How to Make Money (& Stay Sane)
in the Automotive Service Industry

INTRODUCTIONS – Pages 5-22 Who is Automotive Consultants Group, & what do we do? Understanding Consultants, what they do, & how they can help You A few things before we get started – A Reality Check THE PLAN -- What is it we really want from our business? Setting and achieving goals Bob's Garage Corporate goals and objectives The Attitude Triangle 1. CHAPTER ONE -- The basics of business for the automotive repair shop – Pages 23-32 An understanding of various forms of businesses Essential finance & accounting methods Financial Accounting Management Accounting – KPIs Essential computer & software products Time is money Phones Technical repair information Management software IATN You need to learn Provide a product or service at a fair and reasonable price Knowing your market Beginning to understand your competition 2. CHAPTER TWO – Understanding Profit & Loss – Pages 33-70 An introduction to the Profit & Loss Statement Bob's Garage Income Statement, basic Sales Profit Center Analysis Other profit centers Shop Supplies Sales Additional Profit Centers Calculating gross profit margins Income statement benchmarks and variances P & L margins Bob's Income statement with calculated profit margins Bob's income statement with margins against benchmarks Bob's income statement with Variance percentages against benchmarks Bob's income statement with Variance dollars showing lost revenue An Understanding of Calculating lost revenues Increasing sales – Myth #1 explained Calculating Percent to Sales How to achieve gross sales targets Several scenarios to achieve gross sales targets Understanding Production Capacity toward Gross Sales Why increasing your shop labor rate isn't the best idea What happens if we add a tech Several Examples of Hitting Gross Sales Targets Increasing car count and the story behind it Decreasing costs – Myth #2 explained Controlling shop expenses – Expense benchmarks Calculating what it costs to the shop owner to “put the key in the door” Bob's income statement – calculating operating costs per hour Increasing gross profit margin – Why it's the Real Choice A comparison of all three strategies – a cool chart Understanding the labor rate – it's effect on your knowledge More about labor rate charges An introduction to the parts pricing matrix – 3 tables Shop productivity explained – important formulas Menu pricing and its advantages Effective labor rates and how to calculate Calculating Overall Production Labor Rate – Much Lower Than You May Realize 3. CHAPTER THREE – Facility Management – Pages 71-78 More than just brick & mortar Paint, light, and clean Bragging rights – display of credentials POS silent salesmen CEL – explaining diagnostic charges Knowing when to purchase new equipment The right tools Equipment profit planning – a Worksheet 4. CHAPTER FOUR – Your production staff – Pages 79-89 A review of everything we've learned up to now The NFL Tool boxes have wheels Building your team Technician & staffing planning Job descriptions & how to write Policy handbooks Writing a Mission Statement Finding competent help Management strategies – working with the team Technician Pay Plans – The Matrix Motivating technicians toward higher production Communicating to the Team Technician Training & Certification 3 Key Considerations toward Higher Production & Quality 5. CHAPTER FIVE – Customer handling skills – Pages 91- 96 The Word gets around Know your customers' buying habits The 80/20 rule AAA survey The 20% money The 80% time wasters Evaluating where your money comes from Converting over lesser customers 6. CHAPTER SIX – Regulatory compliance – Pages 97 - 100 The wisdom of regulation Managing automotive & body shop wastes 7. CHAPTER SEVEN – Vehicle Air Conditioning Regulations Refrigerant Report EPA Finalizes CFC Recovery Rule A/C Technician Certification Recycling of Blend Refrigerants EPA-Certified Reclaimers 8. CHAPTER EIGHT – Resources you'll likely need Federal Agency Contacts for Businesses State & Private Agency Contacts Directory of State Environmental, Health, & Safety Agencies for Georgia 9. CHAPTER NINE – Sample Business Forms Income Statement Cash Flow Statement Balance Sheet Job Description Mechanics Application Evaluation Employee ASE Record ASE Pay Matrix Employee Performance Appraisal Equipment Profit Planning Worksheet

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