During the 1980s and 1990s, association and seminar leaders frequently pointed to changes in vehicle technology that were putting a dent in the collision repair market. Daytime running lights, the third brake light and anti-lock braking systems (if drivers used them properly), they'd say, were among the key factors pulling accident frequency down. 

Rod Enlow joked that in mid-2005 as he became chairman of I-CAR's board of directors, it looked like it was going to be a fairly smooth and calm year for the training organization. The destructive forces of hurricanes Katrina and Rita turned out to be just one of the issues that ended up buffeting I-CAR during what Enlow now calls a challenging but successful year. 

One of the ways some shops are coping with what they are finding is decreasing profits in collision repair work is adding services beyond body work: mechanical work, detailing, and spray-on bed liners. 

Tuesday, 31 October 2006 17:00

SCRS state affiliate groups meet

In October, the Society of Collision Repair Specialists (SCRS) gathered representatives from more than a dozen of its affiliate associations across the country to exchange ideas and information on their groups' accomplishments and key issues. 

Hank Tarter jokes that if you're going to have a heart attack, the place to be is Keizer, Oregon, a community of 35,000 residents just north of Oregon's capitol city of Salem.

Probably everyone in the industry has heard some variation of the joke about wheels on toolboxes being the cause - or a result of - the high rate of turn-over among the industry's technicians.

Friday, 30 September 2005 17:00

Expanding your business - without DRPs

There's little doubt that much of the growth some collision repair businesses have experienced over the past decade has been fueled by insurer direct repair programs (DRPs). After all, the percentage of insurance-paid work handled through DRPs quadrupled - to more than 30 percent - between 1996 and 2002. Most major insurers are already well over that 30 percent mark - with some at 70 percent or more. 

Are you ready for the "personnel file" challenge? How well can you answer these questions: 

Monday, 31 October 2005 17:00

Part 2: what should be in a personnel file

An article in last month's issue outlined why maintaining personnel files is so critical - and explained some of the items that should not be kept in the files. 

Friday, 30 September 2005 17:00

Plan ahead to reduce the tax bite

Most people in the United States tend to associate the month of April with taxes. But in reality, there's a lot more you can do right now - prior to the end of 2005 - to reduce your tax burden come next April 15. 

A number of dealership service departments, independent repair shops and other automotive businesses that have been the victims of thefts in recent months are urging other businesses in the industry to take added steps to protect themselves. 

 ..and what men can learn from them

Attend any national trade show, conference or association event in the collision industry, and one thing is likely to become apparent: While men may still far outnumber the women, both the number and success level of women involved in the industry is growing rapidly.  

An article in last month's ABN discussed the value and importance of building a company's culture, a common understanding among all employees about "the way we do things around here." 

Whether you knew it or not, the odds are good that already today you've contributed in some way - positively or negatively - to your company's "culture." 

Thursday, 30 June 2005 17:00

A look back at some visions of the future

Back in 1997, an article compiled some thoughts about the future from various players in the collision repair industry. A more recent reading of the article proved interesting; some of the predictions were startling accurate, while others, in hindsight, were partially if not completely - and often ironically - wrong. 

Although the percentage of dealerships with body shops has declined over the past 30 years, a growing number of automakers are working to help dealership shops gain market share. How successful they will be remains to be seen, but independent shop owners would be foolish to ignore the threat - or possibly the opportunity - these efforts may offer. 

With the growing number of insurance company direct repair programs - and with many insurers processing an increasing percentage of their claims through such programs - it's easy to understand why some states are looking to put the brakes on "steering" of work by insurers. 

Here's your assignment: Pretend you have 45 seconds to talk about your business in front a group of people you'd love to have as customers. Could you tell them something that's unique about your business, something that no other shop in your area could or is likely to tell them? 

A committee of Oregon lawmakers last month said they like the concept of consumers being made aware of direct repair agreements between collision repair shops and insurers, but the details of how to accomplish that still needs some work. 

Some shop owners say the use of aluminum in vehicles today is similar to the shifts in the industry caused by the rise of the unibody structure in the 1980s. 

A widespread and significant drop in ADP refinish labor times discovered in recent weeks will be corrected in ADP's November CD update release, which the company says has been sent to ADP customers. 

Hank Tarter jokes that if you're going to have a heart attack, the place to be is Keizer, Oregon, a community of 35,000 residents just north of Oregon's capitol city of Salem. 

Eric Reid wants to do his part to reduce the shortage of collision repair technicians he's always hearing and reading about. But Reid, the collision repair instructor at Northwest-Shoals Commun-ity College in Muscle Shoals, Alabama, is getting discouraged watching his top students move on to other fields because of low starting wages at body shops. 

With profit margins generally razor-thin at best these days, the last thing shops can afford to do is lose money in a scam. That's why a number of shop owners recently have come forward to share their stories of losing - or almost losing - some of their hard-earned money - as a caution against others doing the same. 

Monday, 28 February 2005 17:00

Looking back at 2004: year in quotes

While no particular issue or news event seemed to dominate the industry's attention this past year - other than perhaps the slow-down in work shops felt in many parts of the country - it hasn't been a quiet one for collision repairers. Here is the annual year-in-review wrap-up, a collection of some of the most memorable, important, interesting or enlightening quotes heard around the industry during 2004. 

Friday, 31 December 2004 17:00

Diverse industry groups gather during NACE

The International Autobody Congress and Exposition (NACE) may have been the main draw that attracted more than 30,000 participants in the collision industry to Las Vegas in November, but there was no shortage of other meetings and events to also occupy their time while they were there. 

The nation's largest auto insurer has no plans to join the other insurers setting performance benchmarks for shops participating in its direct repair program - but it may do more to help those 20,000 shops understand how their performance stacks up. 

Wednesday, 31 December 2003 17:00

Shops will still need multiple estimating systems

The issue of shops needing multiple estimating systems to meet insurer direct repair program requirements may not be resolved soon, according to panelists at a NACE Town Hall meeting that focused on automated claims processing. 

From a crack-down on fraud to attempts to halt the growth of insurer-owned shops, it's been an interesting year for the collision repair industry. Here is our annual year-in-review wrap-up, a collection of some of the most memorable, important, interesting or enlightening quotes heard around the industry during 2003. 

Monday, 30 September 2002 17:00

Improving your position with OEM parts dealers

They can help you improve your shop's cycle time. They can offer ideas to make your shop's parts ordering more efficient. And they certainly can have an impact on your parts profit.

Sunday, 30 June 2002 17:00

Why is a body shop like a fruit stand?

Larry Edwards says collision repair shop owners could think of themselves as produce managers in a grocery store. 

On the surface, it probably looked like a very minor agenda item to the members of the zoning board of Blue Island, Ill., a suburb just south of Chicago. After all, the board was just being asked to grant a "special site permit" for a new 16,000-square-foot collision repair shop - not the sort of thing that generally attracts much interest in the community, let alone turn-out for the zoning board's meeting. 

He laughs when he's asked about Progressive's "Concierge" program. His shop has participated in this DRP program's trial run since last fall. "It makes me think of a twist on that old Oldsmobile ad slogan: 'This is not your father's DRP'," said the second-generation East Coast shop owner who spoke about the Progressive program on the condition that neither his real name nor his business location (not even the state) be revealed. 

The major paint companies, struggling to overcome federal charges of price-fixing and their largely unsuccessful and expensive "shop investment" programs of the '90's are now focusing on "value added" shop management programs to attract and retain customers.

    Could that 180-line estimate you just wrote be 179 lines too long?
    During the Collision Industry Conference (CIC) held in Atlanta in April, one participant at the meeting posed this question to insurers: Could you accept an estimate that didn’t include the line-by-line breakdown but instead just the total repair cost? 

     The SCRS celebrated its 25th anniversary in April at an event in Atlanta that gathered many of the association’s early founders and leaders, and that included awards presentations, the election of a new chairman, a presentation by a lawyer on the McCarran-Ferguson Act, and a dinner celebrating the group’s history and accomplishments. At that dinner, SCRS Executive Director Dan Risley read a passage from a 1982 letter the newly formed association had sent out to recruit members.

    As the Congressional-established Antitrust Modernization Commission (AMC) issued its report last month, many in the collision industry are wondering – and discussing – what it may mean for the insurance industry’s antitrust exemption.
        “I think it would be foolish to assume that repealing the McCarran-Ferguson Act is a panacea for all the ills in the collision industry,” Ohio attorney Erica Eversman of Vehicle Information Services, Inc., said.

    “Lean production” appears to be among the current key catch phrases being used by progressive collision repairers and the industry consultants they work with. The key to success in this industry, they say, is going lean: finding ways to do more with less.

    Valerie Decatur is a relative newcomer to the collision industry. A graduate of Stanford University, Decatur spent a number of years working in human resources within the hotel industry, but about a year ago she became director of human resources for Cooks Collision, a 16-shop chain in the San Francisco Bay Area.

Most collision repair shops wouldn’t think of letting customers leave with their vehicle without paying. At Keenan Auto Body, it’s starting to happen more often – which is just fine, according to Michael LeVasseur, vice president and chief operating officer of the 7-shop company in the Philadelphia area.

With many state legislatures winding down for the summer or year, collision repairers are wondering what some newly-passed laws will mean for them.

I-CAR leaders, during the training organization’s annual meeting in Orlando, Florida, in late July, openly explained that the past year had been a tough one financially, but also pointed to a number of accomplishments as well as plans for the future that they believe will turn things around for the non-profit.

Collision repair shops regularly decry the practice by some insurers of denigrating one shop in order to influence a consumer to select a shop in that insurer’s direct repair program (DRP). But could that DRP shop be found to be engaged in an unfair trade practice based on that insurer’s behavior? 

Friday, 30 November 2007 17:00

NACE Faces Changes in Future

Attendees at the 25th annual International Autobody Congress and Exposition (NACE) in Las Vegas in early November may not have known it, but they were witnessing the last NACE in its current form.

Friday, 30 November 2007 17:00

SF Parts Procurement Program

Prior to State Farm launching a test of an electronic parts procurement program with its Select Service shops in San Diego, an insurer spokesman said the company is considering what role it can play in streamlining other aspects of collision repair claims.

Ask Bob Sipos of Chardon Square CARSTAR in Chardon, Ohio, how his shop is doing, and he can quickly rattle off a slew of current statistics that go far beyond monthly sales: productivity per technician, paint booth cycle time, gross profit per hour, sales per stall or per square foot. 

Two of the country's largest suppliers of re-manufactured alloy wheels say they support the development of industry standards for such wheels. Speaking at the Collision Industry Conference (CIC) in Las Vegas, Nevada, in November, Roger McClellan, vice president of sales and marketing for Transwheel Corp., said his company believes such standards are an "effective way to promote the industry and ensure the safety and satisfaction of consumers."

About 40 people from around the country - representing shops, insurers and industry vendors - met in Chicago in early May to focus on one issue: the image of the collision industry.

The Collision Industry Conference (CIC) grappled with key issues facing collision repairers, including insurer steering and the ever-increasing number of third party claims administrators, when participants gathered in San Diego for CIC's annual January planning meeting.

Hank Tarter jokes that if you're going to have a heart attack, the place to be is Keizer, Oregon, a community of 35,000 residents just north of Oregon's capitol city of Salem.

"That's because one of the civic group's recent fund-raisers that we helped with here put defibrillators in every Keizer police car," says Tarter, owner of Tarter's Keizer Collision Center, who took an active role in making the fund-raising effort successful.

Tarter believes in giving back to the community in which he lives and does business, and is regularly involved with Rotary and Chamber of Commerce auctions, raffles and other efforts to raise money for community projects. His shop, which employs 15 people, also sponsors Little League and high school sports.

"You do it, first and foremost, because you like doing your civic duty, doing something for the community where you've lived for 27 years, and I do enjoy that," Tarter says. "Otherwise, it's too easy to get caught up in your own world and your day-to-day stuff."

And while Tarter's efforts may be unique among collision repair shop owners in his town, it's not hard to find shop owners around the country doing similar things for their communities.

"It doesn't take too long in talking with just a few shop owners, managers and technicians to realize this is a very giving industry," says Chuck Sulkala, executive director of the National Auto Body Council.

Shops paint trucks for kids

Gigi Walker is another shop owner who has found a way to make a difference in the lives of children and families in her community.

Walker, owner of Walker's Auto Body in Concord, California, participates each fall in a friendly competition - among shops in the East Bay Chapter of the California Autobody Association, including Mike's Autobody also of Concord - to customize models of tractor-trailers.

"Usually about a dozen East Bay area shops participate, and each has about two and a half months to customize their truck," Walker said. "Some of the shops put hundreds of hours into these trucks. Then in November we get together for a big dinner and auction. The trucks get auctioned off for anywhere from $200 to $1,000 each."

While the silent auction is taking place, the fancy paint jobs and other customizing work done on the trucks are judged by a 3-person panel that generally includes a local artist and a local or state government official. At the end of the evening, all of the funds raised through the auction are presented to uniformed Marines who attend on behalf of the Toys for Tots charity.

"We had about 250 people at the dinner last year, and we ask each of them to bring a new toy to donate as well," Walker said. "A lot of people bring more than one, so this last year in addition to the $4,000 we raised, Toys for Tots received 300 to 400 toys as well.

"It's really a one-of-a-kind event," Walker said. "It really brings our industry together and lets our techs showcase their stuff - in a small way, but for a great cause."

Donating a repaired car

Brad Shelton said that several years ago Akzo Nobel brought him an idea for another way he could give back to his community - and he's been giving a car away to a needy family every year since.

"I like to give back to people and try to help people out. That's just kind of my nature," said Shelton, owner of Shelton Collision Repair in Derby, Kansas. "I felt like this was a fantastic opportunity."

A growing list of Acoat selected shops in the U.S. and Canada participate in the Akzo Benevolence Program by repairing a vehicle to give to a family in need each December. The shops generally work with a charitable organization in their community to select a family in need of reliable transportation.


"I ask the two charities I work with to narrow it down to two or three families, because the first year I was given the stories of 10 or 12 families, and reading what these people had been through made me want to give 10 cars away," Shelton said.

He said his vehicle donations generally go to women with children trying to get their lives back in order after leaving abusive relationships. In addition to the vehicle, he invites other businesses and individuals to donate other items on the family's "wish list."

"Last year, we had about $2,000 in other items with the car, including a washer and dryer that we delivered and installed," Shelton said. "I use the cash donations to maybe give a money order payable to their landlord, or gift cards for gas, and maybe a small amount of cash to the mom so she can buy a Christmas gift or two for her kids that's 'from her.'"

Akzo's Chris Donnelly said he has worked to increase the number of shops participating in the program which he based on an effort started in 1994 by Dave Adams of Dave Adams Classic Auto Repair in Orem, Utah. Donnelly said shops are often able to find vendors to donate necessary parts, a mechanical shop to provide oil changes for the vehicle for a year, and an insurance agent who will donate liability coverage for several months or a year. He said many technicians decide to do the work without pay to help the cause.

Like Shelton, many of the shop owners involved in the program put their own unique spin on it. Some have gotten insurers or salvage yards to donate the vehicle. In Florida, a group of shops works together to repair and give away vehicles.

Joe Lewright of Ellis & Salzar, a shop in Austin, Texas, worked with a local Head Start program to establish a "responsible parent of the year" program, in which the winner receives the vehicle. He works to make sure the donation to the family includes bicycles for the kids "so the parents aren't the only ones that get wheels that day."

Procare Automotive & Collision in San Antonio, Texas, was actually invited to present its car to a family on the local "Good Morning, San Antonio" television show. After the broadcast, the producer of the show said the station's phones lit up with calls from viewers saying how much they appreciated and were touched by the show of generosity.

That kind of positive publicity is great for the shop and the industry, Shelton said, but it isn't why he participates in the program.

"You can't believe the feeling that overcomes you when you're doing this, when you know you're impacting somebody's life so much," he said. "I've even thought the last couple years about not publicizing it, because I don't like to draw attention to myself. But I've decided it doesn't do it justice to keep it secret, because it's really a nice story, a Christmas story. I make it public to let people know there are people out there who like to help. And it makes your employees look and feel good, seeing that you do the right thing, that you all give back to the community, that you try to help people."

Shop focuses on "safe kids"

At the Pace Auto Group in Huntington, Indiana, for example, looking out for the safety of children has become part of the daily life of the dealership's collision repair center.

"We began by doing bicycle rodeos through the shop just to give something back to the community," said Jeff Rice, manager of the shop. Each child was fitted with a new bicycle helmet after watching a 15-minute video on bike safety. They could then practice their new skills on a fenced-in bicycle "obstacle course" with instructors coaching them on such things as obeying stop signs and watching for cars.

"I think at our first event we gave out about 100 helmets," Rice said. "But we had 300 calls that first year for kids to sign up. So the next year we offered it to 200, and we did that for about four years, giving away 200 bicycle helmets every year."


The shop is now among the most active participants in the "Safe Kids" program, checking for proper installation of child safety seats in cars and replacing seats that are found to have problems.

"We see somewhere between 30 and 40 people a month to do car seat inspections and installations," Rice said. "If the safety seat is bad, we give the parents a brand new seat at no charge."

Some of the funding for the 400 to 500 car seats Pace gives away each year comes from foundation grants and local donations. Becoming certified to participate in the program and train vehicle-owners on proper car seat installation required Rice to attend training over a 5-day period.

The company now has a written policy to inspect all car seats in vehicles that come through the shop.

"Once we've helped a customer get their car seat installed properly or given them a new car seat, they're our customer for life," Rice said. "But the main thing is we're helping to save the lives of kids in our community. It's hard not to feel really good about that."

Helping the image

Sulkala, who leads the National Auto Body Council's efforts to improve the image of the collision industry, says that folks like Tarter, Shelton, Walker, Rice and others involved in such efforts to give back to their community make his job easier.

"They're demonstrating what those of us in the industry know but that we need to make sure the general public sees and understands," Sulkala said. "And that's that this industry is made up of great and kind and generous individuals who through their efforts in their own shops and communities make us a very giving industry."

John Yoswick is a freelance writer based in Portland, Oregon, who has been writing about the automotive industry since 1988.

Thursday, 08 May 2008 11:15

California SB 1059: Consumers to the Rescue

Written by Richard Steffen

While I can load up with reasons why Governor Arnold Schwarzenegger won’t okay collision repair legislation opposed by the insurance industry, I’d prefer to focus on what it would take for him to overturn the wishes of insurers who do business in California. The short answer is “consumers.” And while I’m at it, let me add that “consumers” are the answer to stopping unfair insurer practices in collision repair settlements.

Tuesday, 25 March 2008 13:59

Steffen --- Steering Wars

Written by Richard Steffen

Insurers, including their lobbyists, excel at steering. Insurance agents send claimants to DRPs while insurer lobbyists direct “neutral parties” (legislators and staff) to points of law that have nothing to do with the harm caused by steering. For example, I recently spoke to a consultant for a state legislator who asked me why the CRA would sponsor a bill (SB 1167) that was unconstitutional. When I asked her how she arrived at her legal opinion, she cited a United States Fifth Circuit Court of Appeals decision that struck down a Texas law that she was told was similar to SB 1167. Her source of information was an insurance lobbyist. She’d been steered by one of the best.

Monday, 18 February 2008 12:11

Steffen -- The CRA Sets a Course of Action for 2008

Written by Richard Steffen

The Collision Repair Association of California’s sponsorship of a proposed new state law on aftermarket parts (see cover story this issue) is the latest in a series of actions aimed at helping repairers throughout the state in 2008. The bill, SB 1059, by State Senator Carole Migden (D-San Francisco), simply makes it an unfair business practice for an insurer to require installation of aftermarket parts on a vehicle under factory warranty.
But, as with any CRA effort, there is much more than words on paper. In brief, SB 1059 is part of the association’s strategy to restore contract power to the repairer.
I like the perspectives of CRA board member John Tyczki, J&M Auto Body, San Diego, who says “If a majority of policyholders knew they had the right to select their own repair shop and if they understood that some shops practice quality repairs while others are forced to meet lower standards, the high quality shops would do well.”
I talk to legislators and their staff three to four days per week. Their insights, or lack of them, are eye-openers when it comes to the collision repair process. Some of them believe the repair contract is between the policyholder and the insurer — the repairer simply does the work as dictated by the insurer.

Thursday, 12 March 2009 17:22

McClune---California Autobody Association Board Meeting Kicks Off 2009

Written by David McClune

The California Autobody Association held its first quarter board of directors meeting on Saturday, February 21 in Buena Park, CA.

Monday, 03 March 2008 16:54

McClune --- CAA looks forward in 2008 - The CAA Annual Legislative Day

Written by David McClune

The California Autobody Association (CAA) is coming off a very good year and is ready for the challenges of 2008. Already we have seen that this year will be just as active as last year. 2007 was a year that the CAA met our membership goals of over 100 new members and we are projecting that 2008 will be an even better year for membership and accomplishments. One of the most important parts of our association is the hard work our volunteers dedicate to the success of our state chapters. The CAA currently has nineteen active chapters throughout California which includes three new active chapters, Bakersfield, Ventura, and San Fernando Valley. Our chapters hold regular meetings that include updated information and presentations on our industry that is vital to the success of these businesses.

We never had DRP relationships and have heard horror stories about them. But some days it seems we need to become a DRP shop just in self-defense. How do you make the decision?

Thursday, 28 January 2010 11:52

Bottom Shocker: True Mechanical Humor from Gonzo Weaver

Written by Gonzo Weaver

Here is a true story from my book, HEY LOOK! I FOUND THE LOOSE NUT, that might spark your interest.

A customer called [my auto electric shop] and said he just purchased a car from the police auction, but it had some sort of strange noise coming from the driver’s side electric seat. It seems every time he moved it there was a strange electrical sound. He thought there was something wrong with the seat motor.

He was coming to me, an auto electric technician, to get it fixed.

“Sure,” I said. “What kind of car is it?”

“It’s a Peugeot,” he answered.

I’m not much on Peugeots, but I told him I could take a quick look at it and see if I could do anything for him.

Wednesday, 28 October 2009 09:12

White --- Dealing with a Business Slowdown

Written by Rick White

In the current economy you have two basic choices. You can agree with the naysayers and believe that there will be a couple years of recession to ride out, it is going to get worse, and there is nothing you can do—or you can decide to ignore the recession and take positive steps to maintain and grow your business. That’s right, I said ignore the recession… let me explain why.
    When you started your business how many people told you it wouldn’t work, you shouldn’t do it? Did you listen to them? NO! You rolled up your sleeves and built a business of which you are very proud. It’s time for you to revisit the basics.

1. Metrics

a. Know Your Metrics
A metric is an indicator of how your business is progressing. Some great indicators are number of calls, invoice count (car or unit count), sales, gross profit, hours per repair order, parts to labor ratio and customer satisfaction.

b. Monitoring Your Metrics
Monitor your metrics more frequently and review your progress more often than usual. Think of it as zooming in on the detail. Look at things by the week instead of the month or by the month instead of the quarter. Don’t wait for the results to play out, look early and often to allow for proactive course corrections to keep your business on target.

2. Customer Service

Now more than ever, provide excellent customer service. Who determines the level of your service? Your customer does! Ask them how you are doing and what can you do even better to help them during this difficult time. And then respond accordingly within reason to meet their concerns. By all means let all customers that gave you feedback know what changes you are making to help them out.

3. Employees

We are seeing more and more questions about employee engagement during this economic downturn. People are nervous, scared and unsure right now, including your employees. It is your job to keep your employees positive, helpful, focused on the customer and results oriented. No matter how hard you plan, layoffs may be necessary but don’t make the mistake of laying people off too soon. Remember that this recession will end and people are hard to find, especially trained people who know your business. Instead entertain the idea of temporarily cutting back on wages and/or reducing hours per week with the entire staff (including you).

4. Be Profitable

Make sure your business model is a profitable one now! Too many times we start coaching a client to find that their business is geared up for a level of business they haven’t yet achieved causing them to make at best minimal profit and more likely lose money. Don’t grow to profit…be profitable now! Review your business model and staffing to ensure profitability at your current level of business. Then develop a plan to increase your volume and add staffing as volume requires.

5. Cash Flow

Cash is king! Make sure you’re not spending more than is coming in. Take your fixed costs (expenses plus technician wages if paid hourly or salary) and divide the amount by the number of days open in the month. This is your daily breakeven amount. You need to generate at least that amount in gross profit every day to stay positive. It won’t take long when you dip below your breakeven amount to start losing capital and, if unchanged, possibly going under.

6. Marketing

“Good times, bad times, there will always be advertising. In good times people want to advertise; in bad times they have to.”
 —Bruce Barton (1886–1967)

The first expense cut is typically the marketing or advertising budget. This is the worst place to cut back. In the short term there is no adverse effect, in the long term it is disastrous. We recommend reviewing where the marketing budget is being spent and measuring the results. Every piece of marketing should include a call to action; small businesses shouldn’t be trying to build a brand. Marketing that isn’t bringing in an acceptable return should be reworked or scrapped in favor of other avenues. Your marketing budget should be 8% of sales minus rent to maintain your current volume of business and 10% of sales minus rent to grow your business.

7. Think Outside the Box

Don’t follow the herd mentality and wait for outside circumstances to change your business. After speaking with customers, use their feedback to improve your operation (within reason of course). Separate yourself from your competition, making it a no-brainer knowing where to bring a vehicle for repairs. Is a dealer closing in your area? Prepare an ad that positions you as the repair solution for that particular carline. Is an independent closing? Call the owner and offer to purchase his customer list and develop a letter together you can send to his customers. Create non-competing strategic alliances. Is there a business that you frequent that has customers that would value what you have to offer? Would your customers value what he has to offer? Develop a letter that he sends to his customers recommending you with some type of offer extended. Return the favor by sending a letter recommending him to your customers.
    Look at other industries for ideas that can add value and help build your business. The best advice that I can pass along to you is that you should develop a plan with a crystal clear desired result and then ACT on it! Don’t get stuck on working the original plan until it produces the results. The plan may need to be modified along the way to get the desired result. But the result stays the same. Waiting until you have the “perfect” plan is not possible and ill-advised. You will never think of everything. As Dwight D. Eisenhower said, “The plan is useless, but planning is essential.”

8. Attitude

Attitude is so important, especially now. It is vital to your business that you stay positive. Be realistic but don’t let fear take hold. With steadfast determination you will get through this current season of challenge and come out on the other side stronger. You need to feed your attitude daily by reading books on positive attitude.

9. Get Help

There are times when a business owner can’t see the forest through the trees. A business coach can be a great investment providing an objective viewpoint, help ground the owner focusing him on what is important and developing next action steps. This process allows you to determine your goals and needs and then build an action plan for getting to your desired results.

Rick White is a managing member of One Eighty Business Solutions (180BIZ), a Virginia based coaching and business solutions provider to the automotive and truck repair industries. For more information, email info@180biz.com or call (540) 833-2014.