If you’re thinking about transitioning from employee to shop owner, this episode is for you. Instead of guessing your way through the transition, let the Aftermarket Radio Network be your free library of industry peers across the country help you get started the right way.

Watch Episode HERE

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

Vic Tarasik, CEO of Shop Owner Coach. Vic’s previous episodes HERE.

Show Notes:

• A good technician only makes a good business owner with proper training, guidance, and accountability.
• You need these 5 professionals- business coach, accountant, financial planner, insurance advisor, attorney
• Build the business that survives you and provides a legacy to your family the business is not about you is about all the people that depend on the business for their survival, family employees vendors
• Most importantly, do not treat your business as a hobby you not fixing cars running a business
• The business owner is the leader, not to fix cars/writing service
• “People are so afraid of success, that when they reach success they self-destruct.”
• Not paying yourself opens the door to resenting the business. 
• What is YOUR cost of doing business?
• Don’t let the high level of confidence in fixing cars create a false sense of security in solving all things in business.
• Ask questions of the right individuals- someone with experience who’ve successfully overcome what you have in front of you
• “Implementation of knowledge is power.”
• Focus on the fundamentals from the beginning 
• “Begin with the end in mind” (Covey)- Now that your journey has begun, what is your endgame? 
• “Life begins and ends at the edge of your comfort zone”
• Pay your taxes- set up a system where deductions from

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Important Books

Check out today’s partners:

Shop-Ware: More Time. More Profit. Shop-Ware Shop Management getshopware.com

Delphi Technologies: Keeping current on the latest vehicle systems and how to repair them is a must for today’s technicians. DelphiAftermarket.com

Matt Fanslow shares a recent interaction with a salesperson that wanted to help in the sale of the business. There were some warning signs, and with a call to an industry peer, Hunt Demarest, Matt stopped what could have been a costly mistake.

Watch Episode HERE

Matt Fanslow, Riverside Automotive, Red Wing, MN, Diagnosing the Aftermarket A to Z Podcast

Hunt Demarest, CPA, Paar Mellis and Associates, Business by the Numbers Podcast

Show Notes:

• Succession plan for Riverside Automotive- Matt buys out the current owner
• Salesman stops into the shop offering consultation work (not automotive based)- consultant comes the next week looking into receipts and paperwork. Tells the owner his accountant is doing a poor job and asks what their ballpark agreement for sale price tag is. Immediately tells the owner it is priced too low and he could write a check for him today for more. Also adds in a scare tactic with IRS and ‘gift tax.’ Explains his team could get this deal done for around $40,000
• Hunt Demarest- aggressive salespeople will pray on the owner’s goals, insecurities and dreams with pressure behind it.
• The importance of valuations from someone that is versed in the automotive industry.
• Seller and buyer have to be on the same page with transparent communication
• What is your relationship with your banker?
• Be mindful of the opinions you are getting and who you are sharing information with

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:

Shop-Ware: More Time. More Profit. Shop-Ware Shop Management getshopware.com

Delphi Technologies: Keeping current on the latest vehicle systems and how to repair them is a must for today’s technicians. DelphiAftermarket.com

Guest host and shop tour with Matt Wagg, Accelerated Diagnostics and Automotive, Bennington, NE. How did Matt Wagg go from a dealership technician to a trainer and teacher, to now a business owner? What were his successes and failures along the way?

Watch the Episode on YouTube

Key Talking Points

• Was former dealer tech, then trainer/teacher and started the shop in 2022 with no experience
• Enrolled in evening class “entrepreneurship 101” wrote mini business plan- then started getting involved in local groups (Nebraska Business Develop Center) that was free consultant service. Denied at the bank the first time, took a 2 year “break” to regroup financially. Went back to back and received an SBA loan 
• 4-5 months into business he started with a business coach

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 partner:

Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour

Fernando Osorio– Attended automotive tech school in high school and attended Nashville Auto Diesel College followed by a scholarship program with BMW of North America. Started career at Braman BMW in West Palm Beach, FL. After several years as a service technician, Fernando was promoted to shop foreman, a position where he managed a team of 10 technicians and had the responsibility to communicate directly with regional engineers. After he parted ways with Braman BMW, he started Milestone Motors with his brother Jonathan.

Key talking points

• Journey to the World Cup and backFernando wanted to take 35 days off to attend the world cup and got denied, so quit his job as a BMW master technician
• Jonathan was working with Dad at the time as a freelancer
• After the world cup they decided to go into business together in late 2019- service BMW and mini coopers
• The purpose of starting a business was to have financial freedom
• Friend and mentor, Martin, from BMW dealership that had left and started own shop, had been an asset to both brothers in beginning- never saw them as competition, always willing to offer advice
• Invited Fernando and Jonathan to SMART Group meeting- “revolutionary fountain of information”
• First SMART Group meeting everyone shares their numbers- both brothers sat in awe
• Fernando and Jonathan have a huge advantage- building the business right from the ground up with the help of the SMART group
• Kidney failure
• Jonathan became suddenly very sick and after testing was told both kidneys were failing at 29 years old during the beginning of the pandemic
• Had surgery for dialysis- had to do 9 hours of dialysis every day for 5 weeks
• Fernando was matched to donate his kidney
• Shop closed down in April 2020- began quarantining and received kidney transplant in May 14th
• After 6 months of recovery, the shop reopened
• Future goals and advice
• Compete with European dealerships in the area and want 10 bay building
• Continue with education and join networking groups
• Continue to delegate, scale, have systems in place, and earn financial freedom

• Thanks to Fernando and Jonathan Osorio for their contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE
• Find every podcast episode HERE.
• Every episode is segmented by Series HERE.
• Key Word Search HERE.

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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

Chris Cotton has been in the customer service industry for over 40 years and has been in the auto repair industry for over 25 years. He is a former shop owner that has dedicated his life to helping YOU to get your business where you want it to be and helping you FOCUS on the things that matter to you. Find Chris’ previous episodes HERE.

Key Talking Points:

• Cannot fall under the assumption that once you buy a business it will start generating cash flow return- most of the time you need cash flow to put into the business  
• Additional expensesMarketing expense 3-5% – Facebook Ads, website, ad words campaigns, direct mail Need more than a website (need to have SEO content and ranking): need people to be able to find you. Potential customers will Google search for repair shops.  
• POS system, software upgrades, systems/processes
• Payroll, accounting, business coach
• Evaluate the business- budget, budgets, sales level, profit 
• Equipment maintenance- age of equipment, upgrades, inspections on lifts, set aside money for what will wear out and need to be replaced
• Seek help from other shop owners/business coaches
• Make your business work for you, don’t let you work for the business
• Succession planningEasier when it’s done in house 
• Transition to go from one of the coworkers to now the boss
• HR- Always changing and evolving, refer to handbooks, job descriptions, training, and state requirements when it comes to firing an employee

Resources:

• Thanks to Chris Cotton 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.
• Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE
• Find every podcast episode HERE.
• Every episode is segmented by Series HERE.
• Key Word Search HERE.

Be socially involved and in touch with the show:

Facebook   Twitter   Linked In   Email

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy me a coffee

NAPA AutoCare’s PROimage program makes it easy for you to make the most of the NAPA brand. A PROimage upgrade lets you maintain your shop’s identity as a reliable, locally-owned business while letting your customers and potential customers know you’re partnering with NAPA, the most recognized and trusted name in the automotive aftermarket. AutoCare Centers that have completed a PROimage exterior upgrade enjoy an average 23 percent sales increase during the first year. You can also choose to go PROimage on the interior and transform your customer waiting area from merely utilitarian to warm and welcoming.

You can even get a free look by visting www.NAPAAutoCare.com and clicking on the NAPA PROimage link under the NAPA PROimage tab. Of course, the AutoCare site is also the place to go to find out about all the advantages being part of the NAPA family has to offer. Visit the NAPA Benefits Center, at www.napabenefitscenter.com or call the NAPA Benefits Center at 844-627-2123.

AJ Nealey got the mechanical bug at a young age playing with Legos. The bug quickly escalated to wrenching on his own car in high school, to his first full-time job as a technician and also to a racing career.

He started Nealey Auto Service, Edgewater, MD, out of his one bay garage in 2011 after his racing career came to an end. After he married his wife, Stephanie, in 2014. AJ and Stephanie decided to focus all energy and resources to grow Nealey Auto Service. It all started with taking RLO Training’s Guerilla Shop Management course. Since then, they have grown to a 9 bay facility with 8 employees and have increased sales a total of 1172% since then.

Key Talking Points:

• Passion for cars
  • Always had a passion for cars since got a license to drive- wanted to learn how everything worked
  • 2008 wrenched on the side out of house garage
  • 2009-2010 professional race car driver career-learned about marketing during a racing career  
• Started shop in 2011
  • Scouted and wanted a new location in 2015- had 30 days to put in a bid
  • $900,000 facility from the ground up.
  • Purchased existing location- was a transmission repair shop, built in late 50’s early 60’s
  • Learned buying power isn’t about current credit history/buying power, it’s about what you could make in the future with a business plan and you must surround yourself with the right lawyers, bankers and financial advisors
  • 3 customers invested
  • Wrote a heartfelt letter to the seller
  • Got property but environmental inspection showed contaminated soil and tanks that needed removal- started at 150k to start removal of issues
  • AJ paid for environmental studies
• Took Guerilla Shop Management (GSM) course with ROL training- a life-changing event for running the business
  • Hired business coach after GSM course
  • 123k in sales in 2014- jumped to 1.441M in 2018
• Reaching goals
  • A goal setter. Short, Mid Range and Long Term and his BHAG (Big Hairy Audacious Goal)
  • Positive attitude and surround yourself with people you aspire to be- they will hold you accountable
  • Execution- get things done
• Best book to read
  • The E-Myth- Michael Gerber
  • Traction- Gino Wickman
  • The Ideal Team Player- Patrick Lencioni
• Reaching goals
  • Positive attitude and surround yourself with people you aspire to be- they will hold you accountable
  • Execution- get things done
• Best book to read
  • The E-Myth- Michael Gerber
  • Traction – Gino Wickman
  • The Ideal Team Player- Patrick Lencioni

Resources:

• Thanks to AJ Nealey 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 mobile listening app HERE.

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.

The Roundtable:

Tony Tatich is the General Manager of TMT Automotive, Bremen, IN. He works on solidifying his current shop while building human capital. He is, currently, exploring a second location with the second shop already located. One of his present challenges is finding the right person for the second location. He thinks about his continued growth personally, business, and into multiple facilities.  he is working through challenges of growth & being a Yes shop in massive growth periods.

He is looking for harmony and to build a shop that runs 100% without his involvement. He leads a staff of technicians that are 21, 28, & 33 with a senior technician @ 54, Growing out next people homegrown! He is very excited about –   2nd child on the way, 19.8% growth in the first 6 months! Find out more about Tony’s episodes HERE.

Justin Barrett is the owner and operator of Barrett Automotive, Cornelia, GA. He is excited about the future of this industry with autonomous vehicles and the role the independent repair shop will play in that arena, and with the changing landscape how we are going to have to be nimble and adapt to stay relevant.

Leadership is something that is extremely challenging to him but rewarding when done right. He had some leadership failures and wins which are adding to his growth in that area. His biggest challenge right now is the same thing that he is working on and that is building a great team. In the last 18 months, he had gone from leading himself and one other to leading 6 and still adding to keep up with growth. Find out more about Justin’s episodes HERE.

Brett Bohlmann, along with his wife, is the owner of HWY 7 Service Center, Newell, IA. He began his career in the automotive industry as an automotive technician. Over the years, Brett began to acquire top notch experience and a love of automobiles but more of a passion for learning in the entire automotive industry.

In 2010, Brett had an urge to start and open Hwy 7 Service Center with the goal of always exceeding the customer’s expectations. Oil definitely pumps in his veins as automotive knowledge, skill, and work ethic radiate from his actions and words. However, the fuel for the fire comes from his family at home and the community that has become a large family too. Find out more about Brett’s episodes HERE.

Key Talking Points:

• Team building- taking a leadership role instead of tech
  • Leaders are readers- gain knowledge to take action
  • “5 Levels of Leadership” by John Maxwell
  • Work on business instead of in it
• Maintain culture while hiring new people
  • Relationship with external customers and employees
• Working on it vs. Working in it.
  • Keeping the same feel for customers with different people instead of the owner
  • Market business with a face of the owner
• Taking over the business after father steps out
  • Building trust with customers, credibility   
• Rapid growth
  • Employee turnover
  • Book “Traction” Gino Wickman   
• Sales to customers
  • Rehearsed, deeper in the presentation
  • Recording phone calls and listening for areas of improvement
• Be unique
  • Serve and love on customer
  • Make the customer feel great about auto repair  

Other Resources:

HWY7 Service Center Website

Barrett Automotive Website

TMT Complete Auto Service Center Website

Book: 5 Levels of Leadership by John Maxwell

Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

A special thanks to Justin Barrett, Brett Bohlmann and Tony Tatich for sharing their stories.

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This episode is brought to you by Federal-MogulMotorparts and Garage Gurus. With brands like Moog, Felpro, Wagner Brake, Champion, Sealed Power, FP Diesel and more, they’re the parts techs trust.  For serious technical training and support – online, onsite and on-demand – Garage Gurus is everything you need to know. Find out more at fmmotorparts.com  and fmgaragegurus.com

Mike Maleski is the Owner of PSK Performance in Pittsburgh, PA. He started the business 5 years ago after 7 years of working for Honda and various independent shops doing everything from specialty Euro to mobile electronics installation. He holds multiple ASE, MECP, and State recognized certifications. He went to Rosedale Tech and acquired an Associates Degree in automotive technology under the wing of Paul “ScannerDanner”.  

In his (very little) free time, he likes to spend it with his family, self-educate to stay current, and brainstorming new ways to grow his business!

Key Talking Points:

• Mike left a job at Honda dealership and started a business, PSK Performance LLC, 5 years ago working on primarily European vehicles
  • He felt disposable at the dealership and not appreciated- Shows appreciation and love to own employees every day.
  • He was nervous to leave a comfortable job.
• Networking- Utilizing contacts from Vision as mentors and friends to ask business questions and advice.   
• Stays connected with former college with presentations to students and is on the advisory board.
• Makes his career in diagnostics.
• Growth plan for facility, staff and second location.  
• Labor rates
  • Increased by almost double than the original rate when first opened.
  • Parts margin- 45% markup.
• Tech shortage
  • Apprentice- Grow your own tech.
  • Recently hired new tech- let the new prospect know they will be appreciated, everyone works together, customer treated properly
• As most Mike was a tech first, now a businessman. He understands that his role is evolving and he needs to work on the business.

• He is changing his learning curve to that of business acumen.
• He handles the tough diag side of the business and is working to get one of his guys up to his level.
• He met the trained by tech guys at Vision.
• He is quick to point out that he is still a; mom and pop; shop
• 10 -15 year plans another location
• He is an advocate for the future.
• Paul Danner is one of the reasons he is such a good diag.

Other Resources:

• PSK Performance FB Page
• ScannerDanner Episode
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• A special thanks to Mike Maleski for sharing his story.

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

This episode is brought to you by Federal-MogulMotorparts and Garage Gurus. With brands like Moog, Felpro, Wagner Brake, Champion, Sealed Power, FP Diesel and more, they’re the parts techs trust.  For serious technical training and support – online, onsite and on-demand – Garage Gurus is everything you need to know. Find out more at fmmotorparts.com  and fmgaragegurus.com

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

This episode is brought to you by Jasper Engines & Transmissions. When a car’s engine or transmission fails, it’s not the end of the road. A remanufactured drivetrain product from Jasper Engines & Transmissions will give your car a new lease on life. JASPER has over 2000 Associates, three manufacturing facilities, two distribution centers and 45 branch offices across the country. They’re all working to produce, transport and deliver the perfect product. That’s what they do best… keep customers happy. Visit jasperengines.com