http://www.autoshopowner.com/article/automotive/automotiveindustry/ Mon, 20 May 2013 22:24:41 +0000 86400 Automotive Industry articles written by members of AutoShopOwner.com http://www.autoshopowner.com/article/automotive/automotiveindustry/2012-and-beyond-opportunity-or-uncertainty-r111
So, what does 2012 and beyond look like? Well, I don’t have any secret telepathic ability, but I can share with you my thoughts and ideas based on years of experience in this industry and by following recent trends.  Let’s get the bad stuff out of the way first.

Many shops around the country are experiencing a drop in sales, profits, and car counts. Many factors, including high unemployment, the housing crisis, rising costs of goods, and the ever increasing cost of doing business, all contribute to a challenging future for us.  A few years back we banked on the fact that low new-car sales would result in a boom for the aftermarket. However, due to the economy and poor consumer confidence, this did not come true for many areas around the country.
  
In 2010, underperformed maintenance in the U.S grew to $62 billion, compared to $54 billion in 2009. This means that many consumers are either neglecting or putting off necessary repairs and services. The longer they put off these services, the more difficult is becomes to sell these services as the car ages to a point where the car owner no longer sees value in maintaining his or her car.

We all know how postponing or neglecting maintenance poses a risk to not only the car owner’s safety, but the safety of others on the road. But economic conditions sometimes outweigh common sense. A recent Consumer Reports poll showed that 40% of those polled are knowingly postponing maintenance and repairs on their primary vehicle. Lower income households and those in the age group 18 to 35, were more likely to delay needed repairs and preventive maintenance. We will likely see this trend continue as we slowly recover from the recent recession.

The economy has forced consumers to become more value conscious, with an emphasis on insuring that the price they pay for anything these days is a good choice. Value does not always mean lowest price however, it means that consumers want to make sure that their money is being spent wisely and that their buying decision will bring them the biggest bang for the buck. In other words, the consumer wants to walk away knowing they got their money’s worth and more.

Another issue we need to confront; every sector of the auto repair and service industry is frantically racing to obtain a piece of the maintenance and repairs that generally were performed by traditional independent repair shops. New car dealers, muffler shops, brake shops, transmission shops, tire stores and quick lubes are all moving toward the concept of total car care. Even many body shops are offering their customers basic repairs. This spells out a very competitive market, especially as the quality of cars continues to become more problem free, combined with the continued decline of many profit-generating services such as fuel filters, plug wires, and timing belts.  Not to mention, extended oil service intervals that presents its own set of issues.

Technology and electronics will be the driving force to meet the new gas mileage standards and emissions levels, which will bring an ever increasing demand for you and your technicians.  Investing in training and equipment will become a key component to your future business survival.

Had enough of the bad stuff?  I know I did, so let’s move on to the good stuff. By the way, there’s always been bad stuff, since the dawn of time. No one ever promised us an easy road, and we will always be confronted with challenges, it’s what makes the strong only stronger. So let’s not focus on the bad, let’s focus on the positive.

Most of you reading this are still around, which proves your resilience and your ability to adapt to the dramatic changes our industry has had to endure over the past few years. We have survived and thrived in uncertain times. Not because of hard times, but in spite of it.

Let’s take a look at a few promising facts. New car sales have lagged in recent years and although sales are better; it may never attain the sales of pre-recession era. This means that as the economy recovers and consumer confidence improves, there will be a flood of cars that will need repairs and maintenance as these cars reach post factory warranty age. The average age of the typical car in the country will remain over ten years and achieving 200,000 miles and beyond will become the norm, all great news for the aftermarket shops.

Embrace technology, it is your friend. You will have to gear up with new tools and equipment along with more training, but this will mean more and more people will need your services. Saturday afternoon tune ups in the driveway are a thing of the past. In addition, technology will open the door for more hi-tech services and repairs. Training will become easier to come by and better as more and more companies offer online courses in addition to live training.

New car dealerships have gone through a period of attrition, losing thousands of stores across the nation. This is good news for the independent shop. Although new car dealers are direct competitors, they no longer have the sheer numbers they once had and our ability to service multiple car lines in our local community, convenience,  and our understanding of customer service will continue to be our competitive advantage.  In time, this will prove to be a huge benefit for the aftermarket.

Want more good news? A report from a research firm, The NPD Group, recently stated that most consumers want to keep their cars longer, are favorable toward car care maintenance, and they are more interested in maintaining their cars than replacing them.

Now here’s the best news for shop owners.  The NDP Group has also reported that the consumer shift away from new car dealerships will continue when it comes to having their cars and light trucks serviced.  According to Consumer Reports, car owners still put their faith in the independent repair shop. 83 percent of those polled said they had complete confidence in their independent repair shop when it came to getting the right maintenance and repair at the right price. Another Consumer Reports survey indicated more than half of those polled had complete trust in their shop. Independent repair shops are, and have been, the preferred choice of the motoring public.

We all know it’s been a rough ride the past few years, but we’re still alive and kicking. Looking back on my own 31 plus years in business, I can tell you it’s been tough and rewarding. The future does look promising for those shop owners who find ways to adapt and plan accordingly.  To succeed in the coming years will depend on the shop owner’s ability to be an effective leader, accept change and have the passion to commit to excellence.  Offering world class customer service and community involvement must also be part of your business plan. Don’t get caught up in the way things were, that’s a waste of time. Things are different now, and in ten years they will be different than the way things are today. Find ways to make your shop stand out. Understand what makes you different in your community and use that as your competitive advantage. Don’t go head to head with the local new car dealer or major chain store. That can be damaging. Know your strengths and the strengths of the people in your company. Remain true to yourself and capitalize on what you do best and focus on the reasons why YOUR customers keep coming to YOU year after year.
  
One thing I can say with certainty; AutoShopOwner.com will remain committed to helping and supporting its member shop owners.  We at ASO know that to remain strong in the coming years will take solid business decisions.  Together we are forming a powerful coalition, one that will be an essential ingredient for our future success.  The goal of AutoShopOwner.com is to be part of your future success, in 2012 and beyond!]]> Fri, 24 Feb 2012 00:52:02 +0000 b59c67bf196a4758191e42f76670ceba http://www.autoshopowner.com/article/automotive/automotiveindustry/new-report-brings-opportunity-for-growth-are-y-r88
What does this mean for the average shop owner today? It spells out: opportunity. This is your opportunity to continue to grow your business and be part of the growing DIFM market; a market that has chosen the independent auto service provider as their preferred choice.

One important factor; the strength of the independent aftermarket it is not about price. National chains across this nation that have built their business model based on discounting and low price do not capture the hearts of the average consumer. Independent garages are typically priced higher on most basic services and repairs, but have far less issue with price. The average independent garage has proven that although price is always a concern with consumers, the actual determining factor in choosing a service facility is the relationships the shop has formed with its customers.

Every shop owner today needs to ask, “Am I up ready for this opportunity and will I put together a plan of continuous growth”?  The plain truth is that if your business is not growing it’s falling behind. The level of success you achieve for your company is directly determined by how you plan for the future.

I want to make one thing clear; success is not measured against the success of others. Your personal success depends on your ability, the abilities of those who work with you, your determination and the steps you take each and every day to do better today than you did yesterday. You can build an empire, but that empire will be your empire. Too often people base success on the fortunes of people as Donald Trump or Bill Gates. What they achieved as no bearing on your personal success. That’s not to say there aren’t people reading this that have the greatness to become a Bill Gates. It just means that each of must work hard to achieve the best we can be and never settle for mediocrity.  

Never settle for being average. Anyone can be average.  Striving to be average can become a curse that breeds complacency. Once complacency sets in, your business is doomed.

Work hard to become your personal best.  And don’t forget about the people who work with you in your company. Part of your job as shop owner and the leader of you company is to recognize the strengths of the people who work in your company and find ways to make them better. This concept will help insure your success.  

Growing your business requires taking the time to create a plan, determine what your goals are and outline the steps you need to take to achieve these goals. It also takes vision; the vision to see your company in two years, in five years and in fifty years. Most of all, your plan must be written down. The great Sun Tzu, author of “The Art of War”, preached that to be successful requires a well thought out written plan. If the plan is only in your head, it is nothing but a dream.

Growing your business is a journey, not a destination. Growth stops the day you put the key in front door for the last time. Make that last day your choice, not someone else’s. The decision is yours; if your business is not growing, it’s simply dying.]]> Fri, 21 Oct 2011 23:55:48 +0000 9dcb88e0137649590b755372b040afad http://www.autoshopowner.com/article/automotive/automotiveindustry/men-of-steel-a-fathers-day-tribute-to-the-au-r67
I remember on one particular day, my father noticed how fascinated I was watching the guys in the shop. He knelt down beside me, pointed to the guys and said, “I call these guys, Men of Steel.  These are tough guys that work hard each and every day. They can take a crumpled-up fender and with hammer in hand, work it back into shape just the way it looked when it rolled off the assembly line; and all by eye”.  

Before we left to go home, my father and I walked around the side of the body shop and pulled two sodas out of the Coke Cooler.  Then we would sat down on a bench seat taken from of an old Desoto and finished our Cokes.  Could an eight year old ask for a better summer Saturday afternoon?

For many of us, childhood memories have served to create pathways to our careers.  The auto repair industry is filled with shop owners and mechanics that draw upon past memories to shape their lives. The auto repair industry may have changed a bit, but we still perform magic every day.  We are a dedicated breed and should be proud of what we, as a group, have accomplished.

My passion for this business was born watching those “men of steel” back in the 60’s. I knew from a young age what I wanted to do in my life. I feel lucky that way. I often wonder how many people go to work every day hating their jobs.

I am a mechanic and a shop owner.  It’s the life I chose and it’s the life you chose. We all have a special bond. It’s the reason AutoShopOwner.com was created.   Through the use of words, comments and stories we express who we are.  We share, learn and become better at what we do. The glue that has bonded us together is our past. That same glue will help secure our future.

My father encouraged me to open my own shop and we shared some great times before his passing in 1986. You see, he was also one of those “Men of Steel”.  I’m not one to live in the past, but I would give just about anything to have one more summer Saturday afternoon, sitting on that bench seat behind Babe’s Body Shop sharing a coke with my Dad.]]> Fri, 17 Jun 2011 01:25:25 +0000 5878a7ab84fb43402106c575658472fa http://www.autoshopowner.com/article/automotive/automotiveindustry/2011-autoshopowner-salutes-its-members.html
One year ago I wrote about the tough economic times we have endured the last few years. I stated that although 2009 was very challenging, 2010 would be the year to make our mark.

Well, another year has passed and the automotive independent repair shops have once again shown their resilience and the ability to overcome just about anything thrown their way. We may have lost a few colleagues, but not many; certainly not nearly the numbers that were predicted. And, when you compare it to new-car dealership losses, we truly need to stand up and give ourselves a round of applause. In an era where conglomerates such as Chrysler and General Motors needed Uncle Sam to bail them out; we tightened our belts, restructured our pricing strategy, diversified our services, continued to train our technicians, and stood up to adversity. The truth is we maintained the attitude of, “Business as usual”.

Our strength always has been and will continue to be, ourselves. Yes, I know how you are constantly being told that you need to run your shops more like a business, and I have heard over and over again how an industry of “mechanics-turned shop owners” is the main reason for our demise. But, how do you explain our continued success? How do you explain the fact that the independent repair sector is alive and well? How do you explain that we, the independent repair shops, are the number one preferred choice of the motoring public? I think it’s time to examine how WE do business, and maybe the rest of world should take a few lessons.

To be honest, many of can do better financially. Shop owners and technicians work extremely hard, give a lot of the profits away in lost productivity, and simply do not always charge what they are worth. Too many of us end our careers with little to show for it. For many of us, breaking away from skills of mechanics and learning the skills of business is almost unattainable. As we get older and a bit wiser and beat up, we make the necessary changes to ease back and take more of a managerial role. We see the writing on the wall and feel the pain of years past in our backs, hands, and shoulders. But, we endure, and make a life for ourselves and our family.

As a fellow shop owner, let me outline the profile of the typical shop owner. The typical shop owner is a dedicated, community focused person, involved with either the local Church or other organization(s). We put in an enormous amount of hours each week, working on every aspect of business. We always strive to do our best and produce the best product possible. We commit ourselves to continued education. We always give the customer the benefit of the doubt and will do just about anything (even at a loss) to keep the customer. We warranty repairs long after the warranty period. We come to work sick and take very little time off. We never hesitate to pick up a wrench, broom, mop or push a car into the bay. We are in the business of helping people and keep this country moving. Without us, our communities would come to screeching halts. We will work days on a problem, until we find the fix. We never give up. We always find a way to win.

No one, and I mean no one, can take away the fact that the typical shop owner is truly committed to their customers and to the industry. As a group, we may not be the best business people, but we always find a way to get the job done.

My vision for the future is to see more and more shops realize that our proven track record dictates that it’s time to secure our place in the future. We have done great things in the past, now it’s time to do even better. Continue to shift your role as a company leader and look for ways to transform your business where all the people in your company can enjoy the fruits of their labor. Build a solid future for yourself and for the people around you. This will be your legacy. Do this for all the reasons why you have done everything in the past, not solely because of economic gain, but because it’s the right thing to do. You owe to you, your family, and to the people who work with you.

As we move forward in 2011 and beyond, AutoShopOwner.com is committed to your success and will continue to provide a platform where the open exchange of opinions and ideas will provide valuable information through shared knowledge and experience.

Premium Members Can Download Here]]> Sat, 23 Apr 2011 03:29:40 +0000 02522a2b2726fb0a03bb19f2d8d9524d http://www.autoshopowner.com/article/automotive/automotiveindustry/autoshopowner-com-committed-to-this-ever-changing-industry.html
We all heard that the future looks bright with low new car sales and dealerships closing, which are positive signs but not the total picture.  The new car dealerships that remain after the dust has settled will emerge strong and with the full backing of the car maker. Yes, there will be some dissension in the ranks between the manufacturer and the franchise dealers.  There will undoubtedly be a line drawn in the sand, as car dealers fight for market share of the service business and the car makers continue their desire to promote vehicles that need little or no maintenance. Dealers want and need the service business, but that would mean an abundance of cars that would last long past what the manufacturer would like. Car makers want to sell cars, not make them last for years.

Let’s throw national accounts into the mix.  The world was a nice place when a muffler shop was a muffler shop, or a transmission shop was a transmission shop, and a quick lube just did oil changes. Now, every national chain has entered the service and repair business, a place once dominated by independent repair shops. No longer can a tire store rely on tire sales, or a transmission store satisfy its existence through the sale of rebuilding transmissions. All segments of the auto repair and service industry now perform a wide variety of services, from tires to brakes to oil changes, and more.  This transformation of the repair and service market is cutting up the service and repair pie smaller and smaller.

So, where does that leave the independent repair shop owner? Actually, in a very good place. Think about it, we wrote the book on automotive service. We are the preferred choice of the motoring public. We are convenient, knowledgeable, work on multiple vehicle makes, friendly, and have been part of the community long before those muffler chains even thought about selling tires.

However, we must not take anything for granted. We do have the power to shape our destiny. It’s up to you and me to stay the course.  A recent Lang Marketing Report indicated that the decline in dealer service bays will lead to an opportunity for independent repair facilities. However, how the independent aftermarket responds to this decline will play a crucial role in the future of the independent car and light truck aftermarket business.
As independents we need to commit ourselves to continued training. We need to embrace technology. We need to provide the very best in customer service and learn not only the skills of mechanics, but also the mechanics of business.

AutoShopOwner.com will be there, every step of the way.  That is our commitment to you!  It will not be easy, but anything worth fighting for is never easy.  Within the forums of ASO is a wealth of knowledge that gets stronger every day. Participate in the forums, post your questions and opinions. Share happy stories and share those bad days too. We want to hear everything.  Spread the word too, in numbers there is great strength. The larger the membership, the more benefits we share.

So, are you ready to roll up your sleeves and go to work? I know I am.]]> Sat, 23 Apr 2011 03:24:08 +0000 65ded5353c5ee48d0b7d48c591b8f430 http://www.autoshopowner.com/article/automotive/automotiveindustry/you-survived-2009-now-thrive-in-2010.html
Independent shop owners across this nation have proven their resolve and refused to participate in the recent recession. When thousands of dealers shut their doors and unemployment tipped 10%, automotive shops found a way to survive. I am not saying it was easy. I have heard from many frustrated shop owners this past year that questioned whether they should go on. Some did give up, but most did not. The fight goes on and 2010 will once again test your resilience.

Many of your customers are still out of work and many small local businesses and local contractors are suffering. Both business and personal bankruptcy is still rising.  These issues will no doubt continue to impact your day to day operations. We have already seen taxes go up in many areas and who knows what the health care calamity will bring us. The government will continue to spend like a drunken sailor on shore leave, which will have deep, long lasting affects on our economy for generations.  The housing market had a few up ticks in 2009, but is still a long way from a recovery. Too many years of unrealistic growth combined with too much subprime mortgage lending nearly killed a once-touted safe haven for your money…real estate.  Also, let’s not forget the war on terror, the global warming issue, the green movement, the volatile stock market or emerging Chinese dominance.  

Ok… I got the bad news out of the way.  Now, here’s the good news.  When the dust settles, who do you think will be there as a shining star?  You will.  Because the success and survival of your business rests totally on the person you look at each day in the mirror….You!  You have no bail out.  You rely on your own resources to make things work. You are tested each day and somehow get things done. That makes you strong.  We are all sitting on a gold mine of opportunity. It may be hard to see, but it’s real.  However, it’s an opportunity, not a gift. You will need to prepare for it and act swiftly. Those of us that plan now will reap the benefits later.

There has never been a better time in history for the automotive service and repair industry. The motoring public is confused. They have lost faith in the American car companies. The government bail out to GM and Chrysler has made them look weak in the eyes of the consumer. Ford stands alone, not accepting a bail out. This may prove to be their silver lining. New car sales in 2009 were dismal for most car companies, including Toyota and Honda.  Empty new car dealerships sent consumers scrambling for alternatives.

We need to take advantage of what is happening in the economy and use it to our benefit. We need to show strength. Our day-to-day attitude must be positive toward customers and with our employees. Take a look at your operation, everything from the exterior facility appearance, waiting room, bathrooms, shop appearance, uniforms and everything else about your business. Make sure that your shop looks top-notch.  I know it’s hard, but spend the money and make improvements to your operation. This will help boost your image and help increase confidence from your customers and the potential customers in you market area.

Review your advertising and marketing strategy. Be consistent with your advertising. While others are pulling back on advertising, you need to keep forging ahead and stay in the consumer’s eye. Provide the very best in customer service. This is an area where you must not fail in. People will judge you more on how they are treated at the front counter than what brand of parts you install or what type of equipment you use. Trust me on this one. Customer service will make or break your business. Listen to your customer, they will tell you in which direction you will need to go. Your success in the coming years will be directly related to the level of customer service you provide. Make sure you have the right people at the front counter and answering the phone.

Lastly, work on your leadership skills. As the business owner, you are the company’s leader. This puts you in a tough position where hard choices and decisions will have to be made. Make those decisions with the best of your abilities and don’t second guess yourself.  You can’t be right all the time and being too fearful of making a mistake can cause indecisiveness, which will hold you back from achieving your goals.  The good thing about making a mistake is the knowledge you gain from it.  Be supportive of the people who work for you. Encourage them to be the best they can be. Promote the good things they do, rather than focusing only on what goes wrong. People want to be appreciated and recognized for the work they do. Remember, happy employees boost morale, which increases productivity and creates happy customers.

Being in business is not easy, if it were, everyone would be in it. Being an auto shop owner in today’s economy is extremely difficult, but this career was our choice. The reward for being in business is making your enterprise your personal success story. Don’t worry about the size of someone else’s business.  It’s not about building an empire like Disney World or McDonalds; it’s more about you and building your empire. That is the true measure of an entrepreneur.]]> Sat, 23 Apr 2011 02:52:39 +0000 3def184ad8f4755ff269862ea77393dd http://www.autoshopowner.com/article/automotive/automotiveindustry/the-right-to-repair-act-customers-choice.html
We have now come to a crossroad. The Right to Repair Act is more than a disagreement between the car manufacturers and the aftermarket auto repair industry. It is about the basic right of the people to choose where they want their car serviced. It is about preserving free enterprise.  We cannot let an industry, such as the car manufacturers, hold hostage the citizens of this country. We cannot let any industry create products and systems that destroy the basic principles of free enterprise. There must be a level playing field. Competition brings out greatness. Without it, brings demise.

Letting car makers hold back certain information and build complicated systems that force people back to the new-car dealerships will destroy the right to choose. It takes away the rights of the people and the spirit of business.

And let’s not make a mistake in believing that if we let the new car manufactures enter into an honor system to provide information, that all will be ok. That’s like letting the opposing team set the rules for the game. It will not work. I am not for big government, but this is not about big government. This is about preserving an industry that the people in this country have chosen to patronize for more than 100 years: the automotive aftermarket industry.

The automotive aftermarket greatly contributes to the economy of this country. The aftermarket independent repair facilities are the preferred choice of the motoring public. The aftermarket auto industry keeps this country rolling. Independent shops have never interfered with the process of manufacturing or engineering new cars. Independent shops across the country continually learn new technology, invest in tools and purchase new equipment: all for the purpose to serve the motoring public. All the aftermarket asks is the right to compete fairly.

I urge everyone to support the Right to Repair Act. Let the people of this great land decide where they want to take their cars for service and repair, not the car manufacturers.

Below is a link for more information on the Right to Repair Act and information on how to contact your public officials:

http://www.aftermark...httoRepair.aspx

]]> Sat, 23 Apr 2011 02:48:05 +0000 c8ffe9a587b126f152ed3d89a146b445 http://www.autoshopowner.com/article/automotive/automotiveindustry/looking-past-the-recession.html
First a couple of definitions:  Recession – When your neighbor loses his job. Depression – When you lose yours.

Recessions scare people, and when they are in fear of losing their income or a sizeable portion of it they cut way back on their spending. They try not to sign up for long term commitments like buying new houses or cars. They try to make do with what they have and of course, that’s where we come in.

Most people don’t lose their jobs during this period, only a small percentage of them do. After awhile Joe Average figures out that his job is safe. While he was worrying and not buying anything an interesting phenomenon was taking place. He was paying down a considerable portion of his debt, mostly credit card. Now when he begins to once again feel secure he starts to spend money again as if he had it. When enough people do that the recession ends.

That’s the cycle. How does it affect you?

In the beginning stages, when Joe stops spending, he really stops. He doesn’t even want to part with the money to maintain what he has. So he will only want to come in to have a specific problem fixed and that will no doubt be one that is really bothering him.

This is when you need to turn into super-salesperson. You have to seize every opportunity for business from that customer and as many of his friends, neighbors and relatives as you can. You do this by conducting a complete bumper to bumper and top to bottom inspection of every vehicle that comes through the door. Then you not only make the necessary service recommendations but you show the customer in black and white dollars and cents how having you perform these services will save him money either in the short or long term.

You can’t be casual about making these sales. They are important both to the customer who wants the car to last at least till the recession ends and to you who needs to do business today. In other words, you need to become more aggressive in closing these sales. That doesn’t mean that you back people into a corner or tell them that if they don’t let you service the car it will break down on some lonely road at three o’clock in the morning. It means that you take the time to explain the down and the up sides of having the service performed.

Follow up to that initial inspection is critical. You can’t make a bunch of service recommendations, have the customer say he’ll think about them and then sit and hope that he’ll take it upon himself to come in. Part of your aggressive strategy is to start making follow up phone calls to offer appointments to people whose cars you’ve already diagnosed.

Following up with customers is probably the most difficult discipline. There may not be any instant gratification and you may have to make many calls before people respond well to you, but it’s something you have to do. We can’t afford the luxury of leaving it to chance.

So if you want to survive this recession and prosper once it’s over, here’s what you’ll probably want to do:

Keep advertising, but be careful with your money. Interview each customer to find out exactly how they heard about you. Then adjust your spending to focus dollars on what works. Try coupons for loss leaders that will get vehicles up on your lifts to give you the opportunity for the full inspections you want to perform. Now is not so much the time for institutional advertising. It’s a time to be specific. Make offers that will actually bring a response.

Advertise to your existing customers and accounts. There’s no reason not to send coupons and make special offers to your existing customers. Too many shop owners think they need to extend these specials only to new customers while they give no breaks to existing clientele.

Don’t discount repairs. They are your bread and butter, but do discount services that will bring in new customers and bring back existing ones.

Launch an outside sales campaign. Nothing makes you feel better during times like these than getting out and doing something about it. Go knock on company doors. Every company owns vehicles and has employees who own vehicles. If you aren’t fixing them someone else is. Many times they aren’t happy with their service provider but keep using him because they don’t realize there is another choice. Be the other choice. Get out and make them aware that you exist and can help them. Find out what the competition does for them and offer to do more, do it better, and faster.

When the recession ends keep on doing these things that helped you through it. Now you can make the profits you really deserve.]]> Sat, 23 Apr 2011 02:19:08 +0000 eb160de1de89d9058fcb0b968dbbbd68