By Joe Marconi
In my 40 years as a shop owner, I have battled the age old dilemma: Is it my car count, my customer count or some other reason why some weeks I find it hard to hit my sales goal.
It always comes down to production. Now that's really simplifying it, I know. But, when you look at the numbers, with the right jobs and a balanced schedule, the ARO goes way up and car counts become not as important as we thought.
Another thing to consider, this is not 1995. Cars do not come in 5 to 6 times a year for an Oil Change Service. You are lucky to see some customers every 10,000 miles as they wait for that Oil Change Percentage light on their dashboard to tell them...NOW IT"S OK TO GO TO YOUR REPAIR SHOP. Isn't it funny how so many people will listen to the dash board light, and not you!
Anyway, what are your thoughts. How do you reach your weekly sales goals and what KPI's are important to you?
By Elite Worldwide Inc.
Complimentary Webinar - Handling Staffing and Unemployment Issues During COVID-19
Guidance from Top Employment Experts
We know how difficult it has been for shop owners to navigate through the employment issues that have come with COVID-19, so we decided that we needed to help. Elite has arranged for SESCO Management Consultants, the top experts in HR and Employment Law when it comes to auto repair shops, to hold a special session to help shop owners through the greatest COVID-19 employment challenges.
In light of what the industry is going through, we've arranged for this session to be held free of charge.
Join us next Tuesday (4/7) at 10:00 Pacific Time, and learn:
How to ensure you're complying with the Families First Coronavirus Response Act (Paid Family Leave).
Everything you need to know about employer and employee coverage
The most important considerations when it comes to leave use and pay requirements
How to sort through staffing, unemployment and other operational issues
The answers to any questions you may have Seating is limited, so Click Here to reserve your spot today.
Wishing you the best,
Your Friends at Elite
Twas the Night before Christmas (Mechanic style) Twas the night before Christmas, and all through the service bay, Not an engine was stirring, just old Santa’s sleigh. All the air hoses were hung, by the compressor with care, The mechanics had the day off, I’m the only one there. I was just an apprentice, but wanted to show St. Nick just what I knew, My boss was all for it, said it was OK if I turned a few screws. With visions of being a full time mechanic, dancing in my head I was going to give it my best shot; I’ll fix this old sled. I gave the key a twist,and listened in dismay, That little red hot rod needed service, in such a bad way Then from under the hood there arose such a clatter, That even St. Nick had to ask, “So, what’s the matter?” I flew from the driver’s seat and raised the hood in a flash, Nearly stumbling off my feet, from my quick little dash. The under hood light, glimmered onto the engine below, The fan belt had broken, and a spark plug blew out a hole. It’s something I can handle; I learned this stuff in school, I’ll have this fixed up in no time; it only takes a few tools, I started it up and all eight cylinders were firing away Just a few minor adjustments and he could be on his way That’s when I noticed, his sled was packed full of all sorts of toys… He hadn’t finished his deliveries, to all the girls… and boys. He was dressed all in red, from his head to his foot, And his clothes were all tarnished with ashes and soot Anxious he was, to finish his trip as soon as he could, With my wrenches a flyin’, he knew that he would. It was up to me, to get it fixed this very night, He still had a long way to go, before it was daylight. His eyes, how they twinkled, his dimples, how merry His cheeks were like roses, his nose like a cherry. And the beard on his chin was as white as the snow. I knew it was Christmas Eve, so I couldn’t say no, He had a broad face and a round little belly That shook when he laughed, like a bowl full of jelly. He was chubby and plump, a right jolly old elf, And I laughed when I saw him, in spite of myself. His sled was like new, after the job was all done, Now that it’s fixed, he could get back to his run. He reached into his huge bag, and pulled a box out with a jerk, Said he knew just how to thank me, for all of my hard work, I ripped open the present, and Oh, what a sight! Snap On wrenches and sockets! Boy was he right! As he pulled from the parking lot, he held the throttle to the floor, Just to show off, he passed by the shop, once more, This guy Santa, he’s a little strange, at any rate, He had a name for every cylinder, in his little V8. I could hear him shout, so loud and clear, Naming off each cylinder, as if they could hear. "Now, Dasher! Now, Dancer! Now Prancer and Vixen! On, Comet! On, Cupid! On, Donner and Blitzen! I heard the tires screech, as he caught second gear, Off to deliver those presents, some far, some near. Then, I heard him exclaim, just before he drove out of sight, “Merry Christmas to all, and to all a good night!”
View full article
By Joe Marconi
I have never met a shop owner who didn’t have the desire to be successful. People go into business with dreams of changing the world and to make a positive influence in the industry to which they have dedicated their lives. They’re devoted, sacrifice time away from family and, at times, drive themselves to exhaustion—all in an effort to become the best they can be and make their mark. However, all too often, something happens along the way and the business begins to suffer.
While shops owners may start their business with passion and vision, they tend to create a world in which everything revolves around them. When the business is small, the owner pays careful attention to every detail. Every car is repaired with the highest degree of excellence. Quality time is spent with each customer and a bond is created, which gets stronger and stronger as the years pass.
As the business begins to grow, the owner realizes that the amount of work to be accomplished each day is overwhelming and hires more employees. Everyone is working, but not necessarily with the same culture the owner has. They do their job, but they are not really aligned with the goals and vision of the owner. The shop owner continues to work on his or her skills, learning everything that is needed to run a successful business. After a number of years, the shop owner becomes skilled at running a shop and proficient in nearly every aspect of business, except one: the area of people. And that is when the downward slide begins.
The owner recognizes that, in spite of the dedication to excellence, things are not right. The shop owner has established the goals of the company and put everything in place. Everything is attainable. But it’s not working. Frustration sets in, and it’s not long before the owner begins to complain about the lack of performance and drive from the employees, which is the perceived root of the problem.
Well, the root of the problem is the owner. We all know that running a business is not a walk in the park, but if your business is struggling, you, personally, are struggling. If your people are not performing the way they should, then you are not performing the way you should. Granted, there are employees that are a problem, and if that’s the case, they need to go. But even superstar employees will turn sour under poor leadership.
There are endless issues and problems you encounter each and every day, and some of those problems are out of your control. But, excluding a cataclysmic event, you can trace most of your problems back to you. You are the shop owner, you are the leader. The strength of your business begins and ends with you. Given two equally talented ball teams, the difference between winning and losing is usually leadership.
Employees need to know you care about them. The people you employ have vision and goals, too. Not the same as yours, but real nonetheless. One of your jobs, as leader, is to align their goals with yours.
We throw this leadership term around a lot these days, and for good reason. It’s the most powerful skill you have in terms of getting the results for which you are looking. The horrible truth is there are too many bosses and not enough leaders. Anyone can be a boss. Bosses order people around. And people will follow, but not for the long term. A leader motivates others by understanding what drives the individual. A leader gives credit to others, never seeking gain at the expense of others.
Next time you walk through your shop, pay attention to the mood of your employees. Are your employees laughing and talking to each other? You know, having a little fun at work. Do your employees look to engage in conversation with you, or are their heads buried under the hood of a car as you pass them by? Even worse, does everyone stop talking when you are around? These are signs that your employees are not engaged, which means they are not aligned with the goals and vision of the business, and you are not aligned with theirs.
A leader finds out what’s important to others, and works to help them achieve it. Aligning the goals of the individual with the goals of the company will achieve great things. When employees are respected as people, they become motivated and perform at their best; not because they are told to, but because they want to. This is the highest form of team spirit and becomes your driving force toward success.
This story was originally published by Joe Marconi in Ratchet+Wrench on October 1st, 2018
View full article