carmcapriotto

https://www.youtube.com/watch?v=5UTRVy2s2tY Guest host, Mitch Schneider, Mitch's World and "Misfire the Book” Mitch will speak to the 5 levels of knowledge and concentrates on the 5th; “You Don’t Want to Know What You Don’t Know”. Mitch's previous episodes HERE Virtual shop tour with John Constantin, Bison Fleet Specialists, Buffalo, NY. John's previous episodes HERE Weekly episode updates Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. By always innovating, Dorman has led the way in growing the aftermarket. Here you will see a few examples of a Dorman OE Fix. An OE FIX is a Dorman repair solution you can’t get from the original equipment manufacturer. It means they found a situation where they believe the OEM wasn’t giving repair professionals what they wanted, so we fixed it. Everything Dorman does is centered around providing customer value, both in the quality of products, and the creativity of solutions. Our engineers and designers go out of their way to save repair technicians time and save vehicle owners money. Want to really go under the hood? Take the Dorman Virtual Tour at www.DormanProducts.com/TourClick to go to the Podcast on Remarkable Results Radio

Sara Fraser is a millennial who has a love for life, travel, and connecting with other humans! She has over 15 years of retail management experience, the last 6 of them as an office manager for a used car sales and service center. To bring her customer service, marketing, and business knowledge to the automotive industry she has recently joined the team at Haas Performance Consulting. Sara loves helping others grow and succeed and is excited to share her expertise on management and social media, her views on how and why the younger generations think and act, and how to work and manage a business within a multi-generational workforce. When she isn’t working Sara spends her time traveling, attending theatrical productions, music festivals, concerts, advocating for human and animal rights, celebrating life in general and connecting with other people from all over the world. Look for Sara’s previous episodes HERE. Bill Haas, AAM, is the owner of Haas performance consulting LLC, with 40 years of experience in the automotive service and repair industry. Clients have access to Bill’s solution-based focus, expertise, unique perspectives and in-depth knowledge of the industry. Bill began his career working part-time at a full-service gasoline station in Appleton, Wisconsin. His career includes time as a technician, shop owner, technical trainer and on the staff of the automotive industry’s oldest and largest association representing automotive service and collision repair businesses. While at the association Bill had the opportunity to work with all segments of the industry. His knowledge of the industry has been shared on many occasions as he has been invited to speak at numerous industry events as well as providing testimony at hearings of the US Congress and several state legislatures on important legislation and regulation affecting the automotive industry. Bill received the Accredited Automotive Manager (AAM) credential from the automotive management institute in 1996 and has been a member of the automotive management institute’s faculty since 2002. Bill is also the business manager for NACAT, the North American Council of Automotive Teachers. His services include business management seminar development and delivery, keynote presentations, business consulting, performance coaching, and strategic planning facilitation. Listen to Bill’s previous episodes HERE. Key Talking Points Boomer’s Perspective Show up, shut up, get to work Hard work means long hours Why is this taking you so long? Move out of the way, I will do it myself I will let you know when you do anything wrong The best employee will be just like me. Millennial Perspective: I want to tell you about my weekend or night and hear about yours Don’t do my job for me, it tells me you don’t think I know what I am doing or am incapable I want to know what the business contributes to and donates to and supports in the community- does it have eco-friendly practices in place I want to be paid enough and fairly I want to be treated fairly regardless of gender, race, sexual orientation etc. I want a strong leader, to guide but not do the work for me I want a comfortable and safe working environment I don’t need a ton of supervision but like to be occasionally checked in on I want flexible hours, and want to make enough money without working overtime I want my voice, opinions, suggestions, to be heard and at least considered I want to be part of the team- working together and building each other up, no competition amongst the employees Boomers and Millennials Together Don’t judge what each other what they’re doing, judge what they’ve done/produced- are they meeting deadlines? Getting work done? Meeting expectations? Millennials want constant feedback and review, let them know when they do well and poorly- boomers never had constant reassurance and might not know how to give that feedback and how important it is. There are many things to be thankful for, make sure you voice it. Seeing someone struggling- boomers take over instead of teaching the employee and using it as a learning experience. Delegate jobs and tasks. Happy and healthy business culture is more important than an increased dollar amount somewhere else. Giving unhappy employees more money is a short-term fix that wears off. “Hard work is long hours” for boomers, work hours to millennials can be condensed down. “Nothing is more important to me than my job” Boomers vs “There are things more important than my job.” Millennials Boomers will complain about an employee’s shortcomings to everyone except the employee which will bring down the business culture. Millennials want to have conversations about issues and the leader should initiate teaching moments. Is the employee the problem or is the owner not setting clear expectations and training properly? Thanks to Sara Fraser and Bill Haas for their contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee 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. The Virtual AAPEX Experience 2020 is in the record books. Virtual AAPEX lived up to presenting leading-technical and business management training from some of the industry’s best and brightest. Now set your sights on the homecoming in Las Vegas in 2021. Mark your calendar now … November 2-4, 2021, 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

https://youtu.be/Hy-g7JKTihI Chris Chesney is the former director of Customer Training for Carquest Technical Institute. He is also a NASTF Board Member. Visit Chris’s previous episodes HERE. Jay Huh, CarMedix, Durham, NC. Jay started his business in his home garage in 2015. He didn’t have any mechanical experience but felt there was a need for an honest affordable mechanic shop. Fast forward to 2021, CarMedix has grown into a 10 bay facility and did over $1 million in sales last yr and tracking over $1.5 million this year Brad Pellman, Pellman’s Automotive, Boulder, CO. Brad first started working in the automotive industry at the age of 15 and over his career has held a wide variety of jobs at both dealerships and independent repair shops. In 1995 this dream of owning his own shop became a reality when he opened up Pellman’s Automotive in Boulder, CO with his wife, Lisa. Brad is ASE master certified and AAM designated as well. He is currently on the Board of Directors for ASE and ASA Colorado, with past board involvement with CCPN and the TECHNET Automotive Council. He has had the added privilege of being designated as one of the Motor Age Top shops in the country. And hopes to continue to raise the awareness and importance of Independent automotive repair across the country. Brad’s previous episodes HERE. Scott Brown, Cardinal Plaza Shell, Springfield, VA. The second-generation owner of Cardinal Plaza Shell, a 2,700 square feet, 5 bay independent repair shop and LEVEL 5 Solutions, an automotive technology company. Celebrated 50 years in business during 2019. Scott is a Member & Past President of Virginia Automotive Association, Member of Car Care Professional Network through the ACA. and founding partner of the Blue Ocean Buying Group for independent repair shops. Listen to Scott’s previous episodes HERE Key Talking Points What was the most rewarding experience in your career? Had already started scaling a virtual studio prior to COVID 19 shutdown and was able to launch virtual classrooms. How did you start your Allstar network of surrounding people? Connected with people through internet groups at first. Listened intently to people’s attitudes and passions. Advice- pay it forward, remember the basics, be servants in the industry for others How important is it to have personal relationships? Businesses grow through personal relationships. Don’t be worried about hurting someone’s feelings or being transparent when times are tough. Technology changes but you always have 24 hours in a day. Do the right things at the right time- manage that time well. Do you have any regrets? Ideas that weren’t put into action but if you sit long enough you’ll find regrets, don’t sit on them. Service ready shop- specialization is necessary for the future. The challenge is the critical need to ensure the technicians have the skills to be able to solve problems. Competency. Technician shortage- creating a specialist/career path for the younger generation. Hold people to standard with training. Create a personal relationship with vocational school instructors and offer support. Offer to tell your story of how you started in the industry. Invest in the people you already have- growing with skills that meet your business model. Erosion of technicians- is this all there is? Is this all I’ll ever do and be? Are you charging enough so you can pay your employees what they are worth? Full EV disruption- CTI has created EV content for training (virtual and hands on), EV is a disruptor but where? Market location, and how you prepared prior (first Prius is 20 years old). Challenges- EV doesn’t only mean battery electric vehicles, most will be hybrid. Infrastructure issues for charging and hydrogen. What’s next for Chris Chesney? He isn’t leaving the industry A special thanks to Chris Chesney for his contribution to the aftermarket. Books Page HERE Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes. Facebook Twitter LinkedIn Instagram Youtube Email Mobile Listening APP’s HERE Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy Carm a Cup of Coffee 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 Are you seeing auto shops in your area get hundreds of 5-star Google reviews and are you feeling left behind because your shop only has a few? Hey look, Broadly is your answer to getting more online reviews. With more reviews, your business will rank higher in search results — and that means more customers coming into your shop every day. Broadly helps you automatically request reviews so that your customers can promote your business with just one click. When you immediately ask for a review after service, when the experience is still fresh in their mind, you’re more likely to get a 5-star positive review. Plus, asking for feedback makes your customer feel valued and more connected to your business. Isn’t that what you want a connected customer? See how Broadly can help grow your auto shop. Visit www.getbroadly.com/chat to learn more.Click to go to the Podcast on Remarkable Results Radio

The future of the aftermarket depends on having an apprentice program at every shop in North America. The more you know and hear apprentice stories, the closer you are to start you own. Link HERE to all apprentice episodes. The Panel: Garrett Geisler, Shop Foreman, Dynamic Automotive, MD Ricky Shontere, Apprentice Graduate, Technician, Dynamic Automotive, MD Dwayne Myers is a partner in Dynamic Automotive in the greater Maryland area. Dwayne invests time in the industry with the Auto Care Association and serves on the education committee with CCPN (Car Care Professional Network). Dwayne was recently honored as one of only 17 outstanding individuals that qualified for the prestigious 2017 World Class Technician Award presented by The Auto Care Association and ASE. He is very passionate about hiring and sustaining a strong and engaged team. Listen to Dwayne’s previous episodes HERE. Key Talking Points Create the environment you desire- businesses don’t run themselves, people (leaders) run businesses. You don’t always get what you want, but you always get what you choose. Are you choosing to be in the weeds of business every day or do you want your business to run without you? Determine what you value and your culture will follow. Transitions in the business- be an owner, you hired employees to do a job so let them. Train them well so they can leave, but treat them so well that they don’t want to. Don’t micromanage. What I’ve learned- learn from everyone no matter what their status or level is. Everyone learns based on their experience, knowledge, and skill. Allow people to grow, owners are often the biggest obstacle. Think about the vision, cast the vision, and let your employees make the vision. lifted burdens- watch people grow from where they are to where they want to be. Don’t create more work for you as an owner, grow employees. Employees who lead- should be taught the responsibility they have of leadership no matter their position. They will continue to grow. Your business is only as strong as the weakest employee. They need to reflect your values. Your responsibility as an owner- coachability, valuing people, mentors, communicating vision Leadershift- based on the 15 laws of growth written by John Maxwell. 15-week course for employees of businesses. Grow employees in their current roles. Owners choose who their leaders will be based on current behavior. Leadership is learned, everyone has the ability. Thanks to Garrett Geisler, Ricky Shontere, and Dwayne Myers for their contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP's HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter LinkedIn Instagram Youtube Email Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee NAPA Autotech Training helps your technicians keep their skills sharp and their NAPA Know How up to date. It’s the highest quality technical training that covers almost every vehicle system and every make and model. NAPA Autotech is presented by experienced instructors who are ASE master certified technicians. Even after a class is over, techs can access course information online with ClassPass. So when questions come up later they can get the answers. AutoCare Center owners who have taken advantage of Autotech Training say that well-trained technicians are helping to increase their shop’s repair capability and raise bay productivity. That results in fewer comebacks, more satisfied shop customers, and reduced technician turnover. Learn more about NAPA AutoCare and the benefits of being part of the NAPA family by visiting www.NAPAAutoCare.com.Click to go to the Podcast on Remarkable Results Radio

Advancing the Aftermarket. We have amazingly smart people in our industry. If anyone would ever say that the independent automotive aftermarket is made up of car fix hobbyists who just want to fix cars, partially true but you and I know better we are working hard to run great businesses, employ top people and keep the transportation needs of our customers safe and reliable. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee Click to go to the Podcast on Remarkable Results Radio

Guest host, Sam Craven, The Garagisti, Houston, TX. Sam shares his thoughts on culture, measures, and customers. Sam's previous episodes HERE. Virtual shop tour with Lee Forman of Dynamic Automotive, New Market, MD. Lee's previous episodes HERE Weekly episode updates Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. By always innovating, Dorman has led the way in growing the aftermarket. Here you will see a few examples of a Dorman OE Fix. An OE FIX is a Dorman repair solution you can’t get from the original equipment manufacturer. It means they found a situation where they believe the OEM wasn’t giving repair professionals what they wanted, so we fixed it. Everything Dorman does is centered around providing customer value, both in the quality of products, and the creativity of solutions. Our engineers and designers go out of their way to save repair technicians time and save vehicle owners money. Want to really go under the hood? Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

Christina Modesti began her career path in retail sales, management, marketing and advertising in the totally awesome 80's. With a passion for entrepreneurship, Christina bootstrapped her way to success by becoming a pioneer in the new (and virtually uncharted) territory of eCommerce selling her handmade products around the globe. Working in many different industries since then, Christina has spent the past 13 years as the Marketing Strategist & Director for Modesti's Car Care Center helping them expand their brand both online and offline. As trends in technology come and go, Christina has always stayed on the cutting-edge of digital marketing by continuously updating and refining her skills. Now, she helps other businesses reach their full potential using today's most effective strategies in marketing and advertising. Christina brings her heart-centered work ethic, outstanding customer service skills and decades of experience to every client relationship so you can maximize your impact in the marketplace and explode the growth of your business! Key Talking Points iOS 14 changes; why it’s not all gloom and doom for advertisers- disagreement over who owns the information. Opportunity when login and refresh apps - pop up screen to provide permission for “tracking.” Most people opt out but the information is still there. Every advertiser is being affected equally. Opting in allows you to see ads more relevant to your interests. Facebook tracking- every click, video watch, and comments are all collected How FB ads complement direct mail campaigns (different audiences, direct vs indirect advertising) Magnetic Ad creative that converts- ads that don't look like ads, still personal photos with action involved, videos with motion (raw videos that are candid can capture people even more, audience can relate to it). Creates trust with customers prior to meeting in person. COVID 19- the attitude of being essential should never be over Lead Gen strategy that works: Copy/Video that tells a story to a cold audience combined with retargeting a warm audience with a killer offer Target ideal customers - get specific on who you serve. Run campaigns to owners of certain makes/models of vehicles, people with certain interests (dog lovers, business professionals), target people’s birthdays. Don't BOOST posts from your FB business page! Little to no results, no data collected, limited on your target audience. Use your ad dollars on the ads manager section. Types of ads that work well for local businesses: Brand Awareness (provide value or information with no call to action; get to know us, meet the team, behind the scenes, customer testimonials, tip of the day). Deals/Offers (general coupon/discount, specific services/products, etc.) DYI marketing campaigns- is it the best use of your time? Should you hire? Google ads: the modern-day yellow pages, the best use for people in the moment of need. Thanks to Christina Modesti for her contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee 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. The Virtual AAPEX Experience 2020 is in the record books. Virtual AAPEX lived up to presenting leading-technical and business management training from some of the industry’s best and brightest. Now set your sights on the homecoming in Las Vegas in 2021. Mark your calendar now … November 2-4, 2021, 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

Hunt Demarest, CPA Paar-Melis. Hunt is Accredited in Business Valuation and a licensed Certified Public Accountant that has been with the firm since 2006. He specializes in business taxes, valuations, and does consult work with our clients all across the country. When he’s not in the office, Hunt enjoys spending time with his family, golfing, working on and racing his cars. Look for Hunt’s other episodes HERE. Brian Bates, the owner of Eagle Automotive Service, 5 locations, bought the neighborhood shop in Columbine Hills back in 2004 as a way to serve the community by offering quality repairs and services while living out his dream of running his own business. Brian has served as a President of the local NAPA Autocare Business Development group, served on the national AutoCare council with the president and directors of NAPA Auto Parts, and is proud of his team’s achievements in becoming an AAA auto repair certified and holding a BBB A+ rating since the inception of the grading system in 2007. Listen to Brian’s previous episodes HERE Joe Hanson owns Gordie’s Garage. Joe has attended Management Success, NAPA training, Lawrence Tech University and most recently he is a member of the RLO 20 Group 13. He has earned his ASE C1: Automobile Service Consultant Certification. Under his father’s leadership, he has seen what it really takes to make a business like this work. Listen to Joe’s Episodes HERE. Key Talking Points Value your business before you sell or begin to think about selling- need to figure out value today so that you know what to do to change the value of the business in the future. Find an objective process to value your business before you start talking to a seller. Use an objective third party to negotiate with buyer and seller- CPA/accountant/business valuators. “Higher than what you want to pay and lower than what you want to sell.” Work together instead of against. The best tool to evaluate/estimate what a shop is worth- multiple of net income, what does it make at foundation over 3-5 years? Multiply 2.5-3X SDE- seller discretionary earnings, do you add it back in? If the owner is an integral part of the organizaion (owner and service advisor/technician etc) then you can’t justify adding back payroll. Financial forecast- creating a roadmap for bank/SBA, prepare financials, marketing campaigns, write assumptions for expenses The end game isn’t closing on the business, it is succeeding in new business Know your buyer- price is important but the representation of price is where the value is Key advantages- finding out what motivation of the seller, most time it is about legacy and wellbeing for employees and customers. Trust and transparency with both parties Take emotion out- need to be in a logical state of mind, you are purchasing and selling an asset Growing after purchasing- as an owner, business, and employees Support during venture- at home, professional network as you go through all the ups and downs. Learn from other people’s successes and failures. A special thanks to Hunt Demarest, Brian Bates and Joe Hanson for their contribution to the aftermarket. Books Page HERE Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes. Facebook Twitter LinkedIn Instagram Youtube Email Mobile Listening APP’s HERE Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy Carm a Cup of Coffee 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 Are you seeing auto shops in your area get hundreds of 5-star Google reviews and are you feeling left behind because your shop only has a few? Hey look, Broadly is your answer to getting more online reviews. With more reviews, your business will rank higher in search results — and that means more customers coming into your shop every day. Broadly helps you automatically request reviews so that your customers can promote your business with just one click. When you immediately ask for a review after service, when the experience is still fresh in their mind, you’re more likely to get a 5-star positive review. Plus, asking for feedback makes your customer feel valued and more connected to your business. Isn’t that what you want a connected customer? See how Broadly can help grow your auto shop. Visit www.getbroadly.com/chat to learn more. Click to go to the Podcast on Remarkable Results Radio

Mike Davidson is passionate about growing as a leader and helping others achieve a better life through leadership. He believes that your growth is the only guarantee for a better tomorrow. Mike began his automotive career in 1984 as a car detailer at a GMC dealership. He started working in independent shops in 1992 and opened Parkway Automotive in 1998. He joined RLO Connor’s Bottom-Line Impact Group in 1999 and graduated from the Automotive Management Institute in 2000. Mike was voted Arkansas’ NAPA/ASE Technician of the Year from 2001 to 2008, joined Elite Pro Service Peer Group in 2008, and continues to be an active member. He has been a business coach for Elite Worldwide, a published author, and a presenter at multiple conferences across the United States. He created a live interview seminar called Hiring for Keeps in 2013 and developed an automotive apprentice program approved by the United States Department of Labor in 2016. As a John Maxwell, certified speaker, trainer, and coach, Mike has developed a training program to assist shop owners to develop leaders within their organization. He is married with four grown children, resides in Alexander, Arkansas, and is a member of The Bible Church of Little Rock, where he has served as an elder, a deacon, and a Children’s Ministry Director. You can reach Mike at [email protected] Listen to Mike’s other episodes HERE. https://www.leadershiplane.net/ Key Talking Points Create the environment you desire- businesses don’t run themselves, people (leaders) run businesses without you. You don’t always get what you want, but you get what you choose. Are you choosing to be in the weeds of business every day or do you want your business to run without you? Determine what you value and what your culture will follow. Transitions in the business- be an owner, you hired employees to do a job so let them. Train them well so they can leave, but treat them so well that they don’t want to. Don’t micromanage. What I’ve learned- learn from everyone no matter what their status or level is. Everyone learns based on their experience, knowledge, and skill. Allow people to grow, owners are often the biggest obstacle. Think about the vision, cast the vision, and let your employees make the vision. lifted burdens- watch people grow from where they are to where they want to be. Don’t create more work for you as an owner, grow employees. Employees who lead- should be taught the responsibility they have of leadership no matter their position. They will continue to grow. Your business is only as strong as the weakest employee. They need to reflect your values. Your responsibility as an owner- coachability, valuing people, mentors, communicating vision Leadershift- based on the 15 laws of growth written by John Maxwell. 15-week course for employees of businesses. Grow employees in their current roles. Owners choose who their leaders will be based on current behavior. Leadership is learned, everyone has the ability. Thanks to Mike Davidson for his contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP's HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter LinkedIn Instagram Youtube Email Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee Gold Certification recognizes top tier NAPA AutoCares with a high level of participation in the AutoCare program. The program was built by AutoCare Centers for AutoCare Centers to provide a consistent consumer experience, maximize technology leverage, and reward NAPA’s most committed partners. In other words, Gold Certified AutoCare Centers are the standard bearers for the AutoCare brand nationwide. Simply put, the Gold Certified NAPA AutoCare program, powered by your local shop brand, will separate you from the rest helping you boost your bay counts and your average repair orders. Learn more about NAPA AutoCare, Gold Certification, and the hundreds of other benefits the NAPA family has to offer by talking with your servicing NAPA store or visiting www.NAPAAutoCare.com. Click to go to the Podcast on Remarkable Results Radio

Guest host Rob Merwin from Aftermarket Matters will share news on the number of shops that closed as a result of Covid-19 and the advance of mobile repair. Charlie Marcotte from American Pride in Virginia gives you a tour of his four shops. He stresses processes, systems, and sameness between all facilities. Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. By always innovating, Dorman has led the way in growing the aftermarket. Here you will see a few examples of a Dorman OE Fix. An OE FIX is a Dorman repair solution you can’t get from the original equipment manufacturer. It means they found a situation where they believe the OEM wasn’t giving repair professionals what they wanted, so we fixed it. Everything Dorman does is centered around providing customer value, both in the quality of products, and the creativity of solutions. Our engineers and designers go out of their way to save repair technicians time and save vehicle owners money. Want to really go under the hood? Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

Dave Giles has been involved with the automotive, truck and transport and collision industries for over 30 years. He currently holds a Red Seal AST certification in Canada and is also certified HRAI instructor for the delivery and certification for controlled substances in several provinces as week as several other certifications and certificates in each trade involving advance vehicle technology and systems. He is often a guest speaker at several automotive conferences that involve battery electric vehicles and advance vehicle systems such as ADAS and automatous vehicles. His passion is to continue to learn and help find solutions for exciting and sustainable transportation for the future. Dave started ALL EV Canada In 2019 with his partner Jeff Farwell. Their goal was to put affordable electric vehicles on Atlantic Canada roadways. During that time they acquired Pure EV another dealer in PEI. From there they built an incredible growing business with sales and service on electric vehicles. Just recently in July 2021, Steele Auto Group bought out ALL EV adding two more dealers to the 55 family of dealers they already own. In less than a month they have opened 3 more dealer locations for ALL EV by Steele. This was all done during the pandemic of Covid-19. Key Talking Points Hedgehog concept- good at one thing and excel at it. Made the transition to only EV’s and hybrids- also sell EV’s at auction and take in EV’s on trade. 2 locations and 2 dealer lots. Inventory of over 60 EV’s and about 15 Teslas are at 1 location. 6 bays shop for all EV repairs. Customers can shop for vehicles online. Tesla- service and repair vehicles, purchase parts (VIN number is recorded and the customer will also get a copy of the invoice that part has been purchased for the vehicle, the customer is aware the parts have a markup. Parts are made by others, the aftermarket will get smarter on bringing parts to market. Cross-referencing will slowly start to show Tesla availability), restricted on scan tools access for diagnostics. Not as difficult as people think. EV educators, not salespeople- more education involved with EV’s with charging, range (buy as much as you can afford), how they work in winter/summer Charging- 98% EV owners have their own homes to charge. Nova Scotia power program- install charger and $250 for next two years credit on account, allows control of charge rates during the night instead of overloading the grid. Fast chargers: 350-400 chargers in NS. One Tesla supercharger with 8 stations. Level 1- outlet charger, slower charge. Level 2 charger around $1000, Level 3- DCFC (direct current fast charging, booster). Truck towing capacity- nothing beats torc of electric motor, the truck platform for EV- bigger and stores more batteries Website: Allev.ca Thanks to Dave Giles for his contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee 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. The Virtual AAPEX Experience 2020 is in the record books. Virtual AAPEX lived up to presenting leading-technical and business management training from some of the industry’s best and brightest. Now set your sights on the homecoming in Las Vegas in 2021. Mark your calendar now … November 2-4, 2021, 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

Greg Buckley is the CEO of the 50 + year young Buckley Personalized Auto Care in Wilmington, DE. He’s a member of ASA, an ATI Coach, a member of the Delaware Automotive Service Professionals, past member of the NAPA advisory board council, is vice-president of NAPA business development groups, and is involved as an advisory board member of Kukui, along with AutoVitals. Hear Greg’s previous episodes HERE. John Manelas and wife, Karen Manelas, purchased their first location in April 2004. They expanded into their 2nd location in 2011. They bought out a former 20 group member in Maine in 2013 as their 3rd location. They purchased a former Chevy/Chrysler 14 bay dealership in 2014. In 2016, they purchased an import auto service business and converted it to an Auto Care Plus (store #5). In 2017, they purchased a Volvo Specialty Repair Shop which they decided to then re-brand and create a new brand for us calling it Euro Care Plus. In 2019, we did our first non-acquisition “build to suit” venture erecting an 8 bay facility with upstairs offices for their Corporate headquarters. They also decided to lease the rest of that building where we are preparing to open a Hybrid/EV specialty division to be named Electrified Auto Care. They now have 7 locations (5 of which they own the dirt). 6 Locations in NH and one in ME. Listen to John’s previous episodes HERE. Gene Morrill, owner of Certified Automotive in Glendora, CA. Hear Gene’s previous episodes HERE. Donnie Hudson, owner of Troy Auto Care, 3 locations, Troy, MI. Listen to Donnie's previous episodes HERE Key Talking Points Labor- the cost of labor is the only thing we have left to control. Most profitable, but how many minutes walk out the door daily? Track the cost of the minutes wasted- $5 per minute. You can’t put a price tag on a technician’s ability. How do you affect efficiency? 1 person working 8 hours- 7.2 hours per day of production at 125% efficiency which equals 9 hours per day production. Managed chaos? Don’t make promises you can’t deliver on. Giving customer’s hope that you’ll look at their car but not promising same day repair because you’re unsure of what repair will be The younger generation- typically wants structure and not be “beat up” every minute of the day. Dealership vs independent- dissatisfaction in the dealership world. Benefits and the work environment for independent shops is unparalleled. Technicians aren’t “machines” that are rented. Career opportunity- showing path after school outside of attending colleges. Did you know technicians can make more than engineers? Consider onboard quick applications for career days. The professionalism of industry- be proud of industry and craft. Be passionate. Anyone can open an auto repair business without being trained or licensed or certified. Accomplish your goals with help (groups, network, training). There are no secrets. DVI’s- embrace it, the most important part is the pictures and inspection is sent to customers. Visualization of issues brings a different perspective to customers. “Seeing is believing.” DVI pictures can also be used in your social media marketing campaigns for future customers to see. “Letting the car tell the story, DVI writes the tale for us.” Helps customers manage their budget for repairs when they can get updated on what is still in working order and what needs to be repaired. 4,000 cars per year with per 7 locations by $100 ticket increase sales= $2.8 million in an increase of sales. A special thanks to Greg Buckley, John Manelas, Gene Morrill and Donnie Hudson for their contribution to the aftermarket. Books Page HERE Listen to all Remarkable Results Radio, For The Record and Town Hall Academy episodes. Facebook Twitter LinkedIn Instagram Youtube Email Mobile Listening APP’s HERE Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy Carm a Cup of Coffee 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 Click to go to the Podcast on Remarkable Results Radio

Scott Brown, Cardinal Plaza Shell, Springfield, VA. The second-generation owner of Cardinal Plaza Shell, a 2,700 square feet, 5 bay independent repair shop and LEVEL 5 Solutions, an automotive technology company. Celebrated 50 years in business during 2019. Scott is a Member & Past President of Virginia Automotive Association, Member of Car Care Professional Network through the ACA. and founding partner of the Blue Ocean Buying Group for independent repair shops. Listen to Scott's previous episodes HERE Key Talking Points Culture of productivity- 5 bay shop produces 4.2 million per year. CEO must set culture and value system- must be rigid Being grateful for everything, entitled to nothing - creates an attitude of resilience, instead of chasing productivity you’re striving for achieving performance. Look beyond the numbers. Falling into a trap- have to do everything, be strong for everyone, all “I” statements. Problem with pride- don’t want to show vulnerability/weakness. Turn “I” statements to “we.” Become more concerned for the needs of others instead of yourself. Giving up control allows your team to thrive. The only barrier is you (the owner) How can you increase culture every single day? Staying late to help, recognizing hard work from someone else, going out of the way to give praise to each other. Everyone can be a leader and give back to each other. How do you know if the culture is working? Do you love going into work every day? Goodhart’s law- “when a measure becomes a target, it ceases to be a good measure.” Who does the shop belong to? Anyone but the owner, it belongs to the clients, the team etc. Competition with yourself instead of others- everyone can still pull together Are you living inside of a broken culture? Need permission for more than one person to make a purchase or try something new, lack of communication, budgets that cripple creativity. Organizational debt- problem happens once but there is a creation of procedure that doesn’t serve the organization Apple TV Show: Ted Lasso Thanks to Scott Brown for his contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP's HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter LinkedIn Instagram Youtube Email Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee 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, Rena Rennebohm, CEO Empowered Advisor. Rena's previous episodes HERE Virtual shop tour with Carl Hutchinson from Complete Automotive, Springfield, MO. Carl's previous episodes HERE Trivia Challenge: What year were the first electric door lock and adjusted side mirror introduced respectively? Dorman gives people greater freedom to fix vehicles by constantly developing new repair solutions that put owners and technicians first. By always innovating, Dorman has led the way in growing the aftermarket. Here you will see a few examples of a Dorman OE Fix. An OE FIX is a Dorman repair solution you can’t get from the original equipment manufacturer. It means they found a situation where they believe the OEM wasn’t giving repair professionals what they wanted, so we fixed it. Everything Dorman does is centered around providing customer value, both in the quality of products, and the creativity of solutions. Our engineers and designers go out of their way to save repair technicians time and save vehicle owners money. Want to really go under the hood? Take the Dorman Virtual Tour at www.DormanProducts.com/Tour Click to go to the Podcast on Remarkable Results Radio

Maryann Croce from SmallBusinessvantge.com. She and her husband Tony also own Croce Transmission in Norwalk, CT. As a business owner, she can chalk up many a mistake that has turned into wisdom. She has been there and done that and shares 5 key principles to help a startup business person get ahead of the game. She is speaking to resilience, commitment, getting help, being curious and giving. Learn why messaging, relationships and financials are vital no matter what stage you are and your business is currently in. Don’t believe you need to go it alone. Her biggest mistake as a new business owner was thinking she had to do it all. This is one of the reasons why her signature talk “Gain Control by Letting Go” was created. Maryann is also a member of Women in Auto Care and owns smallbizvantage.com. Hear Maryann in her previous episodes HERE. Key Talking Points Mental Toughness- being able to be flexible and adaptable when challenges happen. How are you showing up in the different roles/identities in your life? Be the best version in each role (leadership). POP: Positive with a plan, Optimistic- look behind to see clearly in the future, learn from the lessons in the past, Practicality- reality check with resources like time, money, skillset, and people to get through challenges Making decisions more confidently-make better and quicker decisions. Ego- getting flustered or stressed your ego will come out. When ego gets too big there is a downside but ego is also there to protect yourself (defend yourself). Preparing for owner role- what training and knowledge did you acquire previously if any? You are responsible for the people, not the job- default is your comfort zone of fixing it yourself. Being open-minded is knowing you don’t have all the answers. Work-life balance as an owner- are you working 7 days a week? Review your day/week and document what you are actually doing. Could someone else be doing your tasks and you could focus on other things on the business. Handling customer complaints/reviews as an owner- opportunity to go back and look at it, separate yourself that customer is talking about business, not yourself. Don’t become defensive and have the situation escalated. View the business as a separate entity and look at it from a different perspective. Was there a miscommunication? How was the process handled? Being afraid of change- leaving things to chance, not being in control of visions/goals. Link to Maryann Croce's POP Method HERE Link mentioned for AAPEX Award Nominations HERE. Thanks to Maryann Croce for her contribution to the aftermarket’s premier podcast. Link to the ‘BOOKS‘ page, highlighting all books discussed in the podcast library HERE. Leaders are readers. Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser, and many more. Mobile Listening APP’s HERE Find every podcast episode HERE. Every episode is segmented by Series HERE. Key Word Search HERE. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Join the Ecosystem – Subscribe to the INSIDER NEWSLETTER HERE. Buy me a coffee 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. The Virtual AAPEX Experience 2020 is in the record books. Virtual AAPEX lived up to presenting leading-technical and business management training from some of the industry’s best and brightest. Now set your sights on the homecoming in Las Vegas in 2021. Mark your calendar now … November 2-4, 2021, 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