Shop owners are not paying attention to the detail of their business. It still is the same old thing expecting different results.
Some owners will not like this but it has to be pointed out.
I have noticed a common trait among my clients. They made the change which gave them the desire to work "ON" their business instead of "IN" their business. The results have been absolutely amazing and has reflected so positively on the shop culture, and the bottom line performance of their business.
Ready?????..........read carefully
Change your clothing style! Dress for Success!!
No more ball caps or hats of any nature.
No more T-shirts. Wear a light colored dress shirt and wearing a tie is a great touch but optional.
Clean shaved every day. All beards neatly trimmed.
Take the coveralls and smocks off and wear a sports jacket.
No more jeans. Dress slacks only. Washable dress slacks can be purchased these days.
Get rid of the work boots and move to dress shoes. Believe it or not this makes you feel totally different which in turn you conduct yourself differently.
What will this change do?
First: It will give you a whole different self image when you look at yourself in the mirror in the morning. And let's be honest here... self image has a lot to do with business success execution.
Second: You are the owner. You do not work in the bays. You greet, meet and work with clients. You plan and discuss business issues with the staff. You manage the business by being up front. You deal with the business suppliers and other business professional relationships such as the banker, accountant, lawyer, insurance and other peer professionals within the industry. You MANAGE the business.
Third: The shop attitude begins to change as a more professional image challenges the rest of the staff to stay clean and conduct themselves in a more professional manner. "No one wants to put dirt or grease on the bosses clothing".
Fourth: The clientele notice and develop a higher respect for the owner and the shop in general. The overall image of the shop becomes elevated.
Professionalism is in the detail of execution. Take a very close look at exactly WHAT you, the owner, are projecting.
Thursday, November 18, 2010
Tuesday, November 16, 2010
Are Your Business Dots Connecting?
A shop operator opens the doors with visions in his or her head thinking this is just the beginning of their dream and the best is yet to come. They are very grateful for the opportunity given to them but at the same time scared of the unknown. They approach each day with optimism and a positive attitude that lights a spark with anyone they come in contact with.
The first year is an amazing learning curve but it is part of the process and is accepted.
The second year is now in comparison to the first and they see progress but there is still much to learn and understand.
The third year sees a big step as additional staff come on board and technical training classes are continued updating the shop to vehicle reality.
The fourth year starts to play a little havoc with cash flow because income tax issues have come into play stronger than first understood and new reinvestment is also now required to stay up with technology.
The fifth year starts to see a serious wearing down of management as they now are seeking some serious vacation time because the energy consumed over the first four years to make this work right has totally drained their "batteries" and the little enthusiasm that is left is like a slight flick of a lighter. Cynicism starts to settle in.
The six year experiences staff retention issues as cash is tight, lack of time off, family issues are definitely becoming more prominent which all play on managements attitude and outlook of the day to day shop tasks. That clustered attitude is picked up by the staff and the shop's overall environment becomes more negative with each passing month.
The seventh year settles in with the thought "this is not what I signed up for, I'm not enjoying it any more, its just too tough to make a living. I've bought myself a lousy job. Now what am I going to do? These dots are not connecting at all the way I thought they would."
Sound familiar?
In some shops, this scenario can play out within the first 4 years, but is this the normal route a shop business must go down today to get on the path to be successful?
The definite answer is "No"
WHAT HAPPENED HERE?
The first mistake was a lack of understanding by management as to the complexity of this business they were entering. Management should have taken the proper courses BEFORE they opened the doors. This statement also holds true for any son or daughter planning to take over the Family business. From there, a proper business plan should be addressed and the right people and the right companies that are going to be involved with the business should have been interviewed/selected. The shop procedures and business measurement guidelines should have been established.
The second mistake is that the industry NEVER came to him up front, stuck to their guns and simply said "If your going to play in this game you must learn the rules." Get through these classes BEFORE we do business together because the fact is, if you don't succeed, we don't succeed.
Consider that the aftermarket sector is so hungry for sales, they don't even take the time to really "qualify" their new prospects. Someone has opened these new business doors...who gets him first with the best price and ropes him in wins? This format says its all about the supplier, never about the shop owner. They seemingly act like vultures swarming around the potential prey.
Now before I get some nasty responses, I'm not running down all parts suppliers. I know some unbelievable companies across North America that bend over backwards to help their customer base because those suppliers and shop owners get it. My concern is about the shop and jobber owners who don't get it. They are affecting the credibility and profitability of our Aftermarket industry.
Consider that running a automotive service shop today is a true "Profession". The "Trade day" mentality is over. Licensed technicians who open a shop today must understand that to run a profitable business they must move into a Management role which means they must be up front building consumer and business relationships as well as taking the right time to nurture and develop a professional shop culture. They can not be under the car at the same time and accomplish those objectives....it doesn't work that way anymore.
This is a very complex business today and "Shop Business Acumen" should be sought out before the doors are opened. If they don't take the various industry business courses first, then financial failure can be a real possibility. That is not fair to the family who must support the shop owner and it's not fair to the staff that take a risk and join the business.
Management has an incredible responsibility today. Let's not neglect it or take anything for granted.
The first year is an amazing learning curve but it is part of the process and is accepted.
The second year is now in comparison to the first and they see progress but there is still much to learn and understand.
The third year sees a big step as additional staff come on board and technical training classes are continued updating the shop to vehicle reality.
The fourth year starts to play a little havoc with cash flow because income tax issues have come into play stronger than first understood and new reinvestment is also now required to stay up with technology.
The fifth year starts to see a serious wearing down of management as they now are seeking some serious vacation time because the energy consumed over the first four years to make this work right has totally drained their "batteries" and the little enthusiasm that is left is like a slight flick of a lighter. Cynicism starts to settle in.
The six year experiences staff retention issues as cash is tight, lack of time off, family issues are definitely becoming more prominent which all play on managements attitude and outlook of the day to day shop tasks. That clustered attitude is picked up by the staff and the shop's overall environment becomes more negative with each passing month.
The seventh year settles in with the thought "this is not what I signed up for, I'm not enjoying it any more, its just too tough to make a living. I've bought myself a lousy job. Now what am I going to do? These dots are not connecting at all the way I thought they would."
Sound familiar?
In some shops, this scenario can play out within the first 4 years, but is this the normal route a shop business must go down today to get on the path to be successful?
The definite answer is "No"
WHAT HAPPENED HERE?
The first mistake was a lack of understanding by management as to the complexity of this business they were entering. Management should have taken the proper courses BEFORE they opened the doors. This statement also holds true for any son or daughter planning to take over the Family business. From there, a proper business plan should be addressed and the right people and the right companies that are going to be involved with the business should have been interviewed/selected. The shop procedures and business measurement guidelines should have been established.
The second mistake is that the industry NEVER came to him up front, stuck to their guns and simply said "If your going to play in this game you must learn the rules." Get through these classes BEFORE we do business together because the fact is, if you don't succeed, we don't succeed.
Consider that the aftermarket sector is so hungry for sales, they don't even take the time to really "qualify" their new prospects. Someone has opened these new business doors...who gets him first with the best price and ropes him in wins? This format says its all about the supplier, never about the shop owner. They seemingly act like vultures swarming around the potential prey.
Now before I get some nasty responses, I'm not running down all parts suppliers. I know some unbelievable companies across North America that bend over backwards to help their customer base because those suppliers and shop owners get it. My concern is about the shop and jobber owners who don't get it. They are affecting the credibility and profitability of our Aftermarket industry.
Consider that running a automotive service shop today is a true "Profession". The "Trade day" mentality is over. Licensed technicians who open a shop today must understand that to run a profitable business they must move into a Management role which means they must be up front building consumer and business relationships as well as taking the right time to nurture and develop a professional shop culture. They can not be under the car at the same time and accomplish those objectives....it doesn't work that way anymore.
This is a very complex business today and "Shop Business Acumen" should be sought out before the doors are opened. If they don't take the various industry business courses first, then financial failure can be a real possibility. That is not fair to the family who must support the shop owner and it's not fair to the staff that take a risk and join the business.
Management has an incredible responsibility today. Let's not neglect it or take anything for granted.
Wednesday, October 27, 2010
Industry Jobbers Must Get Involved
Last week I had the opportunity to attend the Automotive Industry Association's Industry Forum in Toronto. The venue was excellent. The agenda was excellent. The topics covered by the speakers were very pertinent.
Manufacturers were present. Warehouse Distributors were present. Jobbers were but a handful which lead to a weak turnout of Service Shop owners.
It is frustrating to watch AIA Canada make such a strong effort to bring the right information to the Aftermarket, yet they are not supported by the "division" that can truly carry the message and be the catalyst to make the change required in the Aftermarket industry.
Consider this: The Jobber can deliver the message of such an event to every shop they deal with and invite them to register and participate with them. It should be a mission to get as many of their customer base to participate in such an event because specific "education" is invaluable. Better yet, the Jobber could bring their top 10 shop clients to such an event as their guests. The opportunity to build relationships at such a function is so huge as you would have the opportunity to discuss each message delivered by the chosen speakers that the Jobber and shop owners attend together.
Why is this not happening? There are a few reasons and let me be perfectly clear, not all Jobbers fit this mold but unfortunately just too many do.
1). Lack of Respect for their customer base. Those Jobbers talk about their "Installers". Buy using that word alone proves these Jobbers don't even understand what their customer base does today. They talk down about their shop customers because they do not have solid business relationships in place that builds a "client" relationship. The Owner of the Jobber business does not even get out to meet and THANK his customers for their business. "That is the sales reps job". WOW.
It's time to challenge every Jobber to three questions: A) List 5 positive things as to why your Jobber business is great in these different economic times? and B) Do the top 10 shops in your market area make your business absolute first call? If not, WHY not? C) Do you know how to mathematically calculate the potential Aftermarket parts purchase volume from each shop you sell to and are you capturing 85% of that potential? If not, WHY not?
See if you can get a clear defined answer to those three questions. The answers will tell you a lot about the "person" in charge as you watch their eyes closely as they answer such provoking questions.
2). Lack of defined purpose for their Jobber business. Perhaps it IS time to get out of business as these Jobbers have no game plan (vision) to grow their business and offer real value to their shop clients. These Jobbers define value only through price. They are as bad as many of the shop owners they sell to...they just don't get it! ....and they complain about the shop owners. It's as simple as this...you market on price, you attract price focused people.....you market and educate on true value and you attract value focused people. Everyone is selling today to the exact people they went after. You win!!!, why are you complaining?
3) These Jobbers look at every dollar going out of the business as an expense. They themselves do not understand "Investment". The fact is there are expense dollars and investment dollars. Ask these Jobbers "How much do you "Invest" into your top 30% of your clientele each year and how do you measure the return? What realistic time frame do you expect to see a return? Most Jobbers with the wrong mindset want instant gratification (that magic silver bullet) rather than look at a 20% to 25% annual return as reasonable in these times.
Jobber must get involved because they can truly make a difference. Read the article about KC Automotive in Owen Sound (Jobber of the Year) in Jobber News. They "GET IT". There are more across Canada truly trying and investing to make a difference, but are pulled down by the many Jobbers who do not participate, complain, mess up the marketplace and think only of today.
The same thing is said from the best shop owners. The best shop owners will help any peer who wants to truly move forward and they will dedicate almost unlimited time to help that individual, but the bad shops just pull them down and give the public a poor industry image.
Isn't it amazing how the two divisions of the Aftermarket parallel each other?
Food for thought.
Manufacturers were present. Warehouse Distributors were present. Jobbers were but a handful which lead to a weak turnout of Service Shop owners.
It is frustrating to watch AIA Canada make such a strong effort to bring the right information to the Aftermarket, yet they are not supported by the "division" that can truly carry the message and be the catalyst to make the change required in the Aftermarket industry.
Consider this: The Jobber can deliver the message of such an event to every shop they deal with and invite them to register and participate with them. It should be a mission to get as many of their customer base to participate in such an event because specific "education" is invaluable. Better yet, the Jobber could bring their top 10 shop clients to such an event as their guests. The opportunity to build relationships at such a function is so huge as you would have the opportunity to discuss each message delivered by the chosen speakers that the Jobber and shop owners attend together.
Why is this not happening? There are a few reasons and let me be perfectly clear, not all Jobbers fit this mold but unfortunately just too many do.
1). Lack of Respect for their customer base. Those Jobbers talk about their "Installers". Buy using that word alone proves these Jobbers don't even understand what their customer base does today. They talk down about their shop customers because they do not have solid business relationships in place that builds a "client" relationship. The Owner of the Jobber business does not even get out to meet and THANK his customers for their business. "That is the sales reps job". WOW.
It's time to challenge every Jobber to three questions: A) List 5 positive things as to why your Jobber business is great in these different economic times? and B) Do the top 10 shops in your market area make your business absolute first call? If not, WHY not? C) Do you know how to mathematically calculate the potential Aftermarket parts purchase volume from each shop you sell to and are you capturing 85% of that potential? If not, WHY not?
See if you can get a clear defined answer to those three questions. The answers will tell you a lot about the "person" in charge as you watch their eyes closely as they answer such provoking questions.
2). Lack of defined purpose for their Jobber business. Perhaps it IS time to get out of business as these Jobbers have no game plan (vision) to grow their business and offer real value to their shop clients. These Jobbers define value only through price. They are as bad as many of the shop owners they sell to...they just don't get it! ....and they complain about the shop owners. It's as simple as this...you market on price, you attract price focused people.....you market and educate on true value and you attract value focused people. Everyone is selling today to the exact people they went after. You win!!!, why are you complaining?
3) These Jobbers look at every dollar going out of the business as an expense. They themselves do not understand "Investment". The fact is there are expense dollars and investment dollars. Ask these Jobbers "How much do you "Invest" into your top 30% of your clientele each year and how do you measure the return? What realistic time frame do you expect to see a return? Most Jobbers with the wrong mindset want instant gratification (that magic silver bullet) rather than look at a 20% to 25% annual return as reasonable in these times.
Jobber must get involved because they can truly make a difference. Read the article about KC Automotive in Owen Sound (Jobber of the Year) in Jobber News. They "GET IT". There are more across Canada truly trying and investing to make a difference, but are pulled down by the many Jobbers who do not participate, complain, mess up the marketplace and think only of today.
The same thing is said from the best shop owners. The best shop owners will help any peer who wants to truly move forward and they will dedicate almost unlimited time to help that individual, but the bad shops just pull them down and give the public a poor industry image.
Isn't it amazing how the two divisions of the Aftermarket parallel each other?
Food for thought.
Tuesday, October 12, 2010
In Negative Times - Let's Make A Positive
Anyone that knows me understands I am direct and to the point person (sometimes I am often accused of being too black and white) because I believe deeply in any message I send out. I see and understand all my messages very clearly. All my messages, however, must be proven and stand the test of time.
This is a very personal message I am asking you to embrace. I have never done this before in an open forum such as the internet, but in this case it is worth every risk anyone could perceive.........this is important and very worth it. It is proven and stands the test of time.
The Aftermarket sector is one of the most genuine of the Automotive Industry. We work hard and we play hard. We have a high standard of morals wanting always to do the right thing for other people because we want to help. It is our character. We criticize many but are always prepared to compromise in order to move things forward. We demand a lot but we are prepared to give a lot. Of all the characteristics of the Aftermarket, nothing is stronger than to say "We truly are a people to people industry". We deal with people, we enjoy people, we support people, we must have people as a constant in our lives; we are the Aftermarket sector of the automotive industry.
For a number of years now, many of my students of my classes have heard me talk about "High Five for Kids". I want to talk about it again but now in the openness of the internet.
This particular charity is a unique stand alone Aftermarket initiative. High Five for Kids is a registered Foundation in Canada. Tax receipts are issued with all donations.
High Five for Kids is focused on "Kids"........only the Aftermarket could think of such a focus in such a unique way to provide happiness and environments that promote what the Aftermarket stands for......people loving and interacting respectfully with people to provide circumstances which allows people to enjoy the moment and create a positive atmosphere.
To date, through the High Five for Kids charity, monies have been raised and sent to under privileged Kids so they can access Day Camps; monies to rebuild playgrounds in small towns and villages; monies to assist in building recreational parks; and provided monies towards hospices that provide shelter and support to families that have been affected by Cancer of young children. All of these recipients (and many others) have been identified by AIA Canada Members Nationwide and H5's have become a support mechanism to those members requesting assistance to make a positive for the young ones in our world and their Families.
As a lifetime member of the Aftermarket industry (35 years) I am urging every shop owner and Jobber in Canada to commit 25 cents from every invoice/repair order they write each month to "High Five for Kids". Look we know business is tough but in tough times we, the Aftermarket, can still find the way to contribute and think of the kids. We as a sector are so drawn to them to ensure they enjoy themselves and are happy in a safe environment. Why? Because we personally can relate to every child experiencing tough times, unhappy times, unfortunate times. Many within the Aftermarket lived it and breathed it. We understand it. H5's accomplishes exactly what we have always wanted to see for Kids in our country who are in the circumstances many of us have experienced.
You can be assured that through AIA Canada 100% of your donation goes directly to this charity.........as it is a non profit Industry Association no money is drawn off the donations for administration and "other things" so many charities are known for. Everything about H5's is volunteered from members of the Aftermarket.
Please get behind this Charity and send in a monthly cheque based on 25 cents per invoice/repair order you wrote the month before payable to "High Five for Kids" c/o AIA Canada 1272 Wellington Street West, Ottawa, Canada K1Y 3A7......
I know we can always make an excuse as to "why I can't do this" but I believe there is more doers of positive things out there in the Aftermarket over the naysayers of criticism and inaction. If you ever would like to ask me any question on this charity, please call my toll free number 1-800-267-5497. If I can not answer your question, I know where to get the answer and I will get back to you. Remember, we are in the people business.
25 cents from every invoice/repair order to High Five for Kids.......a very worthy cause with very little sacrifice.......working together, the Aftermarket is an incredible sector of the Automotive industry because we do make a difference in peoples lives.
This is a very personal message I am asking you to embrace. I have never done this before in an open forum such as the internet, but in this case it is worth every risk anyone could perceive.........this is important and very worth it. It is proven and stands the test of time.
The Aftermarket sector is one of the most genuine of the Automotive Industry. We work hard and we play hard. We have a high standard of morals wanting always to do the right thing for other people because we want to help. It is our character. We criticize many but are always prepared to compromise in order to move things forward. We demand a lot but we are prepared to give a lot. Of all the characteristics of the Aftermarket, nothing is stronger than to say "We truly are a people to people industry". We deal with people, we enjoy people, we support people, we must have people as a constant in our lives; we are the Aftermarket sector of the automotive industry.
For a number of years now, many of my students of my classes have heard me talk about "High Five for Kids". I want to talk about it again but now in the openness of the internet.
This particular charity is a unique stand alone Aftermarket initiative. High Five for Kids is a registered Foundation in Canada. Tax receipts are issued with all donations.
High Five for Kids is focused on "Kids"........only the Aftermarket could think of such a focus in such a unique way to provide happiness and environments that promote what the Aftermarket stands for......people loving and interacting respectfully with people to provide circumstances which allows people to enjoy the moment and create a positive atmosphere.
To date, through the High Five for Kids charity, monies have been raised and sent to under privileged Kids so they can access Day Camps; monies to rebuild playgrounds in small towns and villages; monies to assist in building recreational parks; and provided monies towards hospices that provide shelter and support to families that have been affected by Cancer of young children. All of these recipients (and many others) have been identified by AIA Canada Members Nationwide and H5's have become a support mechanism to those members requesting assistance to make a positive for the young ones in our world and their Families.
As a lifetime member of the Aftermarket industry (35 years) I am urging every shop owner and Jobber in Canada to commit 25 cents from every invoice/repair order they write each month to "High Five for Kids". Look we know business is tough but in tough times we, the Aftermarket, can still find the way to contribute and think of the kids. We as a sector are so drawn to them to ensure they enjoy themselves and are happy in a safe environment. Why? Because we personally can relate to every child experiencing tough times, unhappy times, unfortunate times. Many within the Aftermarket lived it and breathed it. We understand it. H5's accomplishes exactly what we have always wanted to see for Kids in our country who are in the circumstances many of us have experienced.
You can be assured that through AIA Canada 100% of your donation goes directly to this charity.........as it is a non profit Industry Association no money is drawn off the donations for administration and "other things" so many charities are known for. Everything about H5's is volunteered from members of the Aftermarket.
Please get behind this Charity and send in a monthly cheque based on 25 cents per invoice/repair order you wrote the month before payable to "High Five for Kids" c/o AIA Canada 1272 Wellington Street West, Ottawa, Canada K1Y 3A7......
I know we can always make an excuse as to "why I can't do this" but I believe there is more doers of positive things out there in the Aftermarket over the naysayers of criticism and inaction. If you ever would like to ask me any question on this charity, please call my toll free number 1-800-267-5497. If I can not answer your question, I know where to get the answer and I will get back to you. Remember, we are in the people business.
25 cents from every invoice/repair order to High Five for Kids.......a very worthy cause with very little sacrifice.......working together, the Aftermarket is an incredible sector of the Automotive industry because we do make a difference in peoples lives.
Friday, October 8, 2010
Dealing with FEAR in Moving Your Business Forward
Shop owners from Coast to Coast are falling into a rut that produces an immense amount of internal fear. They have not taken the steps required to transition their business from the break down and repair model to the preventative maintenance model of doing business. Instead they hold on to the routines that seem to be familiar to them. Unfortunately those routines from the old business model do not work any more when it comes to growing the shops net income required to move their business forward.
Consider that in a previous BLOG I pointed out that many shop owners look at the better shops and to them, those better shops appear to be lucky. The definition of LUCK is "Laboring Under Correct Knowledge". These progressive shops sought out the knowledge and made the transition into the new world of automotive maintenance.
Well now it is time for shop owners to understand the term FEAR. The definition in business for this word translates into "False Evidence Appearing Real".
Too many shop owners seemingly don't believe the preventative maintenance model is the way to go, therefore they hold on to the old methods of doing business. They believe any change over to the preventative maintenance model could destroy their current customer base in terms of the work the shop does for them and of course they don't want to give those customers and that type of work up. This is not the case what so ever when the business transitions to the new model format.
The math does not lie. Consider that the vehicle technology that has been developed tells us the breakdown and repair model is now out of date. Instead of seeing customers 3 or 4 times a year, the shop will only see them once maybe twice a year on average. This will change shop profitability opportunities dramatically if not properly addressed. The vehicles are built so much better but they must be maintained. Complete vehicle maintenance is very critical today. When the newer vehicles do break down however, the client is extremely inconvenienced. We as an industry can ensure the client does not experience this inconvenience when we "Manage" their vehicle professionally with a preventative maintenance system in place within the shop. It is our professional responsibility to ensure the customer/clients vehicle is safe and reliable. Safe and Reliability management of vehicles produces substantial net income opportunities.
False Evidence (Mis-information not understanding) is misleading these shop owners and it is destroying their current business not to mention the owners self confidence.
Everyone must examine their "Fears" very carefully and understand exactly what is required to move their business forward. It really is not as scary as many people perceive. In fact it is very refreshing to have a new procedure and understanding that reduces stress, brings the shop employees together and grows the business net income.
Consider that in a previous BLOG I pointed out that many shop owners look at the better shops and to them, those better shops appear to be lucky. The definition of LUCK is "Laboring Under Correct Knowledge". These progressive shops sought out the knowledge and made the transition into the new world of automotive maintenance.
Well now it is time for shop owners to understand the term FEAR. The definition in business for this word translates into "False Evidence Appearing Real".
Too many shop owners seemingly don't believe the preventative maintenance model is the way to go, therefore they hold on to the old methods of doing business. They believe any change over to the preventative maintenance model could destroy their current customer base in terms of the work the shop does for them and of course they don't want to give those customers and that type of work up. This is not the case what so ever when the business transitions to the new model format.
The math does not lie. Consider that the vehicle technology that has been developed tells us the breakdown and repair model is now out of date. Instead of seeing customers 3 or 4 times a year, the shop will only see them once maybe twice a year on average. This will change shop profitability opportunities dramatically if not properly addressed. The vehicles are built so much better but they must be maintained. Complete vehicle maintenance is very critical today. When the newer vehicles do break down however, the client is extremely inconvenienced. We as an industry can ensure the client does not experience this inconvenience when we "Manage" their vehicle professionally with a preventative maintenance system in place within the shop. It is our professional responsibility to ensure the customer/clients vehicle is safe and reliable. Safe and Reliability management of vehicles produces substantial net income opportunities.
False Evidence (Mis-information not understanding) is misleading these shop owners and it is destroying their current business not to mention the owners self confidence.
Everyone must examine their "Fears" very carefully and understand exactly what is required to move their business forward. It really is not as scary as many people perceive. In fact it is very refreshing to have a new procedure and understanding that reduces stress, brings the shop employees together and grows the business net income.
Sunday, August 1, 2010
The Independent Sector Can and Will Make The Difference....IF.... WE... Choose to Do So...Where Do You Stand?
The Independent sector of the Automotive Aftermarket Industry time after time has been voted "consumers choice" but I believe we can do so much better to make a "dramatic" impact to the consumer and to do that we first have to acknowledge "together" that we have a lot of work to do.
Unfortunately the sector over the next five years will continue to shrink in numbers of effective outlets but that does not mean ineffectiveness of who and what we are as a total sector. The outlets that disappear would not "get on the bus" to be part of the difference that the consumer could notice and experience. As the saying goes, "You can lead a horse to water but you can not make it drink".
The Independent outlets, however, that continuously raise the bar for the consumer/client experience and retain competent staff that understand the culture of excellence, will be the ones that make the difference. Everyone involved in those shops will reap the personal and financial rewards.
I believe deeply in the Independent shop. My clients have proven time and time again they can not be beaten and they are the best in this great country. They make a huge difference to their clients. They make a sound statement for the Independent sector.
I want to carry this nationally with a unique group of shop owners but I need commitment, not rhetoric, not excuses. I need entrepreneurs who say "We can do this" and ones who believe in themselves to be the very best in their marketplace through example and have the self-discipline to execute guided structure in order to stay there.
I need shop owners who have known me over my 34 years through my various magazine articles, experienced my management courses and believe in what I have shown them.
Here is the meat of this message.......I need shop owners across this country to join me and who will accept monthly unlimited one on one council and coaching........who will make the commitment to be part of an effective confidential Focus Group concept of a maximum of 8 independent shops per group .......a Focus Group which has the monthly accountability structure and where the 8 shop owners meet 2 times per year together in a confidential environment for 2 days behind closed doors in a boardroom format to evaluate each peers business in-depth. The meeting location would require members to travel.
Where are you?? Let's do this!!
It's not "cheap" as any typical shop owner would say using typical industry language and thinking ....however, in reality, it is an investment into yourself and your business......BUT here is the good news..... I will not take you on unless I can find $75K to 100K additional gross profit per year out of your current operations. You will see the right ROI or I won't take you on.
First I can only accept people who have been through my 3 day management course in the last 2 years because only then you understand where we are going and what must now be done in the new economic reality.....so get yourself through a course this Fall....click on the blue tab on the www.aaec.ca website called "Upcoming courses". Yes you most likely will have to travel to get through a course.
Once through the class......let's talk in-depth first to ensure there is business compatibility...... then if we proceed we both will sign a mutual confidentiality agreement, I will then fax or e-mail my basic business questionnaire for you to complete and you will send me your last 4 years financial statements for a complementary business evaluation...........if I can't find the additional GP $ of which I will discuss over the phone with you as to where it is... ..it's not going to happen.
So are you ready for change and serving the consumer to the highest possible level??.......and changing your financial life.......and your personal quality of life????........or are you one of the "industry rhetoric" who simply says "what a sales job". Yes you guys are out there too, I'm very aware of that.
I will do my best for you and when we connect into my Focus Group format, I will not let you down!
Listen to the videos that are on the www.aaec.ca website. If you would like you can e-mail me at greenwood@aaec.ca
Pretty hard core message don't you think?? Are you up for it?? I am!!!
Unfortunately the sector over the next five years will continue to shrink in numbers of effective outlets but that does not mean ineffectiveness of who and what we are as a total sector. The outlets that disappear would not "get on the bus" to be part of the difference that the consumer could notice and experience. As the saying goes, "You can lead a horse to water but you can not make it drink".
The Independent outlets, however, that continuously raise the bar for the consumer/client experience and retain competent staff that understand the culture of excellence, will be the ones that make the difference. Everyone involved in those shops will reap the personal and financial rewards.
I believe deeply in the Independent shop. My clients have proven time and time again they can not be beaten and they are the best in this great country. They make a huge difference to their clients. They make a sound statement for the Independent sector.
I want to carry this nationally with a unique group of shop owners but I need commitment, not rhetoric, not excuses. I need entrepreneurs who say "We can do this" and ones who believe in themselves to be the very best in their marketplace through example and have the self-discipline to execute guided structure in order to stay there.
I need shop owners who have known me over my 34 years through my various magazine articles, experienced my management courses and believe in what I have shown them.
Here is the meat of this message.......I need shop owners across this country to join me and who will accept monthly unlimited one on one council and coaching........who will make the commitment to be part of an effective confidential Focus Group concept of a maximum of 8 independent shops per group .......a Focus Group which has the monthly accountability structure and where the 8 shop owners meet 2 times per year together in a confidential environment for 2 days behind closed doors in a boardroom format to evaluate each peers business in-depth. The meeting location would require members to travel.
Where are you?? Let's do this!!
It's not "cheap" as any typical shop owner would say using typical industry language and thinking ....however, in reality, it is an investment into yourself and your business......BUT here is the good news..... I will not take you on unless I can find $75K to 100K additional gross profit per year out of your current operations. You will see the right ROI or I won't take you on.
First I can only accept people who have been through my 3 day management course in the last 2 years because only then you understand where we are going and what must now be done in the new economic reality.....so get yourself through a course this Fall....click on the blue tab on the www.aaec.ca website called "Upcoming courses". Yes you most likely will have to travel to get through a course.
Once through the class......let's talk in-depth first to ensure there is business compatibility...... then if we proceed we both will sign a mutual confidentiality agreement, I will then fax or e-mail my basic business questionnaire for you to complete and you will send me your last 4 years financial statements for a complementary business evaluation...........if I can't find the additional GP $ of which I will discuss over the phone with you as to where it is... ..it's not going to happen.
So are you ready for change and serving the consumer to the highest possible level??.......and changing your financial life.......and your personal quality of life????........or are you one of the "industry rhetoric" who simply says "what a sales job". Yes you guys are out there too, I'm very aware of that.
I will do my best for you and when we connect into my Focus Group format, I will not let you down!
Listen to the videos that are on the www.aaec.ca website. If you would like you can e-mail me at greenwood@aaec.ca
Pretty hard core message don't you think?? Are you up for it?? I am!!!
Friday, July 23, 2010
Some Shops Just Have All the Luck
Everyone in this industry has heard it over and over from various shop owners and industry personnel...
"Boy does that guy have all the luck; look at the beautiful operation he has. What luck he must have to attract and keep that kind of staff in place. He must of been in the right place at the right time".
Is it not amazing how so many in the Aftermarket justify their circumstances? They always have an excuse seemingly for everything and especially why their shop is not in the top 3 of their community. They just can't seem to find the "luck" they need to make it happen.
A good friend of mine, Mr. Rui Martins from Nova Scotia, brought it all home for me by sharing this; "Bob, you have always said they just don't get it. You push them because you know that they can be so much better at what they do and enjoy a much higher quality of life. You see it in them so you try to slow them down and ask them to take the time to experience and learn how. Then you ask them to implement with self discipline what they were exposed to. You shared the knowledge with me and then you pushed me. Bob I got it figured out. Thank you. I now have all the right relationships in place to ensure I will have all the "luck" I need to succeed in my business and enjoy a better personal lifestyle. Bob, I Labour Under Correct Knowledge."
The nail was hit on the head. Oh it makes all the sense in the world. Working with the correct knowledge will bring all the luck anyone needs; however, consider how many are labouring with out of date knowledge required to run and manage a business in today's challenging climate. They still live in an environment which contain rules that don't work any more. They now don't believe their circumstances or quality of life can get any better. "It is what it is" being the common phrase.
I only wish that they could find the confidence from within to take a chance on him/herself. They don't need a fire under their behind to get them going, they have lost the fire in their gut that gave them desire. If they could muster up a little gut desire and take one more chance on them self, they would then discover how much luck is truly available to them..........luck that can dramatically change their business and quality of life,......... however, they must take the first step. Nothing can happen until that is achieved.
If you know anyone like that why not share this message with them and hopefully they will take a look in the mirror and embrace the meaning of LUCK.
"Boy does that guy have all the luck; look at the beautiful operation he has. What luck he must have to attract and keep that kind of staff in place. He must of been in the right place at the right time".
Is it not amazing how so many in the Aftermarket justify their circumstances? They always have an excuse seemingly for everything and especially why their shop is not in the top 3 of their community. They just can't seem to find the "luck" they need to make it happen.
A good friend of mine, Mr. Rui Martins from Nova Scotia, brought it all home for me by sharing this; "Bob, you have always said they just don't get it. You push them because you know that they can be so much better at what they do and enjoy a much higher quality of life. You see it in them so you try to slow them down and ask them to take the time to experience and learn how. Then you ask them to implement with self discipline what they were exposed to. You shared the knowledge with me and then you pushed me. Bob I got it figured out. Thank you. I now have all the right relationships in place to ensure I will have all the "luck" I need to succeed in my business and enjoy a better personal lifestyle. Bob, I Labour Under Correct Knowledge."
The nail was hit on the head. Oh it makes all the sense in the world. Working with the correct knowledge will bring all the luck anyone needs; however, consider how many are labouring with out of date knowledge required to run and manage a business in today's challenging climate. They still live in an environment which contain rules that don't work any more. They now don't believe their circumstances or quality of life can get any better. "It is what it is" being the common phrase.
I only wish that they could find the confidence from within to take a chance on him/herself. They don't need a fire under their behind to get them going, they have lost the fire in their gut that gave them desire. If they could muster up a little gut desire and take one more chance on them self, they would then discover how much luck is truly available to them..........luck that can dramatically change their business and quality of life,......... however, they must take the first step. Nothing can happen until that is achieved.
If you know anyone like that why not share this message with them and hopefully they will take a look in the mirror and embrace the meaning of LUCK.
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