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	<title>Scope It Out &#187; Management</title>
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	<description>the Automotive Diagnostic Newsblog</description>
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		<title>You’re Gonna Get It</title>
		<link>http://www.diagnosticnews.com/management/youre-gonna-get-it/</link>
		<comments>http://www.diagnosticnews.com/management/youre-gonna-get-it/#comments</comments>
		<pubDate>Tue, 10 Apr 2012 19:57:36 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>

		<guid isPermaLink="false">http://www.diagnosticnews.com/?p=10191</guid>
		<description><![CDATA[Training, that is. You’re going to get trained one way or the other. When it comes to business, you can do it the hard way or you can do it the easy way. Personally, I am far too lazy to work very hard, so I’ve always sought the easiest way to do things. Good training is simply learning from someone who has figured an easier way to do things and taking advantage of it. When I first started in business, I worked next door to a person who was trying to convert a hobby into a business. He became involved in a certain class of BMWs and had learned how to fix them. It turns out that these all suffered worn out engines at an early age. He was adept at taking the engines apart and putting them together again. He would quote the basic price of putting rings and bearings in the engine, call it an overhaul and take in the job. Every single one of these things ended up needing far more work than that, but he never changed his estimates. The finished price to do it right was roughly 4 times what he was quoting and his customers felt betrayed, since he had the engine in buckets by the time he finally gave them a real total. They were literally over a barrel and couldn’t use their car or cancel the transaction. He continued to complain about “how unreasonable” all these BMW owners were. He said they should understand that it needs all this and just wasn’t possible to know ahead of time. After having a few very unpleasant confrontations with very unhappy owners, he should have figured out that he wasn’t doing these estimates correctly. He should have foreseen that nearly every one of these would end up about 4 times what he was telling people and advised them ahead of time. That way he could avoid “the big surprise”. Despite complaining to me constantly and ignoring my suggestions, his approach grew grim and he came to regard his customers as adversaries, who were just out to get him (He actually turned out to be right). He never learned a thing and he was forced out of business. It wasn’t that he couldn’t learn, it was that he wouldn’t learn. People like this may say that they have 10 years experience, but the reality is, they have one year’s experience 10 times. They never got past the basics. What on Earth is so difficult to comprehend about evaluating the possible things that might go wrong with a job, totaling up what that might cost and advising the customer ahead of time? My shop neighbor seemed to think that this was too difficult to learn and that it was easier to lose his house, his credit rating and develop health problems over it…. Arguing is a lot of work and requires far too much mental effort. In addition, it usually follows you home and keeps creeping into your brain. Arguing with mad customers is something you don’t have to do. You can stop as soon as you decide you want to. In fact, you do it by your own free choice. I was told that there are 3 types of men—those who learn by watching, those who learn by listening and those who just have to urinate on the electric fence themselves. If you want to fix a business problem, whether it is arguing with customers or any other thing, you must first decide what it is you wish to fix and then find the training that will solve that problem. There’s a fix for virtually anything, you just need to find it, and good training is reasonably abundant. You must understand that your brain will naturally be resistant to any new ideas, even if they’re good. You’re generally most receptive when you reach the “threshold of pain” that pushes you over the edge. Once you realize that you will be skeptical and you will resist new thoughts, it will be easier to begin to look for ways the idea will work, rather than ways it won’t. We all know that getting a shot hurts when the doctor gives it to us, but we have to accept that it will make us better. Often false beliefs are our worst enemy. I once believed that doing major engine work was not profitable, because I couldn’t charge enough. Others in the Industry suggested that I price the work so that it paid the same per hour as replacing brake pads. So, I did that and the estimate for installing a used engine was very high, but it paid the same as doing brake work. I made it higher, by including extras that would come up, like a new water pump, oil seals, thermostat and so on. It was substantially more than I’d ever thought it would be, but the customer said yes. I was stunned, but I got the job. I learned that sometimes you price a job that you don’t want to do so it will go away and if it doesn’t, it pays enough to make you want to do it. Through the years, I’ve sold a lot of these jobs the same way. The beauty is, if it does go away, it’s no big deal to me. I’ve learned that there are not many big, huge changes that we can make to our businesses that will accomplish a world of good, but there are literally hundreds of little things that we can do that will add up to big changes in how our business operates. I tell people who take my classes to look at the material as a buffet line. They will find some things very appealing and some things downright appalling. I ask them to take the things they like and leave the things they don’t. The worst thing you can do is to obsess about things you don’t like. It causes you to [...]]]></description>
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		</item>
		<item>
		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-5/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-5/#comments</comments>
		<pubDate>Tue, 06 Mar 2012 14:01:09 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[Automotive Management Network]]></category>
		<category><![CDATA[car]]></category>
		<category><![CDATA[computer]]></category>
		<category><![CDATA[oil change]]></category>
		<category><![CDATA[phone]]></category>
		<category><![CDATA[Quick Management Tips]]></category>
		<category><![CDATA[shop]]></category>
		<category><![CDATA[Tom Ham]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=9734</guid>
		<description><![CDATA[<strong>By Tom Ham.</strong> Are you using the latest methods to send reminders to your customers? Do you share positives with your customers before you tell them what's wrong with their car? Does your shop take photos of various failures? How do you share them with your customers? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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		<item>
		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-4/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-4/#comments</comments>
		<pubDate>Thu, 02 Feb 2012 16:11:13 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[Automotive Management Network]]></category>
		<category><![CDATA[Estimate]]></category>
		<category><![CDATA[Estimate Requests]]></category>
		<category><![CDATA[google]]></category>
		<category><![CDATA[phone]]></category>
		<category><![CDATA[Quick]]></category>
		<category><![CDATA[reviews]]></category>
		<category><![CDATA[shop]]></category>
		<category><![CDATA[Tom Ham]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=9378</guid>
		<description><![CDATA[<strong>By Tom Ham.</strong> Do you pay close attention to your Google Reviews? How do you keep up communication between you and your employees? How does your shop follow up on Estimate Requests? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-3/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-3/#comments</comments>
		<pubDate>Tue, 03 Jan 2012 18:21:36 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[Automotive Management Network]]></category>
		<category><![CDATA[customer emails]]></category>
		<category><![CDATA[fax]]></category>
		<category><![CDATA[Quick Management Tips]]></category>
		<category><![CDATA[shop]]></category>
		<category><![CDATA[shop owners]]></category>
		<category><![CDATA[Someone]]></category>
		<category><![CDATA[today]]></category>
		<category><![CDATA[Tom Ham]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/featured/quick-management-tips-from-amn-3/</guid>
		<description><![CDATA[<strong>By Tom Ham.</strong> How often do you check your email? Does your shop look busy enough? Are you still using the fax machine to receive parts diagrams? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-july/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-july/#comments</comments>
		<pubDate>Mon, 18 Jul 2011 20:35:11 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[AMN]]></category>
		<category><![CDATA[automotive management]]></category>
		<category><![CDATA[detail]]></category>
		<category><![CDATA[front desk]]></category>
		<category><![CDATA[home]]></category>
		<category><![CDATA[Incentive]]></category>
		<category><![CDATA[latest auto]]></category>
		<category><![CDATA[management tips]]></category>
		<category><![CDATA[shop]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/featured/quick-management-tips-from-amn-july/</guid>
		<description><![CDATA[<strong>By Tom Ham.</strong> Are the people at your front desk too technical? Does your shop have a good incentive pay plan? Do you have options available for your customers? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Service Advisors Need to Be…Sales People</title>
		<link>http://www.diagnosticnews.com/management/service-advisors-need-to-be%e2%80%a6sales-people/</link>
		<comments>http://www.diagnosticnews.com/management/service-advisors-need-to-be%e2%80%a6sales-people/#comments</comments>
		<pubDate>Mon, 06 Jun 2011 16:45:15 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[Bob Cooper]]></category>
		<category><![CDATA[dependable vehicle]]></category>
		<category><![CDATA[job]]></category>
		<category><![CDATA[maintenance]]></category>
		<category><![CDATA[person]]></category>
		<category><![CDATA[poor decisions]]></category>
		<category><![CDATA[running the risk]]></category>
		<category><![CDATA[service]]></category>
		<category><![CDATA[vehicle]]></category>
		<category><![CDATA[wrong decisions]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=7889</guid>
		<description><![CDATA[<strong>By Bob Cooper.</strong> Anyone who has been selling service for any length of time will agree that there are two kinds of customers. The first is the customer who has a history of making good decisions, not just with auto repair, but with most decisions. And then we have the other kind of customer: the kind of person who more often than not makes the wrong decisions. Let’s use maintenance service as an example.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-2/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-from-amn-2/#comments</comments>
		<pubDate>Sun, 10 Apr 2011 14:27:46 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[AMN]]></category>
		<category><![CDATA[Auto Shop]]></category>
		<category><![CDATA[Automotive Management Network]]></category>
		<category><![CDATA[car dealer service departments]]></category>
		<category><![CDATA[customer service]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[oil change]]></category>
		<category><![CDATA[potential customer]]></category>
		<category><![CDATA[profitable services]]></category>
		<category><![CDATA[quick look]]></category>
		<category><![CDATA[reminders]]></category>
		<category><![CDATA[specials]]></category>
		<category><![CDATA[tips]]></category>
		<category><![CDATA[Tom Ham]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=7261</guid>
		<description><![CDATA[<strong>By Tom Ham.</strong> Are new car dealers eating your lunch? Can you just take a quick look at it? You send oil change reminders to who? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-from-amn/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-from-amn/#comments</comments>
		<pubDate>Mon, 07 Mar 2011 17:00:38 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[AMN]]></category>
		<category><![CDATA[Auto Shop]]></category>
		<category><![CDATA[Automotive Management Network]]></category>
		<category><![CDATA[tips]]></category>
		<category><![CDATA[Tom Ham]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=6845</guid>
		<description><![CDATA[<strong>By Tom Ham.</strong> Is there any rhyme or reason to your parking lot? No time for inspections with customers waiting? Are you utilizing the factory maintenance schedules? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>5 Training Tips That Work: Take Your Business to the Top!</title>
		<link>http://www.diagnosticnews.com/management/5-training-tips-that-work/</link>
		<comments>http://www.diagnosticnews.com/management/5-training-tips-that-work/#comments</comments>
		<pubDate>Tue, 08 Feb 2011 00:15:49 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[adviser]]></category>
		<category><![CDATA[advisor]]></category>
		<category><![CDATA[attentative]]></category>
		<category><![CDATA[Bob Cooper]]></category>
		<category><![CDATA[business]]></category>
		<category><![CDATA[employees]]></category>
		<category><![CDATA[improve]]></category>
		<category><![CDATA[performance goals]]></category>
		<category><![CDATA[practice]]></category>
		<category><![CDATA[profit]]></category>
		<category><![CDATA[reward]]></category>
		<category><![CDATA[skills]]></category>
		<category><![CDATA[success]]></category>
		<category><![CDATA[technicans]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=6311</guid>
		<description><![CDATA[<strong>By Bob Cooper.</strong> If you want to build a more profitable, successful business, here are five tips that work!]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Quick Management Tips from AMN</title>
		<link>http://www.diagnosticnews.com/management/quick-management-tips-3/</link>
		<comments>http://www.diagnosticnews.com/management/quick-management-tips-3/#comments</comments>
		<pubDate>Sun, 23 Jan 2011 20:06:58 +0000</pubDate>
		<dc:creator>newsadmin</dc:creator>
				<category><![CDATA[Management]]></category>
		<category><![CDATA[advertising]]></category>
		<category><![CDATA[AMN]]></category>
		<category><![CDATA[Auto Shop]]></category>
		<category><![CDATA[Automotive Management Network]]></category>
		<category><![CDATA[customer area]]></category>
		<category><![CDATA[dumpster]]></category>
		<category><![CDATA[email]]></category>
		<category><![CDATA[internet]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[secrets]]></category>
		<category><![CDATA[tips]]></category>
		<category><![CDATA[Tom Ham]]></category>

		<guid isPermaLink="false">http://diagnosticnews.com/?p=6163</guid>
		<description><![CDATA[By Tom Ham. Is your dumpster an eyesore at your shop? Are you using email correspondence to its fullest potential? What does your Customer Area look like? Check out the latest Auto Shop Monthly Management Tips from the Automotive Management Network to get inside secrets on managing your shop and increasing your bottom line.]]></description>
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