Price, price, price…our lives seem tied to it. And when it comes to customers, sometimes the price is the only question they feel they can ask. Instead of chalking them up as ‘price shoppers,’ are you using it as an opportunity to build a relationship and educate them on the value of your services? Many struggle with this. My panel discusses ways to make price irrelevant. Stay tuned and shift your perspective on price.
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Is your service advisor stressed? Do you have a full lot of vehicles to repair but have technicians standing around? I’ve been asking shop owners if an estimator role in the business is an important hire. I got an ear full in this Academy Webinar on how the metrics work and the role and responsibilities to consider hiring an estimator or parts specialist in your growing busy shop. All three shop owners on my panel have this role in their shops. Stick around and learn.
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The phone call from a customer is always the beginning of the relationship. Are you tracking, measuring and holding your service advisor accountable for every phone call that comes into your business? What is your phone SOP? Do you have a conversion rate for phone opportunities? I’m with Stan Stokes, founder of Iron Fist Consultants, who has created the next level of measurement for service advisors.
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Questions, what is your customer oil change service like? Have you transitioned to ‘synthetic only’ oil for your customers? How do you stock all grades and weights? The days of $20 oil changes every 3 months is gone. My panel of shop owners discuss why they have synthetic only oil service and how it’s improved their efficiency in the bays and for their customers. If you have not implemented this business strategy learn in this episode why you need to do it.
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Another episode recorded at AAPEX 2021. In this episode, you’ll hear from three different perspectives, a hands-off visionary owner, his partner and director of operations, and a 26 year old service director that started as a technician. Find out how these three successful businessmen work cohesively together while continuing to look toward the future. You’ll be inspired.
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Recovering From a Wrong Service Advisor Hire [THA 256]
As an owner, it can be easy to want something to work out so much, you become blind to certain red flags. You also worry about the production of your business if you let someone go. What should you do? My panel shares their experience with a wrong service advisor hire and how they recovered.
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Rethink Your Compensation Plans [RR 691]
In this episode, Darrin Barney discusses an overview of a class he presented at ASTE 2021 titled “Pay Plans Used by the Top Shops in America.” Some excellent ideas and insights that every shop owner can use in their business. As your business and employees change, so should your compensation plan. Darrin also explains the importance of guiding principals, goals, and employee retention.
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Scheduling Work Flow [THA 248]
We are living in the “new normal.” For anyone who wants things to go back the way they were pre-pandemic, you’ll be waiting a long time. Professionals everywhere are feeling the impact of shipping delays, short staff, and pricing. Our industry is no exception and efficient workflow has never been more critical. Clear communication and expectations between employees and customers is step one. In this episode, my panel shares their own experiences with scheduling workflow. Listen for some smart ideas start implementing small changes in your business that will have a lasting impact.
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Creating Lifetime Customers [RR 684]
Establishing a connection with your customers and being able to keep them coming back is always a challenge for the automotive industry. How do you build loyalty and ensure customers are educated properly? In this episode, Brittany Schindler answers that question with easy-to-follow steps her service advisors implement every day, including a lifetime warranty for customers. Keep listening and brainstorm what you could change in your business.
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Service Advisor Role Play #6 [THA 245]
You’re going to love this episode. My panel dives into a role play like we’ve never done before. Chad Jacks and Ethan Smith swap their roles interacting as a service advisor answering a phone call from a customer. They play an average service advisor and then redo the scenario as an exceptional service advisor. Rena Rennebohm offers coaching in between. Answering the phone is often the first interaction you have with a client opportunity. Are you listening to recorded calls? Do your service advisors need an occasional tune-up? This episode will help in all cases.
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Guest host, Fred Gestwicki, Jr. from Fix-It-With Fred in Canton, OH Owner / Master Technician. 25 Years of Automotive Experience. ASE Master Technician, Hyundai and Kia Master Technician, Mitsubishi Master Technician. Customers ask for price because they don’t know what else to ask. remarkableresults.biz/aw074Listen and view episode notes
Service Advisor Must-Have Qualities [THA 234]
The service advisor role for the automotive industry is crucial for your business and customers. Sometimes owners try to fill that seat with a warm body without realizing the qualities and communication skills required for that position. It goes beyond being friendly and in this episode, my panel takes a deep dive from different perspectives. remarkableresults.biz/a234Listen and view episode notes
Welcome to a special CarmCast #094
Understand the role you play in recognizing our auto care industry’s top people. The AAPEX Service Awards are ready for your nomination. Find them aapexshow.com/service awards. The deadline is September 1, 2021.
Joining me is Dwayne Myers, Partner, Dynamic Automotive, and Bill Nalu, Interstate Auto Care, Madison Heights, MI. Bill and Dwyane were nominators from last year’s honors. They each had their nominee win.
This is a very important opportunity to increase the bar of professionalism in our industry. I’m sure you know someone worthy of a nomination. There are three awards in this annual recognition. Shop Owner, Technician, and Service Advisor of the year. This is the 2nd annual and the honors will be presented at AAPEX 2021.
I know you know someone worthy of a nomination. Consider your peer groups and twenty groups to nominate a shop owner of the year. Think about the dedication from your technician and service advisor that makes a great contribution to the professionalism of your business. You may be a technician and would like to nominate one of your co-workers or a friend.Listen and view episode notes
I’m with Sr. VP of Communications at ASE, Trish Serratore and we discuss some why and how to jump on board with Service Professionals Month. This is a very short listen and we toss up some ideas on how to build momentum inside your community, but more important to thank your people who have invested in their ASE Certifications. There is still time to embrace and support ASE Service Professionals Month.Listen and view episode notes
Building Customer Trust [THA 225]
We all know building customer trust takes time and doesn’t happen overnight. So when does it happen? It starts with every single touchpoint you make with your customer.
From marketing to the way your storefront looks, and that first phone call, every interaction inches you further in developing trust. Find out how to polish your business in this must-listen episode.Listen and view episode notes
Comebacks: Prevention, Reputation and Cost [THA 224]
How closely do you track comebacks in your shop? Do you look for trends? Is it human error or communication gaps between customer and service advisor, and service advisor and technician? Sometimes the most loyal customers arise from correcting a mistake, but often times we are unaware a mistake even happened. In this episode, my panel dives into the different scenarios that occur during vehicle comebacks and how to correct them.
You can listen and/or watch the video of this episode and find the key talking points at remarkableresults.biz/a224Listen and view episode notes
Lessons on 3rd Generation Family, Networking and the Front Counter [RR 623]
I caught up with Steve Mancinelli, AMAM, who proudly wears the scars of battle as a 3rd generation shop owner. Family business, networking, and learning how to run a great business are challenges we all face and Steve shares his many moves through the labyrinth of barriers that got him to where he is today. In his section of Denver, there have been 6 shops and 23 service bays have closed since the pandemic hit. Either they liquidated, retired, or moved due to high rent in the downtown area during the pandemic. Besides many wise thoughts, Steve talks about women at the front counter.
The key talking points reside at remarkablersults.biz/e623.Listen and view episode notes
The Virtual Service Advisor [RR 621]
Amidst the pandemic scare, shops have taken advantage of VoIP, cloud services and new technologies to serve their customers. Some have had to put their service advisor working from home for various reasons. Imagine having support for your counter in the virtual world. Is there is a future for a Virtual Service Advisor?
Our guest today, Robbie Bunch became a virtual service advisor because of the pandemic and has excelled at it. His previous experience helped make this a reality for a shop he supports. Not only is Robbie Bunch doing Virtual Service Advisor work for a shop he continues to work for his other business “Platform Digital Marketing.”
Robbie and I toss out the idea of creating an entire industry of Virtual Service Advisors to support shops when your business is growing but not in need of a full-timer or when you lose a Service Advisor and while you are looking to hire a new person to rely on a Virtual Service Advisor to take up the slack. This episode will get you thinking.
The key talking points reside at remarkablersults.biz/e621.Listen and view episode notes
Service Advisor Role Play #5 [THA 213]
Our role play subjects cover closing the expectation gap on the appointment setting call and understanding the importance of building anticipation in making the sale after the results of the DVI. We also covered how to demonstrate the effectiveness of the Service Advisor in calming the customer while building value in their services and retaining the sale. Lastly, we talked about the effective way in deferring services at the cash-out. All important and vital in building you or service advisor team.
The panel includes Clint White from Shop Vision, Dan McWilliams from Quality Service Center and Ben Lesueur from Oxford Automotive. They put their service advisor strategies for you to follow.
Find ways to compare and improve your confidence and comfort in the face of your customer. Together we have something here. This episode’s key talking points are already done for you. Find them at remarkableresults.biz/a213Listen and view episode notes
THA 208 Stop Selling From Your Wallet
Too many times we think about our own money tolerance instead of the customer needs. We think what others believe is a lot of money to us is not. We also can’t fathom people paying what they do for services because we would not. We have different lines in the sand when it comes to price perception and if you sell from your own wallet you’ll limit yourself, do what is not necessarily right for your customer and limit your potential, not only for yourself but for the business.
In other words, don’t make the decision for your customer. Let them decide. We play a really insightful game that you need to do with your team.
I’m with Brian Gillis of You Net Results, who brought this excellent topic and the neat game we play, also Andy Arndt of Arndt Automotive in Malta, IL. And Keith Knowlton of LKS Auto Repair, Bremerton, Wa. They bring sound, practical, and professional advice for all of us to stop selling from our own wallets. Too many times we think about our own money tolerance instead of the customer’s needs.
This episode’s key talking points are already done for you. They reside on the show notes page at remarkableresults.biz/a208.Listen and view episode notes
THA 207 Pre Scheduling Appointments – The Time Has Come
Welcome to the 207th episode of the Town Hall Academy. Right up front l want to warn you. This discussion may just change the way you do business. I want you to give it your all and when done implement the tactics you discover. I know your business will blossom.
Scheduling future appointments is not a new concept. You know about it but have never decided it was good for your business or your customer. We have solid statistics that demonstrate that 59% of your customers are willing and ready to accept a future appointment for maintenance service. Ever walk out of the dentist’s office without your next hygiene appointment. How about a hair salon?
I’m with Bill Thompson, Craig Noel, and Greg Skolnik. Bill Thompson brings his critical data to support this strategy, Greg has been doing this for years and has the data to prove the strength of the strategy and Craig is starting to pre-book now.
There was a ton of passion flowing throughout this episode. I believe you’ll be moved to start in your business. So …. Let’s talk about it.
This episode’s key talking points are already done for you. They reside on the show notes page at remarkableresults.biz/a207. Enjoy.Listen and view episode notes
Service Advisor Advice from Steve Shaw [RR 586]
Service advisor consultant trainer Steve Shaw of Steve Shaw Training brings his unique brand of training. Steve has some great ideas and concepts that can help you grow sales therefore dropping that margin gain directly to the bottom line. Steve Shaw teaches service advisors to get customers’ permission.
Steve shares 5 key reasons customers buy And he wants you to change the wording when you sell maintenance. There is also a simple approach to selling tires.
Steve also adds techniques in this episode. He advises, if you follow the tools and training you will sell more. He extends his understanding of customer behavior to your advantage. This episode can answer why customers buy and offer some great ideas on selling maintenance and tires.
Find the show notes at remarkableresults.biz/e586.Listen and view episode notes
Improving Workflow – THA 192
We are talking about Improving Workflow in the Shop. The panel gave their best in sharing disciplines and processes that work for them. If you are a student of process improvement you’ll appreciate the discussion and if you are not you’ll realize you must start.
The panel includes Mike Davidson, Parkway Automotive, Little Rock, Arkansas, and Industry Essentials with a DOL Approved Apprenticeship Plan, Corey Evaldi, Olmsted Auto Care, Olmstead, OH, Andrew Minkler, Bavarian Motor Repairs, Capital Heights, MD and Steve Wootton, Technical Adviser, Ultimate Auto, Truck and Equipment in Cromwell, CT.
The detailed key talking points can be found at remarkableresults.biz/a192. Remember you can use the talking points to help create your own next steps or meeting agenda.
Mike Davidson shares the most important question that he asks every one of his team members.Listen and view episode notes
The Women Stereotype: Creates Friction, Insecurity, and Gender Issues [RR 567]
My guest today is Emily Chung. She owns and operates AutoNiche, a family-friendly auto repair shop in Markham, Ontario, Canada. She is a licensed Automotive Service Technician, and Automotive Writer for various publications. She also teaches in the Automotive Business School of Canada at Georgian College.
We are going to talk about gender stereotyping. I want you to listen to this episode in its entirety and let me know what you took away. I believe it will help you understand some of the reasons we do what we do as it relates to hiring and leading our team.
When it comes to gender biases, Emily makes very strong points. No doubt you can put yourself in many of the situations Emily speaks about. So we get this on the table here in episode 567 and I welcome Emily back to keep the dialogue going. Please recall another episode recently where we had a female shop owner, technician and service adviser discuss the Female Impact in the aftermarket. It is episode RR 549
Find the key talking points, Emily Chung’s bio and links to her previous episodes at remarkableresults.biz/e567Listen and view episode notes
Ryan Clo – 20 Questions in 30 Minutes [RR 561]
Welcome to this inaugural new format you’ll hear from shop owner and coach Ryan Clo from Dubwerx and Avid Autowerx in Cincinnati. Ryan answers 20 questions within about 30 minutes. This is up close and personal and I believe brings value to you as you continue to navigate and grow your business to boundless success.
Ryan Clo shares one new skill he would like to have, new technology he recently added, his dream car, and one of his biggest mistakes and a whole lot more.
Find the key talking points, Ryan Clo’s bio and links to his previous episodes at remarkableresults.biz/e561Listen and view episode notes