Maylan Newton from ESI – Educational Seminars Institute is a business coach, trainer and industry speaker. Maylan is no stranger to the podcast having paid it forward many times. He is a much sought our speaker at industry events in the US. Find Maylan’s previous episodes HERE.

“He is ‘just a car guy’ with lots of knowledge and is brave enough to talk about it”. Maylan’s purpose is to educate leaders to be a better owner or service writer.

Talking Points:

• Get Away from the Price Driven model of Business and get back to the Quality and Relationship Business
• Stop quoting price over the phone
• If you quote a price, make it the last thing you do not the first
• You don’t have to be cheap to be busy
• Price can be 6th or 7th on a customers list of needs
• When you quote a price over the phone you are setting up to be a more difficult repair process and saleWhat happened to the quote you gave me
• The service write needs skill to not quote a price over the phone
• Vehicles are too complex and sophisticated to quote a price over the phoneIt is not your dad’s Oldsmobile
• We are cannibalizing our industry by quoting a price
• Do you really want the customer who wants the lowest price?
• In today’s climate spend extra effort to tell the customers about your touchless transaction and the sanitizing efforts you are putting forth
• If customers wanted a cheap price there would not be top shops out there not dealing with price first
• We need to show the value of what we do and be proud of our investments in people, training and equipment

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Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.

With me is Maryann Croce from SmallBusinessvantge.com. She and her husband Tony also own Croce Transmission in Norwalk, CT.

As a business owner, she can chalk up many a mistake that has turned into wisdom. She has been there and done that and shares 5 key principles to help a startup business person get ahead of the game. She is speaking to resilience, commitment, getting help, being curious and giving. Learn why messaging, relationships and financials are vital no matter what stage you are and your business is currently in. Don’t believe you need to go it alone.

Maryann was a banker turned business owner. Tony was a technician turned shop owner. She is also a member of Women in Auto Care and owns smallbizvantage.com

Her biggest mistake as a new business owner was thinking she had to do it all. This is one of the reasons why her signature talk “Gain Control by Letting Go” was created.

Maryann is also a member of Women in Auto Care and owns smallbizvantage.com. Hear Maryann in her previous episodes HERE.

Talking points:

• We never taught financial terms and budgeting in our youth
• Budgeting is one of the reasons people struggle with finances
• Do you understand if you pay the minimum on a credit card, how much you pay over time principle and interest?
• If you are struggling financially in your personal life, you will struggle with it in your business life
• The stress is very tough to manage
• Get help with financial management and budgeting
• Tell your school boards and teachers that we need financial education or simple budgeting
• Resources:Dave Ramsey
• Mike Micahlowicz “Profit First” SP Link
• Budgeting helps you stay out of financial trouble and the ups and downs of a business cycle
• It is too easy to swipe a card and lose track of what you are spending
• Don’t spend what you don’t have

Cecil Bullard is President of the Institute for Automotive Business Excellence. He is a trainer and business coach in the automotive aftermarket working closely with service professionals.

Previous episodes featuring or mentioning Cecil, click HERE.

Institute for Automotive Business Excellence website.

Talking Points:

• Re-thinking parts margins based on pricing transparency from online parts sellers
• He doesn’t like the strategy that we need to re-think how we
• Consider what your parts and equipment suppliers do for you.Local availability
• Training
• Support of local and regional events
• We need to dictate how we run our business not the other way aroundWe have a lot invested in our shops
• Don’t let the online market to influence how you run your business
• If you buy parts from an online supplier you are helping them and hurting yourself

Important links below:

Be socially involved and in touch with the show:

Facebook   Twitter   Linked In   Email

Listen for free on Apple Podcasts, Google Podcasts, Spreaker, iHeart Radio, Spotify, Podchaser and many more. Mobile Listening APP's HERE

Join the Ecosystem - Subscribe to the INSIDER NEWSLETTER HERE.

Buy Carm a Cup of Coffee 

Savvy shop owners use vehicle inspections to find additional work on a vehicle that the vehicle owner may not know is needed. The most successful shop owners fully inspect every car, every time. It benefits the vehicle owner more than the shop because most vehicle owners want their autos to be reliable. FlexCheck Auto takes the power of a shop’s inspection process and puts it in the palm of your technician’s hand so that pictures, video, and vehicle-specific notes about a vehicle’s condition can be shared quickly with vehicle owners. It improves technician efficiency in the bays, service writer efficiency at the counter, increases average repair order and builds trust with vehicle owners. Today’s vehicle owners want to receive their vehicle’s health status electronically, this makes FlexCheck Auto the most transparent way to do sell auto repair. Try it for free for 30 days! Go to FlexCheckAuto.com to learn more.