audio1686736659

0:02

S… Speaker 1 (audio1686736659)

Okay, we're good to go.

0:06

S… Speaker 1 (audio1686736659)

Okay, so we're with Zach.

0:07

S… Speaker 1 (audio1686736659)

We're talking about his business concept.

0:11

S… Speaker 1 (audio1686736659)

Again, the idea for today is kind of go through and he's

0:19

S… Speaker 1 (audio1686736659)

been doing this for about eight months.

0:20

S… Speaker 1 (audio1686736659)

And what you'd like to try to do is figure out how to make money at doing this.

0:27

S… Speaker 1 (audio1686736659)

Yeah.

0:28

S… Speaker 1 (audio1686736659)

Or make more.

0:29

S… Speaker 1 (audio1686736659)

So, and I know I asked you a bunch of questions the

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S… Speaker 1 (audio1686736659)

other day.

0:40

S… Speaker 1 (audio1686736659)

So maybe if you can kind of like recap what you're currently doing, why you're doing it.

0:47

S… Speaker 1 (audio1686736659)

Yep.

0:49

S… Speaker 1 (audio1686736659)

That would be a good place to start for the notes.

0:51

S… Speaker 1 (audio1686736659)

Okay.

0:53

S… Speaker 1 (audio1686736659)

Were you going to ask each question?

1:00

S… Speaker 1 (audio1686736659)

No, just have you talk a little bit about your business, the model that you're in right now, the environment that you're in,

1:08

S… Speaker 1 (audio1686736659)

your pricing models.

1:11

S… Speaker 1 (audio1686736659)

You talked about domestic versus imports.

1:16

S… Speaker 1 (audio1686736659)

diagnostic. I think that was another key point I wanted to hone in with you on.

1:20

S… Speaker 1 (audio1686736659)

So kind of go over your business model, what you currently have, what you've been doing, what you've been trying, what works, what doesn't work, that type of thing.

1:28

S… Speaker 1 (audio1686736659)

Yeah.

1:29

S… Speaker 1 (audio1686736659)

Yeah.

1:30

S… Speaker 1 (audio1686736659)

So, I mean, our specialty is like that heavy duty mobile diesel repair, like semi trucks and stuff like

1:38

S… Speaker 1 (audio1686736659)

that.

1:39

S… Speaker 1 (audio1686736659)

But to fill the downtime, we do shop work, which is mainly automotive and, like, light

1:49

S… Speaker 1 (audio1686736659)

-duty diesel. Okay.

1:54

S… Speaker 1 (audio1686736659)

How did you come up with your pricing model?

1:58

S… Speaker 1 (audio1686736659)

I know, so, like, we're $200 an

2:06

S… Speaker 1 (audio1686736659)

hour plus $100 call -out on the road for semis.

2:13

S… Speaker 1 (audio1686736659)

Brandon came from a different company and that's around the rates they were at, but cheaper.

2:18

S… Speaker 1 (audio1686736659)

So that's where we kind of came up with that.

2:21

S… Speaker 1 (audio1686736659)

And then the $80 an hour in the shop seems that's kind of the going rate around this area.

2:30

S… Speaker 1 (audio1686736659)

So that's how we came up with those.

2:37

S… Speaker 1 (audio1686736659)

Okay.

2:39

S… Speaker 1 (audio1686736659)

And as far as on the

2:49

S… Speaker 1 (audio1686736659)

automotive side, you've got...

2:51

S… Speaker 1 (audio1686736659)

ACE certified technicians.

2:53

S… Speaker 1 (audio1686736659)

Does diesel have the same thing?

2:56

S… Speaker 1 (audio1686736659)

I'm not sure if they do or not.

3:02

S… Speaker 1 (audio1686736659)

I do mostly like the computer work, computer work and the books and learning the automotive, but Brandon's the main mechanic.

3:10

S… Speaker 1 (audio1686736659)

Okay.

3:12

S… Speaker 1 (audio1686736659)

Okay.

3:15

S… Speaker 1 (audio1686736659)

On your mobile, are you guys doing a lot of lube wall and filters?

3:21

S… Speaker 1 (audio1686736659)

A lot of what?

3:25

S… Speaker 1 (audio1686736659)

lube all filters oil changes tired the quick stuff um so we have like

3:33

S… Speaker 1 (audio1686736659)

a fleet maintenance side of it that like ferrule gas we do their preventative

3:41

S… Speaker 1 (audio1686736659)

maintenance which includes that stuff but otherwise it's more like if they break down on the side of the interstate then

3:50

S… Speaker 1 (audio1686736659)

where a call will go out there, we'll try and fix the problem.

3:53

S… Speaker 1 (audio1686736659)

And if they can't, then they have to be towed.

3:55

S… Speaker 1 (audio1686736659)

But that kind of emergency roadside.

3:58

S… Speaker 1 (audio1686736659)

And what type of rates are you getting for that?

4:03

S… Speaker 1 (audio1686736659)

That's the 200 an hour plus $100 call out fee.

4:08

S… Speaker 1 (audio1686736659)

Like Penske, the Penske trucks, we have a contract with them.

4:14

S… Speaker 1 (audio1686736659)

We're port to port at 150 an hour.

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S… Speaker 1 (audio1686736659)

for their trucks.

4:19

S… Speaker 1 (audio1686736659)

FleetNet, it's kind of like AAA for semis.

4:24

S… Speaker 1 (audio1686736659)

Those guys were the same port -to -port at 150 an hour.

4:29

S… Speaker 1 (audio1686736659)

Okay.

4:31

S… Speaker 1 (audio1686736659)

All

4:41

S… Speaker 1 (audio1686736659)

right. Let me tap through a couple of ideas here.

4:44

S… Speaker 1 (audio1686736659)

And

4:55

S… Speaker 1 (audio1686736659)

again, this is just my experience so far on the automotive side of it.

5:01

S… Speaker 1 (audio1686736659)

I think on the automotive, maybe, again, this transfers back over to your business or not.

5:05

S… Speaker 1 (audio1686736659)

I'm not sure. So that's why I say we tape it and try to come up with, you know, maybe some of this is transferable

5:13

S… Speaker 1 (audio1686736659)

or not. On the automotive side, like I said, a lot of times we sell the repairs.

5:23

S… Speaker 1 (audio1686736659)

So, you know, something's broke.

5:27

S… Speaker 1 (audio1686736659)

They bring it in.

5:28

S… Speaker 1 (audio1686736659)

We fix it.

5:29

S… Speaker 1 (audio1686736659)

That's selling the repairs.

5:33

S… Speaker 1 (audio1686736659)

And one of the ideas is don't sell the repair.

5:39

S… Speaker 1 (audio1686736659)

Stop selling the repairs.

5:41

S… Speaker 1 (audio1686736659)

Start selling the diagnostic.

5:43

S… Speaker 1 (audio1686736659)

So, again, you know, if you're doing like an electrical problem or something like that,

5:51

S… Speaker 1 (audio1686736659)

you do a deep dive, you know, you're going to be able to bill out, you know, $129 to $200 an hour.

5:56

S… Speaker 1 (audio1686736659)

So it sounds like you've got a lot of the...

6:05

S… Speaker 1 (audio1686736659)

You have a lot of the equipment already?

6:07

S… Speaker 1 (audio1686736659)

Yep.

6:08

S… Speaker 1 (audio1686736659)

For diagnostic? Okay.

6:10

S… Speaker 1 (audio1686736659)

So do you do a lot of diagnostic work right now?

6:14

S… Speaker 1 (audio1686736659)

Here and there, I would say.

6:18

S… Speaker 1 (audio1686736659)

More than repairs?

6:21

S… Speaker 1 (audio1686736659)

Yeah, on the semi -trucks, not really.

6:23

S… Speaker 1 (audio1686736659)

That's more the roadside repair.

6:25

S… Speaker 1 (audio1686736659)

But the automotive is kind of picked up, and I would say we're doing some diagnostics on that side.

6:35

S… Speaker 1 (audio1686736659)

Yeah. And where you particularly can make an impact is going to be on your import cars.

6:42

S… Speaker 1 (audio1686736659)

So like I said, if you've got the capability to be able to get back in and plug in and see what

6:51

S… Speaker 1 (audio1686736659)

the codes are, that's huge.

6:54

S… Speaker 1 (audio1686736659)

I mean, you'll be able to pick up easy money that way.

6:57

S… Speaker 1 (audio1686736659)

Another one is...

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S… Speaker 1 (audio1686736659)

I kind of have to talk in my language now.

7:06

S… Speaker 1 (audio1686736659)

So if somebody comes back in, they want a loophole and filter.

7:10

S… Speaker 1 (audio1686736659)

I think you said you go through O 'Reilly's?

7:17

S… Speaker 1 (audio1686736659)

Yeah, we get most of our parts from O 'Reilly's.

7:20

S… Speaker 1 (audio1686736659)

The oil that we use, at least, we found cheaper at Walmart, but most of our automotive

7:29

S… Speaker 1 (audio1686736659)

parts come from O 'Reilly's.

7:31

S… Speaker 1 (audio1686736659)

Okay.

7:33

S… Speaker 1 (audio1686736659)

So O 'Reilly's, how do you offer it then?

7:36

S… Speaker 1 (audio1686736659)

Do you just offer an O 'Reilly's pirulator filter, for example, or the

7:44

S… Speaker 1 (audio1686736659)

basic O 'Reilly's oil?

7:46

S… Speaker 1 (audio1686736659)

So we haven't ever had somebody really come in for just an oil change.

7:52

S… Speaker 1 (audio1686736659)

It's more been, I think this is what's wrong with my car.

7:56

S… Speaker 1 (audio1686736659)

Can you take a look at it?

7:58

S… Speaker 1 (audio1686736659)

And from there we go on.

7:59

S… Speaker 1 (audio1686736659)

Selling the repairs again.

8:02

S… Speaker 1 (audio1686736659)

Yep.

8:03

S… Speaker 1 (audio1686736659)

So one of the things that's been, and you can do this all across the board with all your lines, is, you

8:14

S… Speaker 1 (audio1686736659)

know, maybe take a look at good, better, best.

8:16

S… Speaker 1 (audio1686736659)

Okay.

8:18

S… Speaker 1 (audio1686736659)

So, for example, you come back in, and I'm just going to use a Walmart filter.

8:25

S… Speaker 1 (audio1686736659)

You know, like I said, a basic Walmart filter that's your good.

8:29

S… Speaker 1 (audio1686736659)

You know, your better might be a...

8:33

S… Speaker 1 (audio1686736659)

and your best might be a K &N.

8:36

S… Speaker 1 (audio1686736659)

You know, the same with your oils.

8:38

S… Speaker 1 (audio1686736659)

You go from conventional back into synthetics.

8:41

S… Speaker 1 (audio1686736659)

So you kind of have, as a psychology, you're going to get the oil change because they're coming in to do an oil change.

8:48

S… Speaker 1 (audio1686736659)

But you want to be able to, as a psychology of getting that approval of which one do you want.

8:54

S… Speaker 1 (audio1686736659)

You know, and I know, again, the benefits.

8:57

S… Speaker 1 (audio1686736659)

You know, like say you get a synthetic, it lasts longer.

9:00

S… Speaker 1 (audio1686736659)

It's a better grade.

9:01

S… Speaker 1 (audio1686736659)

It's better for your car.

9:02

S… Speaker 1 (audio1686736659)

You know, and have like a $5, $10 differential between the different brackets.

9:09

S… Speaker 1 (audio1686736659)

That's another way of walking your customers back up.

9:12

S… Speaker 1 (audio1686736659)

So they still approve.

9:14

S… Speaker 1 (audio1686736659)

They still know they have to have an oil change.

9:17

S… Speaker 1 (audio1686736659)

But now you're able to go ahead and get that ticket back up there.

9:21

S… Speaker 1 (audio1686736659)

So whether that be on tires or whatever work that you're doing, a good, better, best.

9:27

S… Speaker 1 (audio1686736659)

Anytime you have that opportunity in your lineups, I'd seriously consider

9:35

S… Speaker 1 (audio1686736659)

putting something in place like that.

9:39

S… Speaker 1 (audio1686736659)

Yeah. So,

9:50

S… Speaker 1 (audio1686736659)

so again, right now it's, yeah, right now it's, it's.

10:00

S… Speaker 1 (audio1686736659)

Broke, Zach, I got a problem.

10:02

S… Speaker 1 (audio1686736659)

Can you fix it? So to get them back over, instead of the emergency, another

10:10

S… Speaker 1 (audio1686736659)

thing that you might want to consider doing is coming up with some type of service bundle.

10:15

S… Speaker 1 (audio1686736659)

Because there are certain things with a vehicle that just have to be done.

10:20

S… Speaker 1 (audio1686736659)

You got to change your oil.

10:22

S… Speaker 1 (audio1686736659)

You got to check the brakes.

10:23

S… Speaker 1 (audio1686736659)

You got to rotate tires.

10:25

S… Speaker 1 (audio1686736659)

You got to top off the fluids.

10:27

S… Speaker 1 (audio1686736659)

You got to check the battery.

10:28

S… Speaker 1 (audio1686736659)

You can bundle all those things together in a service package.

10:33

S… Speaker 1 (audio1686736659)

So say like for $99, you know, like I said, you know, you come back in, you know, a

10:42

S… Speaker 1 (audio1686736659)

good, better, best on the oil.

10:43

S… Speaker 1 (audio1686736659)

You know, just have a...

10:47

S… Speaker 1 (audio1686736659)

seasonal preparation particularly what's nice where you are is coming into the fall of the year you know get them ready for or

10:56

S… Speaker 1 (audio1686736659)

get them ready for winter I remember one lady came in one time and

11:05

S… Speaker 1 (audio1686736659)

she wanted she wanted her air rotated and I was like her air

11:11

S… Speaker 1 (audio1686736659)

She says, yeah, the air in my tires.

11:13

S… Speaker 1 (audio1686736659)

So she wanted all the summer air taken out and all the winter air put back in.

11:18

S… Speaker 1 (audio1686736659)

Oh, geez.

11:20

S… Speaker 1 (audio1686736659)

But again, you know, that's the idea of bundling it all together and taking care of their car.

11:26

S… Speaker 1 (audio1686736659)

So it's not just, Zach, hey, it's broke, fix it, you know, type of thing.

11:30

S… Speaker 1 (audio1686736659)

And you can almost do that because it sounds

11:38

S… Speaker 1 (audio1686736659)

like you kind of go through a cash flow thing then too, right?

11:42

S… Speaker 1 (audio1686736659)

Some months are really good, some months not so much.

11:44

S… Speaker 1 (audio1686736659)

So if you can do something like that or a maintenance membership type of thing, like

11:53

S… Speaker 1 (audio1686736659)

I said, maybe it's for $30 a month, just bring your car in and Zach and Brandon will go through and we'll check

12:02

S… Speaker 1 (audio1686736659)

over your car. And that would include a couple of oil changes a year.

12:13

S… Speaker 1 (audio1686736659)

You know, free inspection with everything.

12:15

S… Speaker 1 (audio1686736659)

So before the car actually breaks down, like I said, it gives you a good opportunity.

12:20

S… Speaker 1 (audio1686736659)

We really want to build our mobile sleep

12:29

S… Speaker 1 (audio1686736659)

maintenance side of things.

12:30

S… Speaker 1 (audio1686736659)

Not really sure where to start other than getting a script and cold calling

12:38

S… Speaker 1 (audio1686736659)

other places.

12:40

S… Speaker 1 (audio1686736659)

But that's one side, at least on the diesel side, that is a goal.

12:46

S… Speaker 1 (audio1686736659)

Yeah, I like that idea.

12:48

S… Speaker 1 (audio1686736659)

The fleet is going to keep your business going.

12:50

S… Speaker 1 (audio1686736659)

So, and again, I don't know what Menard is doing up there with all their trucks up there and their fleets, but.

12:56

S… Speaker 1 (audio1686736659)

Yeah, I know we run into a lot of places have in -house mechanics and stuff, so they're not going to get rid of

13:04

S… Speaker 1 (audio1686736659)

that. But I guess where it's different if they don't is we come to them and we can do it there versus having downtime, taking trucks

13:13

S… Speaker 1 (audio1686736659)

to shops and all that.

13:15

S… Speaker 1 (audio1686736659)

Yeah, that's your sweet spot is going to be the smaller accounts.

13:18

S… Speaker 1 (audio1686736659)

The guys that got 20 trucks or 50 trucks or vehicles, you know, so, yeah, like

13:27

S… Speaker 1 (audio1686736659)

I said, if you can make it to them, you know, do some of the repair maintenance there.

13:35

S… Speaker 1 (audio1686736659)

But along with that, like I said, your hourly rate.

13:41

S… Speaker 1 (audio1686736659)

Seems about right, especially since it's your emergency.

13:44

S… Speaker 1 (audio1686736659)

That seems about right.

13:46

S… Speaker 1 (audio1686736659)

Your parts margin.

13:48

S… Speaker 1 (audio1686736659)

See, I came from the parts.

13:52

S… Speaker 1 (audio1686736659)

I was with Highline for many, many years.

13:56

S… Speaker 1 (audio1686736659)

And, you know, the thing that we always struggled with was price

14:05

S… Speaker 1 (audio1686736659)

increases. Nobody ever wanted to do a price increase.

14:09

S… Speaker 1 (audio1686736659)

But it's a quiet profit lover that you've got that nobody's

14:18

S… Speaker 1 (audio1686736659)

going to contest it. And I think you said you're at around 30 % on your parts.

14:24

S… Speaker 1 (audio1686736659)

That really should be up around 50%, 65 % on your parts.

14:29

S… Speaker 1 (audio1686736659)

And some of it might also have to do with sourcing.

14:34

S… Speaker 1 (audio1686736659)

So you said you're...

14:37

S… Speaker 1 (audio1686736659)

Most of my guys always had multiple different sources.

14:42

S… Speaker 1 (audio1686736659)

And O 'Reilly's is a good company, don't get me wrong.

14:46

S… Speaker 1 (audio1686736659)

But Napa's got some pretty sweet programs out there.

14:50

S… Speaker 1 (audio1686736659)

If you can, you know, get in with them, they can put you on like a special installer program.

14:55

S… Speaker 1 (audio1686736659)

And there's a lot of kickback money that, like I said,

15:00

S… Speaker 1 (audio1686736659)

you'll be able to get your margins back up again.

15:02

S… Speaker 1 (audio1686736659)

So, and I don't think anybody's going to, especially like I said, they're broken down at the side of the road over there.

15:09

S… Speaker 1 (audio1686736659)

They're not going to contest over, you know, the cost of a part.

15:14

S… Speaker 1 (audio1686736659)

So for you, like I said, to be able to, that to me, it was kind of a low hanging fruit.

15:20

S… Speaker 1 (audio1686736659)

Like I said, you know, take a look at that.

15:24

S… Speaker 1 (audio1686736659)

You do any insurance work right now?

15:30

S… Speaker 1 (audio1686736659)

Nope.

15:42

S… Speaker 1 (audio1686736659)

High margin cash, fast cash items.

15:46

S… Speaker 1 (audio1686736659)

So the problems that you're getting, are

15:54

S… Speaker 1 (audio1686736659)

they fixable? The ones that are coming back in or are they time suckers?

15:59

S… Speaker 1 (audio1686736659)

They take a lot of time.

16:00

S… Speaker 1 (audio1686736659)

I'd say most of them are fixable.

16:03

S… Speaker 1 (audio1686736659)

So if you could just maybe, and again, that's part of what we were talking about before, getting back

16:11

S… Speaker 1 (audio1686736659)

onto a routine maintenance so it doesn't break down ahead of time.

16:16

S… Speaker 1 (audio1686736659)

That's going to help your cash flow.

16:18

S… Speaker 1 (audio1686736659)

Because I said you got it coming down on a regular basis as opposed to waiting for it to break.

16:22

S… Speaker 1 (audio1686736659)

Yeah.

16:24

S… Speaker 1 (audio1686736659)

And then I said, get your parts margin

16:32

S… Speaker 1 (audio1686736659)

back up to where it should be.

16:33

S… Speaker 1 (audio1686736659)

And the other one is, I always talked about fast cash.

16:37

S… Speaker 1 (audio1686736659)

So fall of the year again, battery sales coming up.

16:44

S… Speaker 1 (audio1686736659)

Right now,

16:48

S… Speaker 1 (audio1686736659)

wiper blades you know there's only three types of wiper blades right but nobody can figure out how to put the damn things on

16:56

S… Speaker 1 (audio1686736659)

so again if you got a deal from somebody put in an assortment of the fastest moving wiper blades it'll

17:04

S… Speaker 1 (audio1686736659)

take you about five minutes to do it yeah and i guess our issue our issue with that is there's o'reilly

17:13

S… Speaker 1 (audio1686736659)

stores all over around us and they run the same thing

17:18

S… Speaker 1 (audio1686736659)

So it's more that how do we promote it with still making money when O 'Reilly's does the same thing and they can

17:26

S… Speaker 1 (audio1686736659)

charge less because they're such a big company.

17:29

S… Speaker 1 (audio1686736659)

Yeah, I think here's one

17:37

S… Speaker 1 (audio1686736659)

of the other things, Joe. I was trying to look you up online.

17:40

S… Speaker 1 (audio1686736659)

What's your visibility online right now?

17:47

S… Speaker 1 (audio1686736659)

So we have a website in the works and then we have a Facebook page.

17:56

S… Speaker 1 (audio1686736659)

then I guess we use Google for everything.

17:59

S… Speaker 1 (audio1686736659)

So like if you type in our name in this area and we're one of the first to pop up.

18:04

S… Speaker 1 (audio1686736659)

Okay.

18:08

S… Speaker 1 (audio1686736659)

So you are popping up right away?

18:10

S… Speaker 1 (audio1686736659)

Yep.

18:11

S… Speaker 1 (audio1686736659)

Okay.

18:13

S… Speaker 1 (audio1686736659)

Good.

18:14

S… Speaker 1 (audio1686736659)

Cause that's one of the, I was just working with somebody else a couple of weeks ago and

18:22

S… Speaker 1 (audio1686736659)

they're the best kept secret out there.

18:24

S… Speaker 1 (audio1686736659)

Nobody, they're in there.

18:27

S… Speaker 1 (audio1686736659)

You know, if they're looking for a tire repair or, you know, loop on filter repairs on the car, but they're not underneath diagnostic.

18:34

S… Speaker 1 (audio1686736659)

So, and the Google game is a real simple game.

18:40

S… Speaker 1 (audio1686736659)

You know, it's just getting people to write a review for you and give you a good review.

18:46

S… Speaker 1 (audio1686736659)

So, you know, it should be part of every closing, you know, somebody comes back

18:54

S… Speaker 1 (audio1686736659)

in.

18:55

S… Speaker 1 (audio1686736659)

You're the service writer.

18:56

S… Speaker 1 (audio1686736659)

You're listening to what their problem is.

18:59

S… Speaker 1 (audio1686736659)

It goes back into the pits, back into the bays.

19:04

S… Speaker 1 (audio1686736659)

The repair is done.

19:06

S… Speaker 1 (audio1686736659)

They come back out again.

19:08

S… Speaker 1 (audio1686736659)

You get in with them.

19:09

S… Speaker 1 (audio1686736659)

The noise is gone.

19:12

S… Speaker 1 (audio1686736659)

Part of the takeaway should be...

19:18

S… Speaker 1 (audio1686736659)

it would really help me out if you could write us a review and maybe even have a QR code there for them.

19:25

S… Speaker 1 (audio1686736659)

So it's a three -step process.

19:27

S… Speaker 1 (audio1686736659)

You know, one is ask them at the time to write your review.

19:31

S… Speaker 1 (audio1686736659)

Two is after they get the car back or the truck back, send them over a text about a day later just saying, hey,

19:39

S… Speaker 1 (audio1686736659)

how's everything going?

19:40

S… Speaker 1 (audio1686736659)

Here's that link again for the review.

19:44

S… Speaker 1 (audio1686736659)

And three is going to be about a week later, you know, just that final follow up, you know, so one, two,

19:52

S… Speaker 1 (audio1686736659)

three steps. And I said, you'll get your numbers way up.

19:55

S… Speaker 1 (audio1686736659)

And the more that comes up, like I said, and that's how most people find.

20:01

S… Speaker 1 (audio1686736659)

service repairs anymore is Google.

20:03

S… Speaker 1 (audio1686736659)

The fleet accounts, again, what I was talking about before,

20:11

S… Speaker 1 (audio1686736659)

just something to think about.

20:14

S… Speaker 1 (audio1686736659)

If you've got electricians, landscapers are good

20:22

S… Speaker 1 (audio1686736659)

ones. They've got all their trucks and stuff out there.

20:25

S… Speaker 1 (audio1686736659)

Delivery vans.

20:27

S… Speaker 1 (audio1686736659)

You probably have

20:34

S… Speaker 1 (audio1686736659)

What's the city use?

20:35

S… Speaker 1 (audio1686736659)

You know, all their trucks and stuff around there.

20:37

S… Speaker 1 (audio1686736659)

Who are they going to for repairs?

20:40

S… Speaker 1 (audio1686736659)

That would be in -house because they're pretty large.

20:44

S… Speaker 1 (audio1686736659)

Eau Claire, I think, is like a hundred and something thousand people.

20:47

S… Speaker 1 (audio1686736659)

Okay.

20:49

S… Speaker 1 (audio1686736659)

So if I can get you a list, a hit list, and get you like a script.

20:58

S… Speaker 1 (audio1686736659)

you know, or like a cover letter.

20:59

S… Speaker 1 (audio1686736659)

You could just bang it out, you know, just send it out to them, my name's Zach, and write it up for you.

21:05

S… Speaker 1 (audio1686736659)

And then maybe do a couple of calls, you know, every week.

21:09

S… Speaker 1 (audio1686736659)

Just stop back by and see if they got the letter.

21:12

S… Speaker 1 (audio1686736659)

Your accounts would be good at business for you.

21:15

S… Speaker 1 (audio1686736659)

That's going to give you your bread and butter.

21:17

S… Speaker 1 (audio1686736659)

And don't think that just because they got in -house, they're doing everything.

21:21

S… Speaker 1 (audio1686736659)

Because they don't.

21:23

S… Speaker 1 (audio1686736659)

You know, like I said, they still shop stuff out.

21:26

S… Speaker 1 (audio1686736659)

So especially if they get busier, the guy goes on vacation or, you know, whatever happens.

21:31

S… Speaker 1 (audio1686736659)

So like I said, it's well worth getting that dent.

21:35

S… Speaker 1 (audio1686736659)

Do you have any specialized equipment there?

21:41

S… Speaker 1 (audio1686736659)

I guess what would be like an example of that?

21:48

S… Speaker 1 (audio1686736659)

Alignment racks or?

21:50

S… Speaker 1 (audio1686736659)

Nothing like that.

21:52

S… Speaker 1 (audio1686736659)

Tire changers?

21:53

S… Speaker 1 (audio1686736659)

No.

21:56

S… Speaker 1 (audio1686736659)

Okay. Air conditioning?

21:58

S… Speaker 1 (audio1686736659)

No, not right now, at least.

22:05

S… Speaker 1 (audio1686736659)

Okay.

22:06

S… Speaker 1 (audio1686736659)

Okay.

22:08

S… Speaker 1 (audio1686736659)

So

22:19

S… Speaker 1 (audio1686736659)

another one is the, and again, I'm just thinking your cash flow because you want to even this out and

22:28

S… Speaker 1 (audio1686736659)

you want people to know who you are.

22:30

S… Speaker 1 (audio1686736659)

So again, the Google is going to be, that's going to be a real good way to get your ratings back up again.

22:41

S… Speaker 1 (audio1686736659)

The packages we were talking about before, good, better, best, and then selling a solution or the

22:49

S… Speaker 1 (audio1686736659)

inspection. So every vehicle

22:57

S… Speaker 1 (audio1686736659)

that comes back in, probably, maybe you do it now, do you do like a multi -point inspection?

23:03

S… Speaker 1 (audio1686736659)

Yeah, I know, like, at least for the fleet maintenance, like with ferrule gas,

23:11

S… Speaker 1 (audio1686736659)

we do.

23:13

S… Speaker 1 (audio1686736659)

an inspection after every preventative maintenance appointment, I guess you could say.

23:18

S… Speaker 1 (audio1686736659)

Okay.

23:20

S… Speaker 1 (audio1686736659)

So, and with that, do you take pictures, videos?

23:25

S… Speaker 1 (audio1686736659)

Not really, I guess you could say.

23:33

S… Speaker 1 (audio1686736659)

Got an iPhone?

23:35

S… Speaker 1 (audio1686736659)

Yeah.

23:36

S… Speaker 1 (audio1686736659)

Again, low -hanging fruit.

23:40

S… Speaker 1 (audio1686736659)

And what you do with those, then, as I said, on your webpage, you're going to have the before and the after pictures.

23:46

S… Speaker 1 (audio1686736659)

Oh, pictures like that.

23:49

S… Speaker 1 (audio1686736659)

Yep. People are going to see what you're doing over there.

23:53

S… Speaker 1 (audio1686736659)

So that helps your testimonials.

23:55

S… Speaker 1 (audio1686736659)

Okay.

23:57

S… Speaker 1 (audio1686736659)

So let's see

24:06

S… Speaker 1 (audio1686736659)

what else I have. I don't like your O 'Reilly's terms.

24:15

S… Speaker 1 (audio1686736659)

You ought to be getting 30 days.

24:18

S… Speaker 1 (audio1686736659)

Again, I don't know what your credit is like or anything, but cashflow is a big thing.

24:25

S… Speaker 1 (audio1686736659)

So again, you're collecting cash from your customer.

24:29

S… Speaker 1 (audio1686736659)

If you really want a low -hanging fruit again, you get 30 days from somebody out there, Napa or O

24:37

S… Speaker 1 (audio1686736659)

'Reilly's. Do you have an auto wares around you?

24:40

S… Speaker 1 (audio1686736659)

Bumper to bumper they used to be or something like that?

24:43

S… Speaker 1 (audio1686736659)

No, not around here.

24:45

S… Speaker 1 (audio1686736659)

I thought Corey had some stuff up there.

24:48

S… Speaker 1 (audio1686736659)

Colfax, you said?

24:54

S… Speaker 1 (audio1686736659)

Colfax, Eau Claire.

24:57

S… Speaker 1 (audio1686736659)

Our shop is located in Eau Claire.

25:00

S… Speaker 1 (audio1686736659)

Claire. Auto

25:09

S… Speaker 1 (audio1686736659)

suppliers.

25:11

S… Speaker 1 (audio1686736659)

Let's

25:19

S… Speaker 1 (audio1686736659)

see who comes up. Some

25:28

S… Speaker 1 (audio1686736659)

solid ones here.

25:29

S… Speaker 1 (audio1686736659)

O 'Reilly's.

25:32

S… Speaker 1 (audio1686736659)

Well, you got the big three.

25:33

S… Speaker 1 (audio1686736659)

There it is.

25:36

S… Speaker 1 (audio1686736659)

That's the one I'm looking for.

25:38

S… Speaker 1 (audio1686736659)

So you got O 'Reilly's right now.

25:41

S… Speaker 1 (audio1686736659)

I would shop out AutoZone in advance also.

25:44

S… Speaker 1 (audio1686736659)

I mean, it's a three stooges.

25:47

S… Speaker 1 (audio1686736659)

They're all pretty much the same.

25:50

S… Speaker 1 (audio1686736659)

But you want to start working one against the other to get you some terms.

25:54

S… Speaker 1 (audio1686736659)

They should be able to put you on like an installer account and get you a 30 -day credit line.

26:01

S… Speaker 1 (audio1686736659)

And don't, you know, don't abuse it.

26:04

S… Speaker 1 (audio1686736659)

Yeah.

26:05

S… Speaker 1 (audio1686736659)

But like I said, that would be a good way to get your cash flow going.

26:10

S… Speaker 1 (audio1686736659)

I like NAPA because they've got a lot of kickback money for their manufacturers.

26:18

S… Speaker 1 (audio1686736659)

So, like I said, I would definitely talk to your NAPA rep, stop back by.

26:22

S… Speaker 1 (audio1686736659)

But the guy was thinking it's auto value is who it's called.

26:25

S… Speaker 1 (audio1686736659)

And there's one on the south side and one on the west.

26:28

S… Speaker 1 (audio1686736659)

Corey Barkley owns that.

26:30

S… Speaker 1 (audio1686736659)

He's up out of Minnesota.

26:34

S… Speaker 1 (audio1686736659)

They are a good bunch.

26:37

S… Speaker 1 (audio1686736659)

They got a lot of trip incentives.

26:42

S… Speaker 1 (audio1686736659)

They do a lot for their installers.

26:48

S… Speaker 1 (audio1686736659)

I would get some more suppliers.

26:50

S… Speaker 1 (audio1686736659)

I would never tie myself to one supplier.

26:53

S… Speaker 1 (audio1686736659)

Okay.

26:55

S… Speaker 1 (audio1686736659)

And I said, just chop them out for some of the common stuff that you're doing right now.

27:00

S… Speaker 1 (audio1686736659)

And maybe you have already.

27:03

S… Speaker 1 (audio1686736659)

I don't know. Have you?

27:04

S… Speaker 1 (audio1686736659)

A little bit.

27:06

S… Speaker 1 (audio1686736659)

O 'Reilly's, what's nice about them is our discount is pretty good.

27:10

S… Speaker 1 (audio1686736659)

They deliver here and we really haven't had any issues, big issues at least.

27:17

S… Speaker 1 (audio1686736659)

So that's.

27:22

S… Speaker 1 (audio1686736659)

That's why we like O 'Reilly's at least.

27:24

S… Speaker 1 (audio1686736659)

Okay.

27:25

S… Speaker 1 (audio1686736659)

And there's multiple stores.

27:28

S… Speaker 1 (audio1686736659)

So, I mean, there's probably three or four in Eau Claire.

27:33

S… Speaker 1 (audio1686736659)

There's one in Menominee, which is 30 minutes away.

27:37

S… Speaker 1 (audio1686736659)

There's one in Chippewa, which is 20 minutes away.

27:39

S… Speaker 1 (audio1686736659)

So that helps.

27:41

S… Speaker 1 (audio1686736659)

And I know there's just as many advanced auto parts too.

27:43

S… Speaker 1 (audio1686736659)

Yeah.

27:46

S… Speaker 1 (audio1686736659)

Like I said, they're all good outfits.

27:48

S… Speaker 1 (audio1686736659)

It depends upon who you really like to work with.

27:50

S… Speaker 1 (audio1686736659)

But I would say at this point, what you want to do is, being in the parts business, if you don't ask, you ain't

27:58

S… Speaker 1 (audio1686736659)

going to get it. And sometimes, like I said, it will behoove you to spend

28:07

S… Speaker 1 (audio1686736659)

an afternoon and just have the four clowns come in and kind of give their pitch of what their program is.

28:15

S… Speaker 1 (audio1686736659)

Napa's got a solid program.

28:17

S… Speaker 1 (audio1686736659)

Auto Value does.

28:20

S… Speaker 1 (audio1686736659)

I just take a look and maybe you stay with O 'Reilly's yet and that's fine.

28:24

S… Speaker 1 (audio1686736659)

But like I said, I don't like, I would never go on COD, you know, not like, you know, like I said,

28:32

S… Speaker 1 (audio1686736659)

see what they offer out there.

28:38

S… Speaker 1 (audio1686736659)

Try to get a, try to get a cashflow, a little buffer on there.

28:42

S… Speaker 1 (audio1686736659)

And then like I said, make sure that it gets, you know, handled on a monthly basis.

28:46

S… Speaker 1 (audio1686736659)

So see what else I

28:54

S… Speaker 1 (audio1686736659)

had.

28:59

S… Speaker 1 (audio1686736659)

We talked about a lot of this, like I said, going into the summer now, wiper

29:08

S… Speaker 1 (audio1686736659)

blades, tires, the old standbys, you know, the lube oil and filters, the good, better, best on your lube oil and filter.

29:16

S… Speaker 1 (audio1686736659)

Ideally, I think what you want to try to do is you want

29:25

S… Speaker 1 (audio1686736659)

your business so that you're just scheduling the business coming in.

29:29

S… Speaker 1 (audio1686736659)

You're not waiting for the car broke.

29:33

S… Speaker 1 (audio1686736659)

You know, like I said, in order to do that, the preventative packages, that's a real

29:41

S… Speaker 1 (audio1686736659)

nice way to keep a cash flow.

29:43

S… Speaker 1 (audio1686736659)

And your fleets. I really like your fleet idea.

29:45

S… Speaker 1 (audio1686736659)

Yeah.

29:46

S… Speaker 1 (audio1686736659)

And I said, I'll try to come up with some ideas for some fleets and also try to come up with some,

29:54

S… Speaker 1 (audio1686736659)

like a little script to go through.

29:59

S… Speaker 1 (audio1686736659)

One, two, three.

30:00

S… Speaker 1 (audio1686736659)

punch you know that you can you know blast it out to everybody to let them know that you're there and then you

30:09

S… Speaker 1 (audio1686736659)

know it's it's just like your business so it's all people to people so it's still going to require going back in

30:17

S… Speaker 1 (audio1686736659)

knocking on the door and hey I'm Zach you know got calling cards made up that type of thing so but

30:26

S… Speaker 1 (audio1686736659)

the fleet business I like that business so okay

30:32

S… Speaker 1 (audio1686736659)

So you came in with preconceived ideas.

30:35

S… Speaker 1 (audio1686736659)

What other ideas have you got?

30:36

S… Speaker 1 (audio1686736659)

That was kind of the biggest one is the mobile fleet maintenance that we want to grow because that's

30:45

S… Speaker 1 (audio1686736659)

where the money is. The automotive stuff more fills the downtime, but we like the heavy

30:53

S… Speaker 1 (audio1686736659)

-duty diesel, the mobile calls.

30:55

S… Speaker 1 (audio1686736659)

The mobile calls, they come in, but it's not something to rely on.

31:03

S… Speaker 1 (audio1686736659)

where a fleet maintenance would be more, it's there.

31:08

S… Speaker 1 (audio1686736659)

We have it set up with companies and they're always going to need that preventative maintenance.

31:15

S… Speaker 1 (audio1686736659)

Yeah.

31:18

S… Speaker 1 (audio1686736659)

If anything, like I said, just how'd you get a furrow by the way?

31:21

S… Speaker 1 (audio1686736659)

Um, Brandon used to work on their stuff.

31:26

S… Speaker 1 (audio1686736659)

And when he went on his own, one of the head guys up there,

31:33

S… Speaker 1 (audio1686736659)

he kind of took them with, I guess you could say.

31:35

S… Speaker 1 (audio1686736659)

And he really likes the mobile side of it that we just come to them and he could call us right now.

31:41

S… Speaker 1 (audio1686736659)

He has a truck down and we go take care of it as well.

31:45

S… Speaker 1 (audio1686736659)

So he really likes that side of things.

31:47

S… Speaker 1 (audio1686736659)

So that's kind of how we kept that account.

31:50

S… Speaker 1 (audio1686736659)

So you've got experience.

31:53

S… Speaker 1 (audio1686736659)

Yep.

31:54

S… Speaker 1 (audio1686736659)

No, it won't be new.

31:56

S… Speaker 1 (audio1686736659)

So like I said, I'll just kind of draft up a script for you and you can doctor it up however you want.

32:03

S… Speaker 1 (audio1686736659)

But it's the same type of thing.

32:04

S… Speaker 1 (audio1686736659)

It's going to take that connection.

32:05

S… Speaker 1 (audio1686736659)

And that's the other thing, too, by the way.

32:10

S… Speaker 1 (audio1686736659)

If you get in with a good supplier, they can help you resource

32:19

S… Speaker 1 (audio1686736659)

some of these fleet accounts.

32:21

S… Speaker 1 (audio1686736659)

Because, like I said, they're out to sell parts.

32:25

S… Speaker 1 (audio1686736659)

And Napa's not going to put the parts on.

32:29

S… Speaker 1 (audio1686736659)

O 'Reilly's will, of course.

32:30

S… Speaker 1 (audio1686736659)

Advance does a little bit.

32:34

S… Speaker 1 (audio1686736659)

Like I said, they don't necessarily go out and so to try to find somebody

32:43

S… Speaker 1 (audio1686736659)

that can do the mobile installation, can make the call, the stance behind it.

32:49

S… Speaker 1 (audio1686736659)

How do you handle your warranty work, by the way, once you do it?

32:52

S… Speaker 1 (audio1686736659)

For like road calls?

32:56

S… Speaker 1 (audio1686736659)

Yeah.

32:59

S… Speaker 1 (audio1686736659)

With the part warranty, that's warrantied, but otherwise we don't warranty anything.

33:06

S… Speaker 1 (audio1686736659)

Okay.

33:11

S… Speaker 1 (audio1686736659)

So, yeah, like I said, you've got testimonials in that you're already doing it.

33:14

S… Speaker 1 (audio1686736659)

So that should be a natural progression for you.

33:17

S… Speaker 1 (audio1686736659)

Like I said, I still wouldn't give up on that menu and trying to do preventative, more preventative.

33:25

S… Speaker 1 (audio1686736659)

In the fleet business, I remember Izzo used to handle the fleet guys over there.

33:30

S… Speaker 1 (audio1686736659)

It was all about oil changes.

33:33

S… Speaker 1 (audio1686736659)

And they were doing the chemistries on their oil so that they don't want to change it out too fast.

33:40

S… Speaker 1 (audio1686736659)

You know, but then they don't want, you know, you burn up a diesel Cummins engine and, you know, that's a big problem.

33:48

S… Speaker 1 (audio1686736659)

You know, so they were sending out like labs and that type of stuff.

33:51

S… Speaker 1 (audio1686736659)

That's a diagnostic thing.

33:53

S… Speaker 1 (audio1686736659)

I don't know that much about it, but your suppliers do.

33:59

S… Speaker 1 (audio1686736659)

And like I said, you know, to be able to get into the diagnostic part of it, to me, that's going to help

34:07

S… Speaker 1 (audio1686736659)

your cash flow a lot.

34:10

S… Speaker 1 (audio1686736659)

I think, like I said, just a couple of takeaways.

34:12

S… Speaker 1 (audio1686736659)

One, get your margins back up again on your parts.

34:16

S… Speaker 1 (audio1686736659)

Two, get a line of credit from somebody so that you're collecting cash, but you're going to hang on to

34:24

S… Speaker 1 (audio1686736659)

that cash for 30 days before you pay the parts.

34:27

S… Speaker 1 (audio1686736659)

That's going to be a big bump for you.

34:31

S… Speaker 1 (audio1686736659)

And then the fleet slash, you know, all the things we were talking about before.

34:36

S… Speaker 1 (audio1686736659)

I think those are all good.

34:41

S… Speaker 1 (audio1686736659)

Good, solid ways to start growing your business.

34:44

S… Speaker 1 (audio1686736659)

And look into diesel, can't

34:56

S… Speaker 1 (audio1686736659)

spell diesel repair technical

35:07

S… Speaker 1 (audio1686736659)

certifications.

35:16

S… Speaker 1 (audio1686736659)

Like I said, I know an automotive is ACE.

35:23

S… Speaker 1 (audio1686736659)

Oh, it is ACE.

35:26

S… Speaker 1 (audio1686736659)

Core standard is ACE.

35:29

S… Speaker 1 (audio1686736659)

You get diesel engines, electrical, HVAC.

35:35

S… Speaker 1 (audio1686736659)

So, again, you guys might – look, you're doing it already.

35:42

S… Speaker 1 (audio1686736659)

So it's not like this is going to be a lot of news to you.

35:46

S… Speaker 1 (audio1686736659)

But what I am seeing, though, is when you've got that certificate, the bigger fleets are going to pay attention to you.

35:54

S… Speaker 1 (audio1686736659)

Because, like I said, they're looking for somebody that's got that piece of paper behind them.

36:03

S… Speaker 1 (audio1686736659)

I used to have a friend that, for grins and giggles, he went out and got his ACE certification.

36:10

S… Speaker 1 (audio1686736659)

So it can't be that hard.

36:12

S… Speaker 1 (audio1686736659)

Yeah. But like I said, if you guys can get that, I mean, that would be a benefit.

36:17

S… Speaker 1 (audio1686736659)

Because eventually, as you're growing it, you're going to need help over there.

36:21

S… Speaker 1 (audio1686736659)

So if you and your partner are ACE certified.

36:26

S… Speaker 1 (audio1686736659)

You can hire in some guys to be able to do the loophole and filters.

36:30

S… Speaker 1 (audio1686736659)

Then your job is really more of just booking the business, watching the business, and keeping

36:39

S… Speaker 1 (audio1686736659)

the cash flow going and growing the business.

36:41

S… Speaker 1 (audio1686736659)

That's the fun part of it.

36:43

S… Speaker 1 (audio1686736659)

A lot of times, right now, you get stuck into doing the business.

36:47

S… Speaker 1 (audio1686736659)

It's moments like this.

36:52

S… Speaker 1 (audio1686736659)

You can step back and give it a fresh look.

36:57

S… Speaker 1 (audio1686736659)

What other thoughts have you got? What else do you want to do?

audio1686736659

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