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Chris Cotton discusses good cash management. Chris has been in the customer service industry for over 40 years and has been in the auto repair industry for over 25 years. He is a former shop owner that has dedicated his life to helping YOU to get your business where you want it to be and helping you FOCUS on the things that matter to you. Key Talking Points: Parkinson’s Law- toothpaste If you have a project due in 6 months it will take 6 months to do The less you have the more you’ll stretch it out- toothpaste Where does my money go?Need to look at the balance sheet and profit/loss Good businessPaying all bills and feel good about it Vendors, sales tax, money set aside for yourself, money left over in expense account, not a general account A rising tide lifts all boatsShop owners need to communicate with each other Business coach/mentor to share struggles- if you keep thinking you’re not ready for a business coach then you’ll never be ready Auto Fix SOS website Watch Steve Harvey video HERE Resources: Thanks to Chris Cotton 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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

Matt Fanslow is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN. His primary responsibilities are to diagnose driveability and electrical/electronic issues, and perform most all programming, coding, initializing, adaptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt is also a subject matter expert for ASE and has instructed at Vision Hi-Tech Training and Expo. Matt has participated on 18 ASE technical committees for the ASE Practice Test, A6, A7, A8, and L1 tests. He’s also done case studies for Standard Motor Products. Fanslow’s goal is to do everything in his power to improve the overall level of professionalism within the automotive and light truck repair trade and also raise the level of its public image. Hear Matt in these Remarkable Results Radio Episodes HERE. Bob Heipp works for Mobile Auto Solutions, LLC as lead tech and Technician Manager in the Chicago metropolitan area and northwest Indiana. Having accepted a job that required passing an IM240 emission class, he was introduced to new alternatives for diagnostic testing. This spurred a quest for learning. Bob believes his desire to learn is what opened doors to meeting technicians around the world. Hoping to help so others could have the same opportunities, he partnered with ASA-IL and initiated the CAN Conference after one of his favorite conferences (the Linder Conference) was no longer being presented. He considers these experiences have led him to the opportunity to work for Mobile Auto Solutions. Bob is also a dedicated Vision High Tech Training and Expo attendees. Hear Bob in his own interview and the round-tables HERE. Peter Landry is an ASE L1 Master Automotive Technician from Brookfield, WI. Peter has a strong automotive background in electronics, network, and driveability diagnostics. His prowess for fixing problem vehicles and passion for staying up on emerging technologies led him from Landry’s Mobile Diagnostics, a mobile diagnostics and module programming business servicing the Milwaukee Metro area to working for Mobile Auto Solutions. Hear Peter’s interviews HERE. Key Talking Points: The Lack of ProfessionalismSome shops seem to be ill-equipped to service the jobs/brands they promote they can fix Shops need to get OE level service information to best understand how to repair the most common brands that they see in their bays How many scan tools do you need?How many ratchets do you need? Who does not know how important the right tools are requiredAftermarket vs OE PC based tools each have their advantage Just one tool may not get the job done Who, inside the shop, has the responsibility to keep the OE tools up to date? Someone at the shop needs to be responsible for updates and passwords so when the tool is needed there is no downtime If the technician owns the tool then he needs to keep pace with updates so he isn’t slowed down Will shops have car line specialists or job type specialists? Networking with shops around you to buy specialty tools. They become proficient. No sharing but send the vehicle to the shop that owns the tool (sublet). Professionalism starts with self-pride.Treat us as professionals but be part of the solution to improve your own self image Your own bathroom and work areas are a reflection of your professionalism A professional look at the service counter Professionalism can be compartmentalizedYour role Orderliness Should we have an organization like the lawyers that have their BAR to set requirements to work on vehicles We sometimes devalue our knowledge and service and give away our time Tests vs analysis or diagnosis Previous Technician Round Tables: Part 1 (206) go HERE. Part 2 (230) go HERE. Part 3 (273) go HERE. Part 4 (292) go HERE. Part 5 (338) go HERE. Part 6 (362) go HERE. Resources: Thanks to Bob Heipp, Peter Landry, and Matt Fanslow 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. As a result, the event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. Therefore, more than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals. They will be from 135 countries which are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

My guest is Jill Trotta. She is the Vice President for Industry Advocacy and Sales at RepairPal. We talked about the 2019 RepairPal survey that pointed out which metro cities are best for car repair. This is based on factors like average repair order, road quality, average labor rate among others. The survey talked about the statistics and information about car repair. You will learn the best and the worst cities for repairs according to the survey. The survey also pointed out which cities are most affected by the technician shortage. Listen to Jill’s previous episodes HERE. Key Talking Points Best metro cities survey for car repair Average repair order Road quality Average labor rate Ratio registered cars to the number of mechanics 55% of the score is the number of repair shop workers per car and labor rate Are labor rates too low? Lowest average repair bill- Dayton, Ohio If a business wants to have the lowest labor rate it doesn’t help industry- have to charge for work and quality you’re offering 30% labor rate 30% repair invoice totals Best city- Jacksonville, FL 5 cities in the Carolina’s in the survey- average repair order low Worst cities- 6 California cities in the top 10 Bad roads, high labor rate Technician shortage- northern areas more affected Link to the RepairPal 2019 Survey HERE Talk soon, Resources: Thanks to Jill Trotta 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. Link to RepairPal website HERE. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. As a member of the NAPA family, AutoCare Center owners can take advantage of the NAPA National Health Program from the NAPA Insurance Center. This “NAPA only” program gives you and your employees access to national “large group” rates on medical insurance with premiums discounted up to 30 percent. These rates are based on the collective purchasing potential of 22,500 NAPA locations including both NAPA AUTO PARTS stores and NAPA AutoCare Centers. The NAPA Insurance Center can help you with a variety of other insurance benefits too. For more information about The NAPA National Health Benefits program as well as all of the insurance benefits available to your AutoCare Center and your employees, visit the NAPA Benefits Center, at www.napabenefitscenter.com or call the NAPA Benefits Center at 844-627-2123. Click to go to the Podcast on Remarkable Results Radio

Vehicular data is important for various reasons ranging from collisions to communications and safety. With the advancement in technologies and improved automated driving functions, data and vehicle information is vital to the future of the aftermarket. My guest is Joe Register who is the Vice-President Emerging Technologies at Auto Care. This is his second interview. His first episode was episode 381 which talks about SVI (Secure Vehicle Interface). In this episode, we discuss the technologies and features that keep consumers safe. With a focus on calibration and self-calibration, we speak to the vehicle data privacy and the investment in ADAS calibration training and equipment among others. Joe Register has over 40 years of experience delivering progressive system solutions to companies in every channel of the Automotive Aftermarket. This work includes the design and implementation of enterprise systems for two startup ventures. Joe participates as an ANSI expert assigned to ISO TC22 Road Vehicles, ISO TC204 Intelligent Transport Systems and SAE vehicle security committees. His current focus is the industry’s adoption of secure and standardized access to in-vehicle systems to ensure today’s increasingly complex vehicles can be properly maintained and repaired. One of his specialties are Strategic planning, program management, systems architecture/modeling disciplines applicable to business processes, data and application integration, web service design & development. Listen to Joe’s other episodes HERE. Key Talking Points Vehicle data privacy Most customers don’t know their giving away data Vehicle manufacturers Vehicle information ADAS equipment Communication and intelligence Advanced technology and automated driving functions Help keep consumers safe Have to be properly maintained and calibrated- new opportunities for business High investment in equipment Will Self-calibration of devices be part of the future? Joe’s episode on SVI (Secure Vehicle Interface) HERE. Link to GM Lift Kit discussion HERE. Return to Service – An ADAS Case Study HERE Precedent setting case on the importance of OE specs. The John Eagle Collision case HERE Resources: Thanks to Joe Register for his contribution to the aftermarket’s premier podcast. Joe Register’s Episode 381 HERE. Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. As a result, the event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. Therefore, more than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals. They will be from 135 countries which are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Episode RR 441 Greg Buckley is the CEO 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. Chris Cloutier is co-owner of Golden Rule Auto Care in Dallas Texas and CEO of Auto Tex Me. He spent many years in the software industry developing solutions for companies like Southwest Airlines, and Wyndham Intl. He’s worked for companies that understood the marriage of service and software, and have applied it in an effective way. Chris has his ASE C1: Automobile Service Consultant Certification Test (C1). He brings the business side to the business and his brother Pat brings the Braun. Chris is also a musician. Hear Chris’s previous episodes HERE. Karim Morsli owner of Winkler Automomotive in Gaithersburg, MD, is an engineer by trade who has worked in the oil fields and information technology industry. Karim is passionate about the new direction the automotive industry is taking, and in particular, the critical role independent service centers will need to evolve into to ensure all present and future car owners will have the choice of where to have their vehicle serviced besides the dealership. He is an innovator who works on multiple levels within the industry (education and legislative) to ensure his service center and others like his are ready for the challenges ahead. Always one to practice an open door approach, he is always willing to teach and share his knowledge and is also an avid learner. Listen to Karim’s previous episodes HERE. Bill Nalu is President of Interstate Auto Care in Madison Heights, Michigan and has been in business for 30 years. He collaborates with industry professionals, in building today’s “high-tech/old-fashioned” customer service system. Bill has been a big contributor to the podcast and he currently serves on several industries and educational advisory councils including AutoValue/Bumper to Bumper, Dorman Industries, and Cardone. Listen to Bill’s previous episodes HERE. Key Talking Points: Greg Buckley Greg is now working closely with AAA Data is being used and protected Wants to be able to manage the data that AAA wants and has. AAA opened the door to communication which resulted to him changing his mind on his relation with them. Did not burn a bridge and set the record straight AAA- bridge to motorist, mechanic and government Have ears of moms, legislators, support family initiatives They could be an advocate with government He says that AAA owns the Moms. They will let Greg market to their ‘moms’ What are third parties doing with our data? He has experienced an uptick in third-party business in the last month Third party programs can account for some of your organic growth. He wants to be aware of them, understand their program and decide if that partnership is healthy for him as an independent. Cars will be a utility. However, not much love of the vehicle but there for basic transportation We are in the safe transportation business and we are just here to just repair a vehicle. As a result, there is a need to participate and be involved in our future through associations and legislation Chris Cloutier How does AI (Artificial Intelligence) impact our world? Gets smarter each day He believes Identifix will help you with AI What if an AI tool helps your production in the face of our technician shortage Lyft will open their own shops to repair their contract drivers vehicles. Will this be a for-profit model? Impact to the aftermarket? Karim Morsli Vehicle resident data- will you have the right to tap into data, if have right to access can it be processed to protect and service customer The real value of data is how do we process it and what we derive from it Will AI be integrated with DVI? AI is data mining and looking for patterns Bill Nalu AAA- His past experience, he says has hidden costs. Being in the repair business is difficult. As a result, the industry must gel together more. The industry enters a new age. However, the industry is more together than ever before. How do we capture the heart of the consumer who is willing to pay more for a very strong relationship? Wants the supplier not to deliver parts to a non-licensed shop that does not hire licensed technicians in Michigan Resources: Thanks to Greg Buckley, Chris Cloutier, Karim Morsli, and Bill Nalu 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. Link to Bill Hanvey’s Episode HERE. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. Gold Certification recognizes top tier NAPA AutoCares with a high level of participation in the AutoCare program. Therefore, 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. However, Gold Certified AutoCare Centers are the standard bearers for the AutoCare brand nationwide. To clarify, 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

Episode RR 440 Amending Legislation for Telematic Data Ownership My guest is Bill Hanvey, President and CEO of the Auto Care Association. Bill is engaging the automotive aftermarket to get involved in letting your legislators know the issue about data. Your help is needed to help in amending the right to repair legislation. Learn everything you can about this fight to amend the right to repair legislation. Ownership of Vehicle Telematic Data Must Flow to the Vehicle Owner. Do you know that a car collects data as you drive? By 2022, 87% of new vehicles will be transmitting telematic data wirelessly. But who owns the data? The car manufacturer does. Without access to data, the independent service professional will not be able to get specific diagnostic data from the vehicle. Bill Hanvey is the President and CEO of the Auto Care Association. Bll leads the strategic direction of The Auto Care Association’s 3,000 members and 150,000 companies representing automotive manufacturers, distributors, and service providers. Key Talking Points: Vehicle data ownership Most people don’t know their car is transmitting data- have no control of data People who are made aware want to have control of data and be activist Telematic data- transmitted wirelessly, by the year 2022 87% of new vehicles will be transmitting wirelessly Right to Repair- passed in 2013, make nationwide program. Same access as the dealership. Telematic data left out. Have legislation to amend the Right to Repair Act to include telematics data. Pursuing ballot question for voters to vote if legislation doesn’t go through. Hoping by Fall of 2020 legislation or ballot will be passed 66 sponsors of the bill, need 100 to be sure it will be passed Get involved Let your legislators know the issue of data Create a relationship with your congressperson- have them visit your business to hear your story Autocare.org – government affairs section, telematics petition Yourcaryourdata.org – download information to educate employees and customers Educational campaign- activate industry Tariffs-tax on the American consumer Will affect consumer Consolidation of industry Suppliers and distribution- service provider next Opportunity for buyer and seller of businesses Website – Your Car Your Data .Org HERE NY Times Op-Ed Article – Your Car Knows When You Gain Weight by Bill Hanvey HERE Autocare.org/Telematics HERE Resources: Thanks to Bill Hanvey for his contribution to the aftermarket’s premier podcast. Link to Autocare Website HERE. Link to Your Car Your Data Website HERE. Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Episode RR 439 Charlie Ayers is the President of Coordinating Committee For Automotive Repair (CCAR). CCAR does safety training. Established in 1994, the Coordinating Committee for Automotive Repair is a not-for-profit organization that works – internationally in scope – with the automotive industry, the insurance industry, OEM’s, career and technical schools, collision and automotive repair shops, governments, municipalities and other organizations to provide best practice information and training as they relate to Environmental, Safety, and Hazardous Material handling issues. Before joining CCAR as President, Charlie first became involved with the organization as a customer. As Midas International’s Manager of Governmental Affairs, he recognized the benefits of using online training for all of the organization’s company store staff. Charlie was also a member of CCAR’s Board of Directors, first as Secretary, then as Vice Chair and finally as Chairman. He began his career in the early ‘80s as a technician for Gould Battery and has been certified by the National Institute for Automotive Service Excellence (ASE) since the early ‘90s. In his 30-year career, he has led teams in a variety of areas, including customer service, fraud investigations and franchisee business support. He is the Chairman Emeritus of the Motorist Assurance Program (MAP), a former arbitrator with the Chicago Better Business Bureau, and has recently provided his expertise as an ASE test question writer. Charlie has a B.S. and an M.B.A. from Northern Illinois University. He and his wife, Diane, are the proud parents of four grown children. Key Talking Points: CCAR- Coordinating Committee for Automotive Repair (ccar-greenlink.org) A non-profit organization focused on providing best practice information for the automotive industry (safety and hazmat) Charlie used CCAR training while working at MIDAS- incidents/injuries went down, insurance rates went down. The program paid for itself Online training Hazmat U- OEM new car dealer staff, learn about handling hazmat products, training satisfies DOT training guidelines, good for 3 years Take care of employees and they will take care of customers Shortage on the shop floor- can’t afford risks OSHA Alliance- only automotive based training organization with OSHA Alliance designation. Provide complimentary courses OSHA has identified CCAR does safety training OSHA in shop- incident or employee complaint OSHA reviews training records and facility OSHA training requirements- before work on the floor and annually after Skills USA Charlie is involved with state and national level competitions Safety is a priority at competitions Safety station at each competition- In June 2019 new competition, CCAR creating safety station at national level Created 5 courses as a bundle at no cost for all Skills USA competitors to learn before going to the competition Resources: Thanks to Charlie Ayers 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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

Doug Callaghan, CEO of Vic’s Service Centre in Wainright, Alberta Canada is the winner of the 2016 Auto Care Original 3 Bay Association ACE (Automotive Career and Education) award. Doug shares his story of transformation, recognized by Auto Care, that earned him this recognition. Doug made a significant decision in early 2015 when he took how his business was operating and threw it all in the garbage. He started from scratch. Everything. He says, “a lot of owners that ask for the help and invest in the outside training yet fail to provide the leadership to make those ideas and plans become reality, I was not going to let that happen. I wanted to see an increase in our net profit and a better life for myself and my team”. He continues that commitment today. Doug has experience working with disaster plans with the Credit Union Board that he chairs. Find other episodes that feature Doug HERE. Original shop surrounded by the new building Doug made a significant investment of $1,000,000 in his business with a new building. He shares his story. Key Talking Points: 20-year mortgage- make dream work within the budget, developed building from budget Builders involved with the budget- saved on architecture costs by having specs already done Used money saved for better insulation- original shop 3000 square feet, now 10,000 square feet and heating bill only increased $100/month Built around the existing building Customer retention during the build and demolition- used social media, advertisements, construction updates to let customers know they were still open for business A great relationship with the bank- has worked with the same person for many years, The banker wanted to see the business succeed with building a new facility New features- air conditioning, wired and Lobby in the new shop wireless in each bay, customer wireless, air exchange system in bays, bay doors are clear for natural light $50,000 incidental expenses (signage, service counter, waiting area etc)- an opportunity for suppliers to partner with the business. Agreement with NAPA Employees had a lot of input with a new facility- which bays they wanted, how it’s set up, manage the location of equipment Training room- an important part of the construction Grand reopening- great feedback from customers, more new customers New import vehicles to service- correlation with a new clean building Best advice- find people that believe in you and share your vision, don’t be afraid of making a move Resources: Thanks to Doug Callaghan for his contribution to the aftermarket’s premier podcast. Street view Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Kyle Holt is the President of S/P2 (sp2.org). S/P2 serves businesses and career tech schools in the automotive service, collision repair, heavy-duty/diesel, welding, construction, cosmetology, and culinary industries. S/P2 is used by over 175,000 students and employees every year across North America. S/P2 provides industry-specific, online training in safety, environmental, ethics, human resources, and soft skills. S/P2 also works to help entry-level technicians enter and stay in the industry with S/P2 Careers – the largest resume database of entry-level technicians – and S/P2 Workplace Mentoring – a systematized mentoring system to train and track the progress of entry-level techs. An entrepreneur with a strong background in e-learning and web-based systems, Kyle is passionate about providing businesses and career technical schools the ability to utilize technology to improve the lives of students and employees everywhere. Listen to Kyle’s previous episodes HERE. Jay Goninen is president of Find A Wrench, which is a recruiting service used by shops around the country to assist them in finding Technicians. Jay’s company purchased a popular niche job board called FindAMechanic.com. Jay has a passion for promoting the industry and the many talented people we work with, and to be a voice for ‘those who don’t like to promote themselves. Listen to Jay’s previous episodes HERE. Key Talking Points: Recruitment Daily recruitment If you’re only recruiting when you need a technician you are too late- lead to bad hires and unrealistic expectations Investment not expense Growing your own technician- finding entry-level technicians, mentor them, have a career plan Poaching technicians from other companies is not adding new technician into industry S/P2 Careers Online- 45,000 entry-level technician database, pilot mentor program free access A diverse plan tailored to your own shop- defining and having a plan Involved with local schools and colleges Financial plan for entry-level- career path Be patient- takes 10,000 hours of experience to reach mastery level, entry-level technicians need to be mentored Biggest competition are companies that are the best at recruiting Offer better pay and incentives. Retention New hires and existing employees Pay and business culture key components- if tech is leaving for $1/hour more then it’s not just about the money A warning sign that there may be a problem in the company Resources: Thanks to Kyle Holt and Jay Goninen 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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

Brad Beeston is an Account Executive of Podium. Brad grew up in Edmond, Oklahoma and now lives in Utah. He is a millennial, is married with a little girl on the way and has worked at Podium since August of 2017, working specifically in Auto repair and Tire indistries the entire time. Podium is ranked 13th in INC’s largest growing companies Building your reputation online Millennials do more research online for products, services and businesses Accustomed to immediate reviews shown online Word of mouth is now online reviews- digital storefront for consumers Great customer service= positive customer satisfaction 90% of consumers use Google as a search engine Using the phone and googling “best” term- any business with lower than 4-star ranking will get eliminated from that specific search Never be afraid to ask customers for honest reviews- want to improve Texting link to google review to customer- easy call to action way to capture on the go customers Algorithm- reviews, frequency of reviews, star ranking, amount of reviews, responses, higher activity on a business page the higher you will rank on google Resources: Thanks to Brad Beeston 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

The Panel: Ashlynn Poole from St. Philips College, San Antonio Cheyanne Keith from Southern Careers Institute Michael Wheeler from TSTC, Waco, TX Key Talking Points: Takeaways- draining rear differential, working on automotivecar vs diesel, learning to get feel for the repair with your hands and not solely rely on your eyes Motivation to enter automotive industry schooling- enjoy working with hands and taking things apart, being involved with lab work, passion for learning and apply what you learn Career options- not just technician, can sell parts, design parts, trainer Owning their shop one day is a goal. This goal has an entrepreneurial drive Michael wants to be the leader of the pack Reliable safety transportation business- a new spin on automotive perspective 50% of first-year students leaving the program These students say ‘bring it on’ new technology does not scare them Paid dealership training for Cheyanne OE dealerships/brands continue to create internship programs for college automotive students Automotive Students have a special series just form them. Listen HERE. Previous CarFest Episodes HERE. Resources: Thanks to Ashlynn Poole, Michael Wheeler and Cheyanne Keith 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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 has 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

Recorded at the AVI Spring Training Event in Fort Myers, FL Marty Depowski is an Automotive Instructor at Wayne County Community College, Michigan David Myers is an Automotive Instructor at Southwestern Community College, North Carolina Dwayne McCarty is a Technician at Martins Garage, Ft. Myers Key Talking Points: Daytime vs night training Daytime- more alert, retain information and training better Commitment- technician has to have the drive to continue training and education More you learn more money you make ASE certification Higher pay for more ASE certifications Local shops starting to pay technicians to take ASE testing and time to take a test Some shops don’t pay because worry about the loyalty of technician once they are educated- will they get poached from other shops, no excuse to not train Instructors for automotive schools Receive training at events, seminars, online training College, sponsors, and vendors pay for instructor training Student education Keep students engaged, balance lectures with hands-on experience Visual learners Resources: Thanks to Dwayne McCarty, David Myers, and Marty Depowski 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Trish Serratore is the Senior Vice President of Communication at ASE She works closely with all of the organizations within the ASE Industry/Education initiative, which also includes ASE and the Automotive Training Managers Council (ATMC), to help provide the qualified automotive professionals the industry needs today and tomorrow. Links to Trish’s episodes HERE. ASE Website ASE Consumer Facing Webpage Jeff Peevy, AMAM, is the President of Automotive Management Institute (AMI). Jeff’s previous episodes HERE. Jeff Peevy Email: [email protected] AMI web site HERE. AMI FaceBook Page HERE. Approved podcast episodes available for AMi credit. Listen to Learn Then Take the Quiz and Earn Credit Toward Your Professional Designation HERE Key Talking Points: AMi and ASE credentials are important because the individual wants to verify their knowledge and experience on the subject ASE 47 Year Anniversary-June 16th One of the most mature credentials in any industry The Future of ASE: A new way to maintain certification without going to a test center using a smart device If we don’t use ASE credentialling we may lose it. Tests are assumptions that you’ve learned and can apply Credentials- more important than ever, prove to customers and your shop owner you know what you’re doing A strong learning culture of successful businesses learn and share knowledge. They get most out of equipment, have fewer turnover employees and have an empowerment rich environment Sustainability and being competitive starts and end with the ability to learn Shops that included those expectations in job descriptions when looking for new hires found a better pool of individuals- more educated and eager to learn Increase retention by investing in employees Employers should never apologize for sending employees to training AMi has a powerful Learning Management System There are 3,600 active students earning their professional designation Doing post-assessment to earn credit ASE is working on an ADAS test Resources: Thanks to Trish Serratore and Jeff Peevy 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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 visting 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

Above Picture from left: Monte Hamsher, Bob Pattengale and John Marcum Monte Hamsher owner of Performance Motor Werks, technician and automotive instructor at Fort Myers Technical College Bob Pattengale is the National Training Manager at Bosch. Bob has over 30 years of automotive experience with stops at OE Dealerships, independent repair shops, technician training, and equipment sales. Bob is a contributing writer for Motor Magazine. Bob also served as the SAE Service Technician’s Society President in 2001 and 2002. Look for Bob’s Previous Episodes HERE. John Marcum is the Director of Marketing for Federated Auto Parts. Key Talking Points: Monte Hamsher- shop owner, technician and automotive teacher Need more training for service professionals to speed up the process for ordering correct parts Receiving current training from AVI on demand and NAPA classes- difficulties getting more people to training The commitment of the technician is key- willingness to learn and be better technicians For those who don’t-can, you change commitment by offering training? Bob Pattengale- National Training Manager at Bosch Teaching and training parts supplier from a manufacturer’s perspective Kids play video games- problem solvers but don’t have tactile skills Younger age group look for mentors than online classes- need physical skill built up John Marcum- Director of Marketing for Federated Auto Parts Rely on manufacturing partners to provide training for parts professionals Trained professional more efficient and saves time and money Continue to develop a personal relationship with customers- provide the best service for you, how can we help you become better educated, how can we get parts to you faster, quality of parts Suggest quality product to customers- help technician know the benefits and value of quality lines “What if every technician took a week off?”- What would happen? Motivate people in and outside of industry the importance of technicians Providing safe and reliable transportation for others Resources: Thanks to Monte Hamsher, John Marcum, and Bob Pattengale 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click 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. Key Talking Points: Hashtags- get content seen with right people with keywords and hashtags Shows up in searches and follow a feed on Instagram (most seen post and most recent post) Using own hashtags for business- let customers know they can use it and ask them to do a post on their story video about business and their experience. Built-in marketing, no charge advertising Hashtags with over 1 million users will decrease your chance of being seen- use more unique hashtags Instagram- 90% of users under 34 years old Influencer- Big companies will reach out if have a large amount of followers to do posts about their product and recommendations. Millennials want to share information all the time Facebook- make things personal to connect people and customers Meet the staff, behind the scenes of business “Checking In” business location on Facebook and get discount Think like your customer, have a mix of different posts Make a habit of being in the moment and taking pictures to share Always ask a Millennial or Gen Z to share their experience with their tribe. Ask them to take a pic of their car at your place of business. They want to share a great experience. Resources: Thanks to Sara Fraser 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. NAPA AutoCare’s recent partnership with CarVantage gives your AutoCare Center an easy way to take advantage of telematics, increasing customer retention and boosting customer spend. You provide customers with a CarVantage sensor that plugs into their vehicle and connects via Bluetooth to their smartphone. Then you set up automated marketing campaigns that target customers based on their vehicle’s next maintenance interval, for example, or whenever a check engine light is detected. That gives customers peace of mind and the best experience in the market. They also love CarVantage because it’s free to them. A special offer only for NAPA AutoCare Centers lets you give CarVantage a try at a very affordable price. And it includes free sensors. Other plans and enhancements are also available. Learn more about CarVantage and the hundreds of other benefits NAPA offers. Talk with your servicing NAPA store or visit www.NAPAAutoCare.com. Click to go to the Podcast on Remarkable Results Radio

It all started when Jennifer Filzen decided to become a singer/songwriter and created her first pop music album, Sirena. Her marketing and sales talents afforded her the opportunity to get her music heard around the world, including India, China, Europe, Australia, and the United States. Her writing talents launched her into writing SEO content for websites, social media marketing posts, and custom blogs. Today, many auto repair shops around the country choose Rock Star Marketing to put their businesses in the limelight. Jennifer Filzen’s Previous Episodes HERE. Key Talking Points: Rock Star Summit Interactive workshop- comedy improv class based around customer service Think on your feet at the moment, acknowledge it and become flexible Encouraged spouses to attend- the purpose of the summit is to save your marriage, need to have spouses on board for goals Vision boards Author of “What Dancing Taught Me About Running A Successful Business” Want your team at the shop to move like poetry in motion- teamwork, and trust Remove mystique that men don’t dance Clarity, confidence, and certainty, teamwork, timing, and technique- selling and dancing Frame and connection- feel where your partner is leading you Commitment from one side of the body to the other Example: Walking down the street: committing to shifting weight from side to side Commit yourself to work on the business and move forward while creating momentum Resources: Thanks to Jennifer Filzen 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Judy Zimmerman Walter is co-owner with her uncles and the CFO of, this 57-year young service business. Zimmerman’s Automotive, Mechanicsburg, PA is a true blue ‘family enterprise’ with 12 out of a team of 29 team members that are ‘IN THE FAMILY’. Zimmerman’s is a top automotive repair facility along with a quick lube and a used car division. Among her involvement: Women’s Board of the Car Care Council, AASP-PA Alliance of Automotive Service Providers, and the Auto Care Association. Listen to Judy’s other episodes HERE. Jim Paiva is the owner of Elite Auto Repair in RI, which specializes in Euro and Japanese cars. Jim and Carly are also Coached by Cecil. Carly has been around this business since she was born, after graduating from high school and a Community College she decided to go after her passion and that’s automotive and in 10 years she will own the shop and that would be in the direct timeline as Jim retires. Carly is Jim’s right-hand partner in this whole plan. Jeff Matt from Victory Auto Service in Minneapolis and St. Petersburg, FLA, was featured in episode 48. Jeff owns six locations with one being in Florida. He has over 40 team members and has grown through acquisition. Jeff opened Victory in 1997 as a one-bay shop and has slow steady growth over the years. His growth offers up a great view of multi-shop ownership. Episodes Jeff Matt is featured in HERE. Key Talking Points: Judy Zimmerman Letting go as a parent- allowing mistakes to happen Observing and helping buying insurance for the company- helping for the next several years Gender issues- turn around and look at yourself, how you present yourself, do you know facts and sure of them, do you present yourself confidently. Sell value in product and yourself Jackie completed Northwood online Jackie implemented “Smash n Bash” event to raise money for the local fire company Have regular hours set for Jackie- accountability Jeff Matt Learn as you go- not succession overnight Hear feedback from other staff and observe her decision-making process Being the boss’s child- need to earn respect and pick your battles Lauren travels with Jeff to peer group meetings Relationship with daughter – communication is key Lauren facilitated employee appreciation day for every location Daughter knows her role in company and company knows as well- building respect with each other Financial stewardship- knows Lauren is managing own personal finances and budgeting, feels confident with her one day taking over the business Jim Paiva 10-year process of succession planning Need continuous guidance no matter how long you’ve been in business Carly attends institute service advisor academy- year-long process, work with numbers and profit margins. Leaning foundation of business first then will take leadership classes later on Carly is the light of business- employees and customers Link too episode 401. The daughter’s podcast episodes. Part 1 of this succession series: HERE. Resources: Thanks to Judy Walter, Jim Paiva and Jeff Matt 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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

Kevin Fitzpatrick is the Vice President of North American Operations at Autologic Diagnostics Ltd. Mr. Fitzpatrick served as Chief Executive Officer at Autologic.us. for five years. His affiliation with Autologic began when he first served as a partner in eLearning, Inc., d/b/a Autologic.us, which began distributing Autologic’s diagnostic tools in 2006. During this time, he developed and staffed the first Autologic tech support center in the U.S., which provided dealer-trained tech support for BMW/Mini, Mercedes, Land Rover, Jaguar, Volvo, Porsche, and Volkswagen/Audi. He managed all U.S. sales, tech support, and marketing. In addition, he was credited with developing an extensive training program for Autologic Diagnostic customers in conjunction with WORLDPAC. He serves on the board of directors of the Equipment and Tool Institute, an automotive aftermarket industry trade association. He holds a Bachelor of Science degree in Marketing and Communications from St John’s University in Queens, N.Y. Steve Zack has been Technical Instructor for OTC for 24 years. He is ASE L1 certified and is a U.S. EPA certified Emission Master Instructor. He has been a technician and an instructor for most of his career with a short stint as a service engineer. Steve has traveled North America and internationally helping technicians understand how to use their electronic test equipment to diagnose difficult drivability issues using a hands-on approach. He has been published many times and has been featured in numerous diagnostic videos. Matt Fanslow is the diagnostic tech/shop manager at Riverside Automotive in Red Wing, MN. His primary responsibilities are to diagnose driveability and electrical/electronic issues, and perform most programming, coding, initializing, adaptions, etc. Basically, if it needs to be figured out or has wires, it goes to Matt. He’s been a tech since 1996. Matt is also a subject matter expert for ASE and has instructed at Vision Hi-Tech Training and Expo. Matt has participated on 18 ASE technical committees for the ASE Practice Test, A6, A7, A8, and L1 tests. He’s also done case studies for Standard Motor Products. Fanslow’s goal is to do everything in his power to improve the overall level of professionalism within the automotive and light truck repair trade and also raise the level of its public image. Hear Matt in these Remarkable Results Radio Episodes HERE. Key Talking Points: Kevin Fitzpatrick Technicians need training- virtual online training Vendors heavily involved in industry- engaged with technicians in repair shops “On the couch” technician- stressed and need support and turns into new ideas and services fixes for software and products, need a different perspective to solve issues Kevin also owns a repair shop Steve Zack Bosch 27 years ADAS Calibration- need to follow all procedures and specifications (certain length bay, sunlight), dynamic and static calibrations, not profit center at this point Writes his own classes Shorten classes There is no shortage of great training available Matt Fanslow Advice for attending Big Event- walk the show floor and meet new vendors, learn what is new and what’s coming, and ask questions on troubleshooting tools. Give them your legitimate time to show their goods. They have helped defray a large portion of the cost of training. Visit booths of the companies that you already own the tool/equipment. Ask the questions on what else can the tool do? Get specific. The verbiage in the industry must change: Basic electrical. Maybe should be called ‘Fundamentals’ or ‘Principles’ or ‘Physics’ of electricity Techs need this training, so maybe marketing with a nice title would draw more and help them become a top diagnostician Aftermarket progression- shorter training periods in classroom and online with topics technicians can get excited about, electronic handouts, must-attend events and feel the camaraderie Challenges exist for ADAS calibration Resources: Thanks to Kevin Fitzpatrick, Steve Zack, and Matt Fanslow 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Vincent B. Waterhouse (Vin) is the president and founder of The Waterhouse Group, (TWG), an automotive Accounting, Training and Coaching company. He has over thirty years of experience in the automotive aftermarket and has written several manuals on asset management. His specialty is working with auto repair shop owners, part store owners and outside salespeople. He has written magazine articles and authored private label courses for NAPA, Parts Plus and others in the aftermarket. He has conducted hundreds of profit management seminars and workshops for auto repair shop owners, auto part store owners and parts distribution center management teams across the United States including Alaska, Hawaii, Canada, and Guam. He is a pioneer in his field and author of “The Labor Factory” and the “NAPA exclusive AutoCare Financial G.P.S.” On another level, he authored “The Three Mile Survey” and sales courses for jobber owners, store managers, and factory representatives. His workshops have revolutionized the way professional technicians and shop owners interact with their parts suppliers. He is rated as an excellent instructor whose past personal experience helps attendees succeed at their businesses. Vin Waterhouse is a master motivator, able to relate to his audience, and a sought-after speaker at conventions and professional group meetings on topics such as sales, marketing, operations, and finance. Prior to founding Automotive Aftermarket Consulting Group (AACG) in 1986, and The Waterhouse Group Inc. in 1997, he held positions as a Stock Room Mgr, Sales representative, Market Development Manager, General Manager, and Regional Manager, with profit and loss accountability, for NAPA, ITT Automotive Distributors Division, and former CARQUEST. A veteran of the U.S. Navy, he holds a B.S. in Business Administration and Accounting from the Plymouth State University of New Hampshire. In 1973, he cut short his pursuit of a law degree to work full time in the automotive field. Beginning with the year 2000 he has made an arrangement to work with NAPA on an exclusive basis as a consultant and business trainer across the USA. KEY TALKING POINTS: In the year 2000- agreement with NAPA training nationwide Taught over 20,000+ people in career Our gifted craftspeople (technicians) became owners. They need business management training. A generation ago the shop owner didn’t need to know the numbers. How the world has changed. “You should have the highest payroll in town, not lowest- the output will pay for it” Tells the story of how he came up with the ‘Labor Factory’ Industry missing profit on parts side and billing that part- selling fewer parts per driven mile today; lower than 20 years ago Set labor rate through formula- Should be selling more labor than parts, 53% of revenue, the internal purpose only not what you charge it’s what you get done Example: Have you ever taken 1 hour off of job for the customer because you feel bad? 4 hours on the job, only charge customer 3 hours. Customer doesn’t know total time anyway and cannot relate. Labor rate $100/hour, do not discount labor, instead, take 25% off apart. Today a lot of jobs are labor intensive and you are not selling parts; therefore the formulas where parts and labor were equal and today it is not, is putting pressure of shop profitability. Set diagnostic rate- most profitable work. Vin says the breakdown is: Repair 30% Labor Intensive 15% Diagnostics 55% Diagnostics require a talented technician and there is a cost in obtaining data and subscriptions. Diagnostics should be your most profitable area Today labor sales should be higher than your parts sales. Vin says should run 53 – 55% of your sales.(typical shop) Depends on your business model. Every shop needs to know their average gross profit dollars per billed hour over the year- every job you do that is below average profit sell job at cost and use labor-intensive rate. Managing to the middle. National stats for profitability are not what they should be. #1 problem/concern for shops today is people. Keeping them and finding them Pricing transparency will bring your parts to margin down which is why you need a ‘labor intensive’ rate Resources: Thanks to Vin Waterhouse 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. As a member of the NAPA family, AutoCare Center owners can take advantage of the NAPA National Health Program from the NAPA Insurance Center. This “NAPA only” program gives you and your employees access to national “large group” rates on medical insurance with premiums discounted up to 30 percent. These rates are based on the collective purchasing potential of 22,500 NAPA locations including both NAPA AUTO PARTS stores and NAPA AutoCare Centers. The NAPA Insurance Center can help you with a variety of other insurance benefits too. For more information about The NAPA National Health Benefits program as well as all of the insurance benefits available to your AutoCare Center and your employees, visit the NAPA Benefits Center, at www.napabenefitscenter.com or call the NAPA Benefits Center at 844-627-2123. Click to go to the Podcast on Remarkable Results Radio

Paul Louwers is the CEO and co-founder of Automotive Video and the driving force behind the concept and execution of Automotive Video Innovations. Since 1994, Paul and his wife, Sherry, have been taking automotive education to the next level by releasing some of the most modern and detailed training videos ever produced. Paul is the CEO and co-founder of Automotive Video Innovations, located in Ft. Myers, FL. Since 1994, Paul and his wife, Sherry have been taking automotive education to the next level by releasing some of the most modern and detailed training videos ever produced. AVI is an automotive aftermarket training company that provides continuing education for professional technicians and shop owners. AVI has been recognized by automotive industry leaders numerous times and has won several awards for excellence in training. During his spare time, Paul enjoys fishing and boating around Sanibel and Captiva Islands. He also enjoys watching sports, especially those teams from his hometown of Detroit, Michigan. Key Talking Points: Paul Louwers has been in the training business for 25 years AVI- is a business tool that includes a learning management system 20% DVDs 2010 evolved to digital, AVI on-demand online Offering training as a tool- assessments, manage entire staff with groupings They host BOSCH online content Live chat and onboarding team available to set up shop on site- can assign classes to technicians Always looking for content development and instructors Live training events Networking opportunities from top professionals Hands-on training- important for technicians who use their hands Leader-led (hands-on) seminars are important and need to be supported. I engage more senses in the training The networking opportunities are priceless Mobility garage at AAPEX Provide aftermarket with high-end training with companies that present content- the technician can fix a car when they leave, able to apply training AVI On-Demand Website HERE. Resources: Thanks to Paul Louwers 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Ray Fisher is the Executive Director of ASA. Ray has ben on the job since January 2018. He has served the industry in varied roles, has been president and executive director of ASA-Michigan since 2010. In addition, he served as a body shop manager for more than 20 years, assistant parts manager, and an expert witness for a local law firm regarding collision repair and processes. Fisher is an Accredited Master Automotive Manager (AMAM). He has extensive legislative experience, driving key issues for ASA-Michigan members on sales tax issues and shop licensing. His recognition and contributions to the organizations he served have resulted in numerous awards, including the ASA Affiliate of the Year Award in 2018, ASA Legislative Award in 2015 and 2016, as well as the I-CAR Founder’s Award. We talked professionalism, the fear of the unknown and our aging workforce. Look for Ray’s other episodes HERE. Key Talking Points: Ray is excited about his new position/opportunity as Executive Director of ASA National He is doing a road trip to meet many members in the local chapters (networking) Professionalism is critically important for the growth of our independent aftermarket Fear of the unknown is gripping our shop owners – business acumen and technology changing at rapid speed Owners staying ahead of curve and seek opportunities- running a better business Increased specialization Where do service professionals get their ‘credible’ information to help their business Networking is an important tactic Finding time in your life to do all that is important up to and including networking Networking is a broad term and means different things to people. It can be a powerful tool for a successful business person Association- join to get involved Value for the industry- listening to members and moving forward with concerned issues Prioritize time for training and associations- investment into future Benefits of networking Country club golf analogy- country club provides an opportunity for golf but can’t be a better golfer if you don’t use the opportunity to play and practice The aging workforce will have a huge impact on the industry. Resources: Thanks to Ray Fisher 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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

 Bob Greenwood, AMAM (Accredited Master Automotive Manager) is President and C.E.O. of Automotive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a company focused on providing Business Management Resources and Development for the Independent Sector of the aftermarket industry. AAEC content and technology is recognized as part of the curriculum of the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Automotive Business School of Canada at Georgian College located in Barrie Ontario Canada. This school is the leader and only college in Canada that offers an automotive business education. AAEC is also recognized by the Automotive Management Institute (AMI), located in North Richland Hills, Texas USA, allowing 80 credits for successful completion of the AAEC E-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automotive Manager (AAM) designation. Bob has over 40 years of Business Management experience within the Independent sector of the automotive aftermarket industry in North America, consulting Independent retail shops on all facets of their business operations. His 18 years of running his own local consulting and accounting firm in Ottawa, Ontario Canada created some of the most productive and financially successful entrepreneurs within the Independent sector today. Bob is one of 150 Worldwide AMI approved instructors. He has created Business Management development courses for aftermarket shop employers/managers, Jobbers and Jobber Sales representatives which are recognized as being the most comprehensive, industry-specific courses of their kind in North America. His courses address the creation of measurable bottom-line profitability and not just developing activity to keep busy, by covering the very detailed nuts and bolts issues that are required to be clearly understood by every level of the industry if an independent shop is going to financially prosper and enjoy a professional future. Bob’s previous episodes are HERE. Link to Automotive Aftermarket E-Learning Centre Ltd. (AAEC) HERE. Key Talking Points Cost Per Billed Hour is a new Measurement in the New AftermarketIt is a new critical part in building net profit. The efficiency of operation affects the cost per billed hour, the less efficient the operation, the higher the cost per billed hour Proficiency- tech vs clock/time allowed Labor rates (Maint., Diag., Re-flash) now have to be established off of cost per billed hour Site Efficiency- a measurement that lets you know how the entire team is working togetherIn the video, above, Bob walks you through the calculation The only way to change efficiency number is to increase billed hours- increasing labor rate changes potential Reflect how you are handling vehicles- Are you scheduling properly, do techs have the appropriate amount of time required, having time for the Service Advisor to connect with the client (building relationship and education) Are you billing properly for diag time; for test drive time? Net profitTarget a net profit before tax of a minimum of 15% of gross sales Average shop missing $25,000-30,000 net profit per bay per year out of the current business coming through the door ROI of 35% as a minimum objective- we are in the high-risk business and industry, unfortunately, the average ROI is 7-9% Bob’s email: HERE ([email protected]) Automotive Aftermarket E-Learning Centre Ltd. (AAEC) 1-800-267-5497 Resources: Thanks to Bob Greenwood 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Ron Haugen – Sold his business Westside Auto Pros, Des Moines, IA. Ron is consulting and teaching. Dick Jobe – Former shop owner, Downtown Import Service. He was known as Dr. Volvo. He now owns Machine Head and he is making metal art. Doug Stoll – Retired. Past owner of Susquehanna Auto Clinic and The Auto Clinic. Now a part-time coach for Elite Worldwide. A co-founder of Vision. Jerry Holcom – President of Mid West Auto Care Alliance (MWACA) and owner of S & S Service in Kansas City, MO. A co-founder of Vision. Key Talking Points Succession plan- need to plan aheadIt’s worth what it’s worth- business is worth cash flow not assets Common mistake- last 5-6 years of owner’s career they do not want to spend money/send employees for training. Declining business because they are not aggressively growing it and subsequently will not worth as much when want to sell You’re either going to die or retire- be in control of your retirement, plan when and set yourself up for life after business. Don’t let a life event plan it for you. Future in industry Cost of business increasing More specialization due to technology Consolidation Business coachEstablish and fund budget for annual equipment purchases JerryHolcomNot retired but his friends on the podcast are! Loves going to work at shop still Doug StollHad a goal to retire at 50. He made that goal. Sold business in 2003 Avid golfer Business coaching part-time Dick Jobe“Dr Volvo” Before sold business went back to school and got a degree in machine tool technology and advanced welding www.machineheadkc.com– mentor interns and help them grow Started making artistic work Ron HaugenSold business in September 2018 Business coaching part-time and living the dream in Mexico Resources: Thanks to Jerry Holcom, Doug Stoll, Dick Jobe and Ron Haugen 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. The auto care industry is revving up. New technologies are changing cars and the way people use them. To stay in the driver’s seat of all these advancements, you need to take charge of your learning, your business, and your legacy. That’s where the 2020 NAPA EXPO comes in. With help from industry experts and the best suppliers and manufacturers, the 2020 NAPA EXPO will provide the innovations and answers you need to charge forward into the future. This is your chance to network with experts in the industry. Discover the latest innovations that will help you stay market competitive. Learn more about new products, services, and equipment. You will be using them every day. Join us in Las Vegas, April 6-9, 2020! Contact your NAPA AUTO PARTS store today to reserve your package for this can’t miss event. Enrollment is going on now. To learn more about NAPA AutoCare and the benefits of being part of the NAPA family, visit www.NAPAAutoCare.com. Click to go to the Podcast on Remarkable Results Radio

Rob Morrell is the Sr. Director of Management and Technical Training at WorldPac Technical Institute. Rob is also an expert technician-shop foreman for Porsche, BMW, and Mercedes Benz. Rob has an extensive background building high-performance engines for Porsche including power plants for 959’s, 962’s and GT2’s. Rob served for many years as shop foreman and lead diagnostic tech for a San Francisco Bay Area BMW-Porsche dealership. Rob has also worked as a Lexus diagnostic technician. Rob lives and works in the San Francisco Bay Area. Rob’s Certification: ASE certified in engine, electrical, and brakes Certified Mercedes Technician BMW Master Technician Porsche Master Technician Rob’s Professional Accomplishments BIMRs member (a non-profit association of Independent BMW Service Professionals dedicated to education and training) P-Gruppe Education Committee Board of Governors (an Aftermarket Porsche group) TCOE Board of Governors Mark Warren a training manager at WorldPac Technical Institute and lives and works in Tucson, AZ. Mark is happily married to Cheryl, his high school sweetheart and has two grown children and two fantastic grandkids. After family, Mark’s passion is automotive diagnostics; learning how to diagnose the tough ones. Mark also enjoys camping, backpacking, spelunking, and mountain biking. Mark’s Certifications: ASE Master Tech and L1 General Motors Training University of Arizona, 1972– 1978 Advanced Automotive Managers Degree (AAM) from Automotive Management Institute (AMI) Professional Accomplishments: ASA Tucson Chapter National Member (1988 – Present) Tucson ASA Board (1989 – 1996) Tucson ASA President (1992, 1993) State Board Member (1992 – 1993) EPA OBDII Implementation and Evaluation FACA Committee (1995 – 2003) Service Technicians Society – Division of SAE (1996 – 2002) Member of Steering Committee Board Member STS President (1999) EPA Incentive Based Policy Committee (Emissions Policy) (1995 – 1998) National Automotive Service Task Force (NASTF) (1998 – Present) Arizona Pilot Program – a precursor to NASTF (1998 – Present) Key Talking Points: A case for specialization Know pattern failures, have special service tools for specific brands, technicians are efficient General repair shop- can hire specialists within the shop Marketing to customers- internet/Facebook, sponsor specific group (soccer teams for soccer moms, church), flyers in parking lots/neighborhoods Market to soccer moms by sponsoring a team or hanging out on soccer sites in social media.He created a special room in his shop with a ‘treasure chest’ of toys for the kids that come in with their mom. You can own the heart of a child for very little. Mark marketed his shop as a ‘minivan’ specialist. He got to 70% minivan volume Specialty shop knows the vehicle/platform in a comprehensive way. In a small town being a generalist is your most likely strategy World Pac TrainingIn 2016- invited high school students and instructors for free. Free meals and access for 3 days. Had around 25 students come, and participated in a wide variety of classes (management training, high-performance training, specialization training). In 2018 had few hundred students attend. At the end of expo met with executives to talk about a variety of careers in industry. Showing students where they are going After attending 2018 expo the students tested 52% higher on ASE tests Consider the career paths that so many of our industry leaders have had. Many have started as a technician. Note to industry: Bring in as many post-secondary students to localized professional training for FREE. Resources: Thanks to Rob Morrell and Mark Warren 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. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. 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. With 2,500 exhibiting companies, you’ll see the latest products, parts, and technologies for your business. The event also offers advanced training for shop owners, technicians, warehouse distributors (WDs) and auto parts retailers, as well as networking opportunities to grow your business. AAPEX 2019 will take place Tuesday, Nov. 5 through Thursday, Nov. 7, at the Sands Expo in Las Vegas. More than 48,000 targeted buyers are expected to attend, and approximately 162,000 automotive aftermarket professionals from 135 countries are projected to be in Las Vegas during AAPEX 2019. For information, visit aapexshow.com Click to go to the Podcast on Remarkable Results Radio

Mike Michalowicz is the entrepreneur behind three multimillion-dollar companies and is the author of Profit First, The Pumpkin Plan and what BusinessWeek deemed the entrepreneur’s cult classic, The Toilet Paper Entrepreneur. Mike is a former small business columnist for The Wall Street Journal and the former business makeover specialist on MSNBC. Today Mike travels the world as an entrepreneurial advocate speaking to groups just like aftermarket professionals. He is globally recognized as the guy who “challenges outdated business beliefs” and teaches us what to do about it. Carm Note: I loved this book and believe it should be required reading for all aftermarket professionals if you own a shop or not. The principles in this book will help set you free from the ‘I’ve run out of cash and I can’t pay myself’ syndrome. Mike’s father-in-law is a shop owner so he does understand the challenges of our profession. I’ve heard from your industry peers who have implemented ‘Profit First’ and they are well on their way of making the kind of profits indicative of the investment they make in their business. Make Profit First a way of doing business. You deserve to be incredibly successful but you must implement this system or something similar to control your spending. You’ll soon find where your weak area is, yet still profit from your hard work. Key Talking Points: Actions of owners trigger profitability or lack thereof Cash flow management system The money will flow into the shop Then allocated to the profitability of the company Pay owner/operator, taxes, parts, operations of a business Now can see what money is available for what purpose before spend it Revenue Profitability trap- if profitability down then will revert to sell more, if you want to be profitable then you need to reallocate money to profit. Every transaction has a piece allocated to profit. Money taken out stored away, business runs off of the remainder. 5 core fundamental accounts Income- the inflow of cash Profit- reward shareholders (owning stock in your own company) Owner compensation- owner salary Taxes- business pays for taxes The account that manages operations of the business “Profitability isn’t an event, it’s a habit.” – not bottom line not year end Sales-profit= expenses (new formula) Support networkFind support with another shop, accountability partner Profit First Professionals- trainer Efficiency- the secret sauce Always Improve Piggy bank Had nonprofitable computer technology businesses. Sold first company and made money Started a second company- sold to Fortune 500 Started third company- went into debt in 2008. Had to tell the family they were going to lose house and possessions. Told 9-year-old daughter he wouldn’t be able to pay for horseback riding lessons. Daughter ran to the bedroom and brought the piggy bank back to Mike to help support the family. Awakening and turning point- learned how to create a successful business and make profit a habit Healthy business Can run with the complete absence of owner- 4 full weeks physical and digital disconnect Resources: Thanks to Mike Michalowicz for their contribution to the aftermarket’s premier podcast. Mike Michalowicz web site HERE. Link to the ‘BOOKS‘ page highlighting all books discussed in the podcast library HERE. Leaders are readers. Leave me an honest review on iTunes. Your ratings and reviews really help and I read each one of them. Be socially involved and in touch with the show: Facebook Twitter Linked In Email Events Speaking Subscribe to a mobile listening app HERE. The auto care industry is revving up. New technologies are changing cars and the way people use them. To stay in the driver’s seat of all these advancements, you need to take charge of your learning, your business, and your legacy. That’s where the 2020 NAPA EXPO comes in. With help from industry experts and the best suppliers and manufacturers, the 2020 NAPA EXPO will provide the innovations and answers you need to charge forward into the future. This is your chance to network with experts in the industry. Discover the latest innovations that will help you stay market competitive. Learn more about new products, services, and equipment. You will be using them every day. Join us in Las Vegas, April 6-9, 2020! Contact your NAPA AUTO PARTS store today to reserve your package for this can’t miss event. Enrollment is going on now. To learn more about NAPA AutoCare and the benefits of being part of the NAPA family, visit www.NAPAAutoCare.com. Click to go to the Podcast on Remarkable Results Radio