The important thing to remember here is that sales and revenue are a by-product of your inventory and your process. Purchasing When I was new to the business, a wise person told me, “Always remember, you make your money when you buy the car.” He also said, “The parts that come off of these cars … Read moreYour Inventory; What You Buy, How Your Show It, and How You Price It
Are You A Survivor? Or Are You Going Out Of Business? Not all businesses whose sales are going down go out of business. But all businesses that go out of business had sales going down. Think about it. Who is most at risk of closing? Yards with annual sales of less than $500,000 are almost … Read moreIf Your Sales Aren’t Going Up Then They Are Going Down
On May 7th, 2019, stem cells were injected into my right leg. I had been living with severe pain for two to three years and consulted with eleven doctors from various ends of the healthcare market in the last 16 months. To my chagrin, I’ve seen more doctors than some people see in a lifetime. … Read moreLive Your Life & Forget Your Age
YMM System based on Year, Make Model — Focus on BMW, Dodge/Chrysler, VW/Audi The RAS Bounty program for defective Takata Airbags is based on VIN verification of vehicles by the Recycler. We provide the tools and software to verify those VIN’s against our recall buyback database. The industry is to be applauded for a significant … Read moreAnnouncement: Non-Bounty NHTSA Alerts
When a recycler does not identify the Hollander Interchange part number for a wheel, often that wheel ends up underpriced. Instead of being sold to a remanufacturer, a specialty wholesaler, or on eBay for $30-50, it’s sold as scrap for a meager $18. The problem is that identifying the Hollander Interchange part number for a … Read moreGet A Higher Price For Your Wheels
Converter Processor, Smelter, and Refiner? Does It Matter To Me? Our mantra at United Catalyst Corporation is Getting You the Most from Your Converters with A Process You Can Trust. It is more than a slogan. It is our mission. It is our brand promise. It is what gives our work meaning. Every article I … Read moreContinuing Your Education
Is your tenured sales staff continually looking for new sales opportunities? Are they working to grow their book of customers? They need to be! After having spoken with dozens of sales managers and yard owners, an area that frequently gets “back-burnered” by a seasoned sales team is outbound calling. Here are three calls they need … Read more3 Sales Calls Your Team Should Be Making
The economics of running a scrap yard have been less than ideal with the drops in demand driven by political and nonpolitical issues. What is ideal however, is the value of the licensed land to conduct metal recycling operations. Many of our clients are finding they can make just as much money leasing their properties … Read moreMaking Money in Your Sleep…With Metals?
Perhaps, after finishing book #40 by my favorite author, I would find it less desirable than the other 39. Not so! I’m still enamored with his writings and must admit that Max Lucado is still my favorite author with #40, Unshakable Hope. Purchased by my daughter, it was presented for Father’s Day. Not only is … Read moreMy Favorite Author
At 3:30 on Sunday, July 7, I was ready to leave after working all day. At this moment, I saw on my server screen what turned out to be one of my worst nightmares. It said all of my files had been encrypted. After making a few calls, one of them being to the person … Read moreRansomware: Hacked & Jacked
Even as steel continues to dip another 3.4% over the last two weeks or 27% since peaking in late March, scrap catalytic converter values continue to rise with the strength of the Platinum Group Metals (PGMs). Palladium itself up over $200 since last month rising for a fifth straight week as of the writing of … Read moreSteel May Be Depressed
A&A Midwest is celebrating our 70th anniversary throughout 2019. Started by Aaron and Alex Stolberg in 1949 from very humble beginnings. Today A&A is the industry leader in Engine and Transmission core supply as well as OEM type replacement parts and automotive recycling. A&A started out with a narrow focus of selling engines to engine … Read moreCelebrating 70 Years!
Nothing is more valuable that a good employee. They show up on time, they do what is expected of them, and they solve more problems than they create. Good employees are eager to improve and are willing to make the effort to learn. They are respected and trusted not only by their employer, but also … Read moreThe Good Employee
Everyone thinks I never forget or miss anything. Boy, do I have them fooled. I have a terrible memory. In the earlier days, I propped it up with a pocket notepad. Today, it’s my iPhone. I send myself an email every time I think of something that needs a look, an action, or a follow … Read moreMy Memory Trick
In the 1960’s song “Summertime Blues”, a son laments about all the things he wants to do over the Summer like going on a date, taking out the family car for a Sunday ride, or taking a fun vacation. Each time he is chastised for either not working hard enough, being too young to vote, … Read moreAin’t no Cure for the Summertime Blues
While this will show up on any Balance Sheet or Financial Statement as an expense, your company’s most valuable asset is your people. They represent your company and project an image of who you are and what you do. This image and perception can be either positive or negative. The employees in your company make … Read moreEmployees — A Company’s Best Asset
As it happened this time a year ago, summer has started again. With every summer, banners with graduation notices and well-wishes can be seen at entrances to subdivisions. As with most years, I can truly say I attended multiple graduations for children of my good friends and family. This year alone, I attended two kindergarten … Read moreSummertime Projects
If you search for “automotive recycler” in your zip code area, what would show up? There are two spaces that you want. The first is the one to the right side of the screen that shows the name of a company, its location, hours, link to directions and its website. The second is on the … Read moreOwning the Space by Creating Value
Last month while attending URG, you probably heard Michael Clay, the speaker that did a presentation on how to use social media correctly to make money. There aren’t many guru’s comparable to Mike because he’s an expert in SEO, “on-web” design, and digital marketing plans. Others may feel they measure up to his ability…but they … Read moreYes, I Smile at Strangers
At our company, United Catalyst Corporation, we have a mantra, it is Getting the Most from Your Converters with A Process You Can Trust. It is as simple as four Ps; a Process you can trust; a Program you can trust; a Partner you can trust; and the Power of education. A Process You Can … Read moreThe 4 Ps of Converter Recycling Profitability
Focusing on the customer is almost always the right place to start. Whenever you are thinking about changes in strategy, marketing, or other policies that could affect the customer, try to error on the side of doing what benefits your customers. When the customer wins, you will likely win. In 1978, when I opened, we … Read moreFocus on the Customer
In my role with ARA as a mentor, I created some basic instructions for Recyclers that I am mentoring. After looking at this first one, I said to myself, “This is something that is relevant and of use to all recyclers, myself included.” I think that we all from time to time need to focus … Read moreFocus on Fundamentals: Core Competencies
I have attended many Trade Shows, User Conferences, Association Meetings, Conventions, and Auto Recycling gatherings since my entry into the industry in 1990. I’m not sure how much it has cost me in time and my company in dollars and cents. I will be the first person to tell you that they didn’t cost me … Read more$100,000* Given Away at Recycler Trade Shows! Did You Get any?
Customer Experience — Outperform the Competition How sensitive or aware are your customers to the price of your parts? Most of us have the experience of looking at the costs of a product and its impact on our buying decisions. This is especially true on our first purchase with a vendor. But my experience and … Read moreHow to Grow your Automotive Recycling Business
I’m back at work here after attending the ARA Legislative Summit and Hill Day, and this got me to thinking about our association, its history, where it is now, and where it is going. 75 years is indeed a long time for an association to have survived. Even back in the earliest days of automobiles, … Read moreYour ARA Past, Present & Future
For nearly thirty years the automotive industry has been talking about hybrid electric vehicles and fuel cells without producing a very large market to date. Emission standards across the globe are becoming increasingly stricter. What does this mean for converter, hybrid battery, and fuel cell recycling? The Future is More Complex The tightening emission standards … Read moreThe Future of Auto Catalyst, Hybrid Batteries & Fuel Cells
After blocking and tackling (another in this series), you have to think out of the box to stay ahead of the competition and the industry in general. Here are a few ways to stimulate your out-of-the-box thinking: Read, read, and then read more. Your competitors aren’t doing it, so they don’t know what they don’t … Read moreThinking Out of the Box
Ford is the 1st Automaker to Pay for Deployed/Missing Airbags Top 5 Reasons to Switch to our Mobile Yard Airbag App (YAPP): No more VIN barcode printouts Allows for Mobile Scanning of VIN’s at check in or intake Allows for complete airbag recovery and validation at the vehicle Allows recyclers to invoice from the cart … Read moreMajor Announcement — Recyclers Get Paid For Deployed and Missing Airbags
Having come back from Northlake Auto Recyclers in Hammond, Indiana, I bet you’re wondering if it snowed while I was there. I was prepared for it, but thank God, it didn’t. Here’s what I discovered. Northlake Auto Recyclers is run by Marty Hollingshead, the new Secretary on the board of ARA. In the past, Marty … Read moreDo You Have What it Takes?
Sales managers already know that salespeople in the auto recycling industry love an easy sale. Shooting fish in a barrel usually takes precedence over a sale that might require a little bit more effort. In-stock part sales are easy to make so brokered sales are some of the first that fall by the wayside. Here … Read moreMake Sure Your Sales Team is Capturing Brokered Sales Opportunities
You are unlikely to achieve maximum success on your own. You need people to like you and want to see you do well. When others like you, they can buy into your goal, and you get everyone pulling on the oars at the same time, the same way. Your results will be catapulted to success, … Read moreTools for Success: You Can’t Make it on Your Own!
Standing at 6’5”, one could be easily intimidated. With the look of a linebacker, Andrew Chuckran is as intense about the auto recycling business as you can get. What really sets him apart is his dedication to the art of “squeezing”, so to speak, the last buck from the thousands of vehicles that are purchased … Read moreCrushing it on Takata Airbag Bounty — Andrew Chuckran, Next Generation Auto Recycler
URG’s Theme for 2019 is “Expand the Possibilities”. Their premier conference is slated for April 11th – 13th in the inviting, sunny and warm state of Florida. Leave behind snow and cold weather for tourism of Orlando to hear the best speakers in our industry. I’m quite certain you’re familiar with speakers like, Ryan Falco … Read moreGreat Speakers set for URG
Palladium has been on a historical run the past two months to as high as $1553 toz. But why don’t we receive the published bid or spot price for metal that we are selling today? Two Reasons for A Metal Price Spread Bullion vs. Sponge When precious metal is refined from catalyst it is not … Read moreUnderstanding Metal Price Spreads
I got the call just over four years ago, and I almost said no. ARA Past President Chris Wright called and asked me to be the Northeast Regional Director for ARA. Chris was a pro at keeping me on the line until I said yes. He must have been ARA’s designated closer. After three years, … Read moreARA Making the Industry Better for all Auto Recyclers
I travel extensively and one of the things that I notice everyplace I travel to is the number of help wanted signs that I see on seemingly every business. The unemployment rate in the world is at an all-time low. This has created problems for the auto recycler as we have struggled to find good … Read moreOn the Fly Training
I recently started to train a team of salespeople, at a medium sized yard, in a major metropolitan area. During an initial analysis of untapped profit centers, I was surprised to find zero warranty sales from the previous 90 days. Most of us know the importance of taking advantage of these sales, here are some … Read moreMake Sure Your Sales Team is Capturing Warranty Sales
I am always amazed at the quality of computer skills those that are looking for work have, or don’t have. We use Excel a lot and test for it when hiring. Most applicants say their skills are rusty, but in reality can’t even create a simple 9-cell spreadsheet. What amazes me even more is that … Read moreYou Simply Must Have Modern Computer Skills
Most people have heard the old adage “If a tree falls in a forest and no one is around to hear it, does it make a sound?” Around the globe, a similar question should be posed as to whether if governmental activity is occurring and no one hears about it, does it have an impact … Read moreAutomotive Recycling Owners’ Focus on Governmental Activities is Essential
You may ask yourself: “Times are tough. Why should I spend my hard-earned money on association dues?” I can tell you a lot of reasons, but today I’ll just give you my TOP FIVE: Lobbyists: How many of you can afford to send someone to your state legislature or Washington D.C. to lobby on your … Read moreTheresa’s Top Five Join ARA & Your State Recyclers Associations
Having a better life can be achieved through implementation of 3 helpful tips. The first tip is simple and only takes seconds to do. While on her way to work only a few weeks ago, Sheila pulled into one of two lanes at a fast-food chicken place close to home. She was in a huge … Read more3 Tips To Having A Better Life
There are still some Auto Recyclers who have ignored the Takata airbag recall thinking it would blow over. What we know is that Congress and NHTSA have put renewed pressure on the Automakers to improve their repair and recovery rates since there are still millions of Takata inflators in the marketplace. If you have been … Read moreNewsflash: Recalled Takata Airbag Crisis is Not Going Away Soon
There is a business phenonium know as “Growth Stall”. It is when your company sales go flat or in many cases income drops for two quarters as compared to the same time in the previous year. Most companies have experienced this. Some data says that 80% of companies experience this and that a large number … Read moreGrowing the Automotive Recycling Business
Looking back is always easier than looking forward. And last year was a good year for autocatalyst recycling. And for 2019 the outlook remains positive. The strong demand for autocatalyst, increased vehicle recycling, and a short supply continues to push the Palladium price higher. Lower demand from the … Read moreAutocatalyst Recycling Outlook for 2019
When our family first took over Bill’s Auto Parts, we always seemed to find ourselves doing work-arounds to get things done. I called it “Fire, Ready, Aim.” It was like a game of Chinese Checkers where we needed to take steps backward in order to move forward. The old school nature of the operation (founded … Read moreLet’s Talk Recalls: What is Your Process?
There are several significant saving opportunities present on nearly every FedEx® and UPS® invoice. They relate to guaranteed service quality and billing accuracy. Guaranteed Service Quality FedEx® and UPS® absolutely, positively guarantee that your package will arrive at its destination on time – or your money back! If it’s more than one-minute late, you are … Read moreHaving a grip on your shipping costs is a critically important part of your eCommerce success. If you ship with FedEx® or UPS®, you need an “A” game.
Last year while attending the ARA Convention and Exposition in Florida, I discovered that Marty Hollingshead was to be confirmed by the Board of Directors as the next Association Secretary. As an outstanding individual himself, Marty will be joining an outstanding team. While seated in the audience listening to the award winner announcements, my mind … Read moreAs Proud As I Can Be
A recent Profit Team Group meeting was hosted by Arizona Auto Parts in Phoenix. The meeting was attended by family patriarch and third generation auto recycler, Mike Pierson Senior. During the opening statements we were informed that it was the 100th anniversary of Arizona Auto Parts as they opened in 1919. Michael Pierson Junior is … Read moreArizona Auto Parts is 100
Why? Because it Will Cost You Less to Hire Today A strong economy, more and more jobs, manufacturing on the rise, high employment rate, low unemployment rate, higher wages, bonuses, health care and benefits, low interest rates, baby boomers retiring – what does that mean? A competitive and very tight hiring market. Currently, the US … Read moreHire and Hire Now!
The New Year is upon us. Do you have a plan in place to make 2019 a better year than 2018? Could you set some new sales and even better profit records in the coming year? Some of the things that you should have done by now include your annual SWOT assessment. What is a … Read moreDo You Have a Plan?