Dutch Silverstein - Straight Talk to Technicians [E018]

Matt Fanslow and shop owner Dutch Silverstein speaks to techs about Jobs, Wages, and OpportunityYou need a record of your achievementsTechnicians need to show up on time for work, 15 minutes earlyHave very few comebacksYou are reliable.Know their production numbersIf they go shopping for a job, be able to substantiate to their new employer their productivity numbersAsk prospective employer and see proof of production hour opportunitiesSignificant other: dinner with and a shop tourA technician should have his attendance ready to show the prospective new employerThe intangibles are you're going to be increasing shop performance, increasing shop.  Standing in the community. And so far as reputation, the tangibles are basically the hours that you're going to turn, that you're going to prove that's going to result in more money if you're not willing to address both of those things.The tangibles are basically the hours that you're going to turn, that you're going to prove that's going to result in more money if you're not willing to address both of those things.   Often can knock back 60, 65 hours a week. That's great. That's wonderful. Be willing to show pay stubs to prove that.Trust is earnedOwners should do reconnaissance to find top techsIf you had to get your car fixed where would you take it or have it servicedDo you know if a shop is focusing on:Transactional vs Relationship businessAdvocacy vs salesmanshipVolume-based vs one that isn’tCar count or average repair orderYou should ask what the gross margin is on labor in the shop along with the posted ratesNot hard to figure back if you can fit into the shop’s wage scaleYou should ask about the marketplace they pull customers fromThe research should already be done to discover the average income level. That will help prospect understand the labor rate    Ask to see work orders to see what type of work they are doing and the hours per ROHow many hours are your techs turning per day? The owner should have average ROIs the shop busy?How is the shop equipped?Do they do training?Is there high turnover?How long have your techs been there?When leaving your current shop to go to work for Shop ‘B’ and your current employer will match your offer, don’t get righteous indignation until you understand the facts (reasons) behind the offer.Understand what the owner is going through and talk as civil peopleToday technicians have leverageKnow where you are based on common numbers. What is your value?Dutch believes there needs to be a concerted campaignThis is not your dad's Oldsmobile. You’ve got to be smart to repair today’s vehiclesBeing a technician is not a consolation prizeThere have to be practical testsStandard set and need to be metSide work should stop to make room for better payUnfortunately auto repair is a commodityCan you afford ADAS equipmentCan you afford to hire rock star techniciansStop the march to the bottomTechs can earn what they want to earn if they know how to ask for it, to receive the value. Techs have to know the numbers so they have a better understanding of their place in the shop and the marketThanks to our Partners, Pico Technology, Autel, and Independent Wrench JobsWatch Full Video EpisodeThanks to our Partner, Pico TechnologyAre you chasing elusive automotive problems? Pico Technology empowers you to see what's really happening. Their PicoScope oscilloscopes transform your diagnostic capabilities. Visit PicoAuto.comThanks to our Partner, AutelFrom drivability diagnostics and TPMS service to ADAS and advanced safety systems, Autel helps technicians follow OEM procedures and repair with confidence. Learn more at Autel.comThanks to our Partner, Independent Wrench JobsIndependent Wrench Jobs is a new, tech-only community to help you find better independent shops—fair dispatch, steady work, real leadership. No games.Built by Technician Find—serving the industry since 2017. Join free at IndependentWrenchJobs.comContact InformationEmail Matt: [email protected] the Aftermarket A - Z YouTube ChannelThe Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open Discussion. https://remarkableresults.biz/Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest. https://huntdemarest.captivate.fm/The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level. https://autorepairmarketing.captivate.fm/The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching. https://chriscotton.captivate.fm/Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size. https://craigoneill.captivate.fm/