Was your mission statement created by yourself, or was it a collaborative effort from your employees? Is it listed on your website homepage? Do your customers know what it is? I’m with Bill Greeno at the 2022 Elite Invitational and he discusses how his team revamped its mission statement into a passion statement. Find out why affirmations were critical in starting the process.

Bill Greeno, Quality Automotive Servicing, Truckee, CA. Bill’s previous episodes HERE

Key Talking Points

• Renamed, rebranded, and changed the mission statement  
• Dropped “Smog” from the name to add “Servicing” as an actionable word. Customers thought it was just a smog shop. 
• “A mission statement doesn’t work if you don’t talk to your people” you need meetings to establish expectations, discuss desires and direction, etc
• Meetings- setting expectations to arrive at a place to write the new mission statement together. Bill brought in another business coach to start. He explained the power of affirmations. The mind doesn’t know the difference between what is and what could be. What do you want to be? Are you affirming what you want to be every day? Every Friday after the meeting, they broke into pairs and wrote affirmation for themselves, and shared it with their partner. Their partner repeated it and wrote it down. Then the team would write words that defined them as a company and on their own, write 6 different mission statements. Collaborated together to create 1 mission statement, which became their ‘passion statement.’   
• “Whatcha know good?” Tell me the good news
• “We go beyond the obvious to educate customers with full disclosure and transparency. So you, the advisor, and the technician can find the best solution to keep your vehicle reliable for years to come.” Listed on the front home page at the top
• “Ideal Team Player” having the same values together 
• Communication coordinator- handwritten thank you cards to every customer, receives public records when someone buys a house in the community and will send out a ‘welcome to town package.’ Handles email appointment requests, answers phone 25% of the time, does radio ads, internal communications, and marketing  
• Advice- build your people

Connect with the Podcast:

Aftermarket Radio Network

Subscribe on YouTube

Visit us on the Web

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Important Books

Check out today’s partner:

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

Are you dreaming big enough for yourself and your business? Imagine what next year could look like if you take action today. Don’t let past failures cloud your vision and passion. My guest Bryan Gossel shares his humble beginnings going through bankruptcy with his first business, to his successful 3 store operation today. Listen closely to his journey and story. .

Bryan Gossel, BG Automotive, Fort Collins, CO. Bryan’s Previous Episodes HERE.

The two Phil’s interview as mentioned on the show- HERE.

Key Talking Points

• Went bankrupt with first business with a partner in motorcycle parts and accessories
• BG Automotive- has GM/COO named Phill, Bryan remains the visionary
• Expand your world with networking groups
• Learning to say yes and learning to say no
• Bryan’s 4 pillars- faith family, work, and racing
• Has 37 employees- a total of 68 people (spouses, kids, etc) count on you to not fail 
• Learning curve- being at the home office and allowing his employees to run the business. Know your role and stay in your lane. 
• Are you dreaming big enough? What do you want your salary to be? 
• Everything you do should be setting the business up for sale
• Opened the 2nd and 3rd store a week apart from each other-  budgets, forecasting P&L, processes and procedures, be open to advice from others. Is the owner running the business? What will the numbers look like when you have to hire a general manager? Is the existing business profitable? If you’re buying an empty building consider keeping a list of vendors, equipment, stock, staff, etc. 
• Fail forward and fail faster
• Bryan invests up to 200K in training for himself and his employees. He also offers financial help to them. 
• “We fix people”
• Employees have both virtual and in-person meetings weekly.

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 partner:

Visit www.NAPAAutoCare.com

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.

Barry Barrett Contact info HERE 

Key Talking Points

• Traction- bringing it all together
• Measurables are most important- if missing measurables then you have “issues”
• Level 10  Meeting pulse- how effective are your meetings? Start on time, end on time, same place, same agenda every week. Agenda every segment is 5 minutes each- good news personal, good news professional, review numbers being on track or off track, review rocks being on track or off track (big things trying to accomplish this quarter), people headlines (customer and employees good and bad). Reread the “to do” and deem done or not done. Complete update in 25 minutes. 60 minutes identifying, discussing, and solving issues and creating next week’s “to do’s” and verify everyone acknowledges it. Cascading messages -who needs to know, when do they need to know, and what do they need to know. Rate the meeting 1-10. 
• Rocks- rocks in first, pebbles, sand, then water: full glass jar, are you getting the right things done every day?
• Quadrant productivity- urgent and important, urgent not important, not urgent important, not important not urgent. Most people spend their time in “urgent important” because they don’t focus on “not urgent important.”
• EOS only works on people willing to make it work when it becomes difficult and are abundance-minded. Trust people to lead. Ego is insecurity showing up as bravado. 
• Free 90 minute session with implementer in your area- if you don’t get your value you don’t pay. No contracts.   
• Traction book
• Get a Grip book
• What the Heck is EOS book– for employees
• How to be a Great Boss book– playbook to lead, manage and hold people accountable 
• Link mentioned for AAPEX Award Nominations HERE.

• 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.
• 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

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

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

• Processes- often the most neglected of the key components of EOS. Documenting doesn’t have to involve every single detail. No more than 5 pages, 1 page is ideal. Delegate and elevate to someone’s genetic encoding. Also helps with scaling the business to multiple locations.
• 20% documented, 80% follow by all- don’t expect to follow 100%, you’ll end up frustrating everyone. Rigidity is the enemy of production- need flexibility.   
• Scripts (professional presentation)- learn it word for word then can free up brain to think and listen to others
• Example: Service advisor sales process- incoming call (what is the call trying to achieve? Get the right customer in, keep the wrong customer out. Use the presentation, get the key information, set a specific appointment, invite them in), reception, inspection, post-inspection presentation, reselling of value, 3-day call, 30 days follow up call 
• “Systemize the predictable so you can humanize the exceptional.”  
• Who should create the process? The people doing the process so they own it and have buy-in. They are also the most qualified since they do it every day.  
• Core procedures- identify core processes, document, and package
• Leadership team- IDS (identify discuss and solve) the procedures and train. 
• Best way to get started? START! What are your top 20 processes? Don’t procrastinate. 
• What do you learn from processes? Repeating multiple steps and inefficiencies .
• EOS Life- do what you love, with the people you love, making huge impact, being properly compensated, and having time for other passions
• Link to Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork HERE

• 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.
• 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  LinkedIn   Instagram  Youtube   Email  

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy me a coffee

The NAPA Smart Sign, previously known as Digital Menu Board, gives your shop a professional, state-of-the-art look and feel. It’s a great way to educate and inform your customers about needed repairs and service, plus increase awareness of your current promotions. NAPA AutoCare Center that have installed a Digital Menu Board found one out of five consumers ask for a repair or service they’ve seen on the board. Targeted promotions resulted in double-digit increases. You choose the content from a library of auto care service and repair topics. The latest NAPA national promotions are downloaded to you automatically. And with the Digital Menu Board it’s easy to change your services, prices, and video content anytime you’d like. Talk to your servicing NAPA store to find out more.

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

• Issues- aren’t good or bad, big or small, they’re just issues not problems.
• If you have a wheel that spins, how do you spin it faster? That is an issue and opportunity, not a problem
• Communication issues is most common- communicate your message with who needs to know, when they need to know, and how you deliver it.
• Long-term issues list- VTO (vison, traction, organizer). Issues that can’t be solved within 7-14 days. Too big.
• Short-term issue list- Level 10 meeting, 90-minute meeting every week. Issues that can be solved within 7-14 days. Identity, discuss and solve. Too often people discuss the symptom of the issue instead of truly identifying it and it never gets solved. Important to find the root of the issue.
• Right person right seat issue? Is it “follow by all” issue that requires more training? Moving to solve, captures all “to do’s” and assign to a “who” (could be 1-3 people) and review.
• Where do issues come from? Usually start from top-down. The top person notices what’s wrong and brings it up. Bottom-up issues lists- when you slowly start implementing EOS within your business, issues can be solved within smaller segments before they reach top leadership.
• Shared morals/shared core values= high moral in business
• Disipline=freedom. You’ll often start solving other issues instead of focusing on 1 singular issue.
• 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.
• 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  LinkedIn   Instagram  Youtube   Email  

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy me a coffee

The NAPA Smart Sign, previously known as Digital Menu Board, gives your shop a professional, state-of-the-art look and feel. It’s a great way to educate and inform your customers about needed repairs and service, plus increase awareness of your current promotions. NAPA AutoCare Center that have installed a Digital Menu Board found one out of five consumers ask for a repair or service they’ve seen on the board. Targeted promotions resulted in double-digit increases. You choose the content from a library of auto care service and repair topics. The latest NAPA national promotions are downloaded to you automatically. And with the Digital Menu Board it’s easy to change your services, prices, and video content anytime you’d like. Talk to your servicing NAPA store to find out more.

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

• Data- 5 to 15 most important numbers that drive the pulse of your businessYou can’t manage your business by only looking at the money in the bank 
• What are the numbers you need to drive your business? What are they for you? What do you want? What do you think? 
• Not using “KPI” acronym- use “measurables” instead to keep it simple and keep all employees on same team 
• Measurables- numbers don’t lie or have blindspots Company, departmental, individual- different layers that work together to drive success   
• Every individual should have 1-3 measurables they are accountable for each day
• Employees obtain clarity with job when they know the company’s core values, understand 5 major roles and measurables 
• Accountability leads to fulfillment and job satisfaction 
• Review measurables weekly- the goal is the minimum expectation 
• Managing motivates- never be afraid of aiming to high because what’s worse is when you aim too low and you hit, or not aim at nothing
• ‘Accountability slide’- missing the mark and being okay with it and making excuses for itHave consequences for yourself when make a mistake
• ScorecardIn business and life- ranking from 0-5
• Have goals in each scorecard
• 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.
• 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  LinkedIn   Instagram  Youtube   Email  

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy me a coffee

NAPA Autotech Training helps your technicians keep their skills sharp and their NAPA Know How up to date. It’s the highest quality technical training that covers almost every vehicle system and every make and model. NAPA Autotech is presented by experienced instructors who are ASE master certified technicians. Even after a class is over, techs can access course information online with ClassPass. So when questions come up later they can get the answers. AutoCare Center owners who have taken advantage of Autotech Training say that well-trained technicians are helping to increase their shop’s repair capability and raise bay productivity. That results in fewer comebacks, more satisfied shop customers, and reduced technician turnover.

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

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

• People- 80% of business issues stem from85% of the world lives in the quadrant “good at their job, but don’t like it.”
• Find people that share your core values- everyone values things differently, if they don’t share the same core values it doesn’t make them a ‘bad person.’
• Kicking vs pulling back- would you rather have an employee you need to pull back vs someone you have to ‘kick?’
• Discovering your core values- pick 3 people you admire most in your organization (if you had 100 of them you could take over the world), if not in the organization then 3 people in your life you admire. If you cannot choose 3, then really consider who you surround yourself with and who you hire in your business.
• RPRS- right people, right seat
• Right people- fit the culture and share core values
• Right seat- get it (born to do the job), want it (want to come to work every day), and have the capacity to do it (tools, time and training)
• Wrong person, right seat/right person wrong seat
• Being the right person to implement EOS- love people (if you don’t love people then you can’t lead, abundance minded, more afraid of status quo than change
•  Expectations
• Unmet expectations lead to frustration
• Most owners aren’t clear about their expectations
• How is overrated, who is underrated
• Completing and working a job is easy, finding the right people is hard
• Having the right people at your business means you can teach them the “what.”
• “Who Not How” by Dan Sullivan If you have enough money you don’t have a problem
• If you don’t have enough time you won’t have enough money
• You can’t make more money by spending more time doing the “what”
• People that have freedom of time generate more money
• 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.
• 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  LinkedIn   Instagram  Youtube   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.

EOS Part 2: Vision with Barry Barrett [RR624]

Part 2 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:

• VisionFor every 7 visionaries, there is 1 integrator- that 1 integrator will take your business to the next level. 
• Visionaries need integrators, integrators don’t need visionaries to be successful 
• “Rocket Fuel”- Gino Wickman and Mark Winters- Visionary and integrator relationship 
• Answer 8 questions in EOS to obtain your vision for the future (what are your core values, what is your core focus, what is your 10-year target, what is your marketing strategy, what is your 3-year picture, what is your 1-year plan, what are your rocks, what are your issues?) Answering the 8 questions comes from your team members as a collective group- employees buy into your business. Change “I” thinking to “we” thinking. 
• Core values exist in your organization they just need to be discovered. Starts with the business owner but includes the entire team.Integrity as an owner- integrate what you say with what you do
• Core focus- why and whatWhy-purpose, cause, and passion
• 10-year target- large goal, chase the horizonEnergize yourself and others around you
• Chase the lion, don’t run from it
• Marketing strategy- Marketing is “catching ears and eyeballs,” sales is “converting once they are caught.”
• “This list”- target marketing for best customers (geographic, demographic, psychographic) 
• 3 uniques about your business- start by asking your customers. What do they want? What would they say about you?
• 3-year pictureHas revenue/profit/measurables
• What does it look like? 
• 1-year planWhat must happen THIS year to hit the 3-year picture and 10-year target?
• Actual goals 
• RocksBig things that must get done in 90 days in order to hit 1-year plan
• How do you add rocks, pebbles, sand, and water to a bowl as full as possible? If you add rocks, pebbles, and water first then sand last the water will overflow. The rocks in the bowl are the most important.
• 90% of people live each day in the “important urgent” category and barely spend time in “important and not urgent.” Leadership is “important and not urgent” because you are working on your business instead of in your business. 
• Issue list VTO- big issues that can’t be handled this week or next week or next 90 days
•  Level 10 
• Shared by allShare once a quarter with your entire team- where the business is, where it is going and how to get there. 

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.

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 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

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.

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 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

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.

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.

Key Talking Points:

• Technicians turned owner- technicians are do-ers, want to get things accomplished but end up being stuck in comfort zoneOwner different skill set- need plan of action and look at business as separate entity
• MVP: mission, vision, purpose- why are we doing what we do every day? What motivates you besides the financial aspect? What are your core beliefs? What led you to become owner?
• Impact, community, purpose- communicate that to your team, align yourself with employees and customers that want to be part of it
• Maryann’s inner motivation for business- resource for community, gave different perspective looking at business
• How do I ________? Grow sales, close more sales, cut costs, build business culture etcStart with you and 1 problem at a time
• Example: Struggling with sales- what is the process? Who are you marketing to? Is your customer your ideal customer?
• Look at business from the viewpoint of the customer- what is their challenger? Want a vehicle repaired but want convenience, warranty loaner car etc.
• Never unload your problems onto customer- part did not come in, technician out, it negatively affects customer’s experience
• Your business needs to be sustainable long termHabits of not charging for certain things, discounting etc- you are not making impact or helping your business
• Dive into your reviews and feedback- businesses grow when owners grow
• Smallbizvantage.com- free resources

Resources:

• Thanks to Maryann Croce 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.
• Love what we do, buy a cup of coffee 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. 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 2020 will take place Tuesday, Nov. 3 through Thursday, Nov. 5, 2020 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 2020. For information, visit aapexshow.com

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The Panel:

Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation.

Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today.

Bob is one of 150 wworldwideAMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are HERE.   Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) HERE.

Cecil Bullard is President of the Institute for Automotive Business Excellence. He is a trainer and business coach in the automotive aftermarket working closely with service professionals. Previous episodes featuring or mentioning Cecil, click HERE.  Institute for Automotive Business Excellence HERE.

Jude Larson is the Director of New Business Development for the ACT Group.  He is a frequent speaker and trainer at industry events. Jude has vast business experience including being a highly successful service advisor, the owner and operator of a hybrid online and print marketing company, a top performer in the financial industry, and had a record-setting career in retail management.

Jude is also a shop owner, Valley Repair in Tenino, WA. Listen to Jude’s Episodes HERE. Jude uses his rich experience and business success as he consults, trains and coaches results-focused solutions with clients. ACT Group website HERE.

Find the Business Coaches LAB Series HERE.

Key Talking Points:

• From Rick White: Standard in a business is the bar, the ruler, that one sets for the level of quality, service, experience, caring, and engagement. The problem is so many times the owner is so busy doing whatever he’s doing in his business mistakenly believing his job is to make sure cars are fixed, that they forget about the standard and now the standard is being set by whoever the customer is dealing with or whoever is working on the car which can lead to disastrous results.
• Customer/Client. Define your market. Define your client. Identifying who your ideal customer is will improve your profits and workflow. Find podcasts on Ideal Customer HERE. Set your standard on who your customer is.
• If you do your marketing right it will chase the customers you do not want from you.
• Client vs customer denotes responsibility and relationship.
• How will you take care of your customers?
  • How many techs, how many service advisors.
• Books. Markets of One.  Chris Norton and Ross Honeywill.
• Standards include having a moral and ethics statement.
• You don’t want to be busy you want to be steady.
• Create standards that make it possible for your team to do their job.
• Are there standards in place that allow:
  • Technicians to do a correct inspection.
  • Do not encourage waiters that push the workflow.
  • Scheduling correctly to give time to do a correct job.
• Communication of standards is critical for the team.
• There are minimum standards of execution. How you do what you do.
• You create a culture of taking care of the customer from start to finish.
• Creating procedures on all defining repair concerns for the clients’ vehicle because of reliability and safety.
• Don’t feel that building your standards is beyond your abilities. Eat the elephant one bite at a time. Pick the area that you need the most work on that will shore up your leaking shop.
  • Take them one at a time.
  • Small consistent improvements.
  • Work on two items at a time.
  • You may be looking at a two to three-year process to make major changes in your business.
  • Consider doing a new change in your company for 60 days before ever considering abandoning it. The team needs to own it and work it for 60 days.
• In business, there is no floating. You either going up or down. (Cecil Bullard)
• Create trust with your team.
  • The more trust the more real change.
  • Involve them.
• Meeting with the team are important to involve them and gain buy-in.
• #1 problem in business is lack of communication.
• A good process helps put money in the bank.
• A standard, for example, is training. How many hours are required for the entire team including the CEO? Training is too expensive not to do. Education is part of the culture, in the pay plan and starts with the job interview. Training is an investment.
  • With a struggling shop, you can listen to a Remarkable Results podcast or watch a technical training video among other affordable training initiatives.
• Processes and procedures are an important part of your companies standards.
  • Well documented processes maintain your work quality and expectations
  • Documented processes provide consistency and allow new team members not to change the way things are done.
  • This solves the problem of meeting promise times for your customers.
  • The panel says that whey they take on a new client
• Book: Work the System by Sam Carpenter. Recommended by Jude Larson a free resource.
• Book: E-Myth Revisited by Michael Gerber. Recommended by Cecil Bullard. Find many interviews covered on this podcast on the E-Myth HERE.
• Setting standards builds strong team players and customers that value you.
• With a team of owners, the business can go to great places. 

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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

>

The Panel:

Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation.

Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today.

Bob is one of 150 wworldwideAMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are HERE.   Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) HERE.

Cecil Bullard is President of the Institute for Automotive Business Excellence. He is a trainer and business coach in the automotive aftermarket working closely with service professionals. Previous episodes featuring or mentioning Cecil, click HERE.  Institute for Automotive Business Excellence HERE.

Rick White has been working in the automotive, software & coaching industries for greater than thirty years and is currently an AMI-approved training instructor.  He owned and managed several successful automotive repair shops.  Currently, Rick is President and Lead Coach for 180BIZ, an auto repair shop training and business coaching company proudly serving the independent auto and truck repair owner since 2006.Rick has been acknowledged as an industry expert and has been featured in many automotive trade publications. Rick has been training and speaking at industry events across the country including AAPEX, Vision and for AASP PA just to name a few. Find all of Ricks contributions to the podcast HERE.   180Biz Website HERE

Jude Larson is the Director of New Business Development for the ACT Group.  He is a frequent speaker and trainer at industry events. Jude has vast business experience including being a highly successful service advisor, the owner and operator of a hybrid online and print marketing company, a top performer in the financial industry, and had a record-setting career in retail management.

Jude is also a shop owner, Valley Repair in Tenino, WA. Listen to Jude’s Episodes HERE. Jude uses his rich experience and business success as he consults, trains and coaches results-focused solutions with clients. ACT Group website HERE.

During high school and college Murray Voth, owner of Freedom Consulting and Training, learned to service and repair both motorcycles and airplanes while he finished his commercial pilot’s license. After college, Murray’s research skills were honed while doing a community research project; as a result, he was hired by a firm doing research and development in the service station industry. That led him to own and operate service stations for the next 20 years.

After receiving extensive training from a major oil company in Canada, Murray worked in service station dealer development. His experience in training and development led to an interest in how people function. He began to think about what holds them back from learning and implementing new practices in their businesses. What causes people to change?

Murray has done extensive research into human potential and has the ability to synthesize this material and make it practical to apply.  His favorite moment is when a client says, “I get it!” or “I did it!”  He is known as an implementation coach. For the last 10 years, he has been the senior trainer, coach, and facilitator for a major automotive training company in Canada, and worked part-time in the USA as his schedule allows.  Murray has worked with hundreds of shops and shop owners helping them to be more profitable and reduce their stress levels. Listen to Murray’s episodes HERE.  Freedom Consulting Website HERE.

Key Talking Points:

• It starts with the owner
• Leaders need outside touch points to learn different perspectives
• The leader sets the vision for his team and his company. It must be shared.
• There need to be people who will be aligned with you and wants to be lead by the proper vision.
• Your vision helps to build your culture.
• Leaders can only lead if the follows will follow them.
• Great leaders provide hope for their followers.
• They create a sense of direction and create a sense of competence.
• A good leader is so sure of the destination and plan that you can’t help but follow. This binds people to you.
  • You need to have the people on your team that understands your ‘play’ plan.
• You cannot lead people if you are just trying to make it through the day.
• The passion behind the vision is what makes people leaders.
• Leaders create crusades.
• Leaders have a deep core beliefs on what they are selling (vision) to their team.
• Less than 30% of North Americans are engaged in their career.
• Too many shop owners will not invest in their team.
• Leadership must be intentional. It must be on purpose .
• You must develop an actional development plan to be a better leader. You need feedback from a coach or mentor.
• Managers talk about what. Leaders talk about why.
• You need to attract help by being a better leader. Stop chasing help.
• You can learn leadership. Read and take leadership courses and seminars. Study leadership.
• The leader develops passion within his team. You have to have passion if you want to instill it.
• Do a seven-minute ‘toolbox’ staff meeting.
  • They are positive. They are short. They are done every day.
• Leaders create other leaders.
• Focus on solutions and not about what is wrong.
• Change is not a dirty word. Change is the only constant. Improvement can be a better choice of words.
• You need to re-invent your business every three years. You cannot be stagnant.
• Good leaders always want to embrace the next level.
• Change is external, and we cannot control much of change. Transformation is internal.
  • We can choose to improve or transform.
• Cognitive dissonance. Doing this for 25 years and there can’t be anything better. I haven’t found it yet. This thought process needs to be broken.
• “If some can others can. If other can I can. If some can’t it doesn’t mean that I can’t.”
• Do you truly believe that your team believes that you have their back? Do you truly believe that your team has your back? They must believe in.
• You must have hope before you create your vision. You must believe in yourself.
• “If there is hope in the future there is power in the present”. –John Maxwell.
• Data and feedback is important. Do a 360 assessment on your team. It is anonymous. It will help you understand where you are as a leader.
• Sit your people down and listen for their genuine concerns.
• Looking for your passion and your vision? Think back to why you started. You may find the seed of your vision.
• Live your life controlling the things you have control over so you can handle the things you don’t.
  • You can control your parts margins and customers, etc.
• Get perspectives by joining associations, reading, joining peer groups or hire a business coach among others.
• You must give yourself permission to fail, stumble and fall. You must forgive yourself for any failures. Failure is a huge part of success. You can never understand success until you have failed.
• You must be determined and have consistency of action.
• Never break trust with your team.
• What are you feeding your head? Listen to the RRR podcasts, read a book.
• Education is an investment
• Have hope, get help to be a better leader. You must have fun.
• A good leader reaches out. A leader inspires their people. A leader informs.
• Authors or Books Discussed:
  • John Maxwell
  • Marcus Buckingham
  • Gallop

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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