.

Key Talking Points

• You need to come to training
• Don’t expect a different result tomorrow if you do the same every day
• You do not know everything. If you did things would be going amazing
• More to do and receive from an event like ASTE

• A special thanks to Rick White for his contribution to the aftermarket.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

Be socially involved and in touch with the show:
Facebook   Twitter   Linked In   Email    Events   Instagram   

Key Talking Points:

• Where are the struggling shops? They are hidden. They don’t want to be discovered. But you know who they are. Just look at their shop you can tell. Knock on their door. Or better yet, if you are struggling, ASK, yes ASK. You will easily find help.
• YES, it is highly personal to admit you need help, but it can be cathartic and the best first step you can make. 
• I saw first hand at ASTE this weekend people that put their hands up and said ‘Im’ Struggling and I need Help’ It was an awesome sight. I met a few and they are making the first steps to recovering their business.
• Too many haven’t cashed their last few paychecks, are on credit hold with their suppliers and need guidance and a new start.
• PRIDE prevents asking for help. But we know that and you need to accept your circumstance and ASK

• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

Be socially involved and in touch with the show:
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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.

Key Talking Points

• Dealer Pricing Margin is a big factor in your overall profitability
• You’ve got to mark-up no matter where you buy your parts the parts margin you need to maintain your net operating profit
• Includes Insurance/Warranty companies. The owner may have to pay a deductible to you
  • Always keep in mind that the customer is the vehicle owner not the Insurance/Warranty Company
  
  
• If our labor rate is set on pure mathematics and the need to generate the right net income then your parts margins cannot be compromised.

• How much do you charge?
  • Based on where you used to work/work for
  • Can’t have the mindset you charge less you would get more customers and compare pricing to other businesses
  • Value your services
  • Not hitting parts gross profit targets excuses- buying parts from the dealer, source of parts should have no effect on what you’re selling parts for 
  • Should have pricing strategy- buy part for X, sell for Y, profit is Z
  • Never allow an unrelated third party to influence profit strategy- including warranty companies, the vehicle owner is your customer, not the warranty company
  
  

• A special thanks to Bill Haas for his contribution to the aftermarket.
• Books mentioned in the content library