By Joe Marconi
Most of you probably already know what I am about to say: The Service Advisor position is the most crucial position in the shop. I know, I know, what about the mechanical work done by the techs? Well, that's important too, of course.
For the most part, customers spend their hard-earned money and most of time don't really know or see what was done to their car. Let's face it, the customer can't see the water pump or T-belt. And most of the time, the customer does not feel any difference with the car as they drive out of your parking lot.
What the customer does see (or experience) is how she was treated. And that makes all the difference in the world.
Plus, great service advisors also motivate the technicians, because great advisors are also great leaders of people.
Think about this...Six months from now, your customer will not remember the fuel injection relay or the mass air sensor that was replaced....but she WILL remember how she was treated.
And trust me, that OE-quality fuel injection relay install by a certified A-level Master tech using Snap On tools and a Launch Scanner IS NOT the reason WHY your customers return to you....She returns because of the level of service your provide.
I currently employ a mechanic and friend who has been with me for about 20 years. He was formerly a transmission rebuilder, but we have switched to mostly reman units and have no need for a rebuilder. His pay has remained the same despite his value declining. I am currently paying him roughly $100,000 a year. The problem i'm having is that his skill set is not near that pay level anymore. He does light diagnostic and basic managerial work, but I am not confident enough for him to run the shop for more than an hour. With the current state of the industry our numbers have gone down a bit over the last two years. While still being profitable, I can't help but think about the extra income that would be available by terminating this employee, I just dont know how to do it. Any advice on how to do this? I like him as a person and have known him a very long time, but I feel his is paid about twice as much as he is worth. Any help wouldbe greatly appreciated.
By Joe Marconi
What’s wrong with my employees? Why don’t they do what I ask of them? It’s the same thing every day. I say one thing, they do another. It seems as if I am the only person who knows what to do around here.
Does any of this sound familiar? Have you said these words, or a variation of these words, from time to time? If so, you’re not alone. Getting people to follow policy or a new marketing strategy sometimes feels as if you are trying to move the earth off its axis.
People in high levels of authority are well-aware of the need to get things done. Each member of their team plays an integral part in the success or failure of the organization. In your shop, you are the authority: you are the shop owner. You know that the responsibility of attaining success directly rests on your shoulders. This is a weight you carry around with you each day.
Eventually, if your efforts don't attain the results you need to run a successful business, you begin to look around to find out what’s causing the problem. And the tendency is to assign blame. All too often, you find that your employees are not all pulling in the same direction. And you determine that this is the cause of your problems. The following may not sit well with you, but if most of your employees are not engaged and not performing up to your expectations, it’s probably not their fault. You need to take a long hard look in the mirror. The fault may lie with management, and that means you.
Assigning blame is destructive. It keeps our focus directed in the wrong areas. This is not to say we can never have a bad employee. But, if we focus on seeking blame, we are directing our attention from where our focus should be; and that’s accepting the responsibility to correct what’s happening and make the necessary changes.
In order to really get things done and achieve personal success and the personal success of your employees, it takes the cooperation of each team member. Getting people to work as a unified team involves commitment, not compliance. Compliance is demanding people to do something. And they will—but only up to a certain point and only for a certain period of time. What you need from your employees is not compliance; you need commitment.
Surveys have shown that the majority of employees in most businesses are not engaged at work and the primary reason is that most employees don’t know the overall goals and vision of the company. And they also don’t know what’s expected of them. Employees are largely left to react to their situations during the day; never really having a clear understanding of how their role contributes to their success and the success of the company.
A business team is no different than a sports team. Every member needs to know the objective and goals. Imagine the coach of a football team who does not let the quarterback—or the other players— know what the play is? He simply tells the players to get out on the field and perform. After all, the players are well-trained, highly capable and all professionals. Shouldn’t they know what to do to win? And when they fail to win, the coach ends up blaming the players. Is this a ridiculous analogy? It may be, but this is what happens every day in shops across the country.
Your best employees don’t want to fail. They don’t intentionally ignore what you want from them. It’s more likely that they really may not know what you expect from them. Employees need to know exactly what is expected of them and they need to be motivated and inspired to perform their best. However, the only way your employees can perform at their best is for each of them to know what the company goals are. In other words, what is our overall objective and how we, as a team, are going to achieve it.
Each employee also needs to know that when the business wins, they do, too. When employees realize that achieving the company goals is also aligned with achieving their personal goals, you have commitment. And commitment equates to success.
Communicate the goals of the company often. Communicate what success looks like and how we are going to attain it. Create a workplace where the goals of the individual are aligned with the goals of the company. If things get off track, just look in the mirror. If you want to blame someone, you might want to start with yourself.
This story was originally published by Joe Marconi in Ratchet+Wrench on December 3rd, 2019
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By Elite Worldwide Inc.
By Bob Cooper
When it comes to keeping your employees operating at peak performance, I am sure you will agree that training is critical. Accordingly, I felt it would be appropriate for me to provide you with what Elite feels to be the most important considerations when it comes to training your team.
First of all, here in the U.S. both physicians and attorneys are required to participate in continued education, and I feel your team members should be required as well. It is for this reason that I would strongly encourage you to have a policy in place that mandates that as a condition of ongoing employment, each year your technicians will need to complete (as an example) at least 40 hours of training, and your advisors will need to complete at least 8 hours of training. In all cases, the training will need to be company approved.
Secondly, as we all know, there is no one right answer for who pays for the training, but you may want to consider this. As soon as the employee has completed their training, they have benefited, because they are now more knowledgeable. On the other hand, as the owner of the shop, you will not benefit (economically) until your employee has applied their new-found knowledge, and the application has increased their productivity. I am sure you will agree, these two reasons alone suggest that an employee should invest in their own training. Additionally, when someone has their own dollars invested in any type of training, they will take it much more seriously.
Accordingly, you may want to consider having the employee pay a percentage of the cost of the training, and letting them know that if they are still employed with you XX months later, you will then reimburse them for their contribution. If they are cash strapped, you can always do a payroll deduction spread out over 2-3 pay periods.
If you find you have to sell your employees on participating in such classes, you will ultimately discover it’s due to one of two reasons. One, they don’t see the value in such courses, and if you discover this to be the case, you may find that they have taken courses in the past that were sub-par, and they lost interest. In such cases you need to sell them on how you select the courses, and/or have them participate in the selection process. On the other hand, if you find you have an employee that has little or no interest, or if they suggest there is nothing left that they can learn, then clearly you have the wrong employee.
Whether or not they are paid for their time taking the courses is subject to state laws, and to your discretion. Just bear in mind that the only thing worse than training an employee and having them leave, is not training them, and having them stay.
Since 1990, Bob Cooper has been the president of Elite (www.EliteWorldwide.com), a company that strives to help shop owners reach their goals and live happier lives, while elevating the industry at the same time. The company offers the industry’s #1 peer group of 90 successful shop owners, training and coaching from top shop owners, service advisor training, along with online and in-class sales, marketing and shop management courses. You can contact Elite at [email protected], or by calling 800-204-3548.
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Whether or not we realize it, each shop has a similar workflow process. Like many areas of life, we think that we are all unique in our business strategy. However, reality is we are all very similar, our differences lie in management styles. Our attitude and approach, from employees and customers, defines how we achieve success.
Check In Inspection Estimate Building Customer Authorization Work In Progress Completion Follow Up The process, is often hijacked by two elements. The first element is service center employee(s) and their attitude(s) and the second element is the software your business uses.
Your employees are your team, and that’s exactly the best way to approach your business. When you look at employees as team members and not as just “the new guy/girl” or “Jack the mechanic who never combs his hair”... everyone’s attitude begins to change.
Being a part of a team is a mindset that everyone ‘shares in the responsibility’, everyone is accountable for their role and if one person fails… everyone has failed. This mindset is used to build all types of companies, some of which end up being valued into the billions of dollars. Teams help each other pick up the slack and work with one another to get through personal and professional barriers.
The most important thing to remember about the team, is that everyone can have a bad day, week, month or even months. We are all human and too often we forget everyone is going through something. The team element opens the door to communication among the facility and if people are comfortable enough to communicate, they are open to moving past whatever ails them. We are all too quick to give up on someone we have invested an immense amount of time and energy training to our standards. With the right team, dedication is matched on all ends, resulting in happy customers that not only return... they refer. Which lowers acquisition costs and keeps business growth healthy.
You can read more about team building here and we also encourage you to search for ideas on team building and how to achieve the optimal team at your auto repair facility.
This article originally published in CAR's News Section
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By Joe Marconi
Legendary College basketball coach John Wooden, would always preach to his players that it’s the details of the game that matters most. That worrying about the score was futile if the execution and the details of the game were not performed with consistency and to the best of everyone’s abilities. In other words, the score will take care of itself and the wins will come if every detail of the game is consistently executed properly.
In the shop environment, only worrying about getting the car done, without performing all the steps properly will lead to an eventual breakdown in your workflow system. It will lead to higher comebacks, lower profits and poor customer satisfaction.
To have a properly working workflow system, that minimizes comebacks, improves overall quality and improves customer satisfaction, requires paying attention to the details of the workflow process in a consistent manner.
Is the customer write up process done properly each time? Are the technicians following the workflow process and every checklist done properly every time? Are the technicians short-cutting the process in an attempt to book hours? And, perhaps the main killer of the shop environment and workflow: a sloppy shop.
Yes, a sloppy shop leads to a breakdown in the system. Disorder in the shop equals disorder in the workflow, which equals increased comebacks, increased chances of people getting hurt, unhappy customers and lower profits. Time is wasted finding tools and equipment. People tend not to care enough about the condition of the customer’s car because the shop does not put an emphasis on neatness and order in the shop. Cars will leave with grease marks, dirty floor mats and job details forgotten.
The first step in any process is the shop environment and that means shop organization. You cannot have an efficient workflow until you have shop order. Everyone must be held accountable for keeping order. And it starts with the tech’s work space.
Want to improve production, profits and customer satisfaction? Pay attention to the details, focus on quality, create a well-defined workflow process and maintain order in the shop.