Show Notes

Thanks to our Partners, AAPEX, NAPA TRACS, and Automotive Management Network

Set your sights on Las Vegas in 2024. Mark your calendar now … November 5th-7th, 2024. AAPEX – Now more than ever. And don’t miss the next free AAPEX webinar. Register now at http://AAPEXSHOW.COM/WEBINAR

NAPA TRACS will move your shop into the SMS fast lane with onsite training and six days a week of support and local representation. Find NAPA TRACS on the Web at http://napatracs.com/

Get ready to grow your business with the Automotive Management Network: Find on the Web at http://AftermarketManagementNetwork.com for information that can help you move your business ahead and for the free and informative http://LaborRateTracker.com

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Show Notes

• Watch Full Video
• Advanced Driver Assistance Systems (ADAS) by Steve Zack, Kurt Shadbolt and Scott Brown 
• The evolution of ADAS technology (00:01:17) Scott Brown discusses his early exploration of ADAS technology and how it has become more focused over the years.
• Understanding computer vision in ADAS (00:02:12) Scott Brown explains how computer vision works in ADAS systems and the importance of training cars to recognize objects in their environment.
• Advancements in camera technology (00:04:25) Scott Brown discusses the advancements in camera technology, including the ability to remove radar sensors and rely solely on cameras for functions like cruise control and pedestrian detection.
• The Lane Assist Experience (00:08:03) Discussion about lane assist technology and the adjustment to driving without it.
• Tesla’s Shift to Vision System (00:08:40) Explanation of Tesla’s decision to no longer use radar sensors and instead rely on their vision system for ADAS.
• Static calibration challenges (00:16:38)
• Increasing use of cameras for dynamic calibration (00:17:32)
• Benefits of backup cameras (00:18:20)
• The importance of technology in automotive education (00:25:18) The need for updated curriculums in automotive schools and the role of technology in education.
• The potential career opportunities for students in automotive technology (00:27:29)
• The Tesla’s Full Self Drive Experience (00:32:16)

Thanks to our Partner, NAPA Auto Care

Learn more about NAPA Auto Care and the benefits of being part of the NAPA family by visiting https://www.napaonline.com/en/auto-care

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

“Keep a cool quarter of a million? Or give it away….

You’d think that was self-evident, but usually, companies are unintentionally giving it away. If you’re like most of our clients, you’ve got enough worries on your plate when it comes to making sure everything in the business is running smoothly. You don’t have the bandwidth to take on another project, especially one this large—that has the probability of costing the company thousands of dollars in repairs, overages, gas…the list goes on.

Recently we helped a company drive down the cost per mile from 48 down to 36 cents per mile by showing them how they can run their vehicles longer for more mileage and reduce their total investment in that vehicle, therefore, lowering the cost per mile. They were replacing their vehicles every hundred thousand miles. We showed them how much they can save by extending the mileage to double and triple which…came out to a cool quarter of a million dollars. That’s where we come in. We help businesses just like yours run more smoothly with less breakdowns, less downtime, and more profit in their pocket at the end of the year.” Bill Deboer

Bill DeBoer, DeBoer’s Auto Sales & Service. Listen to Bill’s podcast episodes HERE.

Show Notes

• freefleetbook.com
• Growing with fleet and retail- had office space next to the current location, rezoned it highway commercial to be recycled and added 6 bays.
• RR 481: David Saline – Start or Grow Your Fleet Business
• Wrote the book to try to speak to those people so that we can acquire more fleets and bring people into their wheelhouse, but also help out those people that aren’t to the point where needing a fleet management team, but they’re just trying to survive on their own. Downloadable PDF- cost per mile, vehicle maintenance tracker spreadsheet etc
• “The fractional fleet management program, where they can hire us, we can manage their fleet for a fraction of the. Because we’re doing it on a fractional-time basis, they don’t need that full-time management. But at the same time, they get all the same perks and benefits.”
• Get 30 vehicles collected with only one or two contact points. So now you’re not making 30 individual calls; you’re making one phone call. You get a good relationship going with the key stakeholders and the decision-makers in those fleets. 
• Telematics- all that data gets pulled into our fleet management program as we set up these vehicles on the maintenance schedules as they hit their miles.
• Share it with their prospects for fleets

Thanks to our Partner, NAPA AUTO CARE

Learn more about NAPA AUTO CARE and the benefits of being part of the NAPA family by visiting www.NAPAAutoCare.com

Connect with the Podcast:

-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

Have you thought about developing relationships with your customers and how they happen organically, intentionally, or not at all? Are your service advisors making that human connection daily? I’m joined by Kay Miller, author of “Uncopyable Sales Secrets: How to Create an Unfair Advantage and Outsell Your Competition.” Kay simplifies sales to a basic level that anyone can benefit from. In Kay’s early days in sales, she worked for Walker Exhaust and earned the moniker ‘Muffler Mama’. If you’re interested in reading a free chapter of her book, head to the show notes for the link. Or find her book on the books page on remarkableresults.biz

Kay Miller, Author of “Uncopyable Sales Secrets”, Free Chapter HERE

Key Talking Points

• Take the uncopyable framework and apply it to sales!
• Young women in the industry- selling through distribution, didn’t have ‘credibility’ and didn’t fully understand the product from their perspective. She asked to be taught how to install a muffler. ‘Muffler Mama’
• Sales is a people business, no matter what product you’re selling
• Sales, in general, is all about being uncomfortable and talking to strangers
• If you can make a human connection, that helps you get over the fear because the only way to truly get over being fearful of something is to do it
• Think of your target market as your moose, and that’s who you want spend time building relationships with, attracting them, and pursuing and building a relationship so that you can get ongoing repeat sales and referrals
• The more you can know your client, the better chance you have of that kind of relationship s
• When you’re talking to a customer, ask the questions that will get them talking. That is one of the biggest ways to build trust
• Listening and letting silence happen while the customer thinks about this, educating them and then saying, what do you think, or getting them to talk is huge in building trust
• It’s about studying the person and learning just beyond what they say but looking for actual clues 
• If you’re never afraid, that’s kind of a bad sign, you’re not pushing your limits, so do something that scares you
•  Observe what you see other people doing. You can also just think about something that you can do to be unique
• The target market is your ideal customer- help them get what they want

Connect with the Podcast:

Aftermarket Radio Network

Subscribe on YouTube

Visit us on the Web

Follow on Facebook

Become an Insider

Buy me a coffee

Important Books

Check out today’s partners:

Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX – Now more than ever. And don’t miss the next free AAPEX webinar. Register now at AAPEXSHOW.COM/WEBINAR.

More Time. More Profit. Transform your shop at getshopware.com/carm

How did you develop your hiring process? Did you learn from other colleagues? Did you look online? Do you make decisions based on your intuition? Do you cross your fingers and hope for the best because you are desperate to fill a position? It’s time to take proven methods and guidance with Maylan Newton’s book  “The Joy of Hiring”. You’ll also hear from a shop owner that implemented the concepts from this book into her hiring routine. She says it has completely changed her process and improved her hiring skills.

Maylan Newton, ESI- Educational Seminars Institute, is a business coach, trainer and industry speaker. Previous Episodes HERE

Samantha Tracey, Scotty’s Auto Repair Inc.  Riverside, CA

Key Talking Points

• joyofhiring.com
• Wrong hires cost you- back legal position (hire and fire, wrongful termination, discrimination) 
• Eliminate emotional and desperation hires
• Do we hire too quickly and fire too slowly?
• Firing someone shouldn’t be a surprise- are they meeting expectations to achieve success?
• Rewriting job descriptions- can the new hire accomplish these tasks and jobs?
• Skills test- confirming skills
• Reading body language during the interview  
• Be a ‘little business’ with a large company structure
• How big is your toolbox? What is the value of your tools?
• Consider having more than 1 person be involved in the interview but 1 person needs to have a final say
• Hire for attitude, Train for aptitude

Connect with the show:

Aftermarket Radio Network

Subscribe on YouTube

Visit us on the Web

Follow on Facebook

Become an Insider

Buy me a coffee

Important Books

Check out today’s partners:

Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX – Now more than ever.

More Time. More Profit. Transform your shop at getshopware.com/carm

Part one of a 7 part series.

Barry Barrett, a Certified EOS Implementer

As an EOS Implementor in his company, Business With Purpose brings dedicated support to Leadership and Sales teams in all types of organizations, helping them structure the six key components of their business to make it operate with the best processes for their specific industry, using the EOS Model.

Barry’s energy is contagious no matter if he is in a session with a client, giving a keynote address, or rolling up his sleeves in a workshop. Barry is a business coach with his positive mental attitude, incredible work ethic, and determination for excellence, his results-oriented approach is matchless.

Barry is driven, caring, and passionate; traits that he uses to help his clients grow their businesses in a positive way. Find Barry’s other episodes HERE.

Key Talking Points:

• EOS (entrepreneurial operating system)- helps entrepreneurs get what they want from their businessVision
• People
• Data
• Issues
• Process
• Traction
• Vision traction healthyGet your leaders on the same page- where you are, where you’re going, and how you will get there
• Traction- helping leaders become more disciplined and accountable. Executing well to achieve the vision
• Healthy- healthy and functioning leadership team
• Turning people into leaders
• LeadershipNot born to do- people decide to become leaders
• Research great leaders and implement step by step processes
• Function chartStart with writing the function, list the 5 roles and responsibilities, and add the name to the seat
• Roles shouldn’t always be based on seniority- instead, who is the most capable?
• Getting started90-minute meeting- EOS history, introduce ourselves to you, learn about you, about the EOS tools and processes
• Focus day after that- if it’s not a right fit or you don’t get value you don’t pay
• “Traction” “Get a grip” “What the heck is EOS” all by Gino Wickman

Resources:

• Thanks to Barry Barrett for his contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Find every podcast episode HERE.
• Every episode segmented by Series HERE.
• Key Word Search HERE.

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Buy me a coffee

This episode is brought to you by AAPEX, the Automotive Aftermarket Products Expo. AAPEX represents the $740 billion global automotive aftermarket industry and has everything you need to stay ahead of the curve.  The Virtual AAPEX Experience 2020 is in the record books. Virtual AAPEX lived up to presenting leading-technical and business management training from some of the industry’s best and brightest. Now set your sights on the homecoming in Las Vegas in 2021. Mark your calendar now … November 2-4, 2021, AAPEX // Now more than ever.

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 getshopware.com/carm

Danielle Bohlman is an owner with husband Brett of Highway 7 Service Center in Newell, IA. Find Danielle’s other episodes HERE.

Dave Martin is the Owner and President of Martin’s Auto Repair in Phoenix, AZ. His automotive career began pulling weeds on the shop property then as he got older Dave moved into a station helper and gas attendant. Dave then became the shop manager before taking over the family business from his father in 2006.

Dave married his wife Bo in 1992 and they have an adult daughter, Qamree. Dave bowls, plays over the line baseball, and is a passionate football fan, proudly supporting his lifelong favorite team, The Dallas Cowboys.

Dave was born with Spina Bifida and wants to help others affected and increase public awareness. Elected as Chairman of the Board for the Spina Bifida Association of Arizona in 2012 and has been involved of in its growth through events and fundraisers. Dave also volunteers as a speaker to community organizations and young adults showing how he doesn’t let Spina Bifida keep him from his goals. Find Dave’s other episodes HERE.

Frank Scandura, Franks European, Las Vegas, NV started working on cars as a teenager in upstate New York and moved to Las Vegas in 1988. After years of 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.

Drew Horton is a Technician from HWY 7 Service Center in Newell, IA

Key Talking Points:

• 78% of Americans live paycheck to paycheck – 50% worry about it.  
• It is a spending problem not an income problem. When people get nice raises over time they never pull out of their spending habits because they always spend more than they makeMany cannot see beyond their next paycheck
• The amount of pressure at work is high whey you can’t pay your bills and is much less when you have a handle on your spending
• Many don’t know where their money goesWhen they list what they spend their money on it is an eye-opener
• Part of the problem is financial institutions offer credit cards, a line of credit, loans. 
• You can get a car loan for 84 months. That is the only way an affordable monthly payment can be made
• Shop owners need to share financial responsibility with their people. It is not normal to live paycheck to paycheck
• Dave was giving an advance on their paycheck and that didn’t help them. He eventually stopped it when he sent his people to Dave Ramsey’s Financial Peace seminar. Find it on the Books Page Here
• Drew’s marriage is improved as they went through the class last February.They are happier now that they have a money management discipline
• Frank: A couple with $10K in debt and no savings are twice as likely to get divorced and a couple with $10K in savings and no debt
• A Ramsey quote: Live like no one else to later you can live and give like no one else
• As a couple, you need to have one goal as it relates to money
• Sure use credit cards but you must pay them off every monthCredit card interest and fees is highest you find anywhere
• In the financial world, there is the FICO scamYou have to have a good credit score scam
• People borrow to increase their credit score. The dichotomy
• What are we overspending on?The little things. It all adds up and you do not realize it
• If you are looking for credit card incentives you tend to spend more
• People spend money to feel comfortableKeeping up with the Jone’s
• Thirsty? Spend $4 at Starbucks
• Going to dinner makes you feel comfortable
• BOOK FRANK MENTIONED???The Millionare Next Door Find it on the Books Page Here
• How to start!You don’t have to be great to start you have to start to be great
• Find the discipline
• You can climb out, but you’ll need help and gain a commitment to the end
• Do things tougher as a team to get through your financial strugglesWork together to see debt disappear
• Similar goals as a couple
• When Drew and his wife pay off a debt they do it together
• Dave Ramsey says: If you are broke you can’t help anyone else
• It is easy to fall of track. It is a mindset, but you can fall off. It requires a strong discipline. It is worth it to continue the lessons to keep you tuned in.
• DaveRamsey.com can get you started
• A budget is a big part of financial peace. A budget tells your money where it is allowed to go before it is gone
• Stop being sick and tired being sick and tired
• Invest in your people. Pay for a Dave Ramsey class. 

Resources:

• A special thanks to Danielle Bohlmann, Drew Horton, Dave Martin, and Frank Scandura for their contribution to the aftermarket.
• Books Page 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 getshopware.com

Mitch Schneider released the novel MISFIRE: What to Do When Everything Isn’t Running on All Cylinders.

Mitch will give you a glimpse into the book and how he sees it helping aftermarket professionals improve their lives and their business. He shares the genesis of the book and his work to complete it so all aftermarketers benefit. It started as an outline seven years ago, to a full-fledged 300+ paged novel that has, I believe, a unique feature. Short chapters. No doubt the book will read easy and teach many.

Mitch Schneider is a fourth-generation “mechanic/technician” recognized as a champion of service dealer and technician causes. Mitch is an award-winning journalist, former shop owner, and published novelist. For more than 37 years, Mitch operated Schneider’s Automotive — a successful 6-bay, family-owned and operated service facility in Simi Valley, Calif.

Mitch has recent great news on the biggest challenge in his life as he has taken on  Primary Myelofibrosis, a rare bone cancer, head-on. He is in his recovery after a successful stem cell /bone marrow transplant in April 2019. I’m so glad to have him back to discuss his novel Misfire: What to Do When Things Aren’t Running on All Cylinders.

Look for Mitch’s other episodes HERE.

Find the book at www.misfirebook.com or on the books page on this website

Key Lessons from the Book:

• The stress, pressure, and anxiety of trying to support a business that is marginal or failing
• The impact that can have on a shop owner’s personal life: On their financial life
• The availability of tools and technologies to ‘fix’ a shop and the folks who refuse to take advantage of them
• The critical impact the Body/Mind Connection can have on success
• The critical role understanding 4-Cycle Internal Combusting Engine function can have fixing your business
• The impact elements of Eastern Philosophy and Martial Arts can have when integrated into your business: power, force vs impact, balance, flexibility, being grounded, centered, etc.

Resources:

• Thanks to Mitch Scheider for his contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

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

Subscribe to a free mobile listening app HERE.

This episode is brought to you by AAPEX, the Automotive Aftermarket Products Expo. AAPEX represents the $740 billion global automotive aftermarket industry and has everything you need to stay ahead of the curve. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. As a result, the event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. Therefore, more than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals. They will be from 135 countries which are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com

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.

Key Talking Points:

• • There are many interpretations of wage and hour and rules
  • As Mike sat through a department of labor (DOL) seminar on wage and hour he realized that he would take his newfound knowledge and further research and write a book specific to the service side of the aftermarket
  • The definition of compensatory duties is key. “Anytime spent benefiting the employer”
  • Look back is three years

• Time tracking is one of the most important elements of getting through a DOL audit  
• Mike show in the book that a 50¢ mistake can cost $60,000 in fines
• In the wage and hour law section 206 (establish minimum wage) and 207 (establish overtime ‘premium pay’ rules) and 213 (establishes exemptions)  
  • In section 213B section 10 explains the auto dealer not the aftermarket. However, we believe it lends itself to our industry. Many shop owners get caught here. It specifically says it does not apply to commercial garages. A legal advisor in wage and hour is needed to keep you compliant.
• Interpretation of hourly and exempt classification
• To keep compliant Mike created a regular rate calculator (spreadsheet) to maintain compliance to the law. It calculates the regular and overtime rate
• Audits. The DOL believes everyone is hourly unless an exemption applies. Exemptions is where the gray areas are.
  • Attorney’s are not allowed to be in interviews with your employees
  • Job Description will guide the interview
• State laws will protect employee greater than federal
• Mike’s book pertains to Federal law
• Be very careful on Administrative exemptions 
• His biggest discovery in researching the book is timekeeping and signed by the employee
• Mike uses Time Clock Plus to track time
• Mike helps you understand how a training rate figures into compensation

Link to get Mike’s Book Wage and Hour Compliance: https://www.industryessentials.net/

Resources:

• Thanks to Mike Davidson for his contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

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

Subscribe to a free mobile listening app HERE.

This episode is brought to you by AAPEX, the Automotive Aftermarket Products Expo. AAPEX represents the $740 billion global automotive aftermarket industry and has everything you need to stay ahead of the curve. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. As a result, the event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. Therefore, more than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals. They will be from 135 countries which are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com

Kim Walker from Shop Marketing Pros is a social media expert. Kim’s experience includes a school counselor and teacher. Her husband Brian, started his own shop while he was a Mercedes technician in North Carolina. Then asked Kim to leave her school job and join his service business. Then for specific reasons left to go back home to Louisiana. It was almost destiny that they engaged with Shop Marketing Pros. As a former shop owner, Kim’s advice and expertise on social media is perfectly matched because she’s been there and done that.

She is on the Car Care Council’s Women’s Board, an ATI and Management Success Graduate, and their shop was a Motor Age Top Shop winner two years in a row. Their shop experience is without question, so when she talks about social media as it relates to the automotive service professional, she has the experience that matters. Look for Kim’s other episodes HERE.

Key Talking Points

• Kim Walker-Certified Guide
• Building a StoryBrand by Donald Miller- mystorybrand.com
  • Change what you are saying about your business
  • Every shop owner has a different audience- get to know your customer in order to communicate with purpose
  • The customer is the “hero”, not yourself- not all about certifications and experience. Should be “we are here to help” so a customer can be a hero in their daily lives
  • Good marketing- address the problem and how you can solve it
  • What is your plan?- make it simple, paint a picture of how it will be working with shop
  • Website- visual need to speak to what you do, call to action button (make an appointment), tell your story and history,
  • Google.com/mybusiness- claim your business, respond to reviews
  • Email newsletters- create relevant campaigns, short and to the point with solving problems, longer email less often, shorter emails more frequent

Link to Shop Marketing Pros HERE.

Resources:

• Thanks to Kim Walker for her contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

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

Subscribe to a mobile listening app HERE.

This episode is brought to you by AAPEX, the Automotive Aftermarket Products Expo. AAPEX represents the $740 billion global automotive aftermarket industry and has everything you need to stay ahead of the curve. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com

Book Review of “Never Split the Difference – – Negotiating As If Your Life Depended On It”   by Chris Voss and Tahl Raz   Find it on the Books page HERE.

Barry Barrett covers the premise of the book that builds a foundation for negotiation on the basis of understanding the other party through empathy and active listening skills.

During Barry’s career as a Service Manager and top salesperson, he honed his talents in communicating with people.

Barry is tireless in his pursuit of excellence in the automotive industry and in all that he does. His passion for providing tools to train owners and their teams to the next level is unlimited. He is a Ziglar Legacy Certified Coach. Find Barry’s other episodes HERE.

Key Talking Points:

• “Never split the difference” Chris Voss and Tahl Raz
  • Saying “no” is the illusion of control, saying “yes” means you need to take action
  • When you call someone and ask if it is a bad time, the initial reactive response is “no” when really you are taking action to speak further
  • Active listening
  • Behavior change stairway model
    • Active listening- minimal encouragers, effective pauses, mirror questions, labeling (seems like, sounds like), paraphrasing, summarizing
    • Empathy- calibrated tactical questions, understanding customer
    • Build rapport
    • Influence others to do what’s good for them and good for you
    • Behavior change
  • Body language- 55% of what someone conveys
    • When selling over the phone, stand up and use gestures you would normally use. Project emotion
    • The mouth does what the body tells it to do
  • Self-control and emotional regulation- use happy, excited voice
  • What type of personality are you?
    • Analyst- methodical and diligent, speaks cold and distant, skeptical by nature
    • Accommodator- build relationship, people pleaser
    • Assertive – wants to be heard, tell rather than ask, once they are convinced you understand then they will listen
  • Know why you are reading the book- what is the objective/goal? Read multiple times
    • Underline what is important
    • Read what you underline and write ideas on bottom
    • Put own ideas on top, be a student
    • Powerpoint presentation on notes
• Change
  • Change something small only you would know
  • Doesn’t have to be a huge problem
  • Change how you feel, change your body stance

Resources:

• Thanks to Barry Barrett for his contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

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The auto care industry is revving up.  New technologies are changing cars and the way people use them. To stay in the driver’s seat of all these advancements, you need to take charge of your learning, your business, and your legacy. That’s where the 2020 NAPA EXPO comes in. With help from industry experts and the best suppliers and manufacturers, the 2020 NAPA EXPO will provide the innovations and answers you need to charge forward into the future.

This is your chance to: network with experts in the industry, discover the latest innovations that will help you stay market competitive, and learn more about the new products, services, and equipment you’ll soon be using every day.

Join us in Las Vegas, April 6-9, 2020!  Contact your NAPA AUTO PARTS store today to reserve your package for this can’t miss event. Enrollment is going on now.

To learn more about NAPA AutoCare and the benefits of being part of the NAPA family, visit www.NAPAAutoCare.com.

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