The future is here, consolidation is already happening. The middle-level shops will now be at the bottom end of the bell curve. What are the trends at the OEM level? Is Uber/Lyft the fleet of the future? What is the outlook of the changing service aftermarket? Recorded Live at the 2022 Institute Summit, Michael Smith, Brian Bates, and AJ Nealey discuss the future; it is happening sooner than we think. 

Michael Smith, Managing Partner, Herzberg Smith and Co, Michael Smith’s previous episodes HERE

Brian Bates, Eagle Automotive Service, Littleton, CO, 9 locations. Brian’s previous episodes HERE

AJ Nealey, Nealey Auto Service, Edgewater, MD. AJ’s previous episodes HERE

Watch on YouTube HERE

Show Notes

• Trends- what’s happening at the OEM level? What are the automotive companies doing now and what are they planning to do? How fast they’re planning to do it?
• What they do now is what we will experience three to five years down the road.
• Dealership service department- struggling to retain and hire technicians 
• As a manufacturer, dealerships are a necessary evil in their world because they have to have somebody distribute the parts, distribute the cars, interact with the customers, etc.
• Car buying experience- is the salesperson/car lot necessary?
• Do we have an opportunity to manage/repair fleets? Imagine Uber and Lyft are the fleets of the future.
• The emotion is the connection- how do we accept self-driving vehicles? Your identity?
• There’s a global movement around ESG, Environment, Society, and Governance. And the concept of it is to have this green movement, which is being sold through the media. 
• If the auto companies can have their way and they dominate all of it, the connectivity, the autonomous, if they have control of all that at the auto company level, they estimate it’s a 34 billion a year profit for the automotive industry versus if they lose touch with this and Uber’s shared mobility and all this gets distributed, 5 to 6 billion a year in profit.
• Baby boomers want out of the industry- buyers market for shop
• In the future, there will be fewer competitors who are bigger. And more sophisticated, and many of the marginal shops will have been long gone. The middle-level shops will now be at the bottom end of that bell curve. And so the whole industry has taken giant leaps forward beyond where we’ve been before.
• 2017-250,000 shops. 2022-127,400 shops
• What is the value of your shop? How can you create as much value for your business as possible?
• Find your Purpose.
• Build a company that has value, and that value has to be built around people
• What do you want to do in the next two to five years?
• You have to put a team in place that has value to somebody coming and wanting to acquire your business. 
• The most important part of this is who you bring on board and inspiring them and leading them.
• “Impacting lives by inspiring values”
• Give back to the people, community, and business  
• Get out of your comfort zone and make those changes

Thanks to our Partners, AAPEX and NAPA TRACS.

Set your sights on Las Vegas in 2023. Mark your calendar now … October 31 – Nov 2, 2023, AAPEX – Now more than ever. And don’t miss the next free AAPEX webinar. Register now at AAPEXSHOW.COM

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

Connect with the Podcast:

-Join our Insider List: https://remarkableresults.biz/insider
-All books mentioned on our podcasts: https://remarkableresults.biz/books
-Our Classroom page for personal or team learning: https://remarkableresults.biz/classroom
-Buy Me a Coffee: https://www.buymeacoffee.com/carm
-The Aftermarket Radio Network: https://aftermarketradionetwork.com
-Special episode collections: https://remarkableresults.biz/collections

Check out today’s partners:

How often are you checking on the overall health of your business with your team members involved? Are you identifying and working on the strengths, weaknesses, opportunities, and threats, known as SWOT? How do you start a SWOT analysis? What are the benefits? How do you find your blindspots? Does knowing your SWOT give you a competitive advantage? My panel takes a deep dive into the value of SWOT and shares their own experiences.

Watch the Episode on YouTube

Brian Bates, Eagle Automotive Service, Littleton, CO, 9 locations. Brian’s previous episodes HERE

Michael Smith, Managing Partner, Herzberg Smith and Co, Michael Smith’s previous episodes HERE

Bill Van Hoose, General Manager, Eagle Automotive Service, Littleton, CO, 5 locations

Key Talking Points

• SWOT Analysis is just one component of a comprehensive approach to continuously reassessing and improving a company’s structure, performance & results over time. SWOT is Step #1 in a 5-step value building cycle – As-Is discovery, To-Be future, gap analysis, gap closure, and begin again.
• Strengths & Weaknesses are INTERNALLY-focused and  Opportunities & Threats are EXTERNALLY-focused.
• Path to Mastery – Achieving mastery requires continuous assessment & development; SWOT plays a crucial role
• A comprehensive (breadth) SWOT analysis examines ALL value-levers & business functions.
• A deep-dive (depth) SWOT analysis includes an alignment-assessment for each lever & function, from vision down through deliverables & success metrics.
• People do business with people
• Consider doing a SWOT post Covid
• Starting- pick 1 problem area first, you will uncover other problem areas naturally. Remove your arrogance during the process. Add humility. Ensure your team is aligned with your culture, business and SWOT. It is a collaborative effort to improve, you are not assigning blame.
• Implementing SWOT with a qualified moderator to dig deep, unveil blindspots and ask the hard questions
• “What’s your legacy? What is your exit strategy?” Have the end in mind. What is your value proposition?

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:

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

It’s easy to discuss culture and workplace motivation, everyone understands people want to work in a positive environment. But did you ever stop to think about what truly motivates people? Guess what, it is unique to each person. Do you understand the tangible goals for each individual in your business based on what motivates them personally? Spoiler alert, money isn’t the main motivator for people.

Watch Episode on YouTube

Brian Bates, Eagle Automotive, Based in Littleton, CO, MSO 4 shops

Michael Smith, Managing Partner, Herzberg Smith and Co

Casey McGowan, Casey’s Independent, Vancouver, WA

Key Talking Points

• Not just about the pay- ask during the interview, what is your end goal? What is their vision? Is it aligned with your vision?
• Setting achievable goals & staying focused on the results- baby step goals, don’t dangle a carrot and keep moving it
• People leave jobs because of the environment
• Hungry, humble, and smart- hunger is either innate or note
• Career pathing with people on your team is highly motivational and a good way for them to stay centered
• Humans are only truly motivated intrinsically (from within). Motivation- defined as the internal energy to make a change or achieve a goal, it does not come from external factors, influences or forces. What are the needs of the individual? And what motivates them?
• 3 stages everyone innately yearns for physical needs, psychological (belonging to the group, team environment, self-esteem), self-fulfillment (finding meaning in what you do). Salary only covers physical needs.
• These truths begin to reveal the reasons why incentive pay plans, performance bonuses, perks, increased status, etc. are only marginally-effective human influencers. Bonus programs don’t change behaviors. 
• Apprentice, journeyman, master- each needs different goals
• Discovering motivation- “How are you? How are we? How am I?”
• “The Power of the Other” 4 corners of communication- disconnected, false sense, toxic level, celebrate victories/challenge you/console/ask how they can help.

Connect with the show:

Aftermarket Radio Network

Subscribe on YouTube

Visit us on the Web

Follow on Facebook

Become an Insider

Buy me a coffee

Important Books

Check out today’s partners:

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

See how Broadly can help YOU grow your auto shop. getbroadly.com/chat

Joe Hanson owns Gordie’s Garage. Joe has attended Management Success, NAPA training, Lawrence Tech University and most recently he is a member of the RLO 20 Group 13. He has earned his ASE C1: Automobile Service Consultant Certification. Under his father’s leadership, he has seen what it really takes to make a business like this work. Listen to Joe’s Episodes HERE.

Key Talking Points

• Value your business before you sell or begin to think about selling- need to figure out value today so that you know what to do to change the value of the business in the future. Find an objective process to value your business before you start talking to a seller. 
• Use an objective third party to negotiate with buyer and seller- CPA/accountant/business valuators.
• “Higher than what you want to pay and lower than what you want to sell.” Work together instead of against. 
• The best tool to evaluate/estimate what a shop is worth- multiple of net income, what does it make at foundation over 3-5 years? Multiply 2.5-3X
• SDE- seller discretionary earnings, do you add it back in? If the owner is an integral part of the organizaion (owner and service advisor/technician etc) then you can’t justify adding back payroll.
• Financial forecast- creating a roadmap for bank/SBA, prepare financials, marketing campaigns, write assumptions for expenses
• The end game isn’t closing on the business, it is succeeding in new business 
• Know your buyer- price is important but the representation of price is where the value is
• Key advantages- finding out what motivation of the seller, most time it is about legacy and wellbeing for employees and customers. 
• Trust and transparency with both parties
• Take emotion out- need to be in a logical state of mind, you are purchasing and selling an asset
• Growing after purchasing- as an owner, business, and employees
• Support during venture- at home, professional network as you go through all the ups and downs. Learn from other people’s successes and failures. 

• A special thanks to Hunt Demarest, Brian Bates and Joe Hanson for their contribution to the aftermarket.

• Books Page HERE
• Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.

Facebook   Twitter  LinkedIn   Instagram  Youtube   Email  

Mobile Listening APP’s HERE

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy Carm a Cup of Coffee 

This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at getshopware.com

Are you seeing auto shops in your area get hundreds of 5-star Google reviews and are you feeling left behind because your shop only has a few?

Hey look, Broadly is your answer to getting more online reviews. With more reviews, your business will rank higher in search results — and that means more customers coming into your shop every day.

Broadly helps you automatically request reviews so that your customers can promote your business with just one click.

When you immediately ask for a review after service, when the experience is still fresh in their mind, you’re more likely to get a 5-star positive review.

Plus, asking for feedback makes your customer feel valued and more connected to your business. Isn’t that what you want a connected customer? See how Broadly can help grow your auto shop.  Visit www.getbroadly.com/chat to learn more.

Key Talking Points

• Training is the #1 customer benefit and profitability in a business. Has to be relevant to the employee and applied. Culture needs to be receiving of something new. Let training experience be positive. One person in training has short ‘shelf life.’ Ask employees where they want to improve- employee reviews. There are a lot of ways for people to learn besides sitting in a classroom setting. 
• Training incentive- remember, it’s a journey, not overnight perfection. Have set hours of training per year. Bonus based on certificates. Consistency bonus- training all year not all at end of the year. Time off for training. Recognition and celebrating achievements come in all different forms.
• Hiring people that want to grow- in community, in business, as individuals. Ask potential hirees if training is important to them. What’s the last book they read? When is the last time you invested in yourself? 
• Pushback for training- they won’t be fully committed to all aspects of the job
• Retirement mode for older technicians- they must keep up with technology 
• Leading by commitment, not by command- include in the job description when hired, address what is holding their commitment level down? Leaders build more leaders. 
• Gift of teaching- having a mentor for in-house training/onboarding for new employees. 
• Survival, success, significance phases for individuals and business
• The Ideal Team Player by Patrick Lencioni

• A special thanks to Dave Schedin, Brian Bates and Brian Holthe for their contribution to the aftermarket.

• Books Page HERE
• Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.

Facebook   Twitter  LinkedIn   Instagram  Youtube   Email  

Mobile Listening APP’s HERE

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy Carm a Cup of Coffee 

This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at getshopware.com



Brian Bates, AAM  is the owner of three Eagle Automotive in the Southwest Denver area. He began his career in 1996 working as a technician in a local dealership.  Brian is an ASE L1 Master Technician. He earned a BA Degree in Business Management in 2000, and bought his 1st shop in 2004. Look for Brian’s other episodes HERE.

Vinnie Lucido has had his hands in the automotive industry since 1996, starting in High school as a CSR at one of the last 76 Full-Service Gas stations in Reno. He found a passion for helping people through their most prized possessions, their automobile. Vinnie and his brother Anthony partnered together & opened CoAuto in 2014 and have been nothing but success in their new undertaking. Vinnie is ASE certified and has operated in every capacity of the automotive repair field. Throughout his career, he has been a customer service representative, a service writer, a technician, a manager and now an owner. Ultimately, he finds he is happiest when he is in communication with his clients and gets the opportunity to get to know his guests. Vinnie spends his time building relationships and networking and in turn, the shop continues to grow. Listen to Vinnie’s previous episodes HERE.

Jeff  Rudnick has been involved in the Automotive Industry since 1993. He spent 9 years as a Manufacturer’s Representative selling Automotive Parts and Accessories to clients in the Pacific Northwest. During that time, he worked directly with dozens of Manufacturers and Importers of Parts and Accessories to find distribution across all levels of the Automotive Industry.

Jeff founded The Rudnick Group in 2002 calling directly on Automotive Repair Facilities to serve their marketing needs. Initially, The Rudnick Group focused on Reminder Mailers utilizing CustomerLink’s services; this relationship continued until CustomerLink sold to Intuit. Quickly, The Rudnick Group added Brand Development, Website Design and Management, Web Marketing Services and a comprehensive Direct Mail offering. The Rudnick Group became Pit Crew Marketing in 2006 when eWardMe Auto Shop Rewards was launched.

Jeff is an avid skier, backpacker, mountain biker and traveler. Jeff’s home base is currently The Big Island of Hawaii just outside Hilo.

Key Talking Points:

• A client loyalty program will not fix broken systems, processes and a weak selling system
• What is the end game? What are you trying to do?
  • Recruiting
  • Retention
  • Bring in declined work
  • Community fundraising
  • Rewards to drive down the cost of repair
• Many clients are loyal. These programs wrap your arms around them.
• Find every competitive edge to build a relationship with your client
• What is loyalty?
  • People who trust you and you trust them
• Ideas from this episode:
  • Christmas cards to ‘best’ clients.
    • Best is relevant to your situation
  • Christmas poem is created with a staff picture with ‘cash’ coupons
    • Vinnie sent out $160,000 in Co-Auto Cash. Good toward labor only
    • Different version every year to see how long they’ve collected
  • Co-Auto works with:
    • Military
    • Hippies
    • Art
    • Education
    • Women
    • He partners with a restaurant for $20gift cards for a referral program
    • Veterans car giveaway each year. For Vinnie and his brother, it is about how it makes them feel rather than the publicity he receives
• A rewards program does not replace doing quality work. Don’t include a loyalty program if you don’t have great processes and system that are producing quality repairs.
• We are hyperlocal businesses and you need to consider that your rewards program can have a flair of supporting the local community
• Talking about your charitable programs must be talked about at the counter
• People do business with people
• Design your program to make a real connection
• Data collection on your loyalty program is important to find out what is working and is you are getting a return
• 90% of Brians customers have his loyalty card
  • Reward for loyalty and include charitable programs in his community
  • Allows him to reach out to his customers through this program when he is slow
• There are stakeholders that include your team members, your customer, and the business.
  • Team members should be involved in deciding what community organizations you will support
  • Involve your people to make connections with the groups you work with. Let them lead
  • Ask your customers what charities are they close to or involved with
  • Create a spirit committee among your team and decide your company events and what you community involvement will be
• Customers must be reminded of their loyalty program earnings to make this effective
• Research found that when a one and done customer became involved in a loyalty program they came back to the shop for a second and third time
• Create a containerize loyalty program. Rewarding for taking care of their vehicle. Explain in detail how it works and benefits them.
• Careful not to increase discounts or create expanding discount and not increase loyalty.
• Loyalty is about giving as little as possible to get the best possible result
  • Do not get too complicated
• This is no replacement if you don’t have a good selling system
• Brian started to discover why some customers don’t come back
  • Called them. He discovered:
    • Bought new cars
    • Moved out of the area
• Vinnie is texting to customers if they have not been back
  • He also likes to send surveys. People one on one may not tell you exactly how they feel so he believes a survey get close to the truth.
• Why should someone be loyal to you?
  • A client loyalty program means nothing if they don’t have trust and a relationship
  • A program will not necessarily create loyalty on its own

Resources:

• A special thanks to Brian Bates, Vinnie Lucido, and Jeff Rudnik for their contribution to the aftermarket.
• Books Page HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

In the photo above left to right: Tyler Hubbard, Chris Chesney, Greg Buckley, Aaron Stokes, Brian Bates, Carm Capriotto

THE PANEL:

Aaron Stokes

Aaron Stokes is the owner of Auto Fix & Euro Fix, a 6 store chain in the Nashville Tennessee area. He is also the founder of Shop Fix Academy. He has a passion for helping shop owners succeed & his goal is to stop the average small businesses in America from destroying the hard-working small families in America.

• The industry needs to stop eating our young. We need to provide grace to our people when they make a mistake. We all did it and survived. It is a cost of doing business. Accept it.
• Be willing to go through an expensive period.
• Use a foreman model to compensate for diagnostics & reward older techs.
• Stop labeling millennials. They will look up to you and copy you. Careful.
• They do not want to be labeled.
• When you hang out with them compliment then on their vibrancy, youth and energy.
• A technician must treat their body right. What they eat, the exercise they get and if they smoke. They need to take better care of themselves.Grow in your ability to think. Become a shop foreman. Teach the young techs.
• Stop making the trade sound bad by saying ‘You don’t want to be a technician.’
• Give honor to the job of a technician.

Tyler Hubbard

Tyler began working for I-70 Auto Service in August of 2009 where he found his passion for the automotive industry. He is an ASE certified service adviser and an AAM accredited automotive manager. Currently, as a third-generation owner, Tyler is focused on ways to continue to improve and challenge our industry. During Tyler’s collegiate career, I was a 2 time all-American and national champion in wrestling. During my Senior season, I lead our team to a team national championship.

• Mentor Young TechniciansTyler wants to see his people succeed in life.
• He knows what each of his people’s life goals are and is working to help them meet them.
• Career Path for employees.
• Unique Retention Methods.
• Make out companies exciting to work for.
• We must provide benefits like a boot allowance, retirement, health care, dental options and more. Work these programs into your budget. Most of the times you can afford these programs.

Greg Buckley

Greg Buckley is the CEO of Buckley’s Personalized Auto Care in Wilmington, DE. He’s a member of ASA, a member of the Delaware Automotive Service Professionals, past member of the NAPA advisory board council, is vice-president of NAPA business development group.

• Not the only trade or profession that is having an issue with training.
• No board members on our associations from education
• We need a new religion.Look at other industries and find out what we can do to support them.
• Learn what other industries are doing that will work for you.

Chris Cheney

Sr. Director, Customer Training at the Carquest Technical Institute

• Orientation is not Onboarding!
• Planning for growth/expansion includes your team
• A structured career pathway for all positions
• A well defined and promoted advancement process
• ALL tools and equipment provided by the shop
• Establish a mentorship program for life.
• Our negative attitude over our jobs and careers is killing the industry.We are an important part of the economy in supporting safe and reliable transportation for the motoring public and beyond.

Brian Bates

Brian Bates, AAM is the owner of three Eagle Automotive in the Southwest Denver area and began his career in 1996 working as a technician in a dealership. Brian is an ASE L1 Master Technician. Brian earned BA Degree in Business Management in 2000, and bought his 1st shop in 2004.

Last year, Eagle Automotive earned Napa’s national Autocare of the Year award as well as one of the top 10 AAA shops in Colorado.

• Company purpose, vision, values, and operating principles are critical for retention and attraction
• Understanding basic human motivation is important. Maslow and Herzberg assert fundamental principles in this space.
• Career pathing, professional development investment, and a focus on growth is a huge factor for attraction and retention.
• A quality culture inside your company is talked about in the technician network.
• Know your team members goals and help them reach their goals both business and personal. It is a very noble purpose. Your people need to know that they are working hard to reach their goals and make the company stronger.

This panel agrees that buying tools for your technicians, especially your entry level, is a must.

• Working with your tool supplier when you buy cash will get you a big value.
• Techs can no longer deduct their tool purchases on their taxes. This is a change in the 2019 tax law change.  

Resources:

• Thanks to Tyler Hubbard, Chris Chesney, Greg Buckley, Aaron Stokes and Brian Bates 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.
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

Be socially involved and in touch with the show:

Facebook  Twitter  Linked In  Email   Events   Speaking

Subscribe to a mobile listening app HERE.

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

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

• What was your best take-a-way from Vision
• Did you get your Vision shirt that supports scholarships
• Thanks:
• • Thanks to Sheri Hamilton, Jerry Holcom, Joe Severt and Ron Haugen for such a great event and for having me lead the Power Panel.
  • Look for an upcoming episode with
    • Tyler Hubbard, Chris Cheney, Greg Buckley, Aaron Stokes and Brian Bates
• Many great interviews were done at Vision along with recording some For The Record Rants
  • Let me drop a few names on you:
    • Rob Morrell
    • Mark Warren
    • Rob Rowsell
    • Anthony Williams
    • Chris Chesney
    • Jorge Menchu
    • Scott Brown
    • Matt Fanslow
    • Justin Morgan
    • Scott Shotton
    • Dave Denman
    • Eric Ziegler
    • Brian Bates
    • Tyler Hubbard
    • Aaron Stokes
    • Greg Buckley
    • Jennifer Filzen
    • Keith Williamson
    • Kim Walker
• So we can keep the energy up, I need you to share the podcast with your peers. Don’t hold it back. Rising tide lift all ships. We are in a renaissance to improve our industry like never before. Networking, business coaches, twenty groups and the RRR podcasts are important tools for business and personal improvement.
• Always looking to hear from you about topics, interview, your opinions or maybe it is your time to be on the podcast …. carm@remarkableresults.biz

• Plans for Vision KC 2019
  • Get your ‘Tribe Sticker’
  • Be on a CarmCast broadcast live. Details being work out.
  • Moderating the ‘Power Panel’ Friday, March 1st, 2019, Noon – 2 PM
    • Greg Buckley
    • Brian Bates
    • Aaron Stokes
    • Chris Chesney
    • Tyler Hubbard
  • Live Broadcast of Town Hall Academy on Friday. Time to be determined.
• Great tip to Vancouver and time with the Integra Tire Annual Member Meeting.

Brian Bates bought the neighborhood shop in Columbine Hills in 2004. It was his way to serve the community by providing quality repairs and service while also living out his dream of running his own business.

After serving 4 years in the Army, Brian returned home to earn his business degree in the search of ultimately running his own business.  While working at a Honda dealership for an average of 60 hours per week, Brian attended Metro State University of Denver at night, full-time, with the support of his wife Rhondi who was a full-time mother of Adam and Kiersten. Five years of hard work and studying paid off in 2000 when Brian earned a 4-year Business Management degree becoming the first generation in his family to attend college.

One year after opening his first shop, Brian had an opportunity for a partnership through the NAPA Autocare program. Mike Train, a NAPA representative, asked Brian how he could help grow Eagle Automotive Service. A life-long relationship was established.  No other parts supplier had asked that question and Brian realized that NAPA understood that if Eagle Automotive grew, the NAPA store would also.

Brian has served as President of the local NAPA Autocare Business Development group. He served on the national Autocare council with the president and directors of NAPA Auto Parts. He is proud of his team’s achievements in becoming AAA auto repair certified and holding a BBB A+ rating since the inception of the grading system in 2007.

Many respected experts and professionals in the automotive repair industry have recognized Brian for his contribution to the improvement of the industry and community where he lives and operates his shops.

There are many ongoing projects that Brian is supporting and working on.  A federally recognized automotive apprentice program, helping single mothers afford car repairs, mentoring fellow shop owners, and developing leaders take up much of Brian’s free time.  And family is where Brian focuses his attention when he isn’t working on his business.

Brian just celebrated 25 years of marriage in August 2017 with Rhondi.  Brian’s immensely proud of his son, Adam, who currently works as a service advisor at his newest store.  His daughter, Kiersten, is newly engaged to be married in June 2018.

Talking Points:

• The strength of Brian’s business is based on firm values, integrity and leadership.
• Your business model needs to be fluid and flexible.
• Leaders are not born, yet they have natural tendencies to be a leader. You need to learn how to be a great leader.
  • You must be a constant student of leadership.
• The military was a good experience for him.
  • He admired leaders that put his team above himself.
• Authors for leadership
  • Zig Ziglar, John Maxwell, Sheldon Bowles, Dave Ramsey, Brian Tracy
• Brian is growing leaders in his company.
• You need someone to challenge you and also pat you on the back. To ask the questions if you are living up to your potential. A few reasons why Brian has had a business coach since 2008.
• An early adaptor of Digital Vehicle Inspections.
  • The power to increase customer trust and communication with the service advisor.
  • His ARO is $550
• Nothing he would do over growing his business. He learned a lot but that is what growth is all about.
• “It is always darkest when it is pitch black.” by Ben Horowitz.
• “There are only two emotions: Total euphoria or absolute despair. A lack of sleep enhances both.” by Ben Horowitz
• Installed a VOIP phone system. He says it was a smart move to pull his branches together.
• The biggest opportunity you have to distinguish yourself in the marketplace is in the relationship you have with your team and how you function as an organization. Customers can feel that.
• He wants to create an opportunity for his son and daughter to own the business.
• Brian heard Lou Holtz speak at a Dave Ramsey event.
  • Lou Holtz: Trust the people in your life, you have to know that they are 100% committed to excellence and you have to know that they care about people.
  • TLC: Trust – Love – Commitment

YouTube Video from 2015 NAPA Convention on ‘The Shop of Tomorrow”

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

This episode is brought to you by Federal-Mogul Motorparts 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