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Guest hosts and shop tour with Rich and Linda Brauer, 59 Auto Repair, Plainfield, IL. They've been in business 28 years and was the 2021 NAPA Shop of the Year. Rich and Linda discuss the importance of being open to new ideas and change, rather than saying "that is the way we've always done it." Key Talking Points NAPA Shop of the Year 2021 Been in business 28 years- joined the NAPA mentoring program Being open to new ideas. Don't say “because that is the way we have always done it”, especially in a husband/wife team “Is there a better way to do it?” Not about being “right” but it’s about being efficient and trying different ways to get there Fixing cars doesn’t mean your business is automatically successful- building customer trust/service (DVI), processes/procedures Impact of social media- reviews, social media accounts, keeping relevancy, community involvement Connect with the Podcast: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

Darrin and Ginger Barney are a powerhouse husband and wife team both at home and in their business. It’s not always smooth sailing when you work with your spouse. Many of you know that. Find out how they make it work and their advice to spouses considering working together. Darrin and Ginger Barney, Barney Brother’s Off-Road and Repair, Grand Junction CO, Listen to Darrin's previous episodes HERE Key Talking Points Make sure you leave work at work- if all you talk about is the shop at home, you'll never get a chance to take a break. Be intentional about putting your phone and laptop away when you’re at home. Don’t neglect your hobbies and outlets- make time for your own space especially if you work together Take time for your relationship- relationships have different layers (work, family, spousal) Don’t try to read each other’s minds, or think your spouse can read yours- be transparent and hold each other accountable with open communication. You also can’t overreact when being told to be present. Support each other 100%- don’t fight in front of employees Know your roles with no gray area- know what the expectations are for each other Advice for those thinking of opening a business together- can you work together? How are you when you work on something together at home? A project? What are your future plans together? Connect with the Podcast: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. More Time. More Profit. Transform your shop at getshopware.com/carm Click to go to the Podcast on Remarkable Results Radio

Asking for help and admitting you need help is often the last thing struggling business owners want to do. They also might not know who or how to ask. My panel of coaches has experience in the shop business and has a huge tenure as successful aftermarket business coaches. They’ve seen a lot and have helped many find unrivaled business success and a path to financial freedom. Watch Episode on YouTube Chris Cotton, AutoFix Auto Shop Coaching and the Chris Cotton Weekly Blitz Podcast Murray Voth, RPM Training Brian Gillis, Chief You Net-Results Strategist Key Talking Points Ask for help. Surround yourself with like-minded shop owners who have similar goals and face similar struggles. You don’t have to be alone! Stay focused by holding regular meetings. Cast your vision, get buy-in through allowing team input, motivating the crew, improving retention, delivering outstanding customer service, setting goals, celebrating achievements, showing you care, training on process and system, staff development, etc Who is your alter ego to get things done? The Rock is Chris Cotton’s Learning styles are different for everyone (dyslexia, ADHD, autism) Avoid the rumor mill in your community- gather your team, be transparent, and ask for their help and the help of others in a positive way. Delegate the work. Keep your ego, pride and self-defense in check “I can’t raise my labor rate” isn’t an excuse Get your financials and all reporting caught up, so you can see where you are at, and what you owe so you can make a plan. Especially your government remittances (taxes) "The Gift of Dyslexia" by Ronald Davis on the books page on the website Important Episodes Ego Is The Enemy [RR 717] Stop Being Afraid – Bryan Gossel [RR 517] Are you a Shop Owner or a Business Owner [RR 525] with Ron Tinner Taking Your Toolbox Home with Justin Barrett [RR 644] The Courage to Make Tough Decisions [THA 243] Hitting Rock Bottom and Climbing out [RR 650] RR 386: Shop Talk 6 – Making it Work – Husband and Wife Partners THA 088: Everything I Did Wrong and What I Learned 10 Things That Require Zero Talent [THA 222] Connect with the Podcast Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: More Time. More Profit. Shop-Ware Shop Management getshopware.com See how Broadly can help YOU grow your auto shop. getbroadly.com/chat Click to go to the Podcast on Remarkable Results Radio

For anyone who doesn’t have a working apprentice in your shop, this is your wake-up call. Roy Foster from Foster’s Automotive currently has three apprentices and you’ll get a chance to hear from all three. Two are his sons and Yes they are going through an apprentice program. What about your son or daughter. Their excitement and motivation for this industry is hard to miss. Roy Foster, Owner, Roy Foster's Automotive, Reno, NV Apprentices- Son's Logan and Zach Foster, and Randy Cowles Key Talking Points Roy is committed to mentoring his employees, apprentice technicians, and local high school and college students interested in the automotive industry. In addition, he serves as a Judge for Skills USA Apprentices-Son Zack Foster, Son Logan Foster, and Randy Cowles (Came from Skills USA). No bad habits to correct. They perform the best DVI’s because they’re comfortable with the technology, it’s second nature. They are able to learn together and apply it. Set to graduate program this summer with their state smog license and 3 ASE certifications each. Changing the stereotype of “grease monkeys” with technology (tablets, scan tools, etc) Training- “It’s like sipping water out of a firehouse, there is a ton of information pouring in” Management learning- join the morning huddle, learn their expectations, big picture view of the day, customer expectations (no fingerprints, returning the vehicle clean) Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Visit www.NAPAAutoCare.com Click to go to the Podcast on Remarkable Results Radio

I’m bringing my power panel back for an important and often overlooked topic, getting healthy. Do you exercise if so what kind of exercise are you getting? My panel explains what they do. How long does it take to get results? How does stress affect our health? How do you curb cravings? My panel shares their routines and challenges. Don't wait until there’s a health scare to change, lead a healthier life. Greg Buckley, owner of Buckley's Auto Care in Wilmington, DE. Greg’s previous episodes HERE. https://www.buckleysautocare.com/ Bryan Kelley, owner of Valley Automotive Repair & Electric, Covington, WA. Bryan’s previous episodes HERE. https://valleyautoelectric.com/ Physical activity- consistency, find your niche and make a routine Being healthy from the inside out, what are you putting into your body? Annual physicals/bloodwork Controlling eating at restaurants- take home leftovers Managing stress- your body produces cholesterol when stressed. Use exercise as a release. Be comfortable being uncomfortable- exercising and starting a healthier diet Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Click to go to the Podcast on Remarkable Results Radio

Guest host and shop tour with Phil Carpenter, Urban Auto Care and Avalon Motor Sports, Denver, CO, discusses scaling your business the right way. Learn from Phil's experience with 5 locations and over 30 employees. Listen to Phil's other episodes HERE. Key Talking Points You have to have a dedicated, reliable core group of people. Who will do what? What other roles will you need as you grow? Play to your strengths Infrastructure for scaling, email, phones, point of sale, credit cards, accounting, Google Workspace, website Processes for scaling, document them in a way that you can easily train others Hire to grow into manager role- protect the culture and get team buy-in. Look for people with high ceilings. Are they open to training? Are they stagnant? Grow for the right reasons- creating the best opportunity for people to grow into more roles, impacting the community. Balance- coverage for employees being out while developing and training. Avalon Motor Sports: https://www.avalonmotorsports.com/ Urban Auto Care: https://www.urbanautocare.com/ Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

We know transparency with our people is important, but what does ‘sharing your numbers’ really mean? Are you explaining the backstory behind those numbers and how it affects the business, and most importantly, your employees? My guest Tim Shaffer simplifies the numbers side of the business and areas in your point of sale system that you might be overlooking. Tim Shaffer, Dale's Service Center, Davenport, IA https://www.dalesqc.com/ Key Talking Points Plan with numbers Getting the ‘whole story’ from shops- investigate the financials Business coach- there is no ‘magic pill’ for change. It comes from within. Most POS don’t account for calculating gross profit for labor. Parts costs must match POS and P&L How much does it cost you to open your door? P&L and fixed expenses and how many hours open per week = cost per hour (without wages/parts etc). Sharing numbers with your team- how numbers effects the business and themselves Bonus- the team works together for 1 goal monthly/quarterly Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. More Time. More Profit. Transform your shop at getshopware.com/carm Click to go to the Podcast on Remarkable Results Radio

This episode continues the previous discussion about learning environments and breaking the mold for both teachers and students. This group wants to revamp training (the lectures and presentation style) with smaller focus groups, that will allow the attendees to understand theories and concepts and have them apply them within a study group. This episode will push your think on the transfer of knowledge and maybe it’s time to break the mold on training. Jim Cokonis, Sr Curriculum Developer, Carquest Technical Institute Justin Morgan, LMV Bavarian Technical Support and Trainer, ASE-Wave Technical Ambassador, ASE Master, L1, CMAT Anthony Williams, M.S. Ed. Special Project Manager, Carquest Technical Institute Key Talking Points Presentations vs class- presentations are a large group/gathering, listening to a concept/theory. Presenting ideas to engage the audience. You can still check for understanding in presentations. Pass the microphone. Classes are smaller, following a sequence of classes. They are not the same. Loud and boisterous personalities will push the conversations which can derail the discussion. You want to pull all voices in a classroom style. Reinvent ‘lecturing’- dial back the content in a presentation, an entire book isn’t taught in 1 session, teach the concept Setting expectations for students going to training Challenging the status quo- 1 lead presenter and multiple trainers for breakout groups. “Not here to herd the cattle, here to make burgers” You can’t present a problem without a solution or a path to a solution 2nd-grade mentality- get up and move, different groups, when someone asks a question, you nurture it. Handling wrong answers- ask for counter-opinion, ask what their process was, make it a safe place and a learning experience Virtual training- cameras on, breakout rooms Honesty- realize an idea and go back and master it What are you looking for? Be specific. You are either probing a conversation or probing to see where the understanding is Checking for understanding- you cannot use yes/no or true/false Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: More Time. More Profit. Shop-Ware Shop Management getshopware.com See how Broadly can help YOU grow your auto shop. getbroadly.com/chat Click to go to the Podcast on Remarkable Results Radio

Are you dreaming big enough for yourself and your business? Imagine what next year could look like if you take action today. Don’t let past failures cloud your vision and passion. My guest Bryan Gossel shares his humble beginnings going through bankruptcy with his first business, to his successful 3 store operation today. Listen closely to his journey and story. . Bryan Gossel, BG Automotive, Fort Collins, CO. Bryan’s Previous Episodes HERE. Key Talking Points Went bankrupt with first business with a partner in motorcycle parts and accessories BG Automotive- has GM/COO named Phill, Bryan remains the visionary Expand your world with networking groups Learning to say yes and learning to say no Bryan's 4 pillars- faith family, work, and racing Has 37 employees- a total of 68 people (spouses, kids, etc) count on you to not fail Learning curve- being at the home office and allowing his employees to run the business. Know your role and stay in your lane. Are you dreaming big enough? What do you want your salary to be? Everything you do should be setting the business up for sale Opened the 2nd and 3rd store a week apart from each other- budgets, forecasting P&L, processes and procedures, be open to advice from others. Is the owner running the business? What will the numbers look like when you have to hire a general manager? Is the existing business profitable? If you’re buying an empty building consider keeping a list of vendors, equipment, stock, staff, etc. Fail forward and fail faster Bryan invests up to 200K in training for himself and his employees. He also offers financial help to them. “We fix people” Employees have both virtual and in-person meetings weekly. Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Visit www.NAPAAutoCare.com Click to go to the Podcast on Remarkable Results Radio

Price increases (inflation) are currently running about 7% year to year with no signs of letting up and plenty of reasons why it could go higher. So, what. What does that mean for shops? It will kill some shops and damage others, some seriously. 70s average 7%, peaked at 14% 1980 Like the frog in the pot of boiling water, it can go unnoticed when not monitored carefully. Shop A is on top of it, making sure to stay ever or slightly ahead as there seems to be no let-up in sight. Total GP for 2022 61% Shop B is kinda sorta aware but not watching the numbers as they should. Total GP for 2022 56% Shop C is oblivious. Not into numbers - not watching the news. Total GP for 2022 51% These shops all do about $1M in sales At the end of the year, shop A has $50,000 more than shop B and $100,000 more than shop C. Trailing the inflation curve can be damaging or deadly to any business. Monitor GP daily on every RO. Your software should make that a quick and easy process. If not, it may be time to go software shopping. When an RO is below your goal line (typically in the 60% area), why? Find the answer. Does something need adjusting? In an inflationary environment, checking numbers weekly or monthly is not enough. Set time aside every day to check every RO. Then at the end of the month, look over your expenses thoroughly. Make sure they are separated into many lines so you can quickly see changes in individual items. Put all your key numbers on a three-month rolling average – that is called TRENDING. It can save you a lot of money. Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Tom Ham, with the help of his wife Deb, is the creator and owner of Automotive Management Network a 12,000 plus member website dedicated to the exchange of vehicle service management information. Tom got his start in the auto service industry pumping gas in the late ’60s. Tom and his wife operate Auto Centric, an import specialty shop in Grand Rapids, MI. Tom and Deb have five children including two sons and a daughter who served in the Iraq War as U.S. Marines. He writes extensively on industry topics. Discover Tom’s previous episodes HERE. Click to go to the Podcast on Remarkable Results Radio

Guest host and shop tour with Tom Sciortino, Total Automotive, Buffalo, NY discusses a once a month meeting with local independent automotive shops and vendors. Bonus: meet his intern Jaye Mack from the Big Picture Program. Listen to Tom's other episodes HERE Watch Episode on YouTube Key Talking Points Independent Automotive Professional Service Group- grew from 5 to 15 shops collaborating together in the morning once a month with vendors and local board of educators Looking towards more localized training together Independent shop owners aren’t each others competition Mural window space- worked with local vendor, used a blend of symbols and words Involved with “Big Picture Program”- has intern 2 days a week, 9am-1pm Visit the Big Picture Program HERE Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

There’s nothing like hitting the record button and letting Bob Heipp, Matt Fanslow, and Scot Mana have a wide-open discussion about the automotive industry. What does it take to really fix cars? Are we doing a good job explaining it to our customers? How do other industries compare to ours? Should we really be using the term ‘diagnosing’ when what we are doing is performing tests and analyzing? My panel continues to advance the aftermarket, with great talk that will make you think. Share this with a friend. Bob Heipp, Mobile Auto Solutions (MAS) lead tech and technician manager, based in Chicago. Listen to Bob's previous episodes HERE Matt Fanslow, lead diagnostician and shop manager, Riverside Automotive, Red Wing, MN. Matt's previous episodes HERE Matt Fanslow Podcast: Diagnosing the Aftermarket A to Z Scot Manna, Trainer, ACDelco Technician of the Millennium Key Talking Points Scientific method/practices when testing problems Undervaluing the industry- a gap of education to the customer and their vehicle What does it take to really fix cars? What is the image of the industry? Putting down other shops and not giving them the opportunity to correct a mistake. “Raise the level of the lake and everyone goes higher” Time-sensitive industry- spend more time presenting the vehicle back to the customer, what was done, what happened, etc. “Performing tests and analyzing” instead of “diagnosing.” Diagnosing is a term for the final answer. The customer will want to know the final answer fix immediately to ease their anxiety about payment. Entering the automotive industry- can enter without formal education Documentation- critical medical fields keep extensive records with liability, do cars need to start having their own documentation through their lifetime? To prevent comebacks? How do you achieve that? Voice to text? What is an average shop? Where is the bar? Technician shortage- what is the compensation package compared to other industries Restaurants- varying levels, how do they justify the price? Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. More Time. More Profit. Transform your shop at getshopware.com/carm Click to go to the Podcast on Remarkable Results Radio

100% of business owners leave their business, either by design or due to unfortunate circumstances. The dialogue between the owner and potential successor needs to happen as soon as possible. But how do you start that conversation as an employee? In this episode, we role-play that discussion with Bob Ward, financial advisor and consultant from Wardden LLC. We also hear from James Maurer, a former service advisor and now an owner in transition, and Craig Tice, a 20-year technician looking to become a business owner. Let this episode be your blueprint to get the ball rolling. Watch Episode on YouTube James Maurer, GM and owner in transition Midas of Kalkaska, MI Craig Tice, Technician Bob Ward, President of Wardden LLC, Look for Bob’s Previous Episode HERE. Perpetual Business Co website HERE. Key Talking Points What is the difference between being an employee vs. being an Owner? Every owner started by taking a leap with little to no money. “Only as we develop others, that we will permanently succeed” Craig worked at a honda dealership, started his own business. Realized fixing cars is the easiest part of the business. It was open for 7.5 years in total. Went bankrupt, went back to working for someone else. Still has the ‘ownership’ passion/drive. It starts with passion. Hire for passion, not pedigree. Everyone owner is going to leave their business ‘Marriage’ between owner and successor James started working at the business in 2015, started the conversation in 2016. Took progressive steps to earn equity 85% of all business are liquidated after the departure of the owner Team dynamics- everyone is unified, “we are all one,” everyone has buy-in for decisions Start the conversation- brainstorm, don't focus on the timeline, it isn’t an event it is a process. “Everything can be solved if you have the talent” Ultimate leadership- develop people so you can leave and they can succeed. Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: More Time. More Profit. Shop-Ware Shop Management getshopware.com See how Broadly can help YOU grow your auto shop. getbroadly.com/chat Click to go to the Podcast on Remarkable Results Radio

My panel, back to discuss the Entrepreneurial Operating System and their annual 2-day meeting. If you are longing to create leaders throughout your company, please follow every episode we’ve done on EOS so you can appreciate the strategy, system, and process of EOS. My shop owner panel has never been so excited and rewarded for having implemented the EOS model. They discuss their 2-day annual meeting with their leadership teams and the powerful team and leadership building that was a result of their annual 2-day. This gives you a glimpse of what is to come if you get on board with EOS. Carl Hutchinson, Complete Automotive, Springfield, MO. Listen to Carl’s previous episodes HERE Justin Barrett, Barrett Automotive, Cornelia, GA. Listen to Justin’s previous episodes HERE AJ Nealey, Nealey Auto Service, Edgewater, MD. Listen to AJ’s previous episodes HERE Barry Barrett, a Certified EOS Implementer, Find Barry’s other episodes HERE, Barry Barrett Contact info HERE Key Talking Points A 2-year process with EOS Your team will dream bigger than you can imagine You can’t hide with EOS- learn and define who the right people in the right seat is, especially for your leadership team 2-day annual off-site during the beginning of the year with the leadership team- not all business, you are able to build trust together with specific exercises, connection, development.Barry facilitates the meetings 85% of companies have different leadership teams by year 1 Listen to your people- a safe place to voice concerns, blindspots, challenge ideas “The last standing ovation that most people get, is at their high school graduation” Don’t rely on “Traction” to be your EOS implementor- to be 100% in you will need a certified EOS implementor EOS is the foundation to become a multi-shop owner- processes, vision, core values, leadership team EOS becomes your own operating system Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Since 1989 TRACS has been the industry’s leading shop management system. And in the last 30 years it’s gotten better and better. Today TRACS Enterprise offers even more of the features AutoCare Center owners want—things like a powerful interactive scheduling calendar, faster and streamlined work flow, plus streamlined parts ordering and purchasing options. And there’s more—Punch-out to Mitchell ProDemand, mobile VIN capture, and multi-shop capabilities. That means you can count on TRACS Enterprise to help drive your success today and well into the future. Learn more about TRACS Enterprise and the hundreds of other benefits the NAPA family has to offer. Talk with your servicing NAPA store or visit www.NAPAAutoCare.com Click to go to the Podcast on Remarkable Results Radio

Guest Host and shop tour with Mark and Summer Guerrero. They also discuss their need to have a business coach and the impact it made on their business. Mark says he should have listened more. Mark and Summer Guerrero, Affinity Automotive Services, Wichita, KS. Listen to their other episodes HERE Key Talking Points Started with 2 bays- Mark was in technician mode and stubborn to implement consultant advice. Start with little changes with an industry-specific coach/consultant then progress to self-development People grow at different rates Mark is head of operations, Summer is head of management and front systems They started using two different coaches this year- receiving different perspectives Asking for help and networking with other shop owners Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

ASE has made a commitment to its certifications and continues to push forward with its own app to make recertifications a learning opportunity. Not only do certifications benefit the technician and business owner, but it is also a tool to educate customers. It's time to promote your business and employees and show your professionalism in the industry as ASE celebrates its 50th year. Brad Pellman, Pellman's Automotive, Boulder, CO, and ASE Board Chairman. Brad’s previous episodes HERE. Key Talking Points Brad has been on the ASE board for 10 years 50th anniversary of ASE- made up of a group of directors, and a large body of governors Brad started as a technician- was afraid to test his knowledge Certifications- defines you as a technician, give you pride, designation to customers and employer. Promoting your business- shows customers you are high quality and technological advanced Working on ADAS and Safety Certifications for hybrid and EV ASE is meeting the standard for licenses ASE Renewal app- for recertification, answer questions on your own timeline, learning opportunity. A business owner can monitor the tests. Future expansions to L1 Looking for a new job? Has business closed? Certifications help with finding a new job and differentiates yourself from other candidates Increase wages based on certifications- technicians are in charge of their own pay Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. More Time. More Profit. Transform your shop at getshopware.com/carm Click to go to the Podcast on Remarkable Results Radio

Where did you learn about finances? Did you learn it from your parents? Finances are one of the most important elements in our lives, yet most of us never really understand it or discuss it with our spouses or employees. Listen to 3 shop owners that make finances a part of the conversation in their business and for their people. Frank Scandura, Frank's European, Las Vegas, NV. Frank’s previous episodes HERE. John Gustafson, Gustafson Brothers, Huntington Beach, CA. John’s previous episodes HERE Russell Crosby, Russ’s Wrench Auto Repair, Clinton, NJ. Russ’s previous episodes HERE Key Talking Points Finances aren’t taught when growing up from parents or school Most don’t have income problems, it’s a spending problem What are your payments? Freedom and being in charge when you’re debt-free and sitting on cash Credit scores will go down as you have cards paid off and stop using as much- Buyers remorse and financial stress with a spouse People are twice as likely to get divorced with 10k in debt and zero dollars in savings We need to teach our team that we can't outrun debt with higher salaries. Finances aren't a 1 conversation session Little debt leads to a lot of debt Never intermingle personal and business funds together For those of us who have financial planners, invite them to host a lunch and learn about the positive impacts of investing. Host a book club and read books about finances and investing. John offers business math and personal math courses and Dave Ramsey course Second round they are welcome to bring their spouse or partner. They are not required to bring exact numbers but should know what they own and what they owe. They should know what they take home from all sources and what their housing, food, credit card payments etc are. They do a net worth calculation, an income, and an expense list to determine cash flow (either positive or negative) then fund reserve and investments. They recommend a 6-month reserve for critical expenses and an investment piggy bank. Investing is in round 3 when they have money to invest. Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: More Time. More Profit. Shop-Ware Shop Management getshopware.com See how Broadly can help YOU grow your auto shop. getbroadly.com/chat Click to go to the Podcast on Remarkable Results Radio

Everyone needs an ego to start something new. Ego and self-confidence work hand in hand. But if you’re not careful, ego can run rampant and stifle both your personal and professional growth. As a business owner, what are you trying to build? Are you hiring the right people and letting them grow? Or has your ego become a roadblock to your success? Chris Cloutier is co-owner of Golden Rule Auto Care in Dallas Texas and CEO of Auto Tex Me. Listen to Chris’s previous episodes HERE. Key Talking Points Need the ego to start ‘something’ (shop owner, entrepreneur etc)- Are you an "expert"? if so does that mean you are no longer curious and listening for more information? Are you starting to tell people what you know instead of asking what they know? Feedback is a gift- take it, open it, keep it and regift it without displaying it in front of the person There is no ‘secret sauce. Are you able to put trust in others, and let them do the job, or do you feel YOU have to do everything? Don’t be untouchable- be vulnerable, open up Who Not How- getting out of the way Fear- not knowing and putting up your guard, it’s ok to not know something and need help Ego Is The Enemy Ego Is Your Enemy Who Not How Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: 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. www.napaautocare.com Click to go to the Podcast on Remarkable Results Radio

Guest Host and shop tour with Rachel Spencer, Spencer's Auto Repair, Krum TX. Rachel discusses strategies to tackle the uncertainty, frustration, and lack of communication we continue to face. Watch Episode on YouTube Rachel Spencer, Spencer’s Auto Repair, Krum Texas. Listen to her other episodes HERE Key Talking Points Uncertainty and frustration- lack of communication and follow-through, having what a customer needs and wants Local food chains/grocery stores being out of supplies- facing the unknown and what to expect, Close the expectation gap- count on you the first time, every time Excuses- “don’t have it, can’t get it” Finding parts- going above and beyond and letting your customers know you are finding solutions “Communication is the art of language” Building trust as soon as a customer walks in the door Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

How did you develop your hiring process? Did you learn from other colleagues? Did you look online? Do you make decisions based on your intuition? Do you cross your fingers and hope for the best because you are desperate to fill a position? It’s time to take proven methods and guidance with Maylan Newton’s book “The Joy of Hiring”. You’ll also hear from a shop owner that implemented the concepts from this book into her hiring routine. She says it has completely changed her process and improved her hiring skills. Maylan Newton, ESI- Educational Seminars Institute, is a business coach, trainer and industry speaker. Previous Episodes HERE Samantha Tracey, Scotties Auto Repair Inc. Riverside, CA Key Talking Points joyofhiring.com Wrong hires cost you- back legal position (hire and fire, wrongful termination, discrimination) Eliminate emotional and desperation hires Do we hire too quickly and fire too slowly? Firing someone shouldn’t be a surprise- are they meeting expectations to achieve success? Rewriting job descriptions- can the new hire accomplish these tasks and jobs? Skills test- confirming skills Reading body language during the interview Be a ‘little business’ with a large company structure How big is your toolbox? What is the value of your tools? Consider having more than 1 person be involved in the interview but 1 person needs to have a final say Hire for attitude, Train for aptitude Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. More Time. More Profit. Transform your shop at getshopware.com/carm Click to go to the Podcast on Remarkable Results Radio

Going against a tide is never easy, but if you don’t start, you will be left behind. Ever thought of an EV charging station at your shop? There are a bunch of things to consider. Listen firsthand from shop owners that have an EV charging station at their locations. Find out why they did it, especially knowing it wouldn’t be a revenue builder. Gain insight and knowledge to keep you current on EV charging stations. Watch Episode on YouTube Jeffrey Choy, WATTS-UP Spot LLC, [email protected] Jeff Walter, Zimmerman Auto & Tire, Mechanicsburg, PA Melody and Phil Heller, Better Day Repairs, Boiling Springs, PA Key Talking Points Level 1- home charging, Level 2- 5.5 KW to 19.2 KW Standards- right now there aren’t any, utility companies are trying to monopolize with government funds available DC fast charging - 50KW-400KW, multiple plugs will divide the power, 10X the cost, efficiency is based on DC battery Power consumption rate- based on usage, is your shop using AC? Future- plug-in hybrids Subsidies- each state has its own funding, tax credit Different types of services for EV/hybrid- always be researching What's your motivation? Why are you putting EV charging stations in your business? Is it private vs public? Wall-mounted pedestal? Hours to operate? Tier rate? Offer discounts for your own customers? Destination charging- low amp system (few hours), fast charging would be gas station (less than 1 hour) Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: More Time. More Profit. Shop-Ware Shop Management getshopware.com See how Broadly can help YOU grow your auto shop. getbroadly.com/chat Click to go to the Podcast on Remarkable Results Radio

I recently had the privilege to connect with Karen Monaco, a teacher for a local school district and advisor for the Big Picture Program during a local independent shop owner meeting. This national program puts students at the center of their own learning through “leave to learn” internships and shadowing at local businesses. If you’re not involved with education, this is your wake-up call to get started. All it takes is a phone call. My goal is that this episode shows you the way to engage our young people in our industry. Karen Monaco, Big Picture Advisor and ELA Teacher, Kenmore-Town of Tonawanda School District Key Talking Points The Big Picture Program started 20 years ago, it is a national program bigpicture.org 90 students grade level 8th-12th. 15 kids per advisor- teaching real word learning through internships More than half of students don’t know what they want to do next Interest inventory- visiting different places/jobs/parks, “leaving to learn” Most high schools will have some type of internship program/connection to the trades. Email the guidance office, go into school and speak to the students (zoom call too). Explain what a day-to-day looks like at your business. Shadowing- 1 student for 1 day Internship for Karen's school district- Tuesdays and Thursdays 9 am-1 pm, 6-8 week commitment Soft skills - address an envelope, write a check, dress code, sign name, tell time on an analog clock, resume building Insurance policy for students to eliminate risk when they go to businesses Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: 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. Click to go to the Podcast on Remarkable Results Radio

Watch Episode on YouTube Dustin Brown, Brown Auto Experts, 3 Locations in New Mexico, Albuquerque, Village of Los Ranchos and Rio Rancho. Listen to Dustin's other episodes HERE Key Talking Points Former Texaco Station built in the late 1940’s Father bought the business from his uncle in 1986, Dustin and his brother Nolan bought the business in 2018 Located on Route 66 Looking to add on 2 more locations Remodel process- is this the look we want to have for all the future locations? Logo change- color scheme and updated Modernize facilities- warm atmosphere, modern equipment, paint refresh Who is the competition? Dealerships and large chains. What do they look like? Attract higher-end clientele- curb appeal Changing trends Price is not your #1 sales objective Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partner: Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

Dave Luehr, Elite Body Shop Solutions Key Talking Points Increase in severity of repair jobs- technology is a factor, distracted driving, but lacking technicians to work in industry 4.5 million people quit their jobs in Nov 2021, 1 out of 4 employees are considering leaving you right now. There is a shortage of great places to work, not a shortage of talent. The three critical steps to solving a business’s “talent shortage” Build the Best – how to create a “magnetic” business model that draws the best workers to it. Rate yourself 1-5 on your ability to provide meaningful work for your employees- having a noble cause, relevance, be acknowledged, 1 on 1 meeting. Are you measuring your employee's performance and do they know how they are performing relative to the company’s expectations? Do they feel like they’re a part of a team? Do you have goal guidance for your employees? Find the Best – strategies to find and draw the people who will be the best fit for your company. Keep the Best – strategies to keep a high-performing team engaged and feeling at home in their jobs. Insurance companies are going to be identifying totaled cars quicker prior to towing and repairing Levels of trust- trust with customers (providing confidence, integrity, delivering vehicle when promised), trust with employees (getting to know them as individuals, psychological safety- say what’s on your mind in a trusting environment) Personality assessment to see if someone is coachable- DISC, measures values and motivators, how do they see themselves in the world? Are they looking for a quick fix? Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. More Time. More Profit. Transform your shop at getshopware.com/carm Click to go to the Podcast on Remarkable Results Radio

It’s easy to discuss culture and workplace motivation, everyone understands people want to work in a positive environment. But did you ever stop to think about what truly motivates people? Guess what, it is unique to each person. Do you understand the tangible goals for each individual in your business based on what motivates them personally? Spoiler alert, money isn’t the main motivator for people. Watch Episode on YouTube Brian Bates, Eagle Automotive, Based in Littleton, CO, MSO 4 shops Michael Smith, Managing Partner, Herzberg Smith and Co Casey McGowan, Casey’s Independent, Vancouver, WA Key Talking Points Not just about the pay- ask during the interview, what is your end goal? What is their vision? Is it aligned with your vision? Setting achievable goals & staying focused on the results- baby step goals, don’t dangle a carrot and keep moving it People leave jobs because of the environment Hungry, humble, and smart- hunger is either innate or note Career pathing with people on your team is highly motivational and a good way for them to stay centered Humans are only truly motivated intrinsically (from within). Motivation- defined as the internal energy to make a change or achieve a goal, it does not come from external factors, influences or forces. What are the needs of the individual? And what motivates them? 3 stages everyone innately yearns for physical needs, psychological (belonging to the group, team environment, self-esteem), self-fulfillment (finding meaning in what you do). Salary only covers physical needs. These truths begin to reveal the reasons why incentive pay plans, performance bonuses, perks, increased status, etc. are only marginally-effective human influencers. Bonus programs don’t change behaviors. Apprentice, journeyman, master- each needs different goals Discovering motivation- “How are you? How are we? How am I?” “The Power of the Other” 4 corners of communication- disconnected, false sense, toxic level, celebrate victories/challenge you/console/ask how they can help. Connect with the show: Aftermarket Radio Network Subscribe on YouTube Visit us on the Web Follow on Facebook Become an Insider Buy me a coffee Important Books Check out today's partners: More Time. More Profit. Shop-Ware Shop Management getshopware.com See how Broadly can help YOU grow your auto shop. getbroadly.com/chat Click to go to the Podcast on Remarkable Results Radio