Donny Seyfer the executive officer of NASTF (National Automotive Service Task Force) and Partner in Seyfer Automotive in Wheatridge, CO. Listen to Donny’s previous episodes HERE.

Jeremy O’Neal President and lead sales trainer for Advisorfix, began his career as a Service Adviser and moved into Service Management at the dealership level for VW, Audi, and Porsche. He consistently placed in the top 3% of Service Advisors across the nation.

With a passion for helping others, Jeremy started coaching Service Advisers in 2007. Jeremy also owns an independent auto repair shop Freedom Auto Repair in Hesperia, CA. Previous episodes HERE. Link to Advisorfix HERE.

Danny Sanchez is owner and founder, of Auto-shop Solutions and grew up spending countless hours working around his dad’s auto repair shop in California, eventually taking over and running the business himself. Auto-shop Solutions started in 1998 when Danny founded Auto Web Solutions.

The Internet was starting to take off, and Danny took great interest in the powerful marketing benefits it could provide. As a successful shop owner himself, Danny used Auto Web Solutions to consult with other repair shops on their business practices and web presence.

In 2005, when Google launched Ad Words and changed its search engine to favor local businesses, Danny saw a huge opportunity for the automotive industry to draw more clients from the Internet. With just a handful of clients and a few websites, Danny built the foundation of his company – quality, affordable, automotive websites and Internet marketing solutions, designed exclusively for the auto industry. Check Danny’s previous episodes HERE.

Jim Silverman is the Director of National Accounts for ATI Automotive Training Institute. Listen to Jim’s previous episodes HERE.

Talking Points:

• Danny SanchezSo many shop owners’ succession plan is to close the doors. It is sad to see
• There are many shop owners willing to sell that opens up opportunity for growth to a multi-store operation
• Donny SeyferIf your exit plan is that they are coming to take me away in the ambulance
• If you don’t plan you’ll lose successors
• If the business can’t be run by anyone else, then you have to rethink your priority
• It takes a small workforce to fix big problems.It takes experiential knowledge and the proper tools
• Own the fleet as a transportation company. Work on your cars
• Repair vehicles that are in the Touro program
• ADAS calibration center will need a collision feed, the right location, training and a larger investment in calibration tools/equipment. There is a window of opportunity to get in 
• Jeremy O’NealFix the car right the first time
• What are your most profitable jobs? Market to them
• Jim SilvermanWhen do you want to retire?
• If you want a premium for your hard work. Look for about 2 to 3 times EBITDA (Earning Before Income Tax Depreciation and Amortization)
• Have you told your successor that you plan on them taking it over?
• You need a succession plan for your succession plan
• Every interview you make should have a successor in mind
• Standard Operating Procedures must be created and followedAlso, create an SOP to keep the business going. Passwords. Taxes paid. Payroll done etc
• Hire a successor that is better than you
• Business model: Rent some bays at an office building parking ramp

Resources:

• Thanks to Donny Seyfer, Jeremy O’Neal, Jim Silverman and Sara Fraser, 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.
• Love what we do, buy a cup of coffee 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 Carm a Cup of 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. As a result, the event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2020 will take place Tuesday, Nov. 3 through Thursday, Nov. 5, at the Sands Expo in Las Vegas. Therefore, more than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals. They will be from 135 countries which are projected to be in Las Vegas during AAPEX 2020. For information, visit aapexshow.com

Donny Seyfer the executive officer of NASTF (National Automotive Service Task Force) and Partner in Seyfer Automotive in Wheatridge, CO. Listen to Donny’s previous episodes HERE.

Jeremy O’Neal President and lead sales trainer for Advisorfix, began his career as a Service Adviser and moved into Service Management at the dealership level for VW, Audi, and Porsche. He consistently placed in the top 3% of Service Advisors across the nation.

With a passion for helping others, Jeremy started coaching Service Advisers in 2007. Jeremy also owns an independent auto repair shop Freedom Auto Repair in Hesperia, CA. Previous episodes HERE. Link to Advisorfix HERE.

Danny Sanchez is owner and founder, of Auto-shop Solutions and grew up spending countless hours working around his dad’s auto repair shop in California, eventually taking over and running the business himself. Auto-shop Solutions started in 1998 when Danny founded Auto Web Solutions.

The Internet was starting to take off, and Danny took great interest in the powerful marketing benefits it could provide. As a successful shop owner himself, Danny used Auto Web Solutions to consult with other repair shops on their business practices and web presence.

In 2005, when Google launched Ad Words and changed its search engine to favor local businesses, Danny saw a huge opportunity for the automotive industry to draw more clients from the Internet. With just a handful of clients and a few websites, Danny built the foundation of his company – quality, affordable, automotive websites and Internet marketing solutions, designed exclusively for the auto industry. Check Danny’s previous episodes HERE.

Sara Fraser is a millennial who has a love for life, travel, and connecting with other humans! She has over 15 years of retail management experience, the last 6 of them as an office manager for a used car sales and service center. To bring her customer service, marketing, and business knowledge to the automotive industry she has recently joined the team at Haas Performance Consulting.

Sara loves helping others grow and succeed and is excited to share her expertise on management and social media, her views on how and why the younger generations think and act, and how to work and manage a business within a multi-generational workforce. When she isn’t working Sara spends her time traveling, attending theatrical productions, music festivals, concerts, advocating for human and animal rights, celebrating life in general and connecting with other people from all over the world. Look for Sara’s previous episodes HERE.

Jim Silverman is the Director of National Accounts for ATI Automotive Training Institute. Listen to Jim’s previous episodes HERE.

Key Talking Points:

• Overall CommentsNot what they earn but what they keep
• Build an invisible paycheck for each team member. Let them see the total cost to the company
• Service advisors need to have a comp plan to reward their success
• The company needs to have a strong profit in order to make this work
• Fear is false evidence appearing real
• Incentive pay ideasCompensation plans must conform to state and federal labor guidelines
• Training
• ASE
• Comebacks
• Complete inspections
• Bonus rates can be based on the number of hours they can bill
• To millennials, the invisible paycheck is an expectation. So important to create one
• Link to Town Hall Academy- Paying Your Technicians $100K per Year
• Sara FraserThe work needs to be there to increase pay
• Are we selling all available hours?
• Technicians and service advisors must be on the same page for similar rewards as they work together to sell the labor inventory
• Danny SanchezActive marketing is necessary to bring in new clients
• You lose 3% of your clients each year. They move. They Die.
• Referrals should be your #1 tactic to grow new customers
• Build the opportunity to thrive in so your team can be big earners
• Selling 40 hours per week should not be your goal. It should be more
• 40 hours per person cover your base costs
• Less than 3% of the pool of technicians coming into the industry. A very small number
• Emotional maturity is lower. 18 is the new 16
• Learn how to split income from base income and opportunistic income
• Donny SeyferHaving a 30-year career at one place is not going to be the norm
• NASTF – The Road to Great Technicians
• We raise our technicians with a wide but narrow scope
• We don’t hire our future techs as interns. We must change that
•  42 % of students that get through the program do not make it past two years in their initial jobs. We don’t do a good job of integrating them into our industryThey push a broom or work on the lube rack for too long
• Young people in our industry want to be involved in something that matters
• Donny says there isn’t a technician shortage. There are too many bays from marginal shops.
• You need to run a better business. Become a business person. Stop being a tech
• We need to look at 5th grade to discover our tactile learners
• A great mentor would be the person who is the latest who’s been through the program. When you teach you learn  
• Jeremy O’Neal$48.08 per hour to earn $100K
• It gets increasingly hard to hire against larger companies. We are losing the top talent to the bigger companies who can provide a stronger benefit plan
• Quote from Matt Fanslow: “We expect our technicians to be smart enough to fix today’s cars but be dumb enough to accept our pay plan.”
• Willing to charge a fair price for the business
• Your labor force is tough to duplicate and unique to your shop
• Based on your profit targets you can calculate what your labor rate needs to be
• It doesn’t matter what your competition charge
• Actual production is key
•  He is tracking Average Time of Repairs
• Labor guides are just a guide 
• Pay PlansTop producers will do full inspections and document them
• Fix the car right the first time
• Jim SilvermanYour culture is why people come to work for you and why they stay with you
• You provide everything your people need to have a fruitful life at work and at homeIt says I want you here
• A good mix for parts to labor is 50/50
• ASCCA has a program in San Diego for an independent track in post-secondary at Cuyamaca College in El Cajon, CA. See this episode: https://remarkableresults.biz/remarkable-results-radio-podcast/e364/
• Train on doing complete inspections. You’ve got to be consistent in what constitutes a quality complete inspection

Resources:

• Thanks to Donny Seyfer, Jeremy O’Neal, Noah Frank, Danny Sanchez, and Sara Fraser 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.
• Love what we do, buy a cup of coffee 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 Carm a Cup of 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. As a result, the event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2020 will take place Tuesday, Nov. 3 through Thursday, Nov. 5, at the Sands Expo in Las Vegas. Therefore, more than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals. They will be from 135 countries which are projected to be in Las Vegas during AAPEX 2020. For information, visit aapexshow.com

Jim Silverman is the Director of National Accounts for ATI Automotive Training Institute.

Key Talking Points:

• Want the new generations to stick around? We need to make the industry attractive to younger generations
• Support employees-reverse pyramid. They are on top, management on bottom
• Teamwork- it’s a feeling to be a part of a group, bond and share things in common, makes employees feel important. Pay and bonus structures- everyone can participate  
• Meetings- should start every day with few minute huddle, brief discussion, lunch and learns instead of keeping people after work for training, quarterly meetings to discuss where everyone stands
• Interviewing- interview to replace yourself (owner), who can grow into your position and succeed in business? Always be recruiting and looking ahead for 5 years. Hire who you need not who you think you need.

Resources:

• Thanks to Jim Silverman for his contribution to the aftermarket’s premier podcast.
• Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers.
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.

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

Subscribe to a mobile listening app HERE.

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

Jim Silverman is the Director of National Accounts for ATI Automotive Training Institute.

Key Talking Points:

• Use your time at an industry event to network by stretching yourself to talk to people and vendors that you do not know
• Get uncomfortable. Step out of your box
• Don’t hang with people you know. Meet new friends
• If you are Mr. Greatest you are wrong
• Let someone else show you something
• Tiger Woods has at least three coaches
• Football players have coaches
• Why wouldn’t a shop owner have a coach
• Invest in your brain

• A special thanks to Jim Silverman for sharing his passion – For The Record.
• Books mentioned in the content library HERE
• Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them.
• Email Carm HERE.

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

This episode is brought to you by FlexCheck Auto Digital Vehicle Inspection Software.

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable.

FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle specific notes about a vehicle’s condition can be shared quickly with vehicle owners. This simple, fully customizable system is designed to operate on any Android device. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners.

Today’s vehicle owners want to receive their vehicles health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

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