Jim Hayes is originally from North Carolina but spent time in various places growing up and has lived in the Monterey Bay area for the past 23 years. He grew up playing sports and spending as much time as possible in the outdoors; hunting and camping are among his favorite pastimes. After high school, Jim joined the United States Army where he served with elements of the Intelligence and Special Forces communities.

After completing his goals in the Army, he moved to the Monterey Peninsula, where he turned his focus toward becoming a golf professional. As a member of the PGA, Jim held the title of Manager of Instruction for the Pebble Beach Golf Academy, where he taught golf to individuals from around the world. True to form, after achieving what he set out to accomplish in the world of golf, Jim transitioned to the automotive industry, where he currently serves as General Manager of Pacific Motor Service.

His background keeps him dedicated to the building and development of the most important asset any company has: its team. With a strong desire to maximize the potential of those around him, Jim has created a leadership and personal development course that is attended on a volunteer basis by 90% of the company’s staff. Jim’s goal for the business is to optimize performance and maximize efficient profitability by using the fundamentals of business finance, strategic planning and by creating a culture built on a foundation of principle-centered leadership. Check out Jim’s other episode HERE!

Dave Martin is the Owner and President of Martin’s Auto Repair in Phoenix, AZ. His automotive career began pulling weeds on the shop property, then as he got older Dave moved into a station helper and gas attendant. Dave then became the shop manager before taking over the family business from his father in 2006.

Dave has worked to bring the business into the technology world, communicating with customers at their level with digital inspections, email, and texting. Dave also knows a key to a successful business has a team that has strengths he does not. Check out Dave’s other episode HERE!

Key Talking Points:

• Consider OSHA both Federal and State to have dealt with the correct protocols for the virus
• In California, if you get Covid-19 it is assumed that you got it at work in order to have it covered under a work comp claim
•  Went to get customers cars, disinfected car both inbound and out-bound
• Concierge service was very helpful.
• Disinfection will continue, according to Dave Martin.
• Shut down the waiting room and served customers at a table that was outside the business. In the Northern states that will not wok with winter
• The world has never been cleaner. You get fewer colds.
• Will we lose our resistance with our immune systems?There is a balance (Jim Hayes)
• Via marketing, we told our customers it was OK to come into the shop
• We drove convenience for the customer
• Reached out for inspections especially if the car sat
• Jim Hayes concentrated his marketing in a tighter distance from his shop. A mile and a half was his target.
• PPP was helpful. It helped the confidence in the business alive for the team.
• Jim Hayes. His business maintained about 70% of his business.
• Fixed and maintained during downtime. Made improvements to the business
• Kept the team informed to they participated and gained confidence in the future of the business
• David Martin in Arizona did not have a second ware.
• Jim Hayes did have a second wave of Covid-19 that is threatening many small businesses.
• If you had bad business practices before PPP money and you did not change, you are going to come out with the same bad business practices
• Dave made huge changes in 2008 when the last economic bust hit. He did not experience huge challenges during the pandemic because he had conditioned his business.
• Jim is always re-evaluating and improving as part of their culture, so the pandemic did not affect the business as much as others.He is an adrenaline junkie.
• Attrition if effective in business
• Jim is losing clients because of the mass exodus from California, not from Copvid-19Some of Dave’s clients were younger and they moved back with their parents
• Dave stepped up his leadership to help his team know that they could get through any challenges. We will be fine.
• Jim. The reason you study and learn leadership is for moments like the pandemic dished out.
• We are tougher because of the pandemic
• Being an essential part of the economy brought value to the industry  

Resources:

• A special thanks to Jim Hayes, and Dave Martin 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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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

Danielle Bohlman is an owner with husband Brett of Highway 7 Service Center in Newell, IA. Find Danielle’s other episodes HERE.

Dave Martin is the Owner and President of Martin’s Auto Repair in Phoenix, AZ. His automotive career began pulling weeds on the shop property then as he got older Dave moved into a station helper and gas attendant. Dave then became the shop manager before taking over the family business from his father in 2006.

Dave married his wife Bo in 1992 and they have an adult daughter, Qamree. Dave bowls, plays over the line baseball, and is a passionate football fan, proudly supporting his lifelong favorite team, The Dallas Cowboys.

Dave was born with Spina Bifida and wants to help others affected and increase public awareness. Elected as Chairman of the Board for the Spina Bifida Association of Arizona in 2012 and has been involved of in its growth through events and fundraisers. Dave also volunteers as a speaker to community organizations and young adults showing how he doesn’t let Spina Bifida keep him from his goals. Find Dave’s other episodes HERE.

Frank Scandura, Franks European, Las Vegas, NV started working on cars as a teenager in upstate New York and moved to Las Vegas in 1988. After years of writing service for Mercedes, he opened Frank’s European service in 2001 and grew to a 12,000-square foot, 10 bay shop in the northwest part of Las Vegas, not far from the famous Strip! He has 15 team members and is partnered with his wife Deborah. From his first immersion, in the business, pumping gas at 15 years old in Orange County New York, to writing service at a Mercedes dealer in Las Vegas Frank Scandura shares his business acumen and offers insights and trends on leadership as a business coach. Frank’s previous episodes HERE.

Drew Horton is a Technician from HWY 7 Service Center in Newell, IA

Key Talking Points:

• 78% of Americans live paycheck to paycheck – 50% worry about it.  
• It is a spending problem not an income problem. When people get nice raises over time they never pull out of their spending habits because they always spend more than they makeMany cannot see beyond their next paycheck
• The amount of pressure at work is high whey you can’t pay your bills and is much less when you have a handle on your spending
• Many don’t know where their money goesWhen they list what they spend their money on it is an eye-opener
• Part of the problem is financial institutions offer credit cards, a line of credit, loans. 
• You can get a car loan for 84 months. That is the only way an affordable monthly payment can be made
• Shop owners need to share financial responsibility with their people. It is not normal to live paycheck to paycheck
• Dave was giving an advance on their paycheck and that didn’t help them. He eventually stopped it when he sent his people to Dave Ramsey’s Financial Peace seminar. Find it on the Books Page Here
• Drew’s marriage is improved as they went through the class last February.They are happier now that they have a money management discipline
• Frank: A couple with $10K in debt and no savings are twice as likely to get divorced and a couple with $10K in savings and no debt
• A Ramsey quote: Live like no one else to later you can live and give like no one else
• As a couple, you need to have one goal as it relates to money
• Sure use credit cards but you must pay them off every monthCredit card interest and fees is highest you find anywhere
• In the financial world, there is the FICO scamYou have to have a good credit score scam
• People borrow to increase their credit score. The dichotomy
• What are we overspending on?The little things. It all adds up and you do not realize it
• If you are looking for credit card incentives you tend to spend more
• People spend money to feel comfortableKeeping up with the Jone’s
• Thirsty? Spend $4 at Starbucks
• Going to dinner makes you feel comfortable
• BOOK FRANK MENTIONED???The Millionare Next Door Find it on the Books Page Here
• How to start!You don’t have to be great to start you have to start to be great
• Find the discipline
• You can climb out, but you’ll need help and gain a commitment to the end
• Do things tougher as a team to get through your financial strugglesWork together to see debt disappear
• Similar goals as a couple
• When Drew and his wife pay off a debt they do it together
• Dave Ramsey says: If you are broke you can’t help anyone else
• It is easy to fall of track. It is a mindset, but you can fall off. It requires a strong discipline. It is worth it to continue the lessons to keep you tuned in.
• DaveRamsey.com can get you started
• A budget is a big part of financial peace. A budget tells your money where it is allowed to go before it is gone
• Stop being sick and tired being sick and tired
• Invest in your people. Pay for a Dave Ramsey class. 

Resources:

• A special thanks to Danielle Bohlmann, Drew Horton, Dave Martin, and Frank Scandura 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

Dave Martin is the Owner and President of Martin’s Auto Repair in Phoenix, AZ. His automotive career began pulling weeds on the shop property then as he got older Dave moved into a station helper and gas attendant. Dave then became the shop manager before taking over the family business from his father in 2006.

Dave has worked to bring the business into the technology world communicating with customers at their level with digital inspections, email and texting. Dave also knows a key to a successful business is having a team that has strengths he does not. One example is his decision to hire an in-house marketing director back in 2010 (no shops were doing this then). Having a person in the shop who gets to know you and the entire team along with day to day processes brought a bigger success in marketing than imagined. When the person marketing your business knows you, they can then take on your personality which adds the personal touch many businesses were lacking. The shop is well known through the website, social media and fun videos Dave has been “persuaded” to do. (He loves doing them). The shop added the ability to email and text these videos to customers which has been a big hit. Customers and followers now look forward to the videos with the fun and creativity he gives.

Dave married his wife Bo in 1992 and they have an adult daughter, Qamree. Dave bowls, plays over the line baseball, and is a passionate football fan, proudly supporting his lifelong favorite team, The Dallas Cowboys.

Dave was born with Spina Bifida and wants to help others affected and increase public awareness. Elected as Chairman of the Board for the Spina Bifida Association of Arizona in 2012 and has been involved of in its growth through events and fundraisers. Dave also volunteers as a speaker to community organizations and young adults showing how he doesn’t let Spina Bifida keep him from his goals.

Key Talking Points:

• Culture change was keyCulture wasn’t necessary 10-20 years ago- a different generation now, businesses have to change and adapt
• Empowered employees to make decisions
• Keeping up with technology and training 
• Embrace change and be apart of “team” atmosphere 
• Get in front of the camera- make videos for your customers to watch
• Younger team of techniciansHard to find seasoned technicians to replace technicians leaving
• Owner and manager decided to hire “grow your own” younger technicians and started to train them
• Weekly meetings- each employee tells team a learning moment they had that week so everyone can benefit from it
• Smartest hiring decision was hiring marketing manager in 2010- she was able to understand the culture of company and owner’s personality and portrays it on all social media and advertising platforms  
• 3 life lessons from fatherNo free lunches, you have to work for everything you get, nothing good comes out of you getting something for free
• Succession planningThe average age of owner is 55+
• Important to have open discussions with owner and buyer- communication is key and both parties knowing what each other’s expectations are 
• Community supportChairman of board for Arizona’s Spina Bifida Association- Dave was born with Spina Bifida
• Encourages those affected to never let Spina Bifida stop you from pursuing your goals
• Dave Martin’s 5 Key TakeawaysYou must have a strong foundation of work ethic
• Communication ensures everyone works towards the same goals 
• If you learn to think outside the box you’ll become a great problem solver
• Always be ready to embrace change
• It’s a marathon- stay consistent and never give up

Resources:

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

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The panel:

Brin Kline is owner of Assured Auto Works in Melbourne, FL.  His career in automotive repair spans 17 years with nearly 8 years as an owner.

Brin knows that the automotive repair industry is ever changing.  Diagnosing and repairing automobiles of today have many more requirements for up to date training than they did in years past.  Today, a technician must network with and befriend other likeminded individuals, commit a lot of their personal time to craft their skills so they can confidently, efficiently and accurately diagnose the issues that they face on a daily basis.

Brin’s journey to becoming an advocate for improving the automotive repair industry at the national level began when he started to attend conferences and training.  At these events, he rubbed shoulders with amazing people who, recognize the need for a national automotive repair industry step-by-step protocol for entry-level recruitment and training, continuing education events, and conferences, sharing of case studies, and helping businesses grow.

One of Brin’s favorite professional moments was being able to attend the 2016 Spring NASTF meeting at the Sheraton in Overland Park, KS. The topic was attracting and retaining technicians.

Brin feels that being a shop owner of a company with great potential is not what gives him a voice. He believes that being an enlightened industry professional is what gives him a voice.

Enlightenment through training, networking with like-minded professionals, collaborating, sharing ideas, knowledge and our experiences with each other, removing pride and egos, getting involved, receiving help and helping each other is the way to a better future and a better industry.

Brin enjoys building case studies for most of the issues that he diagnoses. He has plans of sharing them with training companies, trade magazines and at some point, possibly presenting them himself. Find previous episodes featuring Brin HERE.

Chris Martino has spent 20 years behind a wrench. He currently works at Skumi Garage in Huntington NY, Chris spent the last 4 years retraining in electrical diagnosis with a heavy emphasis on lab scope usage and theory. Chris bought hi first business when he was 22. and ran it until 2008, when the crash happened. His current focus is on European vehicles.

Chris started sweeping floors in his local repair shop right after high school. After fixing his first vehicle he became hooked on auto repair. He watched every job being done and jumped in when he could. At the end of the day Chris would run through the whole day over in his head to figure how he could improve it the next time. He pushed himself to become the absolute best at everything he did. When Chris bought his own place, he had to give himself a crash course in diagnostics. He did the best he thought he was capable of.

After Chris closed his business down, he started to realize that his way of doing things was not the way to go. He was no longer happy with being “kinda sure” a car was diagnosed properly. He knew nothing of training in his area, so he hopped online. There was so much information available, and he absorbed it like a sponge.

Chris heard about the 2017 CAN conference on a youtube video. He knew he had to go. It was there that he met the group that would become the Trained By Techs team. Tomi Olivia, Brin Kline, Brian Culotta, Justin Miller, Tanner Brandt, Richard Falco, Mike Robinson and others. They talked about some of the frustrations and shortcomings of the current generation of training. After a discussion online, in which it became clear that some people weren’t familiar with a certain testing technique, what was to become TBT was born. Justin Miller put everything in motion. He shot a short video and put it online and it caught fire. The response was great. They all got together and came up with a game plan, and the rest of the story is history.

Vision 2018 came around, and Chris wanted to attend. Unfortunately, financial problems came up and he just didn’t have the money to attend. Justin Miller donated some money towards the fee, the rest of the guys came together and raised the money for airfare and hotel etc. This is what the group is about. Different people coming together from all around the country to make our industry better as a whole. Chris says,  no ego, no drama.

Justin Miller is the owner of JM Diagnostics from Salt Lake City, Utah and an ASE designated Master Technician. He has paid his dues and worked in the automotiveindustry for almost 25 years now. He realized some years back that his body was not going to hold up much longer at the physical pace he had become accustomed to. Seeing it difficult to change careers completely, he decided to invest in his natural diagnostic abilities within the same industry. This internal drive he possesses has made him the top technician that he is today. “How” and “why” are the questions he constantly asks himself and must find the answers to.

A little over 2 years ago, he reached out to his peers in social media for help finding training events. It became clear that he must attend Vision in Kansas City. That event changed him. A class that he attended, taught by John Thornton, opened his eyes to so much more than he ever dreamed. He absorbed as much as he could but needed more!

Understanding the imminent shift in the industry, he began a knowledge quest and attended as many training events as he could; including CAN in Chicago in 2016 & 2017, AVI/APEX/SEMA in Las Vegas, ATE in Seattle, Automechanika in Chicago and Vision again in 2017.

At Automechanika held in Chicago in 2017, he met a diverse group of like-minded individuals. They agreed to keep in touch and communicate until they would be joined again at the next CAN Conference. They began networking and talking on a daily basis.

All this time, Justin was devoting many hours helping other technicians posting in Facebook groups looking for direction. As Justin was making suggestions for a particular posting, another person didn’t understand the testing procedure Justin was describing.

In an attempt to make it clear for everyone involved, he decided to make a video ;to clearly show how the test is completed. The response was surprising; he received great feedback and requests for more videos from his peers. At this time he approached his group with an opportunity to join him in making videos from their own experiences.

This group together has formed “Trained by Techs” and is producing videos in a wide variety of subjects to help the common technician expand their personal knowledge. It is apparent for those searching, that certain information is not easily accessible for the average technician. Understanding that many are greater than one, together they are striving to improve the industry and the stigma associated with “auto mechanics”.

Brian Culotta lives in Willoughby, Ohio and works at Dave’s Auto Care. He is the  Shop Foreman/Diagnostician/Master Technician. Brian holds ASE certs: A1-A8 (master) L1, L3. He has 15 years experience and has held a wrench ever since he was a baby. His father is a retired Mechanic of 50 years and his mother has owned/operated a radiator shop for over 20 years.

Brian attended Auburn career center (Junior/Senior year of High-school) and studied automotive technology. He also attended Universal Technical Institute and studied Automotive technology/Diesel Technology/Truck Refrigeration/ Industrial Hydraulics/ Ford FACT Program.

Brian started his journey like most technicians in the industry very early following in the footsteps of his parents. Growing up he was a shadow to his father. Later, in his teenage years, he spent a lot of time working at his mother’s radiator repair shop.

Brian is extremely passionate about bettering the industry and bettering himself. He attends as many training seminars as he can work into my budget and schedule.

Tanner Brandt began working on cars at age 15 at Wayne Technical and Careers Center. He took two years of automotive technology at their campus. During that time Tanner worked nights and weekends at a repair shop as well as at a race shop.

From there he went to Monroe Community College. This is where his interest was sparked for the diagnostic side of the trade. From there the rest has been history. He attends training conferences throughout the US to learn from others and network. He has a deep interest in making our field more professional and bettering the industry for everyone.

Going to large training conferences allows Tanner to network with other like-minded individuals and find out what changes others want to see in the industry as well. Recently he has been involved with the rest of the Trained By Techs group to help bring time sensible training videos to the masses. He wants to be able to continue to help repair shops and technicians on diagnoses of vehicles as well as learn how to do so.

Where To Find Trained By Techs.

Their videos live on their YouTube Channel that’s appropriately called Trained By Techs. They usually share the link to their YouTube videos on Closed Automotive Diagnostic Facebook Groups.

They can easily be found on a lot of the better technical Facebook groups and we’re often attending the best training events.

Talking Points:

• Started as group message for Automechanika attendees, of about 10 people
  • They started to encourage each other as a tool to solve problems together.
  • The camaraderie was to better yourself and your business.
  • Turn your job into careers through having a network of friends and attending conferences together.
• Hours technicians need per year for training
  • 100 hours: 40 hours of hands-on at conference training.
  • Networking at a conference is priceless and necessary to grow your career.
• Attending classes
  • Offer honest feedback to the instructor.
  • Learn at least one takeaway from every class.
  • Don’t be afraid to start a dialogue with class and instructor, get involved to get most out of class.
  • Thank the instructor for the training.
• Daytime training
  • An ideal time for people to learn
  • Invest into turning your technician’s job a career
  • Pay for training and no loss of wages.
• Online training another option.
• Trained by Techs
  • FB videos and YouTube Channel
  • Solving problems/figuring out issues
  • It started helping other technicians
• Events like Vision are career changing.

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This episode is brought to you by Federal-MogulMotorparts 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

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