At dinner, a couple nights ago, we were gathered around the television reviewing soundbites from Jimmy Fallon’s latest commencement address. Pondering his words of wisdom, I wondered what I might have said to those graduates if I had been given that opportunity. First, a speech to that kind of audience needs to be short – … Read moreWhat would you say during a commencement address?
In order to grow, you must coach employees up by training them or you must replace them and hire better employees. Otherwise, your company will fall further behind in a growing and expanding industry when faced with such a tight labor market. As you have heard us say, there are only two types of companies: … Read moreIs your company growing or is it going? Numbers Count. People Matter.
Manassas, VA – The Automotive Recyclers Association (ARA) today expressed extreme disappointment with a recent position statement by General Motors (GM) stating that the automobile manufacturer does not approve of the use of aftermarket, reconditioned, or salvage Bumpers/Fascias on GM vehicles equipped with advanced driver assistance systems (ADAS). The position statement references the company’s commitment … Read moreARA Responds to General Motors Ban on Recycled Bumpers
Q. How would you describe precious metals recycling as it relates to the catalytic converter market? A. I see two sides to the industry, the accumulator side and the smelter side. In between these two sides sits processors. You have generators of scrap with buyers/accumulators up and down the supply chain. The accumulators are totally … Read moreAn Interview with a Metallurgist
During the third week of May each year, stakeholders in the platinum industry gather in London, England for what is known as Platinum Week. Receptions, lectures, and forecasts abound. At our company, we encourage recyclers to sell catalytic converters on assay; the analytic procedure that measures the content of precious metals in the catalytic converters. … Read moreThe Platinum Group Metals (PGM) Market Watch
#yankthatbag is a Call-to-Action for the Auto Recycling Industry to “be a LIFESAVER” by removing faulty recalled parts from inventory because this recall is like no other. Experts are predicting upwards of 100 million defective Takata airbags will be on recall by 2020. This is not just a problem in the good old USA. This … Read moreLet’s Talk Recalls: What is…Be a Lifesaver #yankthatbag?
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read moreTools For Success: Shine Your Flashlight for Results
With the increase in parts brokering, we really need to talk about how often there is inconsistency in part grading. When you broker another yard’s parts, you need to know that the part grading is consistent and that a part’s condition is “as described” by the yard. They also need to know that about your … Read moreTheresa’s Top Five Thoughts on Parts Grading
While covering a story for American Towman magazine last week, I felt it necessary to share what I experienced. The mission of Spirit Ride is to raise public awareness of the “move-over” law as it journeys in Honor of Fallen First Responders. Since the Ride began last year, Spirit Ride has generated media coverage across … Read moreThe Spirit Ride
Most companies struggle with hiring and retaining good people and also struggle to get new employees trained for success. Most companies do not have the background in these processes. With the increasing demand for skilled labor it is more crucial than ever to be successful in hiring and training. Hiring Hiring takes place in three … Read moreWhich is most difficult? Hiring or Training?
Manassas, VA – The Automotive Recyclers Association (ARA) today expressed disappointment with a recent revision by Hyundai Motor America to its policies regarding the use of replacement parts and manufacturer warranties. ARA continues to strongly urge the Federal Trade Commission (FTC) to take swift action in response to what appears to be automotive manufacturers’ coordinated … Read moreARA Pushes for Action in Response to Attacks on Recycled Parts Utilization
“Winners Find a Way,” this year’s educational conference, brought winners from across the US, Canada and the world together in Orlando for, what we at URG believe, is the premier Auto Recycling Industry Educational Conference. As I’ve said before, while recyclers may not be in a win or lose situation every day, having a winning … Read moreURG Training Conference Recap
Best Practices – The 4x VIN Check The “Let’s Talk” Series is designed to help recyclers understand defective Takata Airbag Recalls and make good business decisions. Are You Selling Airbags to Customers? No worries but let’s be clear on one thing; it is Illegal to sell parts that are Recalled. The 4X VIN Check provides … Read moreLet’s Talk Recalls
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read moreUse Email and Texts When Efficient
The first quarter of 2018 is over. A number of people are having strange weather patterns which could allow a strong start to the second quarter. We find that the first quarter of the year is our best sales period and we are very busy. Now that the second quarter is here it is time … Read moreJust Stick to the Basics
Remember when I wrote the article, “Who Has Their Hand in Your Pocket”? Instead of writing about employees, I’m now referring to buyers who have malicious intent. After helping a family friend who had to move up north, I was blessed with a white-washed, Henredon Armoire. After trying antique and consignment stores, a thoughtful friend … Read moreMore Hands In My Pocket
Eliminate Unproductive Movement All movement should have a purpose. Have you ever looked out at your sales counter, warehouse or your yard and seen your equipment moving and your employees moving and wondered: What are they doing? Why do we still have 40 unfilled work orders? Do I have the correct number of people? Where … Read moreProductivity Leads to Profitability
The Scoop on Interest and Metal Price Discounts In converter recycling, the best recyclers are partnering with companies that educate. We encourage our customers to sell on assay, the analytic procedure that measures the content or quality of a metal or ore contained in the catalytic converters. In this, the fourth installation of our series, … Read moreGetting the Most From Your Converters With a Process You Can Trust
To the association, The leadership of your association is announcing the transition of its CEO Michael Wilson. I am reaching out today on behalf of the ARA Executive Committee to notify you that effective today, April 23, 2018, ARA CEO Michael Wilson will be transitioning from the Association. Michael has nearly 20 years of experience … Read moreImportant Message from the ARA Executive Committee
“MORE How to Advertise Your Automotive Recycling Yard – OR ANY BUSINESS! With Foreword by DJ Harrington. Lynden, WA – Mike French, a Master Marketer specializing in the automotive recycling industry since 1982, has released his second book of a two-book series. It is a powerful marketing tool for all types of business owners, sales … Read moreMike French releases his second how-to book about automotive recycling!
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read moreTools For Success: Building a Network List
Facts: It is Illegal to sell Recalled Auto Parts Recalled Parts have $0 parts value Recalled Part prices are fixed and not negotiable Vehicles with Recalls should be flagged as they arrive at your facility Recalled Parts should not be listed in your inventory Recalled Airbags require adherence to proper HazMat handling and paperwork This … Read moreLet’s Talk Recalls – Recalls Are Not Cores
MAKING SENSE OF THE ASSAY REPORT AND FINAL INVOICE In converter recycling, the best recyclers are partnering with companies that educate. We encourage our customers to sell on assay. But what is an assay and how do you make sense of it? In this, the third installation of our series, Getting the Most from Your … Read moreGetting the Most From Your Converters With a Process You Can Trust
After recently finishing a writing project with seven authors, I wanted to share with you what has been included in the book, Race to the Finish Line. Race to the Finish Line encompasses the idea that anyone can create winning customer relationships that will last for life. Each of the authors was asked to write … Read moreReally? DJ Has a New Book?
Sales people are the group that are most likely paid on some commission structure. Within the idea of commission for sales are many ways that companies pay sales people. Most new sales people will start on salary with the goal of taking them to commission in 6 months or less. Regardless of how you chose … Read moreChanging the Landscape of Sales Commissions
In converter recycling, the best recyclers know their numbers and partner with companies that educate. We encourage our customers to sell converters on assay, the verified analysis of the precious metal contained in the converters less the customary recycling costs. You want to use a scientific method because it is reliable and can be validated. … Read moreGetting the Most from Your Converters with A Process You Can Trust: Understand the Importance of Weights
Legal Questions Q Is there a penalty or fine if I sell a recalled part? A It is illegal to sell a known/documented recalled part. Fines can run up to $21,000 per violation. More importantly, sales of airbags could result in injury or death. Materials and Shipping Related Questions Q Is there a fee … Read moreLet’s Talk Recalls
It is a rare event that you hire an employee that knows what you expect them to know and does what you expect them to do the first day they begin work. No major corporation hires people and expects them to be ready to begin work the first day on the job. Although their competitors … Read moreTraining For Success
Last month, I wrote about mental toughness and how Steve Siebold helps people from all walks of life to get better. This is the same Steve Siebold that you’ve seen on Fox Business Channel and all the other stations talking about his new book, SECRETS SELF-MADE MILLIONAIRES TEACH THEIR KIDS. Heads up, folks. Review the … Read moreDon’t Blame Me!
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read moreTools For Success: Never Underestimate the Value of an Hour!
Sellick Equipment Limited recently cut the ribbon on an all-new $21 million dollar manufacturing facility with state of the art technology to maintain Sellick as a leader in the rough terrain forklift market.The new 126,000 square foot purpose built factory, was designed for new product innovation, improvement to quality control and flexibility in product design. … Read moreNew Sellick Plant Opens
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read moreKeep Shooting the Gun
I was recently speaking with some customers at a trade show and we realized that not everyone is using the Car-Part.com broker key when a customer calls for a brokered part. The scenario we hear most goes something like this. Body Shop: I need a left headlight for a customer on a 2002 Mercedes wagon. … Read moreBrokering “HOT KEYS”
Someone sent me a question asking about the best way to remove himself from sales and get his sales team to pick up the slack and increase their need to close sales. At the same time someone else is asking about creating a new position of sales manager. Both questions end up with a lot … Read moreSales Managing Items
What, exactly is mental toughness? Is it a state of the mind? Or does it mean being mentally ready for battle at a moment’s notice? I’m happy to answer your questions so you can see it first-hand at the next URG meeting in April down in sunny Florida. Mental toughness is the control and manipulation … Read moreWhat Is Mental Toughness?
As we go through our evaluation process, I want you to begin by answering these questions for yourself. Where have you gained? Where have you struggled? Where did you encounter unexpected turbulence? Who stepped up? Who stepped back? Who needs to be added? Who needs to get lost? No doubt, a lot of change has … Read moreYear End Review – Check Up from the Neck Up
The Collision Industry Electronic Commerce Association (CIECA) Board of Trustees, presented the 2017 Electronic Commerce Company of the Year award to Car-Part.com, for its outstanding leadership, dedication and contribution. Award winning Integrated Car-Part Pro connects the Car-Part marketplace and its 4500 parts suppliers with collision estimating, shop management and workflow systems. Integrated Car-Part Pro’s 2017 … Read more2017 Electronic Commerce Company of the Year award to Car-Part.com
In converter recycling, the best recyclers know their numbers and partner with companies that educate. Knowing key metrics about your converter loads safeguards you against misleading key metrics, like your average price per unit, and increases your bottom line. Every recycler looks at his or her average converter price. It’s an easy metric to track … Read moreKnow Your Numbers
Discount Saw Blade is now carrying two new lines of metal cutting reciprocating saw blades. They are great for cutting catalytic converters, metal body panels and frame members. The Avanti Pro blades are our value line for the cost conscience. They are Swiss made, offered in 6″ and 9″, 8% Cobalt, Bi-Metal .035 thickness, and … Read moreDiscount Saw Blade Introduces Two New Lines of Blades
WASHINGTON, D.C. – The Automotive Recyclers Association (ARA) launched today a new association logo, marking a striking modification to its visual identity. Using an updated four-color version of the association’s historic vehicle and globe mark, a blue vehicle color and two hues of green, the logo better signifies the association’s brand today as it embarks … Read moreThe Automotive Recyclers Association Unveils New Logo
The first of the year is an exciting time to think about and work on the business. Creating a strategic plan can be exhilarating. The vision is set. The team is on the same page. Then work happens. It’s called a whirlwind; the urgent day-to-day activities of keeping the business running that devour the time … Read moreFour Disciplines To Make You Win Business In 2018
A year ago I had put my first Editor’s note in this publication. January of 2017 was my first publication that I was involved in and now it has been a full year! Twelve issues I have now been involved in. Time flies, doesn’t it? In recap of these last twelve months, I have enjoyed … Read moreIt’s Going to Be a Great Year
I am a really big fan of the month of January. You get the best of both worlds. You get to look behind at the full year that we just completed while being able to plan for the 12 months that we are about to embark on. Failure to understand how we arrived were we … Read moreJanuary Is the Best Month
It’s easy to feel gratitude when you are at the Thanksgiving table. The atmosphere is perfect, food masterfully prepared, and everyone’s usually on their best behavior. That’s one of the beautiful things about that holiday. Every year at our family thanksgiving celebration, before we even eat anything, everyone takes a turn sharing with the group … Read moreDo You Practice Gratitude?
A lot of companies talk safety but when it comes to acting on it, they lack luster or even ambition. It is easier to keep doing things the same way that they have always been doing it, then changing. One may think, no one has been seriously hurt, at least not that I know of. … Read moreSafety First
Strategic plans are only as good as the paper they’re printed on. But the thinking that goes into them is extremely valuable. The process is sometimes more important than the actual plan. How and who you involve in this critical thinking process will ultimately determine the success or failure. Change Any plan will involve change. … Read moreStrategic Thinking and Planning
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read morePositive Energy – The Way To The Top
A lot of people know that I am the “Queen of Cores!” I help recyclers set up core programs at their businesses, I teach classes on cores. I work closely with several core buyers to make sure that my customers and I are up-to-date on any changes in the industry and that the best practices … Read moreCore Incompetence
The first article in this series listed more than 25 tactics to increase your business success, all of them based on my experience. I started with nothing and didn’t get to college, so I know you can achieve maximum success, regardless of your education. E-mail me to get the first article (or any of the … Read moreDon’t Create A Solution For A Problem That Doesn’t Exist
AOL Instant Messenger is shutting down after 20 years. The pioneering chat app that taught many of us to use instant messaging is now pulling the plug. On December 15th, AOL Instant Messenger will shut down after running since 1997. AOL dominated online chat in North America at the turn of the century. Reason for … Read moreSay, “Goodbye AOL Instant Messenger” and “Hello iCPM”