Discover what separates shops that have staying power from those that fall by the wayside. It was a cold and windy October day in 1908 when Henry Ford’s first Model T rolled off the assembly line in Dearborn, Mich. Not…
Cash is the tool that keeps your business running smoothly. Have you ever heard this one: “I do not understand why (insert business name here) went out of business. They were profitable.” I am starting my 45th year of consulting…
It’s a new year. How did your shop fare last year? If you hope to hit your goals this year, then it’s imperative you have accurate numbers from last year so you can lay out your targets for the new…
It can be the best of times – if you sell preventive maintenance. There has never been a better time to be in the automotive business than now. It truly is the best of times. Let me clarify; it is…
Be fair with customers. And yourself! “I just want an oil change; don’t try to sell me anything else!” Most of us have heard this before. But, what if this customer’s car is in need of additional service? What about…
Promoting preventive maintenance is your noble mission. Most experts agree that the fundamental goal of a business is to make a profit. I agree. If your shop isn’t profitable, then you’re out of business and any other goals or plans…
It’s not hard to market your shop digitally, but it does take some thinking and planning. Keeping your bays full and your technicians busy is harder than ever today. Old “tried and true” methods of marketing and advertising just don’t…
How shops get sick when they get too busy It starts innocently enough: the shop gets busy, and the little things start to slide. First, the inspection process breaks down. Technicians start pencil-whipping their inspection forms, trying to get their…
Regain the magic you once felt. Why do people fall out of love with their auto repair businesses? This could happen for any number of reasons, but primarily it occurs because they lose hope due to the various challenges they…
With individuals being bombarded with more than 3,000 marketing messages a day, here’s how you can create marketing for your shop that stands out from the competition. With individuals being bombarded with more than 3,000 marketing messages a day, here’s…
What are you afraid of as a business owner? When I started to work on this topic, a wealth of resources opened up, along with an abundance of shop owners who contributed to this article. The evolution was exciting, and…
Are the right people and procedures in place to make your shop shine? Let’s start by looking at the evolution of the NASCAR pit stop in a Cup stock car race. Guys leap over the wall, and the gas man…
ASA held its annual business meeting March 6 at the Sheraton Overland Park near Kansas City, Kan. The event included an open meeting of the board of directors, a swearing-in ceremony of the new board, and a reception for ASA…
The secret to growing your shop is attracting customers. But that leads to the old chicken-egg scenario. Editor’s Note: This article contains an example of fictitious gross profit rates and is only used to illustrate mathematical formulas within the story.…
Getting out of your office and connecting with others in the industry can pay off in big ways. It takes vision, inspiration, perseverance and hard work to build and maintain a successful repair shop. Pursuing the ideal dream of “absentee…
There is no easy recipe for what makes up great customer sales and service, but focusing on the basics is a good start. Step 1: Hire great people. Step 2: Let them turn customers into raving referral fanatics. Step 3:…
The key to a low-pressure sales approach is to educate, rather than sell. For more than 30 years, I’ve been hearing comments like this from automotive service personnel all across North America. Listen up: “I’m not a salesman; I’m a…
Getting to the heart of teamwork involves buy-in from the top. In American management lingo, being a “team player” either means taking the blame for something someone else did or working for no pay to make someone else look good.…
