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.…
Focusing on the results instead of the activity can help elevate your shop’s success and increase your bottom line. John Wooden, one of the most successful college basketball coaches of all time, has a quote: “Do not mistake activity for…
ASA opposed federal program to destroy older vehicles In 2009, the U.S. Congress passed the Consumer Assistance to Recycle and Save Act, and the president signed the bill June 24, 2009. As implemented by the U.S. Department of Transportation, the…
Your marketing, call analytics, data that you generate – and how you keep in touch with your customers – can determine whether a customer chooses your shop or a competitor’s. Recently I was speaking with the owner of a two-location…
A report on small business committee hearings on the implementation of Obamacare The U.S. House of Representatives has ramped up its review of Obamacare or the Patient Protection and Affordable Care Act (PPACA). With the technical problems that have crippled…
Online reviews are the new ‘word-of-mouth.’ Whether you like it or not, your business has an online reputation. And it’s going to affect – if it has not already – the way potential customers feel about you. It’s going to…
ASA members voice their opinions on this phenomenon happening in the collision repair industry. Is consolidation of collision repair shops taking over the industry? Is it doing away with independent shops? How is it impacting ASA members? To find out…
Oil changes are the most common automotive service. But, our industry depends largely on marketing hype instead of facts and standardized test results to evaluate and select fluids, lubricants and filters. Many teachers remain unaware that the American Petroleum Institute…
Top shop owners share a number of traits Over the years I have had the opportunity to work with many of the top shop owners in America, and have discovered there are a number of traits they all share. So…
James Copeland shares challenges of second location Shop owners thinking about adding a second location would do well to talk to James Copeland, AAM. He has just opened a second location, and he can tell you what it’s like. As…
