Thanks to our Partner, NAPA Auto Care

Recorded at the 2024 Automotive Aftermarket Retailers of Ontario (AARO) Business Management and Lindertech Training Tradeshow, the discussion highlights the significance of leadership, innovation, and continuous learning. 26 year old Dilraj Sekhon shares his insights on transforming a family business through education, embracing technology, and revitalizing their business model. With guidance from coach Alan Beech, his journey highlights the importance of vision, perseverance, and adapting to industry changes.

Dilraj Sekhon, R & S Auto, North York, ON

Alan Beech, Beech Consulting

Show Notes

• Watch Full Video Episode
• Automotive Aftermarket Retailers of Ontario (AARO): https://www.aaro.ca/
• Bob Greenwood’s Legacy (00:01:07)
• Family Business Dynamics (00:02:21)
• The Importance of Education (00:02:49)
• Dilraj’s Journey and Vision (00:04:48)
• Renovating the Business Environment (00:08:35)
• Community and Clientele Transformation (00:14:52)
• Encouragement for Change (00:15:03)
• Starting Uncomfortable Conversations (00:17:09)
• Embracing Technology in the Industry (00:18:42)
• Opportunities in Electric Vehicles (00:19:24)
• Navigating Business Challenges Together (00:22:02)
• Learning from Podcasts (00:22:40)
• Impact of Coaching and Industry Learning (00:24:03)
• Encouragement to Step Out of Comfort Zones (00:25:08)

Thanks to our Partner, NAPA Auto Care

Learn more about NAPA Auto Care and the benefits of being part of the NAPA family by visiting https://www.napaonline.com/en/auto-care

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I never thought I’d ever be doing a tribute like this for a good friend, Bob Greenwood.  His passing really hit me as it did for so many others. You can’t help but realize we lost him way too early in his life. His mission wasn’t close to being done. 

If you ever heard Bob Greenwood’s passion for this industry you know that he held high hopes for the future success of the independent aftermarket. His passion for making this great industry a profession instead of a trade was one of his biggest talking points (a signature of his) wherever and whenever he had a chance to pontificate.

I reflect on a few of Bob’s accomplishments, some of the thirty-three episodes he contributed to and I welcomed some friends to share their memory of Bob.

Listen to all of Bob Greenwood Second Thoughts Podcast Episodes HERE.

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Important Books

Aftermarket Radio Network

Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry.

Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry.

His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry.

Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002.

Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE.

Vic Tarasik is currently the Major Accounts Director with RLO Training. Public speaking, business management, finance, and leadership skills are some talents he acquired as a service professional that made this position perfect for him. He was a member of RLO Training’s Bottom-Line Impact Group and was twice awarded the Member Excellence Award for being the top shop in his group.

Vic took an interest in all things mechanical at a young age. He worked on a variety of vehicles for friends and family. His interests grew into racing at local drag strips driving his 55 Chevy, which he still owns.

In 1986, he returned to his roots and launched Vic’s Precision Automotive from his two-car garage. The heart of Vic’s Precision Automotive was galvanized for Vic as a boy; he watched his single mom struggle with service providers over the years. When he opened his shop, he was determined to make it a place where female customers felt comfortable. Listen to Vic’s previous episodes 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 website.

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 Worldwide AMI 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.

Key Talking Points

• Professionalism- How do you answer the phone? How do you interact with customers? What is the image of the business? How do your technicians look? What does the shop look like from the front? There needs to be a process for everything. Do we see ourselves as professionals and on the same level as doctors/lawyers? Starts with the owner and leads to the industry as a whole. If you don’t have a professional shop how do you expect someone to want to come to work for you? Why arent the best technicians working in your shop? Why are people leaving the industry?
• Why is the average technician’s pay still only 50K? 
• 85% of the industry isn’t paying attention, not thriving and not being successful 
• You don’t need to be cheap to be busy and fill shop- a busy shop often isn’t a profitable shop
• 2nd largest investment for customers is their vehicle – duty and responsibility to give them choice for repairs. We provide transportation and safety. 
• Labor rates should reflect your competency and based on profit strategy 
• Culture of business- strive for a career mindset instead of job mindset culture, employees want to be a part of business and move it forward
• Solution? Professional association to abide by, standards, certification process to open a shop?
• What can you do right now? Define your target customer. Market to them and learn how to say no to the others
• Raise your prices now not later- stop having the fear that your customers won’t pay higher prices. Not everyone can afford to be your customer and that’s okay. $10 increase you can afford to lose 25% of clients and still make more.
• Don’t look at saving money to be profitable 
• Pay increase for employees- staff should know how revenue works, expenses etc. Net profit isn’t a dirty word. Need to be profitable on the bottom line to increase pay. Be successful as a team. Increased pay could be in form of vacation days, 401K, incentives, benefits.
• A special thanks to Bill Haas, Vic Tarasik, Cecil Bullard and Bob Greenwood for their contribution to the aftermarket.
• Books Page HERE
• Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes.

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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

This episode is brought to you by Shop Marketing Pros. Your guides are Kim and Brian Walker with a rich history as shop owners and industry veterans. When someone searches for a shop, who are they finding? Your competitors? It should be you! The good people over at Shop Marketing Pros know how to drive website traffic and make Google work for you! www.shopmarketingpros.com

Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry.

Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry.

His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry.

Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002.

Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE.

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 Worldwide AMI 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.

Brian Gillis is the Chief You Net Results Strategist, with 25+ years experience in auto shop operations, hiring, recruiting, systems, processes, multi-store experience, and employee training. Brian’s previous episodes are HERE.

Key Talking Points

• CAMP- Coalition of Automotive Management ProfessionalsStarted with a brainstorm 2 years ago- a casual get together with trainers at Vision 2019
• Shops should spend time with like-minded people, peer network with each other- coaches need the same 
• As of March 2021-Legal entity  
• Group of like-minded individuals that want to move the industry forward- find the shops that need help and make sure they receive help
• Keep the consistency of message in the industry 
• Business coaches also need to be adapting and improving 
• Automotiveprofessionals.org
• Important takeaways Multishop ownership vs single shop ownership- you don’t need multiple shops to be successful to stay relevant or a victim of consolidation 
• Have a life outside of the business
• Average of 5 bay shop- missing between $25-30,000K net profit per bay per year
• Having a coach doesn’t mean you’re out of the business- owners want to be able to enjoy working on their business and still being a part of it
• Why are we afraid to help others? There is no secret, it’s time to help people move forward

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

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.

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 Worldwide AMI 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.

• greenwood@aaec.ca – email for the full list1-800-267-5497 to discuss any questions

Classic Episodes

• Episode 571– Bob Greenwood with Chris Cloutier: Industry terminology, time to change it 
• Episode 387– Bob Greenwood Eric Ziegler

Key Talking Points:

• We need to better understand our target clients. Who are they? Why do they buy? What do they really want? What is our internal gameplan as a company to build a long-lasting trustworthy relationship?Building client base business vs customer base business- clients have relationships and trust with the business. Building relationships takes time, you can’t do it while understaffed. One service advisor for every 2 licensed technicians. Educating the client takes full conversations- manage their vehicle based on how they use it and expectations of vehicle.  
• There’s a need to improve focus and productivity, we need to create a culture of commitment and accountability and we must deal more effectively with non-performance. Do we believe in accountability as an important part of the business culture?Business culture- what do you stand for? Team concept in business that everyone wants to be a part of, everyone’s opinion counts including feedback. Employees are working on their career instead of working their ‘job’ because they want to be a part of the business. Committed and accountable to each other. Accountable- what are we doing on behalf of the clients and how do we measure that? Measure it in billed hours per repair order. Are we producing the right billed hours as a team daily, weekly monthly?
• We need more clarity and consistency from the top- is management fully accountable to the business?Leader of the discussion for team- clarity, and consistency in message, explain it properly, have a discussion on how you see it and how the team sees it. Daily discussion 5-8 minutes keeps the team engaged 
• We need to create true two-way communication throughout our organizationOwners often use generalities instead of specifics when engaging with the team. Don’t be afraid of discussing numbers- only confidential numbers are on your balance sheet. Let your team understand how income works and how they each affect it. Educate your team on the business in every aspect
• Ask about your employees- mutual respect and care about their life outside of the business
• Our industry is changing quickly- redefine and reinvent some aspects of the business. Are there specific courses we must take to clarify our industry and business knowledge?Education is everything- technical, business, front counter, etc. Has to be ongoing. Technician minimum 100 hours a year of training, management 6-8 days a year of training. You need to plan out courses/training for the year ahead of time. 

Resources:

• Thanks to Bob Greenwood 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

Welcome to the 600th Episode of Remarkable Results Radio. Enjoy some very candid talk and behind the scenes revelations from some of the very first episodes from my panel.

Along with the fun discussion, the panel dished out some great advice as the podcast continues to set the standard and the tone for aftermarket industry podcasts.

Our longevity is a testament to the leaders from every segment of the industry who have shared so that others have gained. We will continue to bring thought piercing issues and commentaries so that you grow your business acumen. As I said and I mean it from the bottom of my heart, this podcast is dedicated to you for “listening and learning” and for letting me know how much our content means to you. And a big shout out to the sponsors who make the podcast a reality. Please support them.

We’ve reached these milestones, besides the 600th RRR, the 200th Town Hall Academy and the start of Aftermarket Weekly this year only because you are there and use this resource

The Panel:

Greg Buckley is the CEO of the 50 + year young Buckley Personalized Auto Care in Wilmington, DE. He’s a member of ASA, an ATI Coach, a member of the Delaware Automotive Service Professionals, past member of the NAPA advisory board council, is vice-president of NAPA business development groups, and is involved as an advisory board member of Kukui, along with AutoVitals. Hear Greg’s previous episodes HERE.

Dwayne Myers is a partner in Dynamic Automotive in the greater Maryland area. Dwayne invests time in the industry with the Auto Care Association and serves on the education committee with CCPN (Car Care Professional Network). Dwayne was recently honored as one of only 17 outstanding individuals that qualified for the prestigious 2017 World Class Technician Award presented by The Auto Care Association and ASE. He is very passionate about hiring and sustaining a strong and engaged team. Listen to Dwayne’s previous episodes HERE.

G Jerry Truglia is well known for his automotive training through his company ATTS: Automotive Technician Training Services, where he covers topics ranging from hybrid vehicles, electricity, to Heavy Duty Truck repair. G is also a very proud founding member of the non-for profit Technician Service Training group. G Jerry Truglia Previous Episodes HERE.

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. Bob is one of 150 Worldwide AMI 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. Bob’s previous episodes are HERE.

Kim Auernheimer, AAM is the Co-Owner & Business Manager of CS Automotive in Brentwood, Tennessee. CS Automotive was opened in October of 2006 in the back of a warehouse and now they call a 6,400 square foot, 10-bay shop home. Prior to joining her husband Rob in the business on a full-time basis, Kim had a career in Commercial Real Estate and Property Management. In July of 2011, she stepped out from the background of the business and joined her husband in the venture of creating an industry-leading standout. Listen to Kim’s Episodes HERE.

Matt Fanslow is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN. His primary responsibilities are to diagnose drivability and electrical/electronic issues, and perform most all programming, coding, initializing, adoptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt’s goal is to do everything in his power to improve the overall level of professionalism within the automotive and light truck repair trade and also raise the level of its public image. Matt’s Previous Episodes HERE.

Key Talking Points:

• Collectively this group participated in over 138 episodes from one on one or in panels on either Remarkable Results Radio, the Town Hall Academy, or For The Record Podcasts
• Thank you to all who have shared their wisdom, advice, insights who have made the podcast such a success
• Matt Fanslow: “This podcast is here for people who are actively trying to improve themselves.”
• Carm discovered his confidence and style improved over the years.
• G Jerry Truglia, TST, was a huge inspiration for the show For The Record. We recorded the first episode at Vision. 
• Dwyane Myers, Dynamic Automotive, was on episode two with his partners. They had three locations at the time.Funny story. I asked each to mention their name before they talk. Early jitters with the show to be perfect
• The early days were very sophomoric. 
• “New Normal” will still be virtual- cut down on travel expenses and time, can listen to audio and training through headphones wherever they are, especially the younger generation. The downside is missing the people involved with going to training and networking.
• Greg Buckley can connect many things in life to how we need to work in our daily lives. In his words, ‘We are more than a head under the hood’He is a long thinker a visionary
• Take time to think
• Top players in the industry continue to grow. There is more work to do.We need to bring our neighbor competitor into the fold of learning, growing, and leading
• Bob GreenwoodA profession, not a trade. No longer a grease monkey
• Been very consistent in his message
• Kim Auerheimer, CS Automotive, was honored as the Women In Auto Care Shop Owner of the Year 2020Her first interview was easy for her to do
• Younger people appreciate podcasts. Many listen while at work.
• The common theme is they felt comfortable being on the show which allowed them to share deeply
• The big thing about the pandemic is how much we miss the people.   
• Look back to see how far you’ve gone, podcasts in 2015 vs now- an evolution of style and content. Searching for guests and now having people reach out to be on the podcast. Networking and guests becoming friends with other guests because of the podcast. It is also an outlet for people to be transparent, comfortable, and have fun. 
• Connection- breaking down problems and sharing how to solve them and move forward. Shop owners and technicians can connect and stop feeling alone with the problems they face. Camaraderie. 
• Tuning in for training- do they not want it bad enough vs they don’t know how badly they need it. Communication starts with your team first then the client base.  
• Listen to Learn Just One Thing is not a slogan but a mantra for being a perpetual student 

Resources:

• Thanks to Greg Buckley, Dwayne Myers, G Jerry Truglia, Bob Greenwood, Kim Auernheimer, and Matt Fanslow 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.
• 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

Rick Williams got into the industry because of the passion he have for cars. He enjoyed modifying and racing. To this day he appreciate anything measured in horsepower. He graduated from Universal Technical Institute’s automotive technology program in 2002. After graduation, He co-founded an import race shop that was unfortunately only in business for just 4 short years.

Rick went on to work for a large and dealer group at one of their Honda dealerships here in Cincinnati. He completed Honda’s factory training program and became a Honda factory trained master technician. A couple years later he had the opportunity to become a service advisor and wrote service at the same dealership for about 5 years or so until he was moved to one of their Chrysler Jeep Dodge and Ram stores where he was a service manager for a year and a half.

He started RIX Automotive out of the detached garage here at home with 1 lift on January 2nd 2019 while also watching his kids during the daytime. He did about 70k in sales that year, part time. June 2020 he moved into a shop space. He rehabbed the space cosmetically and to allow for automotive service/repair. He have since acquired two part time master technicians. Since the move, the shop is doing what it used to do in a month in about a week.

Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry.

Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry.

His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry.

Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002.

Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE.

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 Worldwide AMI 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.

David Justice has been an auto care professional for over 30 years. He grew up in the family business working for his father. At, a young age David purchased his father’s business and went on his own. Over the years David had multiple Shell Gas stations. His coaching company is Repair Shop of Tomorrow. Find David’s other episodes HERE.

Key Talking Points:

•  Bob Greenwood
• Setting foundation of business- internal processes and procedures
• Look at numbers to see what direction where to go- math doesn’t lie, measure components of business, have right price for competency 
• Internal business culture- continuously learn and build upon knowledge, average technician receives minimum 100 hours of basic training  
• Averages shop is missing $25-30k net profit per bay per year out of current business 
• Focus on productivity- which is knowledge based internally  
• Calculate net profit on repair order before you close it off- focus on net profit than sales and gross profit and activity .
• Average shop is understaffed by 3 people- bays, front counter and back office
• David Justice
• Building systems, operations and procedures 
• Understanding data- where you are and where you need to go
• Business flow chart- manager sheet (goals each month, sales, gross profit), daily tracker (average estimates and car count), and labor management (productivity, efficiency, effective labor rates, labor hours per car)
• Working on business than in it
• Perception of business- reviews, community, website, experience for customers 
• Labor management- where you make net profit 
• Gamification- getting everyone involved  
• Bill Haas
• What do you want to change that you haven’t done yet? Buried in day to day tasks- has two part timers, still looking for full time employees. 
• Use data to push emotions out of equation  
• Small incremental change over time will get you the results you want- 2 to 3 year journey

Resources:

• Thanks to Rick Williams, Bill Haas, Bob Greenwood, and David Justice 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.
• 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

Chris Cloutier is co-owner of Golden Rule Auto Care in Dallas Texas and CEO of Auto Tex Me. He spent many years in the software industry developing solutions for companies like Southwest Airlines, and Wyndham Intl. He’s worked for companies that understood the marriage of service and software, and have applied it in an effective way. Chris has his ASE C1: Automobile Service Consultant Certification Test (C1). He brings the business side to the business and his brother Pat brings the Braun. Chris is also a musician. Hear Chris’s previous episodes HERE.  Autotex.me website HERE.

Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). It is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. Its 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’s previous episodes are HERE. AAEC website HERE.

Key Talking Points:

• Necessary changes to our Industry terminology because of the profession we’ve become
• We use too many industry terms with our customers such as work order instead of invoice
• Business Owner – IN vs Shop Owner – OUT Anyone can own a shop, but it takes a certain person to own a business and be a leader.There is also a difference between entrepreneurs and business owners- chasing a dream and ideas vs looking at numbers in business and building people within a business.
• Work on your business instead of in your business
• The business owner should elevate to a CEO – Chief Executive Officer
• Going from a Trade -OUT to a Profession – IN.A change in mindset and discipline to be focused on making net profit. 

• Client strategic business – IN vs Customer-based business – OUT You have a responsibility for clients and have earned trust. Customers come and go.
• What makes you unique and different? Your value proposition
• What do you bring to the table that others do not?
• You don’t sell clients. You council them.
• Relationships build trust
• Council not sell- understand vehicle and client. 
• Changing your mindset using language. If you think of yourself as a CEO vs an owner will change how you approach things as a leaderCEO- IN vs Shop Owner – OUT
• Service Consultant/Advisor – IN vs Counter salesperson/writer – OUTRelationships built trust
• Technician- IN vs Mechanic -OUT
• Invoice – IN vs Work order – OUT 

• The terminology of business software. Acronyms SMS shop management system,
• DMS (dealer management system) vs POS (point of sale system)
• Development – IN vs Training – OUTDevelopment classes scheduled for the next year for entire team
• Attracting younger generation- skill level continues to elevate with the amount of technology within vehicles 

• Business cards for your team members should include their certifications or professional accreditations
• Change starts with the owner- set expectations and defines the language used within the business You have to understand your people, how to communicate, motivate, and train. 
• Are you training and developing your technician? Are they certified? Continue to develop your knowledge
• Every team member should have a business card with certifications
• Instructors – IN vs Trainers – OUT – instructors have done research priorAnswer all questions
• Have a thorough investment with their time and always continue to work on presentation skills
• Having great knowledge does not necessarily help be a great instructor. You need to know how to be a great presenter. Always looking at how to transfer knowledge and engagement with student
• A language improvement starts with the ownerThe owner has to lead
• Are you taking the time to make your people feel like technicians or consultant
• DVI does not mean you are paperlessDigital does create a paper trail

• Pro Market Collaborative – IN vs Independent Aftermarket – OUT
• VSP – Vehicle Service Professional

Resources:

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

Be socially involved and in touch with the show:

Facebook   Twitter   Linked In   Email

Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE.

Buy me a coffee

NAPA AutoCare’s PROimage program makes it easy for you to make the most of the NAPA brand. A PROimage upgrade lets you maintain your shop’s identity as a reliable, locally-owned business while letting your customers and potential customers know you’re partnering with NAPA, the most recognized and trusted name in the automotive aftermarket. AutoCare Centers that have completed a PROimage exterior upgrade enjoy an average 23 percent sales increase during the first year. You can also choose to go PROimage on the interior and transform your customer waiting area from merely utilitarian to warm and welcoming. You can even get a free look by visting www.NAPAAutoCare.com and clicking on the NAPA PROimage link under the NAPA PROimage tab. Of course, the AutoCare site is also the place to go to find out about all the advantages being part of the NAPA family has to offer.

Learn more about PROimage and the hundreds of other benefits NAPA offers. visit the NAPA Benefits Center, at www.napabenefitscenter.com or call the NAPA Benefits Center at 844-627-2123.

Brian Gillis is the Chief You Net Results Strategist, with 25+ years experience in auto shop operations, hiring, recruiting, systems, processes, multi-store experience, and employee training.

More about Brian Gillis…

• 25+ Years owning and operating auto repair shops in Texas, Georgia and Colorado, multi-unit stores
• Hired and Trained over 2000 staff members
• Budgeting and Profits Brian’s Specialty
• Smooth as silk with customers

Brian’s previous episodes are HERE.

Bob Greenwood is one of 150 Worldwide AMI 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.

Key Talking Points:

• Must know your true cost of doing business to set your labor rate.
• Know your numbers. Always review them.
• Multiple labor rates are needed today. One catch-all labor rate will not support the sustained profits necessary to survive
• Minimally you need three labor rates:Maintenance Rate 
• Diagnostic Rate
• Re-Flash Rate
• Additional to consider  Fluid Installation Rate
• Tire Inflation Rate
• Do not look down the street to set yours. Understand your business
• A formula is necessary. See below slidesCost Per Billed Hour Formula (CPBH)
• Bob. Technicians wages need to be expensed not put into the cost of goods for his formulas to work
• You may have a productivity problem, and the formula will help you determine that
•  The only way you can lower your cost per billed hour is to increase the number of hours you bill.The industry is stuck on sales and activity but should be measuring productivity
• You may have big sales gains, but have little profit to show as a percent of sales
• Labor rates on diesel and fleets should be different  
• Rethinking labor rates are critical because when parts are not sold in conjunction with labor you will be making less money at your standard labor rate
• See slide on show notes page: Setting Your Door Rate for the three basic rates. Below shows two different formulas to discover your three labor ratesMaintenance Door Rate4.5 Times Top Technicians Basic Hourly Wage
• 85% times your CPBH
• Diagnostic Door Rate5.35 Times Top Technicians Basic Hourly Wage
• 125% Times Your CPBH
• ReFlash Door Rate6 Times Top Technician-Basic Hourly Wage
• 135% Times your CPBH
• We are in a knowledge base business, and we must be paid to cover your costs to obtain and sustain that knowledge
• The Cost Per Billed Hour (CPBH) reflects your efficiencyIf you are inefficient, your cost per billed hour is going to be higher
• If you are efficient, your cost per billed hour is going to be lower
• You’ve got to understand your numbers inside and out today
• Bob recommends twice a year review of labor rates and CPBH
• Your labor rate should respect the competency of your team
• You also need to understand the average billed hours per Repair Order (RO)It helps you see how easy it would be to raise your labor rate
• How many diag hours should we bill vs maintenance hoursMeasure this.
• Bob suggests today: 25% of your maintenance hours should be diag hoursIf you bill 100 hours of maintenance, you should also have 25 hours of diag billing
• Diag hours are when you interpret or analyze informationTest driving you are analyzing
• Scope time is analyzing
• Consider using a labor matrix on your shop management system
• Bill decided years ago to be the cheapest shop in town that has the highest prices. Job was done right the first time
• He tasks his technicians to recommend the labor time it is going to take to do the job right
• We need to be courageous enough to charge what we are worth and have a conversation with your customers: why.
• We work on one of most complicated vehicles that man has ever created
• Labor is the future focus. Your labor rate reflects the value proposition you bring to the tableSafe, reliable, and efficient is what you do for your customer. It requires skills that you need to keep up on.
• Calibration Labor Rate will need to be calculated as an additional rate necessary as you consider doing calibrations.
• We are a knowledge-based business. The trade days are gone this is a profession. Bob Greenwood
• Once you know CPBH, you can calculate your gross margin on every RO
• If you have a pure labor job you quote the job. Take the cost per billed hours times 20%
• Become client-focused; use quality parts.Your labor rates will reflect your quality
• Always consider the investment you must be making, which will require monies; therefore you need to be paid for what you do at the rate that allows you to invest.

Resources:

• A special thanks to Brian Gillis and Bob Greenwood 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   Linked In   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

This episode is brought to you buy Shop Marketing Pros. Your guides are Kim and Brian Walker with a rich history as shop owners and industry veterans. When someone searches for a shop, who are they finding? Your competitors? It should be you! The good people over at Shop Marketing Pros know how to drive website traffic and make Google work for you! www.shopmarketingpros.com

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’s previous episodes are HERE.

Maylan Newton from ESI – Educational Seminars Institute is a business coach, trainer and industry speaker. Maylan is no stranger to the podcast having paid it forward many times. He is a much sought our speaker at industry events in the US. Find Maylan’s previous episodes HERE.

Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry.

Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry.

His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry.

Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002.

Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE.

Barry Barrett covers the premise of the book that builds a foundation for negotiation on the basis of understanding the other party through empathy and active listening skills.

During Barry’s career as a Service Manager and top salesperson, he honed his talents in communicating with people.

Barry is tireless in his pursuit of excellence in the automotive industry and in all that he does. His passion for providing tools to train owners and their teams to the next level is unlimited. He is a Ziglar Legacy Certified Coach. Find Barry’s other episodes HERE.

Key Talking Points:

• First Coaches Round Table was a Vision in 2017. It was Episode 208 Link HERE
• Takes time to gain experience, need to continue to listen and share with others your experiences to shorten the learning curve
• Experience is often the name we give to mistakes- ask advice and opinion
• Insanity- doing the same thing over and over again expecting different results, coaches want you to do different things and change to get different results. Starting building confidence with each change.  
• RPRS (Right People Right Seat): Share same values, get it – want it and have the capacity to do it, know what is expected and held to standard with accountability 
• The right team in place have careers not jobs- have you found your passion? Can you afford the mistakes the wrong person makes in your business? 
• Cannot lose revenue by coming to training- you are rewarding your team with efforts, come back more educated and gain a better perspective by networking with others. Training is an investment, not a cost. If you’re not at training, how are you going to compete with the shops that are?
• Math not magic to increase efficiency 
• Millennial wants to participate and be involved in business- contribute and want respect, not just about fixing cars
• Succession planning- The biggest failure is not getting a succession person involved in the business side early enough. Takes 4-7 years to put a proper plan together for internal systems and processes are in place. Not selling hard assets.
• The average shop is understaffed by three people- bays, front counter, back office. You cannot maximize productivity when understaffed.
• If you don’t confront problems in business then you condone it

Resources:

• Thanks to Bob Greenwood, Maylan Newton, Bill Haas, and Barry Barrett for their contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser and many more. Mobile Listening APP’s HERE
• Find every podcast episode HERE.
• Every episode segmented by Series HERE.
• Key Word Search HERE.
• Love what we do? Buy Carm a cup of coffee 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 Carm a Cup of Coffee 

The NAPA Insurance Center can help you with a variety of other insurance benefits too. For more information about The NAPA National Health Benefits program as well as all of the insurance benefits available to your AutoCare Center and your employees, visit the NAPA Benefits Center, at www.napabenefitscenter.com or call the NAPA Benefits Center at 844-627-2123.

Learn more about NAPA AutoCare, Gold Certification, and the hundreds of other benefits the NAPA family has to offer by talking with your servicing NAPA store or visit www.NAPAAutoCare.com

Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry.

Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry.

His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry.

Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002.

Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE.

Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC).

It is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. It’s 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’s previous episodes are HERE.

Key Talking Points:

Bill Haas

• A client that didn’t make any money, actually losing in one year $40,000He had to infuse his own personal money into the business or borrow
• Bill helped the shop owner, over a few years, turn this stop around by a positive $90,000
• The owner never believed Bill’s advice would help him
• In the year he made $50,000 the shop owner was disgusted that he had to pay taxes that he went back to losing money
• Bills relationship dissolved
• If you are going to ever sell your businesses, buyers need to see a profit to help them understand their ROI. Businesses have a value in the market when they are profitable
• Improving business will pay taxes. It isn’t a bad thing if you are looking at long-range profitable success
• This is a one time client business that Bill has never experienced again
• Put your tax money in a special account to the money is there.

Bob Greenwood

• When client was hit with Covid-19 his business took a hit
• It was time for the owner to relearn his position as an owner
• The purpose is to keep the business moving forward, engage the team and make sure they are doing quality work on behalf of the customer
• The client had a great base of commercial/fleet accountsReview these accounts for safety and reliability with the fleet client
• Visit fleet face to face by keeping your social distance and explain that this downtime can be an advantage for the review of the fleet so when the economy bounces back their fleet will be in great order
• Client is now booked out a week and half from having his business dried up
• Covid-19 will bring opportunities to rethink how you do business

It is a perfect time to review all systems, processes, procedures, marketing, accounting, and staff among others.

Resources:

• A special thanks to Bill Haas and Bob Greenwood 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   Linked In   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

This is a bonus episode number 5 and a replay of a CarmCast I did this past week. Because we are in unprecedented times I decided to release this special CarmCast as a podcast of a Covid-19 Thinktank from March 18th.

For many aftermarket professionals, you’ve prepared for an event like this. Your disaster plan may have not been completely defined as a ‘pandemic’ where the government-imposed restrictions, but you’ve planned for a rainy day disaster. You’ve kept an amount of cash in a separate account to help sustain the business for months of possible disaster. You’ve improved your processes and systems and removed yourself as the centerpiece of your business. You delegated your people to run the business.

For many small shop owners, you’ve learned how to implement smart practices and holding yourself accountable. You’ve joined networking groups, maybe even hired a coach to bring business acumen to your world.

If you’ve done a lot to become a better marketer and leader you’ll be OK. If not, it is not too late. There is some good business advice in this episode, that if you implement it you will come out the other side of this Covid-19 challenge.

The essence of the over 745 podcast episodes from all our show formats is to build a strong business. The messages are spot on and for many influential.

Keep in mind it is still not too late to do the right things for your family, employees, business and customers. If there is anything I can do to help you … like find a peer network, talk to a friend, find a coach join an association …. reach out to me carm@remarkableresults.biz.

With me in this think are two shop owners, a technician/manager, a business coach and an IT specialist on a think tank format.

You’ll value this discussion with Dwayne Myers, Greg Buckley, Matt Fanslow, Danny Sanchez and Bob Greenwood. …. and my pledge to keep you flowing with thoughts and ideas from your fellow colleagues continues.

Please listen to learn just one thing and then implement it.

Resources:

• Thanks to Bob Greenwood, Dwayne Myers, Matt Fanslow, Greg Buckley and Danny Sanchez for their contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser and many more. Mobile Listening APP’s HERE
• Find every podcast episode HERE.
• Every episode segmented by Series HERE.
• Key Word Search HERE.
• Love what we do? Buy Carm a cup of coffee 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 Carm a Cup of Coffee 

Leading Your Business Through Covid-19

The Panel:

• Greg Buckley, Buckley’s Auto Care, Willington, DE

• Dwayne Myers, Dynamic Automotive, Frederick, MD (MSO)

• Matt Fanslow, Shop Manager lead Diagnostician, Riverside Automotive, Red Wing, MN

• Bob Greenwood,  President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC)

• Danny Sanchez, CEO and Founder, Autoshop Solutions

Talking Points:

• It may be too late to take needed actions that you should have taken months ago to improve your website, social presence, marketing, etc.
  • Still today is a good time to start and not lag behind in the future.
• Credit Lines are important
• Collect your Accounts Receivable
• The power of community
• Keep Marketing
• Full employment. Scheduling. Lay-offs?
• Transportation magnet of your community
• If it moves (transportation) it goes through you
• Charitable organizations still need to move food
• Schools will need transportation
• Build outreach in the community.
• Organic posts about being safe
• Dwayne Myers. We can have a touchless relationship

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 Worldwide AMI 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.

Key Talking Points:

• We are in a knowledge-based business
• Your billed hours are a productivity measurement
• Sales is an activity measure
• Net profit is created by being productive
• What is your productivity level/measure in your shop
• Average needs to be 2.5 hours per RO
• The industry is coming in at 1.4 and 1.7 per RO
• What is your business mix?Commercial / Consumer
• Take the total labor revenue you billed last year divide by your labor rateYou get the number of billed hours you sold
• Take the number of RO and divide by that number (billed hours sold)
• Improved average hours of billed labor will build your net profit.
• Productivity creates net profit
• Activity just keeps you busy

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