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    • By Joe Marconi
      First, let me state that you need to treat every customer as if they are royalty. However, your existing customers have a relationship with you. They trust you and return to you for a number of reasons.
      The key to growing a business is to get NEW customers to return.  Survey after survey shows that customer retention greatly improves with each vehicle visit. So, you need to give your new customers a compelling reason to return.  Plus, you need a marketing plan that reaches out to your customers to keep your business top of mind. 
      What marketing strategies to you have that makes a great impression on new customers and makes them wanting to return?  
    • By Joe Marconi
      One of the lessons from COVID is for repair shops to have a strong cash reserve.  Shop owners need to budget their money each week, and allocate money to different bank accounts, such as payroll, operating expenses, taxes, etc.
      Another account I would recommend is to have a Cash Reserve account, where money is allocating each week, and not touched unless their is a emergency, such as an economic downturn and or if an economic emergency occurs in your area or with your company. 
      While no one could have predicted the affects from COVID 19, I think we can all agree that being cash strong is a viable strategy.
      You should have anywhere from 3 to 6 months of covered expenses in a separate bank account.  I know, I know....it's a lot of money. Start slow and build each week. Anything set aside is better than nothing. 
      Of course, to have a reserve means that you need to have the profit to put away. Right?  Well, another reason to know your numbers, revisit your pricing and make sure your labor rate is enough to support your payroll, operating expenses and have enough left over to set aside money for the unexpected.
      Trust me, you'll be glad you did. 
       
    • By carmcapriotto
      Tim Allbritten, Director, Business Development and Market Research at BG Products
      John Hanighen, CEO at Cloyes Gear and Products
      Paul McCarthy, AASA President. Paul has over 23 years of experience in the automotive industry. Prior to joining MEMA, Paul led the Automotive and Industrial Products Strategy Practice at PricewaterhouseCoopers (PwC). He consulted at dozens of automotive suppliers, eight of the top ten global automakers, and at private equity firms and financial institutions. His past leadership roles include heading PwC Germany’s Automotive Strategy advisory practice and leading global forecasting and analysis for a prominent vehicle forecast service, Autofacts. Paul has an MBA from Duke’s University’s Fuqua School of Business.
      Find Paul’s other episodes HERE.
      Key Talking Points
      It started month 1 of the pandemic  Brand names won’t risk quality  Every day is a new challenge for manufacturers  When is it back to normal? Recast the question “when does it get better?” Improving fill rates and collaboration up and down the supply chain Data planning is essential for forecasting and making better decisions  Allocation- always have the “recipe”  Pricing- packaging costs, inflation, supply/demand, raw material pricing by SKU. More questions are being asked which requires more pricing knowledge and transparency.  Container pricing- $1,500 to 18,000. Airfreight has also increased.  Economic trends- travel is increasing It’s a demand problem not a supply chain problem- it is a good problem, heavy dependence on the automotive industry.  Connect with the show:
      Aftermarket Radio Network
      Subscribe on YouTube
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      Buy me a coffee
      Important Books
      Check out today's partners:
           
      This episode is brought to you by AAPEX, the Automotive Aftermarket Products Expo. AAPEX represents the $740 billion global automotive aftermarket industry and has everything you need to stay ahead of the curve.  AAPEX 2021 is in the record books and lived up to presenting leading-technical and business management training from some of the industry’s best and brightest. Now set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever.

      This episode is brought to you by Shop-Ware Shop Management. It’s time to run your business at its fullest potential with the industry’s leading technology. Shop-Ware Shop Management will increase your efficiency with lightning-fast workflows, help your staff capture more sales every day, and create very happy customers who promote your business. Shops running Shop-Ware have More Time and generate More Profit—join them! Schedule a free live demonstration and find out how 30 minutes can transform your shop at getshopware.com/carm
                   
      Click to go to the Podcast on Remarkable Results Radio
    • By carmcapriotto
      Bob Cooper, Founder/President of Elite Worldwide Inc. A native Ohioan, Bob started his career as a technician in a struggling, Cleveland Ohio shop that he later purchased and build into one of the most successful shops in America. As a successful shop owner and experienced drag racer, in Cleveland, he started a second business and began doing performance driveline work for many of the nation’s top fuel racers. It wasn’t long after he and his family sold their Cleveland home and businesses, loaded up their race car, and moved to southern California where he developed shops that gained national recognition.
      Having a passion to help other shop owners, in 1990 he founded Elite; the industry leader in helping shop owners build more profitable, successful businesses, that allow them to reach their personal goals, and elevate the industry at the same time. Bob was one of the first to predict the dealership's plan to target the service business, he predicted the trend toward maintenance, the explosive growth in remanufactured components, and the trend in leasing. He is also the creator of the most commonly used sales procedures used by the top service advisors in America.
      He has been nominated for entry into “Who’s Who in American Business”, he is a member of the prestigious National Speakers Association, he is recognized as one of the nation’s leading authorities on both personal and career success, and he is committed to the principle of never putting money ahead of people. In addition to speaking at many of the major industry events, he has spoken worldwide to many Fortune 500 companies, private banking groups, universities and the United States Army.
      Listen to Bob's other episodes HERE
      Key Talking Points
      Why we all need to have clearly defined goals- establish your goals for the next year. Only 3% have defined goals. People that have goals are happier, healthier, and live longer lives. They earn on average twice the income vs the people who don’t have goals. Most people don't know what they don't know- 97% of people talk about their day-to-day lives and don’t talk about goals. People also don’t know how to set goals, fear of failure and fear of rejection.  We are born with 2 genetic fears- falling and fear of loud noises, all other fears are developed fears. Many are faced with a fear of public speaking, which is a developed fear as well.   Was the day successful or not successful with reaching goals Short-term goals are not used for economic gain- the purpose is to change the behavior of people. Make yourself wonder what you could do differently to reach the goal next time. Short-term goals should be daily goals. In order for short-term goals to effectively influence behavior, they only need to be reached 51% of the time. Monthly goals- the problem is you’re only rewarded for hitting that goal once every 30 days. You also risk slowing down if reaching the goal early or giving up if not close to hitting goal.  Increasing sales 15% - set daily sale goals and daily car count goals, always make sure they are tracked in descending not ascending way. If your goal is $5,000 for the day and you sell $1,500, draw a line through $5,000 and rewrite $3,500. It is a new adjusted goal. Goals should always be in front of you instead of what you’ve accomplished.  Write your core beliefs, what are the things that are most important to you? 8-10 core beliefs. Look at it 2-3 days later and constantly work on it for the next month. You cant set effective goals if you don’t first know who you are as a person. Share your goals with a spouse/someone who fully supports you, find the common goals together. “Give up goals” can be shared with everyone.   Hiring employees is like getting married. Getting married is easy, staying married is hard. Don’t let your employee “fall out of love” with what they are doing. Don’t be afraid to set breathtaking goals, realistic goals for short-term and mid-term goals. Long-term goals should be life-changing/inspiring. “Given the difference in creativity and intelligence, I will always opt for creativity. Because anything mankind can imagine, mankind can create.” Albert Einstein Goal Setting Checklist found 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:
      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.

      Click to go to the Podcast on Remarkable Results Radio
    • By carmcapriotto
      Darrin Barney, Barney Brother's Off Road and Repair, Grand Junction CO. Darrin’s automotive journey began as a child working with his father on repairing and maintaining cars at the family garage. But the big turning point came when he turned 14 and his parents got him his first jeep. It was then that he realized that to keep it running he had to maintain it and take care of it. In 2003, he started his own auto repair and 4X4 business with the core business philosophy of treating every customer like a personal friend and creating the best customer experience possible. Darrin’s shop has grown to one of the biggest independently owned auto repair facilities in the state of Colorado. Darrin also has a passion for continuing education. In 2017 he was one of the first classes to graduate with his AMAM (Accredited Master Automotive Management) from the AMI. He is a current Board Member for ASA Colorado and recently became responsible for bringing the customer service piece of automotive training to his hometown in Grand Junction, Colorado. He is active in the aftermarket accessory industry and is a member of the LTAA (Light Truck Accessory Alliance), APPEX and SEMA. Darrin is a Certified High Performance Coach and enjoys helping others find success and happiness in their lives. 
      Key Talking Points
      Superstars interview YOU- they don’t want a job, they want a career/opportunity. They should ask you: what is your 5-year plan? 10? Succession plan?  Your A tech is probably working somewhere else. They will leave for a better opportunity, it’s not all about money.  People leave people not companies Getting close to your employees- don’t be a sniper manager, be involved and interact.  “50, 25, 25”- 50% the owner interviews employee, 25% the employee will review company, 25% the employee will interview the owner Most shop owners are technicians that think they could do better- but they are still a technician at heart. Growing from a technician to a business owner is crucial and often missed.  Do you know where your company is going? Dream and rewrite your mission statement.  Guiding principals- all the pieces that get the mission statement done. Get your team involved. Compensation plans- competitive wages, opportunistic income (above the base pay), take-home benefits (health insurance, retirement), continuing training Employee retention- live your mission statement, 10-minute team huddles to create unity and teamwork, never start your day on a sour note (no complaining) 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 visiting 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


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