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THA 147: Overcoming Debt

THA 147 Overcoming Debt

A big problem for many service professionals is learning how to manage cash flow. The cash in the bank isn’t there for spending. It is generated by sales and the gross margin dollars that are earned on those sales is used to pay expenses. The remainder is profit. If cash is spent before allocations then it is very difficult to pay obligations. In many instances, loans are taken to pay bills and overspending stresses the business and the owner.

The panel for this Town Hall Academy includes Kim Walker from Shop Marketing Pros and former shop owner, AJ Nealey from Nealey Auto Service, Edgewater, MD and Tom Lambert owner of Shadetree Automotive. They each have a story on how to manage or eradicate debt, grow sales and scrutinize expenses. Knowing your financial states including Profit or Loss Statement and most importantly your Balance Sheet will help. Knowing what your metrics or tolerances of spending and cash management will lessen your dependence on borrowing and putting your company in harm’s way.

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THA 146: The Value of Twenty Groups

THA 146 – The Value of Twenty Groups

If you are a struggling shop, I’d like to introduce you to three shop owners who were in your position once. They climbed out to find great success. One of the tactics was to join a twenty group.

Keep in mind that so many struggling shops discovered the way out of their situation just in time before they closed the doors. Two of my guests are not bashful to say they were on the brink of failure.
With me on the Academy is: Judi Haglin, Haglin Automotive, Boulder, CO, Lisa Eckler, Foreign Car Specialists, Poughkeepsie, NY, John Eppstein, John’s Automotive Care, San Diego, CA and Keith Williamson, Williamson’s Repair and Tire, Bondurant, IA

Listen to this team as they point out that they didn’t know what they didn’t know and their discovery came by being with their industry colleagues in a twenty group. Many in the group have special strengths, will hold you accountable and can provide you a different view of your pathway to remarkable results than you ever thought of yourself.

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RR 485: Warren Parr – Learning and Innovating with the PicoScope Club

RR 485 – Warren Parr – Learning and Innovating With a PicoScope Club

My guest today is Warren Parr, owner of Complete Car Care in Fresno, CA. He is an advisor at a Junior College Automotive Program and is involved in 6 different high schools. In this episode, Warren talks about the Pico Club. It is a monthly club of shop owners and technicians that share PicoScope case studies.

Find the show notes and Warren Parr’s email at remarkableresults.biz/e485. He says that the Pico Clubs has allowed their members to be more accurate and faster with their diagnostics

Warren and the team are discovering infinite ways to use the Pico Scope in smart and genius ways through the Pico Club. Imagine everyone united for the same purpose to learn from each other. I challenge you to create this club in your area and reach out to technicians and educators in your marketplace. The limit is your imagination.

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THA 145: The Extreme Value of Shop Tours Part 2

THA 145 Shop Tour Part 2

This is our second year in a row to visit a shop in Las Vegas at the end of Industry Week. We were welcomed with open arms at Ted Wien’s Tire and Auto. Our gracious host Jennifer Wiens not only shared her thoughts on the episode but presented a great tour of her facility.

Remember shop tours go both ways. It is good to take them, but also important to host them. You can learn from both. Be open, honest and constructive and benefit from the investment of your time to learn from your peers.

You’ll learn the value of shop tours from these guests,

Our host, Jennifer Wien, Ted Wiens Tire and Auto, Host, Las Vegas, NV
John Long, Shertz Automotive, Shertz, TX
David and Jeanie Light
Eric and Jammie Carlson, Ervine’s Auto Repair and Grand Rapids Hybrid
Frank Scandura, Franks European, Las Vegas
Vic Tarasik, Shop Owner Coach

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RR 480: Geek Talk 2.0 Part 5 The Future of Websites. Will They Evolve?

Geek Talk 2.0 Part 5 The Future of Websites. Will They Evolve?

The Geeks are back talking websites, wait until you hear this discussion. This super-smart group creates a pile of ideas, insights, and trends to think about. I must say they were at the top of their game in this episode.

With me for part 5 of Geek Talk is Bill Nalu, Interstate Auto Care, Madison Heights, MI, Chris Cloutier, Golden Rule Auto Care, Dallas TX also CEO of Autotext.me, Greg Buckley, Buckley’s Personalized Auto Care, Wilmington, DE and Karim Morsli, Winkler Automotive, Gaithersburg, MD.

They talk organic content, the impact of social media vs the value of your website, using YouTube, and they wonder if video and chat will become mainstays on websites?

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RR 478: ASTE Panel Discussion – Technician Pay – Retention – and Benefits

ASTE: Technician Pay, Retention, and Benefits

This episode is packed with great gems of wisdom and gives you a bird’s eye view not only on some great benefits and pay ideas, but as we all must understand it starts with having an enduring business culture. All the pay in the world doesn’t trump an acidic culture.

I’m with Lucas Underwood an Automotive diagnostic specialist, he owns L & N Performance Auto Repair, Erick Bock owner of Bock Auto, and Rick White, President and Lead Coach for 180BIZ, an auto repair shop training and business coaching company.

Building a business focuses on the team you have and how to treat it like a family! We also tackled the creative benefits that entice and motivate employees more. And learn what are the most important tactics to attract and keep technicians?

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RR 467: Servando Orozco on Franchising

Servando Orozco – A Franchising Business Template for the Aftermarket

Servando Orozco, CEO and founder of Orozco’s Auto Service owns a four-store operation based out of Long Beach, CA. Franchising is nothing new to business or even in the aftermarket. Listen to Servando explain his passion for his franchise model and the value he is offering.

Servando shares his goals on his franchise model, how it can help a struggling shop owner and also create a pathway for succession for just about to retire shop owners.

Have you ever thought about doing what you love and have your franchisor guide you with systems, training, and marketing? Then listen intently. This concept may be a big part of our future.

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RR 466: Mike Davidson – Compliance to Wage and Hour Rules for Aftermarket Professionals

RR 463: Mike Davidson – Wage and Hour Laws and Keeping Compliant

As you go through this episode you’ll understand the intricacies of getting your employee’s pay reflective of the department of labor laws. It is not as easy as you have come to manage.

Mike Davidson from Parkway Automotive in Little Rock, Arkansas, been in the industry for more than 30 years and a business owner for over 18. Mike Davidson is an AMI graduate, an ASE Master Technician, is a part-time Elite Worldwide coach and was recognized as the Arkansas NAPA/ASE tech of the year seven years in a row. Mike helped start the Little Rock chapter of ASA and is currently an officer.

Mike tells the story of why he wrote the book. He’s been a big contributor to his aftermarket peers and this book is another example of Mike’s tenacity to get it right.
There are a lot of things to take note of especially when you need to conform to the letter of the law both Federal and State as it relates to wage and hour.

This is no smoke and mirrors. I recall friends who got burned on paying bonuses and which employees qualified to be salary.

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THA 136: Branch Growth Strategy

THA 136 Branch Growth Strategy

Here are two voices that have grown branch stores and they tell a story you need to hear. Find out if they were successful right out of the gate. What they learned as they continued to grow. The importance of people, processes, finances and how to they like to grow. Is it a brownfield, scratch startup or through acquisition.

Listen to Austin Miller from Tire Star with 3 stores who is only 29 years old and to aftermarket veteran Jeff Moore from Moore Tires with 5 stores. Jeff and Austin will tell you what they believe is the most important thing you need to do well before you decide to grow. They also get into the people factor and the importance and strength of your profitability before you ever decide to grow. Don’t make the same mistakes they did.

Growth in stores is an exciting strategy. It can be rewarding for all the right reasons and it could be the most costly and hardest thing you’ve ever done. My panel shares their reality for growth. Between them, they have eight stores.

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RR 465: Tom Ham – Your Only Competitor is Yourself

Tom Ham – Your Only Real Competitor is Yourself

Remarkable Results Radio episode 465. There is one way to keep yourself motivated and keep your competitive fire burning at whatever stage you are in your business, and that is knowing how to compete with yourself.

What pushes you out of bed early in the morning? If you could, could you compete with yourself? Do you know how to be a better version of you than yesterday? The only person you should try to be better than is the person you were yesterday!

Tom Ham is the creator and owner of Automotive Management Network, a 12,000 plus member website dedicated to the exchange of vehicle service management information. Implementing newer techs and finding out the strengths are keys to success.

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RR 464: YouTube – Benefit or Burden Part 1

RR 463: YouTube – Benefit or Burden

As you go through this episode you’ll discover the stimulus for this discussion. There are many passionate people on both sides on the value of YouTube as it relates to auto repair.

My panel is Paul Danner, ‘Scanner Danner’ fame, Brin Kline, shop owner and member of Trained By Techs, Shop owner and Technician Michael Broccolo, owner with his dad in Broccolo Automotive & Collision and 2006 SkillsUSA 1st place winner for NYS (in collision repair) and attended the national competition. Listen when Michael heaps a load of compliments on Scanner Danner and also Shop Manager and Diagnostician at Riverside Riverside Automotive, Redwing, MN, Matt Fanslow.

I believe the panel surmised a single theme. Don’t trash the professional. I know you’ve used YouTube to help you understand a home project. I have, and never has the presenter ever based a professional plumber, carpenter, electrician, etc. you get the drift that they were ripping me off. No doubt there is a lot of great information available on the internet, especially YouTube. It will not go away, however, this team did a very objective job of bringing a professional discussion on the Benefit or Burden of YouTube.

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THA 135: Implementing Profit First – Shop Owners Thrilled With Results

Implementing Profit First – Shop Owners Thrilled With Results

This episode will change your thinking as it relates to a new profit discipline and cash management. I know you know that cash is king in any business, so start being a better manager of it.

Listen in on Danielle Bohlmann, owner with husband Brett in Highway 7 Service Center, Newell, IA, Kenny Wedow from Fine Tuned Auto, Broomfield, CO and Chris Cotton, Certified Profit First Professional from AutoFix SOS coaching company and a former shop owner.

They nailed the benefits of a strong and disciplined cash management system. Both these shop owners say they are in a better place because of implementing Profit First. Danielle and her husband Brett always plowed all their money back in their business. Now hear what they are doing and are better for it.

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RR 463: Mitch Schneider – His First Speech 35 Years Ago, Still Relevant today!

Mitch Schneider – His First Speech 35 Years ago, Still relevant today!

Mitch Schneider is here for his second time. Mitch is an award-winning journalist, former shop owner and soon to be published novelist. For more than 37 years, Mitch operated Schneider’s Automotive — a successful 6-bay, family-owned and operated service facility in Simi Valley, Calif. Mitch has recent great news on the biggest challenge in his life as he has taken on Primary Myelofibrosis head-on. He is in his recovery mode from a bone marrow transplant. Mitch is a survivor of this rare procedure and I’m so glad to have him back to have another conversation with him.

When Mitch wrote his speech 35 years ago, he was angry. He showed his frustration and he is now reflective at the state of the industry today. It is sad to say that not much has changed. Listen and learn the issues then and now and some discussion on what we need to do remedy. Are you onboard?

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THA 134: Market Changes and What I’m Doing About Them

THA 134 – Market Changes and What I’m Doing About Them

We are dropping topics on Hybrid repair and marketing, building technician, avoiding a viral social goof, customer ADAS training, and communication tactics among others.

With me in this episode are three shop owners who really enjoyed sharing their battle scars of success, for that matter they continue to earn their scars as we all do. From Xpertech Auto Repair is Kathleen Jarsik, from Englewood, FL, Kurt Valvis, Co-Owner, Guys Foreign Car Repair, Metairie, La and Brent Robinson, Co-owner with his brother Brian in Snellville Auto Center, Snellville, GA and Loganville Auto Center, in Loganville, GA.

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RR 460: Erick Bock – How to Quit Your Job and Face your FEARS – Go Where Your Passion Resides!

Erick Bock – How to Quit Your Job and Face your FEARS – Go Where Your Passion Resides!

I’m with Erick Bock of Bock Auto, Amagansett, NY, Long Island. Erick is very passionate about cars and he dreamed he was going to own a shop one day. His dreams came true when he overcame his fears and started to face them head-on.

We all know that fear is a huge wall to overcome. Listen to how Eric did it. Learn from it and maybe share this episode with a colleague who is also weighed down with the fear of making decisions and achieving your goals

His shop boasts a full-service preventive maintenance and automotive repair center. The shop performs high quality, guaranteed service you can trust at a fair price.

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RR 459: Standards And Values Foster a United Purpose for Your Team

Standards And Values Foster a United Purpose For Your Team

My friend Kevin Donahoe from Pacific Motor Service with two shops in Monterey, CA
And Pacific Grove, CA along with his general manager Jim Hayes go deep into their culture. They have a set of standards and values that drive their organization’s behavior.

You’ll learn about the creation of these standards and values, we’ll discuss the origins of a few and how these standards and values are the anchors in their enduring business culture.

You are about to listen in on a conversation that could be the impulsion to get you started. I believe once you’ve listened you’ll want to start your work on building your enduring business culture.

You are going to learn a lot, I believe you’ll have a clearer picture of the power of an enduring business culture and you just may walk away with enough motivation to get started and to find some juice to improve what you currently have.

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THA 131: Preparing Your Shop For the Next Five and Ten Years

THA 131 The Future – Preparing Your Shop For the Next Five to Ten Years

What is your future? Have you planned it? What are you doing to ensure your success in the next 5, 10 or 15 years? If you do nothing you get what you currently have and that may not sustain you to far into the future.

Your panel: Kelli Weatherby, co-owner, with husband Lee, in Accurate Automotive, Inc. in Mesa, AZ., Bill Nalu, owner of Interstate Auto Care, Madison Heights, MI and AJ Nealey, Nealey Auto Service, Edgewater MD. This diverse group has some similar yet some different strategies for their future. It is so refreshing to hear the dialogue and then compare their tactics to your current or long term plans.
We are in a dynamic industry that is in a heightened change curve. Keeping up at all levels will bring you spoils. And keeping your eye on your business with the future in sight is an important responsibility you have to your employees and your family.

We talk BHAG’s, Debt, Branches, Succession, Training, refinancing, and SWOT among others.

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RR 453: Dutch Silverstein puts an ADAS Scholarship Worth $4,000 On the Line!

Dutch Silverstein puts ADAS Scholarship worth $4,000 on the line!

Free Training! Unheard of. Dutch Silvestein of A&M Auto Service is putting up a $4,000 scholarship for a shop owner and technician for ADAS training. This means TWO guys from the same shop (an owner and his lead tech) can attend this hands-on seminar. ADAS technology is not going away and everyone needs to move on training. You may even decide to become an ADAS calibration center as a result of your training.

In this episode find out why Dutch is providing this free scholarship from his own pocket to the industry. He believes the industry must step up and get involved with scholarships of all kinds. He also challenges shop owners to determine if they are spending enough time learning how to put money in their pocket through training.

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RR 452: Danielle and Brett Bohlmann – Creating Work/Life Harmony

Danielle and Brett Bohlmann Finding the Right Balance Between Work and Life

Brett and Danielle Bohlmann are Shop Owners at Hwy 7 Service Center. They agree that they are everything the other is not and they know it and use it to their advantage instead of it being their demise.

OK, Brett and Danielle Bohlman agree that they are everything the other is not and they know it and use it to their advantage instead of it being their demise. Brett and Danielle own Hwy 7 Service Center in Newell, IA. Danielle wasnt in on the business at start because she is a mother of 4 and for her, family is first! Find out how Danielle changed her comittment and how they make family and business work so they have a life.

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THA 129: Customer Financing Options

THA 129 Customer Financing Options

What options do you have to help your customers with credit choices. There are many vendor credit options to choose from and they are great. Maybe you don’t use them, maybe you should. No one wants a customer to walk out on a major purchase especially safety related. This session is here to help you capture more of the big-ticket jobs.
You just may hear a financing option idea or two that you’ve never considered. And that is exactly what we do here, push the envelope on strategies and ideas to help you grow as a leader and build your business.

Hear about the acceptance rate of vendor finance programs and a few creative ideas on how to lock in customers with a pre-payment plan. Ever do a comparison of buying new or used vs fixing the vehicle that needs all the work? Have you ever heard of the M & D loan? You are about to.

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RR 448: Larry Dragan – Life After Selling My Business – Lemon Law Expert Witness, Certified Mediator and Appraiser

Larry Dragan – Life After I Sold My Business – Lemon Law Expert Witness, Certified Mediator and Appraiser

Larry Dragan is the 2nd generation owner of Stan’s Garage founded in 1941 at Dearborn Heights, Mi. He sold his ownership to his son, Scott. He now serves as its chairman of the board. He is a member of ASA, ASE Blue Seal and IAAA (International Automotive Appraisers Association).

Larry got involved during the ’90s in the mediation of problem vehicles and served on the arbitration boards for both Chrysler and Ford. Larry still provides many services nationwide including expert witness services, Lemon Law cases, pre-purchase inspections, automotive appraisals, automotive mediation/ umpiring and automotive business coaching and development.

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RR 446: Privacy, Data Ownership and Cyber-security Threatens the Automotive Aftermarket

Privacy, Data Ownership and Cybersecurity – Threats to the Automotive Aftermarket

Carm Capriotto with Bob Redding ASA’s Legislative representative, Frank Leutz who is the COO of Desert car care in Chandler, Arizona, and Brin Kleine who is the owner of Assured Auto Works in Melbourne, Florida. Today we discussed Privacy, Vehicle Data and Cybersecurity.

ASA has one powerful representative in Washington in Bob Redding and anytime you can get to listen and get guidance from Bob you need to invest your time. Privacy, Vehicle Data and Cybersecurity are huge topics and we covered them a lot recently and for you, knowing as much as you can will help get laws passed that will not only benefit your clients but the aftermarket.

You may be skeptical, hesitant and maybe you just don’t the magnitude of this issue. Privacy laws could potentially derail the current aftermarket shop owner’s business model due to bad legislation and confusion. As you school yourself with this episode step up and get behind the effort for privacy, data and cybersecurity.

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THA 126: Firing Customers – When is it Right or Wrong?

Bottom line is firing customers is rare, however, it happens and should be for the right reasons.

With me is Joe Hanson, Gordie’s Garage, Roseville, Michigan, Jerry Kezhyaya, The Auto Shop, Plano, TX, and Doug Callaghan, Vic’s Service, Wainright, Alberta, CA

OK, you may not have ever fired a customer or you may have done it just last week. It isn’t a task you do often, however, the job of firing a customer comes with some caveats. Joe, Jerry, and Doug share with you why they would do it and suggest that you do a deep dive inside your business to see if YOU aren’t the problem.

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THA 125: Client Loyalty Programs – Do They Work?

Client Loyalty Programs – Do They Work?

We’re going to serve up a strong discussion building client loyalty through loyalty programs. My guests are lo Brian Bates, Eagle Automotive, Columbine Hills, CO, Vinnie Lucio, Co-Auto – Community Conscious Car Care, Reno, NV, and Jeff Rudnick, Pit Crew Marketing.

You’ll hear a wide-open discussion. Vinnie doesn’t have a specific loyalty card but has programs, Brian does have a loyalty card and Jeff brings his insights from a loyalty card company.

A big take-a-way for you is this: A loyalty program will not fix broken systems, processes and a weak selling system and look for every competitive edge to build a relationship with your client.

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