tag:blogger.com,1999:blog-45868740018681249182024-03-12T21:11:58.779-07:00MANAGEMENT SUCCESS!Your Path to a Stable and Profitable Future!Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comBlogger102125tag:blogger.com,1999:blog-4586874001868124918.post-38152401857723436562016-06-06T10:14:00.002-07:002016-06-06T10:14:19.737-07:00Business Is Slow and I Need More Leads! By Mike Lee<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKY1terMsAh9f7KUC5hyphenhyphen1QhihnVCjzkyh-1G0q-OK-41MO4SnMDaCkDYw6CX4-sH5UEUHxt-NRq46ViI8ZTtNOAkXbPLEtqokTkl0Kl3QGzXzHrauEvGCtfFpyF9XpbJloD8iU3Dfh6TM/s1600/mike_lee.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKY1terMsAh9f7KUC5hyphenhyphen1QhihnVCjzkyh-1G0q-OK-41MO4SnMDaCkDYw6CX4-sH5UEUHxt-NRq46ViI8ZTtNOAkXbPLEtqokTkl0Kl3QGzXzHrauEvGCtfFpyF9XpbJloD8iU3Dfh6TM/s1600/mike_lee.jpg" /></a></div>
<span style="font-family: Arial,Helvetica,sans-serif;">It is not unusual for some of our real good clients to occasionally say they were doing ok, but it has slowed down. This is one of the areas, which drive shop owners crazy. Just when he or she thought they were going to really make some money. The business slows down. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">There are several possible sources for this type of problem but the one we are going to discuss in this article is “Business is slow; it is ALWAYS the Service Writer”. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">I can't tell you the number of times, I hear about shops having problems and suddenly they change the Service Writer and BOOM, the business takes off.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">The key to one shop being busy and another not is, by in large NOT luck or accidental. Often times, the successful business has a Service Writer who is good at selling, while those shops not doing well try to figure out where did all the customers go. Let's look at some Service Writer basics which cause the shop to be busy or not.</span><br />
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<b><span style="font-family: Arial,Helvetica,sans-serif;">Selling Is a Necessary Evil!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">A Service Writer needs to like people. It is amazing how many people are Service Writers and really do not like to deal with, or talk to customers. A good Service Writer likes people and enjoys talking to them. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Often times, when we interview Services Writers from shops around the country, they will indicate that Selling Is a Necessary Evil! Which is a sure fire indicator the Service Writer does not like dealing with people.</span><br />
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<b><span style="font-family: Arial,Helvetica,sans-serif;">I Don't Want To Make Them Mad!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">A Service Writers has to be willing to handle customers, even the tough ones. A good Service Writer is not AFRAID of the customer! </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">A Service Writer has to have is the ability to tell customers things which the customer doesn't want to hear. Upsetting things, like it is going to cost more to get the car fixed. Unfortunately, some Service Writers are really afraid to handle customers and tell them the TRUTH. It costs MONEY to fix cars! </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Some Service Writers are so afraid of upsetting the customer and not willing to make them mad they resort to not telling the customer the full story on his car. They try to sell only what they THINK the customer will pay for the job instead of asking for the money on the full job. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">The suffer from the "Tricky Lower Jaw Disease." This is the disease that afflicts Service Writers when they go to tell the customer that the repairs are going to cost $750.00 and their lower jaw goes into stutter mode and $450.00 comes out of their mouth!</span><br />
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<b><span style="font-family: Arial,Helvetica,sans-serif;">I Never Want To Rip a Customer OFF!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">Some Service Writers have an exaggerated sense of their own personal integrity and are careful to make sure they are never going to rip-off the customer, especially by not OVERCHARGING for the work that NEEDS to be done. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Again, this decision leads to the Service Writer being a RIP-OFF ARTIST. They ends up Ripping Off the business, the employees and the employees' families, the owner and his or her family and even his or her own spouse & kids.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">It is the responsibility of the Service Writer to sell needed work profitable, so that all the employees and the owners of the business make a enough money for them to live comfortable. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">This comes from not knowing what a FAIR price is for both the customer and the business. Most shops set their prices based on the GRAND FAKEM METHOD. Their prices are not based on their costs but what their competition is charging. Of course their competition is going broke, but they have to be competitive. </span><br />
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<b><span style="font-family: Arial,Helvetica,sans-serif;">Can't You Give Me A Ball Park!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">Price Shoppers! This is the area which causes a lot of Service Writers to go nuts. A great many of Service Writers are NOT good at handling potential customers over the phone! Some shops quote prices for major work over the phone to new retail customers. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">This comes from not knowing how to handle price shoppers and in some cases, the belief a shop MUST give prices over the phone for major work. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">The truth is good Service Writers will normally be able to get 20% to 30% more business if they learn how to handle price shoppers and don't quote prices for major work over the phone. There is a technology to effectively selling. Most Service Writers have not had any professional training.<br />The result is a loss of income for the business and a lot of frustration.</span><br />
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<div style="text-align: center;">
<b><span style="font-family: Arial,Helvetica,sans-serif;">I Need To Speak To A Technician!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">A lot of women are involved in the automotive business and many let the lack of training stop them from becoming Service Writers. They are afraid that male customers will not be willing to listen to a woman because she is not a technician. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">At Management Success we have found a lot of women have the ability to be very effective Service Writers. Some of the most effective Service Writers in the industry are women who have learned to handle customers. One of the main reasons is the less technical knowledge a person knows, the better, in terms of selling work. </span><br />
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<b><span style="font-family: Arial,Helvetica,sans-serif;">I Want To Think It Over!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">This is an indicator that the Service Writer is NOT communicating correctly with the customer. What the customers are saying with the famous "I want to think it over" statement is they are in confusion and are not sure what the Service Writer is telling them is true. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Customers, who are in confusion, will not buy! They will go somewhere else. A trained Service Writer should know whether or not the customer is tracking with them and what they are thinking BEFORE he or she gets to the end of the sale and finds out the customer wants to think it over. When the customer says:</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">1. I have to talk it over with my wife.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">2. I want to think it over.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">3. I will have to wait.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">They are really saying that the Service Writer hasn't sold me YET! A lot of Service Writers spew out their sales procedure unaware of what the customer is REALLY thinking. The Service Writer is not in good communication with the customer, but is really just talking at the customer. The customer is wondering if it really needs the work and the Service Writer is telling him how much. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">The customer is in confusion and the Service Writer doesn't know it. This is because the Service Writer has not been trained. Most Service Writers lack the selling techniques, and really are not in communication with the customer. When this happens, the shop loses sales and customers.</span><br />
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<div style="text-align: center;">
<b><span style="font-family: Arial,Helvetica,sans-serif;">The Phones Are Not Ringing!</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">This is a favorite statement made by Service Writers when sales are down. While every shop has one or two weeks which are slow, overall if sales are down, and there is any shop in town that is doing well, the problem is the Service Writer. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">It takes a person who is motivated, who likes people and doesn't have his or her attention on other things to be good at sales. One of the problems with the owner being the Service Writer is he or she is splitting their attention among lots of things which need to be handled. If they have something pressing which needs to be handled, sales will DROP. It doesn't take much for a shop to lose 2 or 3 jobs a week when the Service Writer is not focused. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">This is why is it is best to have someone whose sole function is sales. The key point in terms of the sales of the shop when you have a Service Writer is the rule: It is always the Service Writer. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">I can recall numerous occasions when a client indicated the sales were down and I gave them the rule. When they got into communication with their Service Writer, they found that he or she were having marital problems, or they had a sick child, or something going on in their personal life which they had their attention on and were not doing as good of a job as they normally would handling customers. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">When a shop has been growing, and sales have been good then suddenly it starts to go down, the first thing you need to do is talk to your Service Writer and find out what is going on. They will say it is slow and the phones are not ringing. That is a sure fire indicator, the Service Writer has something going on which is preventing him or her from doing their best. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Being a Service Writer requires a person’s full attention. They must like people and must be willing to tell them things which the customer does not want to hear. They must know how to do it and need to have good communication skills to know what the customer is thinking.</span><br />
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<b><span style="font-family: Arial,Helvetica,sans-serif;">The Solution to the Above Problems</span></b></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">Just as you would not put a new person with no training, and knowledge on a tough computer diagnostic problem on a car, the sharp business person will make sure the Service Writer in his or her shop is knowledgeable in the tech of sales and has all the tools necessary to do a good job.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">I recommend to all of our clients who have started their training in managing a business to come to the 5 day Service Writer course and bring their Service Writers to learn the tech of selling, and good communication skills. This is a tough course! It will demand a lot out of the attendees and it will improve everyone's communication and sales skills. But it is only MONEY, YOURS!</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br /></span>
<span style="font-family: Arial,Helvetica,sans-serif;">•••<br /></span><span style="font-family: Arial,Helvetica,sans-serif;">MANAGEMENT SUCCESS!, is a company that specializes in training and consulting the independent automotive repair shop owner. </span><span style="font-family: "arial" , "helvetica" , sans-serif;">For more information please contact Morgan Scott at <a href="mailto:Morgan.Scott@ManagementSuccess.com">Morgan.Scott@ManagementSuccess.com</a>
or call (818) 500-9631. </span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><b><a href="http://www.managementsuccess.com/">www.managementsuccess.com</a></b></span><br /><span style="font-family: Arial,Helvetica,sans-serif;"></span><span style="font-family: Arial,Helvetica,sans-serif;"><br />©Management Success! All Rights Reserved</span>Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-36611011504744550772016-06-01T11:11:00.001-07:002016-06-01T11:11:37.892-07:00The Service Writer? By Robert Spitz<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdRVbu24dXRKB6ijMPDg13tP1Q0yaeRuwE-BtR4MOQCnh06gKiAyI-ylQDUv7JfV99iLH2_TH8CVjzLAedlqigkciH27OkBohSLkudtT-GxzX_V6BOaWIkXg2WGNj44wZj7ZbYc4i2Bvo/s1600/Bob-Spitzweb.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdRVbu24dXRKB6ijMPDg13tP1Q0yaeRuwE-BtR4MOQCnh06gKiAyI-ylQDUv7JfV99iLH2_TH8CVjzLAedlqigkciH27OkBohSLkudtT-GxzX_V6BOaWIkXg2WGNj44wZj7ZbYc4i2Bvo/s1600/Bob-Spitzweb.jpg" /></a></div>
<span style="font-family: Arial,Helvetica,sans-serif;">Service writer is one the most misunderstood positions in an automotive repair shop. The ambiguous nature of the service writer’s role also makes it one of the hardest positions to successfully fill, or turn over from the owner or manager of the shop. One problem is the position is misnamed. The days of simply writing tickets are long gone, and the vehicles of today are highly sophisticated machines. The person upfront in an auto repair shop must have significantly greater skills and knowledge than his or her predecessors. </span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Based on the title, one would assume a service writer simply writes up the needs or complaints of a customer regarding their vehicle. At closer inspection, we would find the service writer is someone who not only writes up customers’ complaints or needs, but also suggests services that might be needed or desired, and sells those services. Now we’re getting closer to the truth. So the service writer is no longer just writing tickets, they’re suggesting or advising the customer on how to best protect their investment with additional services. That makes this person a service advisor.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">In an average size shop, the service writer also answers the phone and greets people as they walk into the shop. Ah Ha! Now the same person whom a moment ago was writing tickets and advising customers is the shop’s receptionist. And if this person has any automotive skill and knowledge, there is a good chance he or she is also ordering and controlling replacement parts and materials. In this scenario, the service writer is also the parts person.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">But wait! Who is dispatching the work to the technicians and controlling the flow of work in the shop? You guessed it… the service writer! And we’re not done with this person yet. When a job is done, someone must write up the bill and collect the money from the customer. Well, that’s the duty of a cashier, who once again is often the service writer. Finally, we need someone to walk customers to their cars, resell jobs, and ask for referrals, very much public relations functions. And yes, someone has to send thank you cards, service reminders, and recommended service notices. All functions of the marketer, but done by whom? Yes, the service writer.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">So I think it would be a good idea if we all decide to change this position’s title from the inadequate and misleading service writer to something closer to what this person actually does—The Grand Poohbah of Auto Repair! Only kidding, but how about we upgrade the title to Customer Relations Manager? This title would be closer to what this indispensable person does for your shop, and as you grow and shed some of these hats, at some point, you can hire someone who is truly a Service Advisor, but never again a service writer. That title is officially retired!</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br />•••<br /> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">MANAGEMENT SUCCESS!, is a company that specializes in training and consulting the independent automotive repair shop owner. Bob tours the country as an educational speaker and writes numerous columns and articles for trade publications. Additional articles on management can be read online at <a href="http://www.managementsuccess.com/">www.managementsuccess.com</a><br /><br />©Management Success! All Rights Reserved</span>Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-8406811260346644312016-05-31T11:22:00.002-07:002016-05-31T11:22:49.635-07:00Management Success! Announces Scholarship Program<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEigZuCaDlmGLib2xkfN2w9k_NjCPZomoSzY0U17QaYJKI3izdtO2Fgpc7n1P_eztDt8oTNPSxZvaZ6hzAkRKc7e2TDq-wlcc4yfhR_ZIaNTpG4AJa4CILs-s5F3FuRngUzrHULAyi_SYYs/s1600/MS-Logo.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="172" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEigZuCaDlmGLib2xkfN2w9k_NjCPZomoSzY0U17QaYJKI3izdtO2Fgpc7n1P_eztDt8oTNPSxZvaZ6hzAkRKc7e2TDq-wlcc4yfhR_ZIaNTpG4AJa4CILs-s5F3FuRngUzrHULAyi_SYYs/s200/MS-Logo.png" width="200" /></a><span style="font-family: Arial,Helvetica,sans-serif;">Management Success! is joining with Corporate Billing and Interstate Billing Services to award a scholarship for technical training in the heavy duty truck and diesel industry. Working together to make this scholarship happen has truly been an exhilarating experience, and we are happy to announce our first scholarship will be awarded at the 2017 Management Success! Spring Convention.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">“The need for qualified, trained technicians in the heavy duty truck and diesel industry has never been higher than it is today. We hope to draw young men and women to this exciting and challenging field with our new scholarship program,” stated Robert Spitz, Senior VP of Business Development, Management Success!.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">“Corporate Billing is excited about our relationship with MS! and their shops. When I ask our shops what is their biggest challenge, it’s always ‘finding trained technicians.’ So for CB to be a part of the scholarship program is going to be very rewarding,” stated Jeff Leavitt, VP, Corporate Billing.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">Candidates for the scholarship will be nominated by Management Success! Heavy Duty Truck clients, and the winner will be chosen by the MS! Client Advisory Council.</span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;">For more information, please contact Robert Spitz at Management Success; 818-500-9631, 412 W. Broadway, 3rd Floor, Glendale, CA 91204.</span><br />
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Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-6319156488568197992016-05-16T09:37:00.001-07:002016-05-16T09:37:41.781-07:00Probst Auto Body Receives Prestigious Master Elite Shop Management Award<!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" Priority="39" SemiHidden="true"
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<w:LsdException Locked="false" Priority="39" SemiHidden="true"
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<w:LsdException Locked="false" Priority="39" SemiHidden="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
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<w:LsdException Locked="false" Priority="19" QFormat="true"
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<w:LsdException Locked="false" Priority="31" QFormat="true"
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<w:LsdException Locked="false" Priority="32" QFormat="true"
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<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
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<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
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<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
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<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
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<![endif]--><span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">Dieterich,
Ill. (May 16, 2016) – Probst Auto Body recently received the Management
Success! Master Elite Shop Management Award during the Spring 2016 Convention.</span></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">The Management Success! Master Elite Shop Award has only been given to seven
shops since its inception four years ago. Criteria to receive this award
involve extensive training in all areas of auto body shop management, including
apprenticeships. The shop must also be actively demonstrating that they
are applying the tools of management at the highest level of performance.
The business must be an example of an effective and operational model
shop. </span></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">Probst compiled 138 documents and a 20 minute video to qualify for this award.
Mark and his sister Karla attended the Management Success! convention in
Scottsdale Arizona on April 8th where he was presented the award amongst his
fellow shop owners. </span></span><br />
<br />
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjTC3wHiUQm7JDwZEaLNsTcXDmN_OKkrHrusbNWUoEUvsc_VeXl6WbgkY1P5_T_ZhSpH6g-0m2xmzP9Uyw3ZfAgA1lFobNdAjIO4YSH0G6xul3kkOBt5nfCkMVmLkNW16LwqrzgeMvdrNM/s1600/Mark+and+Mandee.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjTC3wHiUQm7JDwZEaLNsTcXDmN_OKkrHrusbNWUoEUvsc_VeXl6WbgkY1P5_T_ZhSpH6g-0m2xmzP9Uyw3ZfAgA1lFobNdAjIO4YSH0G6xul3kkOBt5nfCkMVmLkNW16LwqrzgeMvdrNM/s1600/Mark+and+Mandee.jpg" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Pictured Above:<br />Mandee Bradshaw, VP of <br />Client Sales and Delivery<br />and Mark Probst</td></tr>
</tbody></table>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">When asking Mark Probst about the award he said “Receiving the award was nice,
but it was never just about the award. It has allowed me to create a
better family life, I have been able to offer more to my employees and it has
allowed me the extra time to get involved in the community and make a
difference.”</span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;"><br /></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">Probst Auto Body, located at 101 Norb Avenue in Dieterich, Illinois, is locally
owned and operated by Mark Probst since 2003. </span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;"><br /></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">Probst Auto Body can be found on Facebook at <a href="http://probstautobody.us6.list-manage1.com/track/click?u=9f79f43dfe3335d8fb1245a37&id=fb26f4ab5b&e=d3b5d4504b" target="_blank" title="Probst Auto Body Facebook Page"><span style="color: #336699;">facebook.com/probstautobody</span></a>
and online at <a href="http://probstautobody.us6.list-manage2.com/track/click?u=9f79f43dfe3335d8fb1245a37&id=b7108351a8&e=d3b5d4504b" target="_blank" title="Probst Auto Body Website"><span style="color: #336699;">probstautobody.com</span></a>.</span></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">Management Success! is the top automotive, collision, and truck repair
consulting and training group. The purpose of Management Success! Is to enhance
the quality of life and improve the standard of living of shop owners
throughout the automotive repair industry. The company is located in Glendale
California, and works with hundreds of shops throughout the United States and
Canada.<br style="mso-special-character: line-break;" />
</span></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #505050; font-size: 10.5pt;">#</span></span><br />
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<span style="font-family: Arial,Helvetica,sans-serif;"><em><span style="color: #707070; font-size: 9pt; line-height: 125%;">Copyright © 2016
Probst Auto Body, All rights reserved.</span></em><span style="color: #707070; font-size: 9pt; line-height: 125%;"> <br />
As a media outlet and/or business contact your contact of interest is being
used to provide press releases and community information for Probst Auto Body
and the Dieterich, IL area. <br />
<strong>Our mailing address is:</strong>
</span></span></div>
<span style="font-family: Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="line-height: 125%;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span class="org"><span style="color: #707070; font-size: 9pt; line-height: 125%;">Probst Auto Body</span></span><span style="color: #707070; font-size: 9pt; line-height: 125%;"></span></span></div>
<span style="font-family: Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="line-height: 125%;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: #707070; font-size: 9pt; line-height: 125%;">101 Norb Avenue,
Dieterich, IL</span></span></div>
<span style="font-family: Arial,Helvetica,sans-serif;">
</span><div class="MsoNormal" style="line-height: 125%;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span class="locality"><span style="color: #707070; font-size: 9pt; line-height: 125%;">Dieterich</span></span><span style="color: #707070; font-size: 9pt; line-height: 125%;">, <span class="region">IL</span>
<span class="postal-code">62424</span></span></span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-1751124136484992392016-04-29T09:15:00.000-07:002016-04-29T09:15:02.015-07:00New Interactive Workshop Courses Announced at the Management Success 2016 Spring Convention<span style="font-family: Arial,Helvetica,sans-serif;">GLENDALE, CA. April 27, 2016. In addition to a slew of already
popular workshops, Management Success revealed two new workshops at its
Spring Convention in Scottsdale, Arizona.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">To the right is a brief description of the new Management Success Workshops.<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Building Your Dream Team</strong><br /> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">An interactive workshop designed to give shop owners the skills needed
to recruit the best employees and keep them effectively trained on an
on-going basis.<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>On-site Shop Workflow</strong> </span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">An interactive, hands-on training program that gives shop
owners the skills needed to improve their shop’s workflow.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">“The response we have received regarding these two new
services has been overwhelming,” stated Robert Spitz, Snr VP Business
Development.
</span>Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-48688378826550520102016-04-29T09:11:00.000-07:002016-04-29T09:11:34.097-07:00Management Success Announces Award Winners at the 2016 Spring Convention<span style="font-family: Arial,Helvetica,sans-serif;">GLENDALE, CA. April 25, 2016 Semi-annually Management honors its
clients who have made great strides in the auto repair industry.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">The recipients of the 2016 Spring Convention Awards are:<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Master Elite</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Aaron Ledford - Aaron’s Semi Repair</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Mark Probst – Probst Auto Body<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Masters</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Tobi Klunder-Edmonds – Edmonds Import Auto</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">TJ Cleveland - Durango Muffler & Brake</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Greg & Stacy Conner - Equipment Experts, Inc.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Kristi & Wade Wright - Wright Way Collision Repair, Inc.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Brett Gioe - Zoom Tech<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Sustained Masters</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Jim & Terri Anderson - Anderson Automotive <strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>HOST Master</strong> </span><br />
<div class="right_col">
<span style="font-family: Arial,Helvetica,sans-serif;">Jim Anderson - Anderson Automotive<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Competent Shop Owner</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Eddie Lawrence – MTR</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Terri Anderson - Anderson Automotive</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Javier & Esteban Najera - Tres Amigos Auto Service, Inc.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Jesse Schillinger & Bola Schonoiki - Honest Accurate Auto Service West</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Effective Shop Manager</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Dean Thomas - Deano's Complete Automotive Svc & Repair<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>HOST Award</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Dino DiGiulio - Body Best Collision</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Joe Fenski - Fenski Automotive</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Steve Ek - Ek Automotive</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Mark Probst – Probst Auto Body<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Top Team of VMT Game</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">The Innovators: Europro Autohaus, Knockout Collision, K-O Auto, Top Shop, Ultimate Truck<strong> </strong></span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><strong>Top Player of VMT Game</strong> </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">2nd Place Jim Krell / K-O Auto Inc</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;">1st Place Willie & Tess Contreras / Top Shop Automotive</span><br />
</div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-9056559934120581672016-04-29T09:05:00.001-07:002016-04-29T09:05:29.286-07:00Congrats to the winner of the Management Success iPad Air Giveaway!<div class="bodytext">
<span style="font-family: Arial,Helvetica,sans-serif;">Glendale, CA. April 27, 2016 - Management Success
would like to thank all of the entrants for making our first ever “iPad
Air Giveaway” a success. Entries from shop owners that were received
before April 13, 2016 were eligible and the response to this contest was
overwhelming! After a random drawing was held, the lucky winner was
Bob Ward of Auto Guys in St. Thomas, Ontario.</span></div>
<div class="bodytext">
<br /></div>
<div class="bodytext">
<span style="font-family: Arial,Helvetica,sans-serif;">Well done, Bob!</span></div>
<div class="bodytext">
<br /></div>
<div class="bodytext">
<span style="font-family: Arial,Helvetica,sans-serif;">Look for another contest coming soon!</span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-39845238510131118322016-03-17T11:33:00.000-07:002016-03-17T11:33:50.302-07:00Concours Motors Hosts Biannual Management Success! TOP 20 Group in Ventura, CA<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9DxtyvAtu97AMvyW1-LWGi9YW9HTgRpjKXbVIuHsYYYxc1_sL4crJ-6sXQ9-9Xjrp5RVcBGlWFa9rmUczq2O9DEMg_5nrhGHK4Ldf2iGW10ekYMrpvnmV5sIjDN74pB47JxVvpULjnVU/s1600/01TOP20.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9DxtyvAtu97AMvyW1-LWGi9YW9HTgRpjKXbVIuHsYYYxc1_sL4crJ-6sXQ9-9Xjrp5RVcBGlWFa9rmUczq2O9DEMg_5nrhGHK4Ldf2iGW10ekYMrpvnmV5sIjDN74pB47JxVvpULjnVU/s320/01TOP20.jpg" width="320" /></a></div>
<span style="font-family: Arial,Helvetica,sans-serif;">From February 19 to February 21, 2016, general repair shops from around the country gathered at Concours Motors in Ventura, CA for the Management Success! General Repair TOP 20 Group meeting, held biannually. The shops discussed best practices, key performance indicators (KPIs), management, marketing techniques, and much more.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br />The meeting kicked off with a visit to HAAS Automation in Oxnard for a tour of the facility to see how the processes and procedures of a manufacturer could benefit small business practices. The group was impressed with what they observed and came away with many ideas.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br />The group reconvened the next day at J.R. Luna’s automotive repair shop to discuss ideas inspired by the manufacturing company tour, and how to incorporate some of the concepts into their businesses. They also did a comprehensive walk-through of Concours Motors work-flow lines, from customer drop-off to vehicle pick-up, led by Phil Sylvester manager of Concours Motors.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br />The intense 3-day meeting was highlighted with a catered picnic lunch on the beach and dinners at the delectable Beach House Fish on Friday night and The Watermark in historic downtown Ventura on Saturday night.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br />“It was an awesome meeting. It's really motivating to be surrounded by other professionals in our industry who are working to make their shops better every day,” stated J.R. Luna, President of Concours Motors. </span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br /><b>About the General Repair TOP 20 Group</b><br />The Management Success TOP 20 Group is comprised of shop owners who have been recognized by their peers for their top-notch management skills. Membership is by nomination only.</span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><br /><b>About Management Success!</b><br />Management Success! is an auto industry consulting firm that specializes in elevating the quality of life of shop owners all over the US and Canada. Founded in 1993 and headquartered in Glendale, CA, Management Success! helps shop owners become effective managers in order to increase profits. <br /> </span><br />
<b><span style="font-family: Arial,Helvetica,sans-serif;">Contact</span></b><br />
<span style="font-family: Arial,Helvetica,sans-serif;">For more information on Management Success! or the General Repair TOP 20 Group, please contact Morgan Scott at morgan.scott@managementsuccess.com.</span>Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-22972780941210243722016-03-10T14:40:00.000-08:002016-03-10T14:40:09.318-08:00Management Success Goes Global!<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgxN01oXzzaiGS-Xgwi43KVHs3Y5A2vpZgPn1OjLXML5p_AM54GrxyYODj9C2Q3WI4vr6_4tH29LbIlv1oGWfIMuTAj95yubPa7uZd0Hd5ZPWDh2gK4YiImMqGLevz28ltMAjYiCDV5DWI/s1600/Mobil+Center.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="222" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgxN01oXzzaiGS-Xgwi43KVHs3Y5A2vpZgPn1OjLXML5p_AM54GrxyYODj9C2Q3WI4vr6_4tH29LbIlv1oGWfIMuTAj95yubPa7uZd0Hd5ZPWDh2gK4YiImMqGLevz28ltMAjYiCDV5DWI/s320/Mobil+Center.jpg" width="320" /></a></div>
<span style="font-family: Arial,Helvetica,sans-serif;"><b>Glendale, CA</b> – March 10, 2016 – <br /><br />After successfully consulting managers with the government of Oman’s transportation division on best practices for managing the maintenance of their fleet of vehicles in 2013, Management Success was asked to return to Oman to help another organization improve their efficiency.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">Yousuf Abdullah AlZidjaly, one of the transportation division managers was so impressed with the training he received from Management Success; he recommended that his best friend and independent repair shop owner, Badar Mansoor owner of Basar Mansoor Trading try the program.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">Badar Monsoor Trading contracted with Management Success to have Larry Monroe, Senior Management Success Consultant travel to Oman for a week to deliver training to Badar Monsoor’s staff. </span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">“We learned a lot of valuable things, including customer sales and service, how to properly organize the shop, and how to increase efficiency of the workflow process. I feel this was a great opportunity!” stated Sandesh Poojary, a Badar Monsoor employee. </span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">As part of the Management Success training program, Badar’s employees partook in workshops such as, Service Writer School and Controlling the Front. Badar’s shop also received a 2-Day, On-site Shop Inspection to help locate inefficiencies and improve workflow systems.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;">“It was a great experience and an honor to visit Oman and to work with the staff of Badar Monsoor Trading. By the end of our visit they had all blossomed as team members” stated Monroe. <br /> </span><br />
<b><span style="font-family: Arial,Helvetica,sans-serif;">About Management Success!</span></b><br />
<span style="font-family: Arial,Helvetica,sans-serif;">Management Success! is an auto industry consulting firm that specializes in elevating the quality of life of shop owners all over the US and Canada. Founded in 1993 and headquartered in Glendale, CA, Management Success helps shop owners increase management skill in order to increase profits. The Management Success team believes shop owners deserve to be well-compensated for their hard work. Management Success fully arms shop owners with every executive ability needed to win.</span><br />
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><a href="http://www.managementsuccess.com/">www.managementsuccess.com</a> </span>Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-10671904983164635272016-02-08T13:20:00.000-08:002016-02-09T07:52:21.002-08:00Management Success launches a new Online Learning Program Exclusively for Shop Owners<div class="separator" style="clear: both; text-align: center;">
</div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgaSdu-AEtnJdvEyHf5loD-g8mJwiVGJE8Rp6pRk2bq8qRby4fMz46my4LnUv_ATLE0qpmpRQbLCU9sdHXqKKCEJOxjw4InqwqpdrQUIbZP4q-Pc7Wh9x3YeXR0R6Ubbm8yup6PD07tgv0/s1600/VMI---Logo-with-by-MS.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="98" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgaSdu-AEtnJdvEyHf5loD-g8mJwiVGJE8Rp6pRk2bq8qRby4fMz46my4LnUv_ATLE0qpmpRQbLCU9sdHXqKKCEJOxjw4InqwqpdrQUIbZP4q-Pc7Wh9x3YeXR0R6Ubbm8yup6PD07tgv0/s200/VMI---Logo-with-by-MS.jpg" width="200" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Glendale, California, January 28, 2016; Management Success is pleased to announce a new innovative benefit for its members: Visual Management Inspection (VMI), an online business analysis program designed to help shop owners increase their production and profitability. <br /> </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">VMI enables shop owners who cannot attend one of the Management Success Interactive Weekend Workshops in person, to still have an expert analysis performed on their shop. Like the workshop attendees, the online VMI attendees will receive customized solutions to their unique business needs. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br />Bob Spitz, Snr VP Business Development, stated, “Demand continues to be high for our Interactive Weekend Workshops, but we often get requests for a format that will allow shop owners to attend without having to leave their shops. VMI fills this need.”</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br />“The launch of VMI supports our on-going commitment to developing innovative training programs to help shop owners better manage their businesses. People are changing their learning habits, and are more readily using convenient technology-based training options. We are entering a new era of training where people want information that is immediately accessible to them from the comfort of their own offices, “stated Mr. Spitz. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br />The VMI online program includes an in-depth Shop Business Analysis that provides you with a visual graph of what you are doing right and what you want to improve; A review of your numbers to help identify your strengths and weaknesses; An on-line Video Inspection of key sales and production areas of your shop; An evaluation of your business by the VMI experts with a strategic plan designed just for you...</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br />For more information regarding VMI, please contact Maddy Smith at <a href="mailto:msmith@managementsuccess.com">msmith@managementsuccess.com</a><br /><br /><b><a href="http://managementsuccess.com/VMI/overview.asp">http://managementsuccess.com/VMI/overview.asp</a></b></span>Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-71006774478789945802016-01-20T10:40:00.001-08:002016-02-03T10:02:30.832-08:00The Four Stages of Business by Mike Lee<!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhdj5zeVeN9o7znejN3Zl4VzBf4tUu2szCtlA0WVpf5yJPRD-ag9UIxXv47cjmRCD7QA4boHicB7Tv6js0J37UWFNuyLZiGfKQ1KwUYOKt-ddxwOVrvBkzj54gpvGwwn3aTkprtZ2HZ85I/s1600/mike_lee.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhdj5zeVeN9o7znejN3Zl4VzBf4tUu2szCtlA0WVpf5yJPRD-ag9UIxXv47cjmRCD7QA4boHicB7Tv6js0J37UWFNuyLZiGfKQ1KwUYOKt-ddxwOVrvBkzj54gpvGwwn3aTkprtZ2HZ85I/s1600/mike_lee.jpg" /></a></div>
<div class="MsoNormal">
<span style="font-family: "arial" , "helvetica" , sans-serif;">A majority of shop owners in the auto repair industry find
that these are their main problems. Their shops have either grown to a certain
size in gross monthly sales and have then flattened off, or they can’t seem to
take home enough money. It does not matter how big a shop has grown, when it
comes to the owner’s checkbook, you should hear him groan.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">The Four Stages of Business</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> The average business goes through four stages of
development. These stages reflect the development of the shop owner’s business
and management skills. Unfortunately some shops seem to get stuck in one stage
of development and are unable to expand beyond it. Other shops are able to grow
fairly quickly but can’t seem to make any money.<b style="mso-bidi-font-weight: normal;"><br /> </b></span><br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">Stage One</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">In this stage we have the technician that has opened his
first shop. In most cases, he is doing most of the work on the cars and
handling the customers as best he can, along with doing all of the paperwork.
Basically he is doing everything himself. This is the normal startup procedure.</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Some shop owners get stuck in stage one and never really
grow out of this condition. They hit a certain level of monthly sales and that
is it.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">Stage Two</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"> In stage two we have a shop owner who has decided to go
primarily into the front office to handle the customers or hire someone to do
this for him so he can work on the cars. If he is the service writer he still
helps out with fixing the cars in the shop.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">Stage Three</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">In stage three the shop owner has expanded to the point that
he has delegated the primary jobs to others. He has a service writer running
the front office and other people fixing the cars in the shop. He helps out in
the front with the customers in the morning and then will go into the shop to
help solve the problems of his technicians. Delegating responsibility
successfully gives him an opportunity to do other things to help the business
grow.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">Stage Four</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Here we have a shop that has successfully expanded to high
levels of volume. The owner is not required to be there to run the day-to-day
operations. Profits are high and relatively stable. He is at a level where 80%
of the shop owners in the country would love to be.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">We Work Hard, So Why Don’t More of Us Arrive at Stage Four?</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">There is a rule of management that you will always expand up
to the level of confusion that you can handle. When you get confused you go
slow and make mistakes. This means that over time a shop owner may develop a
big operation, but unless he really understands all the key areas of his
business — personnel, marketing, finance, production, quality control, public
relations, sales and management — his bottom line will suffer.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">But I Don’t Have Any Dough!</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Some shops do a million dollars in sales a year and aren’t
making any money! If they are making money it isn’t a good return for the
amount of business they have or the amount of effort they put into their
business. Time and time again I have found shops doing more than $750,000 a
year and not making any real profit.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">The Real Problem</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">If you want to narrow all of these conditions down to one
broad statement that defines the problem in the auto repair industry, it would
be that the owners of these shops are very good at FIXING CARS. They can solve
any problem with the cars in their shops if given enough time.</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">But the problem that is beating them up is that they don’t
know how to FIX THE BUSINESS. They lack management skills and knowledge. Their
lack of management skills is the primary reason they are not making enough
money in the business.<b style="mso-bidi-font-weight: normal;"> </b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;">Solution</b> </span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">In each of the four stages of a business, the solution is
for the owner to quit being a mechanic and start being a businessman. He needs
to learn to run his business. Running the business and making a profit is what
a businessman is supposed to do. If the owner does this right he can slowly
move up stage by stage.</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Eventually he will move out of the hectic, overworked stages
one and two until he arrives stably at stage three or four and is making DOUGH.
That is my wish for you!</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Management Success has been helping shop owners for over 20
years achieve their goals, and have the life they envisioned.<span style="mso-spacerun: yes;"> </span>Find out what stage your shop is in by going
to <b><a href="http://www.managementsuccess.com/">www.ManagementSuccess.com</a></b> and taking our free <b><a href="http://www.managementsuccess.com/Intro-Services/Stages-Test/index.asp">Stages
of Shop Expansion Test</a></b>!</span></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">
</span><br />
<div class="MsoNormal">
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">For more information please contact Morgan Scott at <a href="mailto:Morgan.Scott@ManagementSuccess.com">Morgan.Scott@ManagementSuccess.com</a>
or call (818) 500-9631.</span></div>
<div class="MsoNormal">
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: large;"><b><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank"><span style="font-family: "arial" , "helvetica" , sans-serif;">FIND THE BLACK HOLE <span style="font-family: "arial" , "helvetica" , sans-serif;">IN YOUR SHOP! <span style="font-family: "arial" , "helvetica" , sans-serif;"><br />TAKE THE BLACK HOLE TEST!</span></span></span></a></b></span> </span></div>
</div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-83365417049590129082016-01-11T15:31:00.000-08:002016-02-03T10:05:53.338-08:00Management Successes New Mastering Social Media Workshop<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzLefB1DDqagdXrbYxb1ruc8IW96V1u3MWk_iPTZExQGOI17lXcl2n9efnfa2TKbrl4UnXkJxt8tUULvDvMs7wxZRkfLgEzAUIvc_Ewx_ZnzPaAClXaliCP6Kg_oF_pzuNNsfBBz-Wrsc/s1600/IMG_0052.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="150" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzLefB1DDqagdXrbYxb1ruc8IW96V1u3MWk_iPTZExQGOI17lXcl2n9efnfa2TKbrl4UnXkJxt8tUULvDvMs7wxZRkfLgEzAUIvc_Ewx_ZnzPaAClXaliCP6Kg_oF_pzuNNsfBBz-Wrsc/s200/IMG_0052.JPG" width="200" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Glendale, California, January 1, 2016</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Management Success is pleased to announce the launch of its newest workshop series, “Mastering Social Media.” This series is designed to help auto repair shop owners get the most out of social media.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span><span style="font-family: "arial" , "helvetica" , sans-serif;"><i>“Knowing how to execute a successful social media campaign is more crucial than ever. Social Media is no longer just a buzz word, it’s how customers connect and find you."</i>–Robert Spitz, Snr VP Business Development</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br />In this two day workshop, shop owners will learn: </span><br />
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Social Media Terms</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Social Media Websites</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Reviews vs. Word-of-Mouth Advertising</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Reputation Management</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Social Media Marketing</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Making Social Media Work With Your Website </span></li>
</ul>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">On Facebook, Yelp, and Google Plus:</span><br />
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">How They Work</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Why They Are Important for Your Business</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Setting Up and Using a Business Profile Page</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Gaining Followers</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Getting and Responding to Reviews</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Checking Analytics</span></li>
</ul>
<ul>
<li><span style="font-family: "arial" , "helvetica" , sans-serif;">Linking Your Social Media Pages Together</span></li>
</ul>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /><i>“Thanks to everyone who attended our first “Mastering Social Media” workshop and made it such a success! We were overwhelmingly pleased with the turnout and positive feedback that we received from you.”</i><span style="font-family: "arial" , "helvetica" , sans-serif;">–</span>Brandon Thomas, Social Media Consultant </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br />Follow this <b><a href="https://www.facebook.com/ManagementSuccess" target="_blank">LINK</a></b> to see pictures from Management Success’s first Mastering Social Media Workshop.</span><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"> <i> </i></span></span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><i>“Great Course!! Well done.”</i></span></span><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><i><span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-family: "arial" , "helvetica" , sans-serif;">–</span></span></i></span>T. Mckenzie-Top Shop Automotive<br /><br />For more details and dates of our next Mastering Social Media Workshops, please contact Morgan Scott at Morgan.Scott@ManagementSuccess.com.</span><br />
<br />
<a href="http://www.managementsuccess.com/" target="_blank"><span style="font-family: "arial" , "helvetica" , sans-serif;"><b>www.managementsuccess.com</b></span></a><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank"><b>FIND THE BLACK HOLE IN YOUR SHOP!</b></a></span></div>
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank"><b>TAKE THE BLACK HOLE TEST!</b></a></span> </span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-59354240376257879602015-12-15T13:22:00.000-08:002016-02-03T10:06:54.663-08:00Is Your Shop Operational? By Bob Spitz<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgOK7LDTHfZXiAYoaRjOkBJxbKnUAhyphenhyphenpjigtz3yrCth0QKLp8IplF8HyuAU7ik_cefyYjpCKAOZjzsrAIouRLSMD-q5eyqEu88Sx5McDdikYutekPwoDTwUACU9AOW5kdjzerYgnjrUSNk/s1600/Bob-Spitzweb.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgOK7LDTHfZXiAYoaRjOkBJxbKnUAhyphenhyphenpjigtz3yrCth0QKLp8IplF8HyuAU7ik_cefyYjpCKAOZjzsrAIouRLSMD-q5eyqEu88Sx5McDdikYutekPwoDTwUACU9AOW5kdjzerYgnjrUSNk/s1600/Bob-Spitzweb.jpg" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><i>Robert Spitz<br />Snr VP Business Development<br />Management Success!</i></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">First off, let’s define operational. Operational is a term adapted from philosophy and science to the world of business. It means the business is functioning effectively and its processes and procedures are running smoothly. In other words, everyone in the business knows their job functions and is executing these functions efficiently. Having a truly operational business system results in a higher profits and sustainability. Generally speaking, the business runs very well without the owner’s constant attention.</span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">What will it take to get your business to run at this highly efficient state? Let’s take a look at this point-by-point and see if we can map out a plan that will allow you to reach this ideal land.</span><br />
<br />
<div style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Goals for Your Business</span></b></div>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Most entrepreneurs go into business with the goals of sustained financial security and personal freedom that elude many people who work for someone else. This being said, the ability to set effective goals for yourself and your business is vital to your success. </span><br />
<br />
<div style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Organization</span></b></div>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Although, many technicians have dealership experience, they are not necessarily exposed to the dealership’s organizational and operational systems. Consequently, these technicians are left with limited knowledge of operating a growing business. </span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">In the start-up stages, it may appear that little organization is needed to experience some initial business growth. However, in the long-run, knowledge of how to operate all aspects of a business from marketing, sales, employees, production, operations, accounting, collections and expansion are key to a successful business.</span><br />
<br />
<div style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Recruiting and Hiring</span></b></div>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">Most people in our industry start out on the technical side. They’re good techs but have only learned that one side of the business. A business cannot grow without people who are well trained in all aspects of business operations. Knowing how to recruit, hire and train the right employees is imperative. Without good hiring techniques the business will most likely stay small, leaving the business owner wearing to many hats and feeling over worked. </span><br />
<br />
<div style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Employee Management</span></b></div>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">A common error among small business owners is to assume that their employees value their business as much as they do. As a result, issues that are painfully obvious to the owner are often overlooked by employees, resulting in owners feeling disappointed and frustrated. It is important for a business owner to clearly communicate the BIG PICTURE of their business and motivate their employees to subscribe to their vision and goals. Having competent employees who clearly understand and appreciate all of the shop functions is critical to the success of a business. Otherwise, the business owner may feel like they have all of the functions of the shop wrapped around their neck.</span><br />
<br />
<div style="text-align: center;">
<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Marketing and Sales</span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">“Build a better mousetrap and consumers will beat a path to your door.” Maybe you have heard this old adage. The problem with this saying is…it is incomplete. You could build the best mouse trap the world has ever seen, but without a good marketing plan no one will ever know about it. Without a good marketing plan and competent people on the front lines who know how to sell your services, your business won’t thrive. We live in a very transitional period. No one marketing vehicle can stand alone. Only the most carefully crafted strategical marketing plans will allow you to outshine the rest. </span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Transitioning</span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Probably the hardest thing you will do is learn how to transition out of the back to the front office, and then ultimately out of the front, too. But you must do this if you have the goal of being highly operational. You have to learn how to correctly recruit, hire and train technicians to handle your shop efficiently. You have to know how to attract the right talent up front and train them to take care of your customers the way you do. Then the final transition point is learning to trust someone to handle the day-to-day management of the business for you. This is a process that takes knowledge, skill and patience. But, if you gain the needed knowledge and management skills you will be rewarded with the successful shop and life you envision.</span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Industry Analysis & Trends</span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">According to a 2015 market research study conducted by IBISWorld, the auto repair industry is in growth mode. <i> “The Auto Mechanics industry has grown steadily over the last five years. Individuals and businesses have increased demand for industry services, as rising disposable income encourages consumers to opt for auto mechanic services over do-it-yourself repair. In the coming years, disposable income levels are expected to continue to grow, encouraging consumers to spend more on the maintenance and repair of their vehicles.” </i> The IBIS report shows the current revenue for the auto mechanic industry is currently at $57 billion. So we ask you…. Do you want to take advantage of this industry growth trend? Or, do you want to sit on the sidelines and watch others prosper?</span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">In Conclusion</span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Management Success has been helping shop owners for over 20 years achieve their goals, and have the life they envisioned. Take the next step to being highly operational by going to <a href="http://www.managementsuccess.com/">www.ManagementSuccess.com</a> and taking our free online <b><a href="http://www.managementsuccess.com/Intro-Services/Business-Analysis/overview.asp?SBA=WEB" target="_blank">Shop Business Analysis</a></b>! <br /><br />*IBISworld Mechanics Market Research Report<br />(<a href="http://www.ibisworld.com/industry/default.aspx?indid=1689">http://www.ibisworld.com/industry/default.aspx?indid=1689</a>)</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: large;"><b><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST! </a></b></span></span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-88131648072337630142015-12-03T10:56:00.001-08:002016-02-03T10:13:02.372-08:00Management Success! Releases Two New Dynamic Services<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj-qSIN8PZN1Un-9NQWeXOdAc3UzzqD_moDoXsBQzi5V9QbCbMXKZKEduXEgv0J67EQF4CwAIR9c9WMucuwqIJo4S8b0o9FA19c8B15G1nXEyonuerepGkNqVZDiD9KW5HJOQOlHgLrBuw/s1600/MS-Logo.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="172" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj-qSIN8PZN1Un-9NQWeXOdAc3UzzqD_moDoXsBQzi5V9QbCbMXKZKEduXEgv0J67EQF4CwAIR9c9WMucuwqIJo4S8b0o9FA19c8B15G1nXEyonuerepGkNqVZDiD9KW5HJOQOlHgLrBuw/s200/MS-Logo.png" width="200" /></a></div>
<span style="font-family: "verdana" , sans-serif;">Press Release - December 2, 2015 - Glendale, CA<br /><br />Management Success! Releases Two New Dynamic Services<br /><br />Responding to the needs of its clients, Management Success! released two new services to help shops obtain larger market share and increase car count through social media marketing.<br /><br />The first of these services is the Social Media Maintenance package, which includes the maintenance and management of a shop’s social media presence on Facebook, Yelp, Google+, and Twitter. The second of these services, the Mastering Social Media Workshop, shows shop personnel how to control and use social media to expand the business in an interactive workshop.</span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgkqAxdWt5T0ohSII8KM2JhliXBmijG8774I51mWlPUknIYsep-8yxoMwAWMbMQkhAoPTX-8A67m1G8W9pYYzKnwxcJasUbFYMWpqzhAIDBp8XNbFn6Gj1GFHHoPhej0OS4rHRXaG1tpsY/s1600/socialmedia.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="138" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgkqAxdWt5T0ohSII8KM2JhliXBmijG8774I51mWlPUknIYsep-8yxoMwAWMbMQkhAoPTX-8A67m1G8W9pYYzKnwxcJasUbFYMWpqzhAIDBp8XNbFn6Gj1GFHHoPhej0OS4rHRXaG1tpsY/s400/socialmedia.JPG" width="400" /></a></div>
<span style="font-family: "verdana" , sans-serif;"><br />“These new services have been released after thorough research and development of social media and the management of social media by our web development team, MSWebPros. We are very pleased to release these services at this time,” stated Robert Spitz, Senior V.P. of Business Development.<br /><br />For more information on these services, please contact morgan.scott@managementsuccess.com, or call (818) 500-9631.<br /><br /><b><a href="http://www.managementsuccess.com/Training-And-Consulting/Mastering-Social-Media/overview.asp" target="_blank">Management Success! Mastering Social Media Workshop</a></b></span><br />
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<div style="text-align: center;">
<span style="font-family: "verdana" , sans-serif; font-size: large;"><b><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></b></span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-35797775266602231762015-11-16T10:26:00.001-08:002016-02-03T10:13:48.624-08:00Keys to Repairing Erratic Car Count By Robert Spitz<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgOK7LDTHfZXiAYoaRjOkBJxbKnUAhyphenhyphenpjigtz3yrCth0QKLp8IplF8HyuAU7ik_cefyYjpCKAOZjzsrAIouRLSMD-q5eyqEu88Sx5McDdikYutekPwoDTwUACU9AOW5kdjzerYgnjrUSNk/s1600/Bob-Spitzweb.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgOK7LDTHfZXiAYoaRjOkBJxbKnUAhyphenhyphenpjigtz3yrCth0QKLp8IplF8HyuAU7ik_cefyYjpCKAOZjzsrAIouRLSMD-q5eyqEu88Sx5McDdikYutekPwoDTwUACU9AOW5kdjzerYgnjrUSNk/s1600/Bob-Spitzweb.jpg" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><i>Robert Spitz</i><br />
<i>Snr VP Business Development</i></td><td class="tr-caption" style="text-align: center;"><br /></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>Keys to Repairing Erratic Car Count by Robert Spitz</b><br /><br />Erratic car count is a situation all too common in many shops. It creates cash flow problems, erratic production problems, not to mention the anxiety it causes for the owner of a shop. Understanding what the causes are is the first step to repairing the problem. Following are nine points for any shop owner or management team to address and fix. These are not short-term solutions but lay the groundwork for long-term stability.<br /><br /><b>Marketing and PR knowledge</b><br /><br />Most shop owners are not in the position to hire a marketing/PR firm to map out a strategy and plan for their business. However, it is the first step to repairing an erratic car count. This means anyone who is responsible for the success of a small business better understand the art of public relations and marketing. They are big subjects with a lot of twists and turns, but they are learnable and must be embraced. Taking a class in the subjects is the first place to start.<br /><br /><b>Having a marketing plan</b><br /><br />There is an old saying that I find to be true: “A bad plan executed is better than a great plan that is left on the shelf.” You must have a plan of action. Who is your audience, and what are the demographics of your shop? What do these people need and want from a vehicle service facility? When they shop for automotive services, how do they do it? Most likely, they shop online. This means you must have a strong internet presence consisting of a professionally-built website with well-managed social media. This has got to be in your plan. Most people in this industry are from a technical background and haven’t a clue as to how the average person thinks or what their needs are. It is so easy to assume you know, which is a terrible mistake. A casual survey with some pointed questions of the business’ existing customers can help in formulating a plan. <br /><br /><b>Working the shop’s customer data-base</b><br /><br />If you forget about your customers, they will forget about you. Part of your marketing plan has to include working your existing customer data-base. This is part of having a good customer retention marketing program. This can be done internally if you have the time or the shop can utilize one of the CRM programs available in the market. Either way, staying in touch with your existing customers and keeping your name and your face in front of them is a critical part of an overall marketing plan.<br /><br /><b>Word-of-Mouth Advertising</b><br /><br />Anyone who has been in this industry longer than a week knows it is driven by word-of-mouth. Today’s customers rely on social media for advice on where to purchase services. Encouraging customers to leave positive reviews for your shop on one of the social media sites has to be done religiously. Businesses thrive or die on referrals. <br /><br /><b>Attractive Facility</b><br /><br />There is a technical term used by female customers known as the “yucky” factor. No one expects a repair facility to be a “pristine” show-case, but it has to be clean, orderly, and attractive. <br /><br /><b>Sales Skills</b><br /><br />Sales is an intricate part of any marketing plan. A shop can waste a fortune on advertising if the sales aspect of the plan is missed. Advertising’s job is to get the phone to ring and to get people stopping by. Sales’ job is to get the potential customer to commit. Anyone working the front counter and answering the phones has got to be well-trained in communication and sales. The people on the front have to have the right personality and aptitude. <br /><br /><b>Technical Know-How</b><br /><br />It is fine to have plenty of sizzle created by PR and Marketing, but it will be short-lived if the back does not have the steak. A shop has to have the technical know-how to properly diagnose and fix the vehicle the first time. This requires employing the best practices on inspections from the service writer through to quality control. A shop can do a top-notch job, but if there is no standard process for quality control before the vehicle is delivered back to the customer, the shop can still lose the customer and end up with a bad review.<br /><br /><b>Customer Service</b><br /><br />When it comes to customer service, the delivery of the vehicle is as important as the intake of the vehicle. This is a golden opportunity to leave a great lasting impression. Never just hand the keys to the customer and just thank them. Walk them out to the car, and let them know how much you appreciate their business. This is the time to ensure the customer knows the fine job you performed. It is the time to resell the job and go over warrantees and features of new components. This time also gives the shop an opportunity to schedule any work that is coming up in the future, and this is the time to ask for referrals and reviews. Make the most of this opportunity. <br /><br /><b>Follow-up</b><br /><br />A shop can cut themselves out of the herd by doing the simple action of calling within a couple of days to ensure the customer is happy with the job. If there is a problem, the shop can be pro-active in getting any problem handled quickly. The bottom-line is you have got to be more customer-centric than repair-centric with the modern day customer if you want to repair erratic car count. <br /><br />If you are not happy with your car count, <b><a href="http://www.managementsuccess.com/" target="_blank">Management Success!</a></b> can help. Give us a call at 818 500 9631, email us at morgan.scott@managementsuccess.com or visit us on-line at <a href="http://www.managementsuccess.com/">www.managementsuccess.com</a>. Wishing you success!</span><br />
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<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: large;"><b><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></b></span> </span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-44436726869698331192015-11-09T10:39:00.000-08:002016-02-03T10:15:02.033-08:00Mastering the Art of Auto Shop Management - 2015 Fall Convnention<!--[if !mso]>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiaKNV5aYJAE9NeTEaYsrWmPQhsHvzceKTc-rbJKmoRyZFX9h80V-gDduBoPijsO_-u-luVRxTjLJH2NUk7uuTEdGQ4BxrQfceeqfv3Mb5wCHtXhuBDo6kv4yTIrBTGLOjDkwmTsobDCv4/s1600/01.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="211" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiaKNV5aYJAE9NeTEaYsrWmPQhsHvzceKTc-rbJKmoRyZFX9h80V-gDduBoPijsO_-u-luVRxTjLJH2NUk7uuTEdGQ4BxrQfceeqfv3Mb5wCHtXhuBDo6kv4yTIrBTGLOjDkwmTsobDCv4/s320/01.jpg" width="320" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Over 30 automotive
repair shop owners earned shop management certifications at the Management
Success! Fall Convention held on October 9-11, 2015 at the Glendale Hilton in
Glendale, California. The highest honor, Master Elite of Shop Management, was
awarded to Robert and Lynda Archer of Aardvark Automotive and Steve and
Jennifer McNamara of H-Heaven Inc. Robert Spitz, Senior VP of Business
Development, presented the shop owners with their awards.<span style="mso-spacerun: yes;"> </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">“The Master Elite of Shop Management award is the highest
level of certification, given only to those who successfully complete a
rigorous training program, which is then verified through on-site shop
inspections and through KPI analysis against benchmarks to verify
profitability, marketing, and production. The <b><a href="http://www.managementsuccess.com/" target="_blank">Management Success!</a></b> qualification
division passed Robert, Lynda, Steve and Jennifer with flying colors, and we
are all very proud of their accomplishment,” stated Spitz.</span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjQSTSDKW6CZhOz_2u_JPubr_Wu_PG5OvCaF84o87nho28ZqD3-jOo_O-tL6U4i_Ff3N9-z3za6nE4qD73PyEF1O9y42N1uRLtwaItSJJGeq_8kLzElLVr_iXd9nX986Ln06ooa6MZbr9w/s1600/02.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="212" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjQSTSDKW6CZhOz_2u_JPubr_Wu_PG5OvCaF84o87nho28ZqD3-jOo_O-tL6U4i_Ff3N9-z3za6nE4qD73PyEF1O9y42N1uRLtwaItSJJGeq_8kLzElLVr_iXd9nX986Ln06ooa6MZbr9w/s320/02.jpg" width="320" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Additional awards
were given to Tony Lynn & Debbie Sawtelle of Advanced Auto Clinic, Scott
Chase of Keith’s Body Shop, Dan & Sandi Antonelli of Antonelli’s Advanced
Auto, Dusty & Roxy Kubly of Kubly’s Automotive, John Mason of Northdise
Auto, Travis Sallee of Loren’s Auto Repair, Jeff Yokum of Yokum’s Auto Body and
Jeremy Austrum & Shawn Kline of Next Generation Auto for Master of Shop
Management.<span style="mso-spacerun: yes;"> </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Lloyd & Janice Geroux were awarded and were certified as
Sustained Masters of Shop Management.<span style="mso-spacerun: yes;">
</span>This award is given to those who can maintain the highest level of
proficiency and profitability year after year.<span style="mso-spacerun: yes;"> </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">For more information regarding the Master Certification
Program, please contact <a href="mailto:morgan.scott@managementsuccess.com">morgan.scott@managementsuccess.com</a><span class="MsoHyperlink">.</span></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span class="MsoHyperlink"><b><span style="font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></b><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank"> </a></span></span></div>
</div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-49102485942973429492015-11-02T09:59:00.001-08:002016-02-03T10:15:57.285-08:00Management Success! Fall Masters Convention Largest in Company History<!--[if !mso]>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEja9CgG8C4_CVilIFPpuiSLyvKYiAn5gkCWBr84cJpGiQ7OFlpdv6M3bPYdC5wGnMXx7Jl7Dk0olw94uhqaN3Kvf6QpKscDvlS0sa0dcQo-PPaJ5GjENz8VCw1_WKWkHWY2UJDrXvLRVyo/s1600/MS+2015+Fall+Convention+Group.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="145" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEja9CgG8C4_CVilIFPpuiSLyvKYiAn5gkCWBr84cJpGiQ7OFlpdv6M3bPYdC5wGnMXx7Jl7Dk0olw94uhqaN3Kvf6QpKscDvlS0sa0dcQo-PPaJ5GjENz8VCw1_WKWkHWY2UJDrXvLRVyo/s400/MS+2015+Fall+Convention+Group.jpg" width="400" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Glendale, California: Over 300 auto shop owners participated
in the 18<sup>th</sup> annual Management Success! Fall Masters Convention held
at the Glendale Hilton, October 9-11, for three days of networking, advanced
workshops, presentations, and an awards dinner.<span style="mso-spacerun: yes;"> </span></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Friday’s activities started off with a talk on Transition and
Succession Planning by Robert Spitz, Senior VP of Business Development, along
with a presentation by Mandee Bradshaw, VP of Production, on the company’s
newly released Social Media Service and the accompanying Mastering Social Media
workshop.<span style="mso-spacerun: yes;"> </span></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Friday afternoon, Jim Anderson, MS! Senior Shop Inspector,
did a fun presentation, “Best of Shops,” based on inspections he conducted over
the summer, and Dino DiGiulio of Body Best Collision did a presentation on
Wheels to Prosper, a car giveaway campaign (</span><a href="http://www.wheelstoprosper.org/"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">www.wheelstoprosper.org</span></a><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">). The
evening topped off with the Masters Award dinner where a record number of shop
owners received the Master of Shop Management award.</span></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiruxDh3JfA2iF3q-7LKDRzcXjM3bhaNXnKvzs3-ZUXNIad2M3lLlkQyzlx-CUbAUU5EAMI_uaKofz5RgOt0DFlgirTu4tqk466AG9F7wNDXL-CAT-D3k5GLbdyzlDZYubPE-YX8a4AaTo/s1600/MS+2015+Fall+Convention.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiruxDh3JfA2iF3q-7LKDRzcXjM3bhaNXnKvzs3-ZUXNIad2M3lLlkQyzlx-CUbAUU5EAMI_uaKofz5RgOt0DFlgirTu4tqk466AG9F7wNDXL-CAT-D3k5GLbdyzlDZYubPE-YX8a4AaTo/s320/MS+2015+Fall+Convention.jpg" width="320" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Saturday
kicked off with a very lively open-forum Masters Panel discussion on best
practices for marketing a shop.<span style="mso-spacerun: yes;"> </span>Advanced
workshops on Public Relations and Leadership Skill Development followed, and
the day ended with an ‘80s-themed costume dinner party.</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">On Sunday morning, a special breakfast was held for the TOP
20 Group members followed by the conclusion of the workshops and more
networking.</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">“The energy level of the convention was electrifying!<span style="mso-spacerun: yes;"> </span>We are very proud of all the shop owners who
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clients left with great ideas for taking their shops to the next level”<span style="mso-spacerun: yes;"> </span>Stated Spitz. </span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">For more information about <a href="http://www.managementsuccess.com/" target="_blank">Management Success </a>contact </span><a href="mailto:morgan.scott@managementsuccess"><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">morgan.scott@managementsuccess</span></a></span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif; font-size: large;"><span style="line-height: 115%;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></span></b><span style="font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;"> </span></div>
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Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-39414279465844138232015-10-26T09:49:00.001-07:002016-02-03T10:17:00.624-08:00Management Success! Offers New Automotive Shop Management Training Course on Writing Shop Policy<!--[if gte mso 9]><xml>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj-qSIN8PZN1Un-9NQWeXOdAc3UzzqD_moDoXsBQzi5V9QbCbMXKZKEduXEgv0J67EQF4CwAIR9c9WMucuwqIJo4S8b0o9FA19c8B15G1nXEyonuerepGkNqVZDiD9KW5HJOQOlHgLrBuw/s1600/MS-Logo.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="172" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj-qSIN8PZN1Un-9NQWeXOdAc3UzzqD_moDoXsBQzi5V9QbCbMXKZKEduXEgv0J67EQF4CwAIR9c9WMucuwqIJo4S8b0o9FA19c8B15G1nXEyonuerepGkNqVZDiD9KW5HJOQOlHgLrBuw/s200/MS-Logo.png" width="200" /></a></div>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">Press
Release</span></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">Glendale,
California</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">October 26,
2015</span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">For
immediate release</span><b style="mso-bidi-font-weight: normal;"><span style="font-size: 12.0pt; line-height: 115%;"> </span></b></span><br />
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b style="mso-bidi-font-weight: normal;"><span style="font-size: 12.0pt; line-height: 115%;">Management Success! Offers New
Automotive Shop Management Training Course on Writing Shop Policy</span></b></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">Management
Success!, the nationwide leader in auto shop management training, has released
a new online course, How to Write Shop Policy,<span style="mso-spacerun: yes;">
</span>to help auto shop owners cope with the ostensibly daunting task of
establishing a workable policy and procedure manual to help guide their
businesses.<span style="mso-spacerun: yes;"> </span></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">“This new online
course is the result of many years of working with automotive repair facility owners
and managers establishing standard practices and procedures.<span style="mso-spacerun: yes;"> </span>We found a real need to provide policy
writing training and implementation in just about every shop.<span style="mso-spacerun: yes;"> </span>Auto shop owners who have completed this
course have given very positive feedback,” stated Robert Spitz of Management
Success.<span style="mso-spacerun: yes;"> </span>This new course is AMi
certified and earns credits toward certification.<span style="mso-spacerun: yes;"> </span></span></span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;">For more
information, please contact Robert at </span><a href="mailto:rspitz@managementsuccess.com"><span style="font-size: 12.0pt; line-height: 115%;">rspitz@managementsuccess.com</span></a><span style="font-size: 12.0pt; line-height: 115%;">, or call (818) 500-9631.</span></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="font-size: 12.0pt; line-height: 115%;"><span style="font-size: large;"><b><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></b></span> </span></span></div>
</div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-91130401767612369322015-10-22T09:27:00.001-07:002016-02-03T10:19:01.586-08:00Management Success! Receives Award for Excellence in Advertising<!--[if !mso]>
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Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZE7PP77GhyphenhyphenV-aQL-kWKMebm_DHujfQM9-itlQDzQWMIpw8-INNKu32iU8nebWtLjZjrtFsCsGPi32Rcjy6i_cS4m2UQgvo-9Iu5Gbsae0NsU8MEge5_bGB4DyaE6MI5ehnhm2uSih_8Y/s1600/FBAward.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="243" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgZE7PP77GhyphenhyphenV-aQL-kWKMebm_DHujfQM9-itlQDzQWMIpw8-INNKu32iU8nebWtLjZjrtFsCsGPi32Rcjy6i_cS4m2UQgvo-9Iu5Gbsae0NsU8MEge5_bGB4DyaE6MI5ehnhm2uSih_8Y/s320/FBAward.jpg" width="320" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Readex Research
recently conducted a survey sponsored by <i style="mso-bidi-font-style: normal;">FenderBender</i>
magazine studying people’s perceptions of advertisements. The results of the
survey revealed what types of advertisements communicate the most effectively
to <i style="mso-bidi-font-style: normal;">FenderBender</i> readers.</span></div>
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<br /></div>
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</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The advertisements for the study were chosen from <i style="mso-bidi-font-style: normal;">FenderBender</i>’s August 2015 issue. The
respondents were asked to report how they perceived each advertisement. The
first method of reporting was to choose one of three categories
(attention-getting, believable, or informative) to which they felt the
advertisement belonged; the second was to provide their own personal feedback
on what message or feeling the advertisement conveyed to them. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">The Management Success! advertisement is directed toward
auto shop managers who are having a difficult time effectively managing their
employees, thus creating a “black hole,” which pulls their employees’
production down and prevents the shop from becoming highly profitable. The main
goal of the advertisement is to encourage the managers to take the Management
Success! Black Hole quiz to find out what areas of their management need
improvement. </span></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">For more information about Management Success’ training and consulting
services, please visit </span><a href="http://www.managementsuccess.com/"><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">www.managementsuccess.com</span></a><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">. </span></span></div>
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<br /></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><b style="mso-bidi-font-weight: normal;"><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">About
Management Success!</span></b></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">Management Success! is an auto industry consulting firm that
specializes in elevating the quality of life of shop owners all over the US and Canada. Founded
in 1993 and headquartered in Glendale,
CA, Management Success! helps
shop owners become effective managers in order to increase profits. The
Management Success! team believes shop owners deserve to be well-compensated
for their hard work. Management Success! fully arms shop owners with every
executive ability needed to win.</span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">Please contact Morgan Scott at Management Success’ Marketing
Department at Morgan.Scott@managementsuccess.com or (818) 500-9631 for more
information regarding Management Success! conventions and training programs.</span></span><br />
<br />
<div style="text-align: center;">
<b><span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;"><span style="mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></span></span></b> </div>
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<br />Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-63703097902058332352015-09-14T13:51:00.000-07:002016-02-03T10:19:42.477-08:00Attributes Of A Good Service Writer By Mike Lee<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhdj5zeVeN9o7znejN3Zl4VzBf4tUu2szCtlA0WVpf5yJPRD-ag9UIxXv47cjmRCD7QA4boHicB7Tv6js0J37UWFNuyLZiGfKQ1KwUYOKt-ddxwOVrvBkzj54gpvGwwn3aTkprtZ2HZ85I/s1600/mike_lee.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhdj5zeVeN9o7znejN3Zl4VzBf4tUu2szCtlA0WVpf5yJPRD-ag9UIxXv47cjmRCD7QA4boHicB7Tv6js0J37UWFNuyLZiGfKQ1KwUYOKt-ddxwOVrvBkzj54gpvGwwn3aTkprtZ2HZ85I/s1600/mike_lee.jpg" /></a></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">There are many things that lead to a successful business. One of them is a good Service Writer. I have visited lots of shops where it was obvious that the Service Writer was not trained and was not motivated.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">There are many important attributes of a good Service Writer.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">1. They are alive.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">2. They are motivated.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">3. They like people.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">4. People like them.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">5. They enjoy their job.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">6. They have good communication skills.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">7. They have patience.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">8. They know what they are doing.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">9. They have stable lives.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">There are others, but these are some of the more important ones.</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Are They Alive?</span><span style="font-family: "arial" , "helvetica" , sans-serif;"> </span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">It is amazing how many Service Writers are just going through the motions. They are not happy and this communicates to customer immediately. Customers react unfavorable to a Service Writer, who is acting like a walking zombie.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">If they are not motivated, it greatly affects their sales. You can advertise like crazy, but the sales will be slow because the Service Writer is turning people off. This is especially true when they answer the phone.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">In some shops, they have a mirror right beside the phone with the word “SMILE” above it. This way, when anyone answers the phone they will look at themselves in the mirror and remember to smile while talking to the customer.</span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Are They Focused?</span></b></div>
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<span style="font-family: "arial" , "helvetica" , sans-serif;">I have seen in the past, Service Writers who are pretty good at their jobs, suddenly, start forgetting things and not following up or stay on top of their job. At the same time, the sales start to drop when it was busy. Later in talking to the Service Writer, you will find that he has some major problem going on.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Sometimes, you will find that they have a drinking or drug problem or they are going through a divorce or they have financial problems. When a Service Writer has personal problems, it will affect his ability to do his job.</span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Do They Like People?</span></b></div>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">When we do interviews with Service Writers, occasionally, we find that they actually don’t like sales. Mainly this comes from not knowing how to handle people in general or not knowing how to sell.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">It is really apparent to customers when a Service Writer does not know how to deal with people or is not happy with life in general.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Often times, Service Writers get busy and are short with customers or they fail to take enough time with the customers to make sure they have handled all of the customers questions and considerations. Handling customers requires a person who likes people, who has patience with people that are confused and don’t fully understand what they are agreeing to have done with their car. Anytime a Service Writer loses his patience he generally loses the customers.</span><br />
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<b><span style="font-family: "arial" , "helvetica" , sans-serif;">Do They Know What They Are Doing?</span></b></div>
<br />
<span style="font-family: "arial" , "helvetica" , sans-serif;">A high percentage of problems Service Writers have with customers come from their inability to handle problems thrown at them by customers. I have seen Service Writers start to lose their effectiveness when they start having problems that they don’t know how to handle.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">They have problems with price shoppers, they don’t know how handle upset customers and what they or others at the shop did to help create the upsets.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">Their lack of training causes them to lose sales, upset customers and not enjoy their job. Many do not fully understand their responsibilities and what is expected of them.</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;">I can not tell how many times, I have seen Service Writers suddenly light up and take off once they understand what they are suppose to do and how to do it more effectively. Many times, you can turn a Service Writer who is not doing well into a happy, very effectively salesperson, who makes good money for themselves and you, by having them adequately trained on their job. Is your Service Writer producing at the levels you would like? It is only money…Yours!</span><br />
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<span style="font-family: "arial" , "helvetica" , sans-serif;"><b><a href="http://www.managementsuccess.com/" target="_blank">Management Success! </a></b></span><br />
<br />
<div style="text-align: center;">
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b><span style="font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank"> </a></b></span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-27276091929432042572015-09-04T09:36:00.001-07:002016-02-03T10:20:36.416-08:00Loren’s Auto Repair Hosts Management Success General Repair TOP 20 Group Meeting<div class="MsoNormal">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhpnDgbZZl3p1A14ZiwbKK-JChNCA9980FW5rzjDzzyVlCNG2m-9NRrAkb0AfpNWW8fUeH0qQxJfPtPoxdURigYtsUfSMvIGhDb4pM8SGabfxJZXmhW9fS4cpEgHu9jyvhstRB3CVFnLK0/s1600/pic.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="181" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhpnDgbZZl3p1A14ZiwbKK-JChNCA9980FW5rzjDzzyVlCNG2m-9NRrAkb0AfpNWW8fUeH0qQxJfPtPoxdURigYtsUfSMvIGhDb4pM8SGabfxJZXmhW9fS4cpEgHu9jyvhstRB3CVFnLK0/s400/pic.jpg" width="400" /></a></div>
<span style="font-family: "times new roman" , serif;">From
August 29</span><sup style="font-family: 'Times New Roman', serif;">th</sup><span style="font-family: "times new roman" , serif;"> to 30</span><sup style="font-family: 'Times New Roman', serif;">th</sup><span style="font-family: "times new roman" , serif;">, 2015, the TOP 20 general repair shop
owners met to network and discuss concerns and issues general repair shop owners face and what they can do about them. The discussion took
place at Loren’s Auto Repair in Kalispell, Montana and was hosted by owners, Loren
and Travis Sallee.</span></div>
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<span style="font-family: "times new roman" , serif;">On Friday
the 29</span><sup style="font-family: 'Times New Roman', serif;">th</sup><span style="font-family: "times new roman" , serif;">, the group began the get-together sightseeing at Logan
Pass in Glacier National Park. With an elevation of 6,647
feet and encompassing beautiful mountains, lakes, and wildlife, it was a peaceful
way to clear their mind before the discussions. In the evening, they dined at a
restaurant in Whitefish.</span></div>
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<span style="font-family: "times new roman" , serif;">The
following day, the group discussed challenges they are each currently facing,
and they provided suggestions and solutions that could help the challenges of
each owner. They went over using tablets for inspections and how that is
incorporated into shop flow. One shop owner who already uses tablets gave
useful pointers to the others on beneficial ways of implementing it.</span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgoc9OT08jKLI61vcZwu6tqpZvhF5IxyIORhmiE-he7yEeViS6F_DPp2S4ixxoKMGDewi6LzqRcIiGi8fvXl_2vfIhQSxVtH1FECYS5o0UyPPcYJYcaAkfCVbJeFQ6Nz3_3mVMUwOB4o-A/s1600/PICTURE.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="252" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgoc9OT08jKLI61vcZwu6tqpZvhF5IxyIORhmiE-he7yEeViS6F_DPp2S4ixxoKMGDewi6LzqRcIiGi8fvXl_2vfIhQSxVtH1FECYS5o0UyPPcYJYcaAkfCVbJeFQ6Nz3_3mVMUwOB4o-A/s400/PICTURE.jpg" width="400" /></a><span style="font-family: "times new roman" , serif;">The meeting also consisted of a
tour of Loren’s Auto Repair. Travis Sallee walked the group through the shop,
which was designed and built by his father with the help of Travis. He showed
their shop’s different systems, such as workflow, and talked about the history
of their shop. The group finished the day off by having dinner at a restaurant
in Kalispell.<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , serif;">On Sunday,
Jim Smith led the group on a profit & loss and KPI study. Members got to
compare numbers and zero in on members who have exceptional performance in
various categories giving everyone ideas on how to improve their bottom line. The
meeting concluded at noon on Sunday, leaving enough time for everyone to get
back home and start their week off with a fresh mind and new ideas.<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , serif;">For more
information on <i>Management Success! </i>or the General Repair TOP
20 Group, please contact Morgan Scott at </span><a href="mailto:morgan.scott@managementsuccess.com"><span style="font-family: "times new roman" , serif;">morgan.scott@managementsuccess.com</span></a><span style="font-family: "times new roman" , serif;">. </span><br />
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<span style="font-family: "times new roman" , serif;"></span><br />
<div style="text-align: center;">
<span style="font-size: large;"><b><span style="font-family: "times new roman" , serif;"><o:p><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></o:p></span></b></span></div>
</div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-13995012985441205572015-08-06T15:48:00.003-07:002016-02-03T10:21:35.944-08:00Pine Aire Truck Service Hosts Management Success! TOP 20 Group in Bay Shore, New York<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in;">
August 2,
2015<o:p></o:p></div>
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Bay Shore,
N.Y.</div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJy317wkKiXPiFuGDIX6CZw-FUAsIRM08eGX47G9K-tfX2nkR4Xg_5_TmFoORgyvWgadQTEftGsHoz6iVVJJs41f6HvAWmOAgx4P7Xa29jdbgvVS3LVftk6X30BqwDlO5iJAaAlviaYwk/s1600/pic1.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="166" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJy317wkKiXPiFuGDIX6CZw-FUAsIRM08eGX47G9K-tfX2nkR4Xg_5_TmFoORgyvWgadQTEftGsHoz6iVVJJs41f6HvAWmOAgx4P7Xa29jdbgvVS3LVftk6X30BqwDlO5iJAaAlviaYwk/s640/pic1.jpg" width="640" /></a></div>
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<i><span style="font-size: 8.0pt; line-height: 107%;">Photo credit: Pine Aire Truck Service</span></i><br />
<i><span style="font-size: 8.0pt; line-height: 107%;"><br /></span></i></div>
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From July 31 to August 2, truck shops from around the
country gathered in Bay Shore, NY for a <i>Management
Success!</i> Truck TOP 20 Group meeting, hosted by Dave Bloom at Pine Aire
Truck Service. Moderated by Truck TOP 20 Consultant, Desirae Smith, this meeting
was held to network, learn more about business systems, discuss issues faced by
truck shops, and develop solutions to common concerns. By the end of the three
days, the shop owners created a nationwide directory of the TOP 20 Group shops to
help promote each other.<o:p></o:p><br />
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The group spent the first day visiting other businesses to
observe and learn about their systems. One of the businesses was ABLE Weldbuilt
Industries, an equipment and tow truck manufacturer; there, the attendees
observed their processes and products. They also visited a Kia dealership to
study their flow lines and had the opportunity to spend time with the service
manager. They concluded the day with a visit to a local microbrewery and an
evening at the beach in the Hamptons.<o:p></o:p><br />
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The following day was spent in-house, where the owners reviewed
their knowledge of KPIs. They also discussed different issues that affect their
businesses and how to solve these issues. The evening was spent at a local
restaurant, Ciao Baby.<o:p></o:p><br />
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During the final day, the group focused on the financial
side of business with a profit and loss study, discussing points of
profitability, and learning how to improve profits.<o:p></o:p><br />
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Robert Spitz, Senior Vice President of Business Development
at <i>Management Success! </i>remarked, “I
am always impressed with the level of professionalism and dedication
demonstrated by the members of this group, not only to their respective
businesses, but to the trucking industry as a whole.” <o:p></o:p><br />
<br /></div>
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<a href="https://draft.blogger.com/blogger.g?blogID=4586874001868124918" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a>Desirae Smith, Truck TOP 20 Consultant at <i>Management Success!</i> is thrilled with how
the meeting went: “This meeting was our best Truck TOP 20 meeting yet! We
covered important topics that were sequitur and popular for the TOP 20 shops.
This meeting really was for them. Further, the special camaraderie that already
exists within this group was taken to another level due to all the social/group
activities and networking. Everyone enjoyed the meeting and took something new
back with them to implement at their respective shops. We are looking forward
to the next one already.”<o:p></o:p></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjYm__K6Hjb2OBXOXwlTU3SOddXeeg8a93KN0VxlNwAkBiaakOYeK11U0FdfhRAHGFV8Yrh4KQE3tjuFlugVJaTUQ77HIKLIEfPhnlysubIHixy2JnEtQR_Z9AXpq6JUtvJhgLwlQvrbmY/s1600/pic2.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="223" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjYm__K6Hjb2OBXOXwlTU3SOddXeeg8a93KN0VxlNwAkBiaakOYeK11U0FdfhRAHGFV8Yrh4KQE3tjuFlugVJaTUQ77HIKLIEfPhnlysubIHixy2JnEtQR_Z9AXpq6JUtvJhgLwlQvrbmY/s400/pic2.jpg" width="400" /></a></div>
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</v:shape><![endif]--><!--[if !vml]--><!--[endif]-->One of the most
valuable aspects of the TOP 20 meetings is the opportunity to network and learn
from other group members. It is a chance to acquire new knowledge and to
encourage each other in achieving future goals. In response to this, Evan Lang
from E.L.M. Repair and Refrigeration commented, “I always learn from others’
experiences, and it helps my perspective on my and others’ businesses. The
meetings are a great time to share our experiences and help ourselves and
others.” <o:p></o:p><br />
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For more information on <i>Management Success! </i>or
the Truck TOP 20 Group, please contact Morgan Scott at <a href="mailto:morgan.scott@managementsuccess.com">morgan.scott@managementsuccess.com</a>. <o:p></o:p></div>
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<b><span style="font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></b></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-61206993330716892372015-06-25T09:23:00.002-07:002016-02-03T10:22:39.849-08:00Management Success! Launches New Advanced Service Writer School: Taking Sales Skills to the Next Level<div class="MsoNormal">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgJbTUo3CJ8KiTvHDLQpiUy62GYKXK7NlmQoowkCMmNtlGGCahuj7RjyNH6Y3KByv2dvhW2xx6gloEQgyf1V6ZEEfzR2ofeos3ucz_VtTgJB5jv9G9hdFvVHZILj9AsMmT8hy46TAmrTEQ/s1600/1.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgJbTUo3CJ8KiTvHDLQpiUy62GYKXK7NlmQoowkCMmNtlGGCahuj7RjyNH6Y3KByv2dvhW2xx6gloEQgyf1V6ZEEfzR2ofeos3ucz_VtTgJB5jv9G9hdFvVHZILj9AsMmT8hy46TAmrTEQ/s320/1.jpg" width="300" /></a><span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;"></span><br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;"><span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;"><br /></span></span>
<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;">On June 17 and 18, 2015, <i>Management Success! </i>launched its new Advanced Service Writer School.
Attendees were shop owners and service writers who had already completed
Service Writer School and wanted to take the next step to further improve their
sales skills.<i><o:p></o:p></i></span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;">Advanced Service Writer School takes a more detailed approach
to understanding sales by digging into sales fundamentals and the entire sales
process. It expands on topics covered in Service Writer School and ingrains all
service writing skills for smooth delivery and heightened professionalism. Starting
from the moment the customer walks in the door, Advanced Service Writer School
teaches step-by-step what to do in order to obtain customers for life and be
profitable. <o:p></o:p></span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;">Some topics covered are how to overcome customer
fears, understanding different types of customers, and successfully handling
challenging situations. Combined with drills, these lessons push students’ service
writing skills to a higher level. <o:p></o:p></span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;">The students who attended Advanced Service Writer
School were very satisfied and eager to return to work to implement all they
learned. Donald Cisco from Webster Tire & Auto Service thought it was an
“excellent follow-up to Service Writer School [with] another great supervisor.”
Caleb Hancock from Randy’s Auto Care commented, “The drills are where it
actually helped me become confident on how to use the information and when to
use it. I definitely recommend this class to the other shops who have attended
Service Writer School.”<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;">After a successful first run, <i>Management Success!</i> is excited to continue Advanced Service Writer
School with many more shop owners attending in the future.</span></div>
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<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;">For more information on <i>Management Success!</i> or
Advanced Service Writer School, please call (818) 546-5836 or contact Morgan
Scott at morgan.scott@managementsuccess.com. </span><br />
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<div style="text-align: center;">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;"><b><span style="font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></b></span></div>
<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;"></span><br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt; line-height: 107%;"><o:p></o:p></span></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-81573342013891922562015-05-18T13:05:00.003-07:002016-02-03T10:29:09.751-08:00NAPA Expo in Las Vegas, Nevada<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg7x5mDn-khPG2z_QuF-GPCkQvAxCmn71dYDJoj6DmjURSw5pQmj5gEigsNPT4_eLKpNB9Z67DAFxNwhlJv5Wxh1pQHnPxCdytTy-TlmMlHdeeolHCd72ljIXzOTP8LsuC5HoVywTaMXuQ/s1600/IMG_0833.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="388" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg7x5mDn-khPG2z_QuF-GPCkQvAxCmn71dYDJoj6DmjURSw5pQmj5gEigsNPT4_eLKpNB9Z67DAFxNwhlJv5Wxh1pQHnPxCdytTy-TlmMlHdeeolHCd72ljIXzOTP8LsuC5HoVywTaMXuQ/s400/IMG_0833.JPG" width="400" /></a></div>
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<span style="font-family: inherit; line-height: 107%;">From Tuesday, May 5<sup>th</sup>, to Friday,
May 8<sup>th</sup>, 2015, National Automotive Parts Association (NAPA) invited <i>Management Success!</i> to attend NAPA Expo
in Las Vegas, Nevada to deliver talks on truck shop management.<o:p></o:p></span><br />
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<span style="font-family: inherit; line-height: 107%;">On Wednesday
morning, Robert Spitz, Senior Vice President of Business Development at <i>Management Success!</i>, led a discussion
with truck shop owners David Saline (2<sup>nd</sup>-to-None Service), Dave
Bloom (Pine Aire Truck Service, Inc.), and Eddie Lawrence (Mobile Transport
Repair). With the packed room, Spitz and the three panelists discussed techniques
and strategies for marketing a truck shop. The audience learned many useful
skills and valuable knowledge that could be implemented once they returned back
to their shop. That evening, Spitz and Saline led a second discussion on how to
improve the bottom line of a truck shop. <o:p></o:p></span><br />
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<span style="line-height: 107%;"><span style="font-family: inherit;">With all the
information shared with the audience, <i>Management
Success!</i> sparked the interest of many NAPA Expo attendees. Truck shop
owners were interested in gaining more knowledge and skills to apply to their
shops, improve their own management skills, and take advantage of all the
benefits <i>Management Success! </i>has to
offer.</span><span style="font-size: 12pt;"><o:p></o:p></span></span></div>
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<span style="font-family: inherit; line-height: 107%;">During NAPA
Expo, attendees also had the opportunity to browse through the booths of other
automotive-related companies and vendors to obtain more information on them.<o:p></o:p></span></div>
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<span style="font-family: inherit; line-height: 107%;"><br /></span>
<span style="font-family: inherit; line-height: 107%;">"The Expo
was fun, and I got lots of useful information at the discussions. The location
was huge, so it was nice to interact with people from all over and see what
each booth had to offer. I enjoyed the <i>Management
Success!</i> discussions because we got to hear the personal experiences of
truck shop owners and the changes they've made in their shops to become
successful. Aside from that, spending time in Vegas was an awesome getaway from
the daily stress of our lives." – E.M.<o:p></o:p></span></div>
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<span style="font-family: inherit;"><span style="line-height: 107%;">For more
information on <i>Management Success!</i>, please
visit </span><a href="http://www.managementsuccess.com/"><span style="line-height: 107%;">www.managementsuccess.com</span></a><span style="line-height: 107%;">, call (818) 546-5836, or contact
Morgan Scott at </span><a href="mailto:morgan.scott@managementsuccess.com"><span style="line-height: 107%;">morgan.scott@managementsuccess.com</span></a><span style="line-height: 107%;">. For more information on NAPA, visit
</span><a href="http://www.napaonline.com/"><span style="line-height: 107%;">www.napaonline.com</span></a><span style="line-height: 107%;"> or call (818) 246-1711.<o:p></o:p></span></span></div>
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<b><span style="font-size: large;"><br /></span></b></div>
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<b><span style="font-size: large;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></b></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.comtag:blogger.com,1999:blog-4586874001868124918.post-14663717394733317212015-05-01T12:08:00.001-07:002016-02-03T10:29:55.616-08:00Management Success! Truck TOP 20 Group Meet in Ridgefield, WA<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiZCVgxqA0DbZcuIxtuZgeCK-m0JcalNPPeAXsbaCT89Xls_G6CnnVtXHaqtGg7R2dxKH04-JT6jByiWl6fVPY_LKKL0k6asyXTBYvfYNOgsq6w8XDiJ9Rawd5tXQ4DDUqgG8VvWSavqaY/s1600/2.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="284" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiZCVgxqA0DbZcuIxtuZgeCK-m0JcalNPPeAXsbaCT89Xls_G6CnnVtXHaqtGg7R2dxKH04-JT6jByiWl6fVPY_LKKL0k6asyXTBYvfYNOgsq6w8XDiJ9Rawd5tXQ4DDUqgG8VvWSavqaY/s640/2.jpg" width="640" /></a></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">From
April 24 to 26, Members of the <i>Management
Success!</i> Truck TOP 20 Group, along with invited guests from the <i>Management Success!</i> Automotive TOP 20
Group, gathered at Ultimate Truck Service in Ridgefield, WA to network, discuss
best practices, and enjoy three days of comradery.<o:p></o:p></span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">The
event was hosted by shop owners, David and Debbie Jennerjohn, and moderated by <i>Management Success!</i> consultants, Jim
Smith and Desirae Smith. <o:p></o:p></span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">On Day
1, group members toured Pacific Truck Centers, a local big truck dealership, as
well as Accurate Motorwerks, a local general repair shop owned by Automotive
TOP 20 Group member, Michael Gallagher.<o:p></o:p></span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">On
Saturday and Sunday, the group spent time sharing advice, exchanging ideas, and
discussing problems and solutions related to the daily work of shop owners,
especially the unique situations facing truck shop owners.<o:p></o:p></span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">TOP 20
Group meetings are a great way for shop owners to network and gain new knowledge
and skills to apply to their shops. Lynnetta Rogers from 2<sup>nd</sup> to None
Service commented, “I love the networking! We always come away with new ideas.”<o:p></o:p></span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12pt;">Steve
Valenta from S&D Truck Service had this to say: “I found it interesting
that no matter where on the scale you are, all shops deal with similar issues.”
As for strategies addressing these issues, Nicole Ledford from Aaron’s Semi
Repair thought the “statistics analysis discussion was informative and very
helpful, and the profit and loss discussion assisted in knowing how to adjust
and make improvements in managing our money.”</span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">The
group had some fun too, with dinner on Friday and Saturday evening and custom
coffee drinks from an in-house barista on Saturday morning. <o:p></o:p></span></div>
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<span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">For
more information on <i>Management Success!</i>
or the Truck TOP 20 Group, please contact Morgan Scott at </span><span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">morgan.scott@managementsuccess.com</span><span style="font-family: "verdana" , sans-serif; font-size: 12pt;">. You can also check
out Ultimate Truck Service at their website, </span><a href="http://www.ultimatetrucksvc.com/"><span style="font-family: "verdana" , sans-serif; font-size: 12.0pt;">www.ultimatetrucksvc.com</span></a><span style="font-family: "verdana" , sans-serif; font-size: 12pt;">.</span></div>
<br />
<div class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<b><span style="font-size: large;"><span style="font-family: Arial,Helvetica,sans-serif;"><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">FIND THE BLACK HOLE IN YOUR SHOP!</a><br /><a href="http://www.managementsuccess.com/Intro-Services/Black-Hole-Test/index.asp" target="_blank">TAKE THE BLACK HOLE TEST!</a></span></span></b></div>
Anonymoushttp://www.blogger.com/profile/09222337395980868125noreply@blogger.com