ClearSpan Reacts to COVID-19 with Disaster Response Structures

ClearSpan Structures has quickly adjusted their manufacturing facility to provide governments, medical centers and communities with rapidly deployable disaster response structures and medical buildings. ClearSpan is now able to ship these buildings in fewer than 24 hours, and because of this quick turn around, the company already has buildings being used to respond to the … Read more ClearSpan Reacts to COVID-19 with Disaster Response Structures

How Money Works

Last week, I had two recyclers, who read this column, go online, and order the book, How Money Works, Stop Being a Sucker, which was written by Steve Siebold and Tom Mathews. Though small, the book is great, packed with valuable information for all ages, and an easy read. They paid $16.99 for each book, … Read more How Money Works

Be a Lifesaver

The good news for our Auto Scrap and Shredder customers is that they are not encumbered with “parts inventory” issues. Vehicles arrive at your facility and trigger a very systematic process to minimize labor while maximizing profit on the vehicles journey to the baler or shredder. Our Takata Airbag Recovery Program fits best at the … Read more Be a Lifesaver

Make Sure Your Sales Team Knows Why They Are Qualifying

Close the knowledge gap: get your salespeople to qualify customers more effectively to improve close rates and generate more sales revenue. Having trained hundreds of salespeople in the recycling industry, and after listening to thousands of hours of recorded sales interactions, I’ve encountered a symptom that is as prevalent with new salespeople as it is … Read more Make Sure Your Sales Team Knows Why They Are Qualifying

The Ability to Build a Brand is Dead. START SELLING!

Conventional or traditional advertising for most recyclers, including print and direct mail, has declined in value and ceded ground to the web for most recyclers. The other advertising mistake I see businesses, including recyclers, making is trying to build a brand or just making sure that prospects are seeing their name out in the marketplace. … Read more The Ability to Build a Brand is Dead. START SELLING!

What do Flash Boys, Wall Street, and Cat Sales have in Common?

You are Rock Stars. When I write these monthly columns, I know my audience. I realize you are recyclers who mainly sell parts and steel. But in the past 10 years something truly amazing has happened. You have become some of the savviest business people I know. You are not sitting at the parts counter … Read more What do Flash Boys, Wall Street, and Cat Sales have in Common?

VIN Expansion

The Takata Airbag Recall has presented challenges and opportunities to Auto Recyclers. In the beginning, most Recyclers were not eager to jump in. Anytime you introduce a new concept, it takes time to formulate procedures, educate people, and identify the “Why” of the program. The “Why” is different for everyone. Many Recyclers see the opportunity … Read more VIN Expansion

Car-Part.com Awarded CIECA Company of the Year 2019

Car-Part.com received CIECA’s Company of the Year award during the 2019 Collision Industry Red Carpet Awards held in conjunction with SEMA. This is the second year that we have received this award, and we’re honored to be recognized for our ongoing commitment to the collision repair sector! Click here to read more from Collision Repair Magazine.   … Read more Car-Part.com Awarded CIECA Company of the Year 2019

Converting Your New Website Traffic Into Cash

In last month’s issue, we discussed how creating content can increase traffic, the psychology of how users interact with your website, and how to grab their attention, leading them to take a specific action. In this issue, we’re going to discuss how you convert this newly acquired traffic into leads and ultimately new revenue for … Read more Converting Your New Website Traffic Into Cash

A&A Midwest Rebuilders Suppliers Inc. Announces Corporate Reorganization

LAS VEGAS, NV— At the opening of the 2019 APPEX show, A&A Midwest, a 70-year-old company that supplies cores and new engine parts to the engine and transmission remanufacturing industry, announced we are reorganizing our assets and will be two companies as of December 31, 2019. In the rapidly changing business and automotive environment we … Read more A&A Midwest Rebuilders Suppliers Inc. Announces Corporate Reorganization

My View of ARNE

Ever been inside a courtroom while in session? Even though each case is different, there’s commonality. Each case has an assigned a court stenographer. When a court stenographer captures what’s said in the court room, there’s no way he or she can report on the way things were said, because they are only authorized to … Read more My View of ARNE

Navigating the Transition — In Family-Owned Business

To many of us, succession planning has a direct application to our family-owned companies. For example, we need to resolve how we address ownership considerations versus management and operating considerations. Situations in which ownership and operations or management responsibilities are vested in the same people can be devastating to a family or closely held corporation … Read more Navigating the Transition — In Family-Owned Business

Know Your Customer (KYC) in Converter Recycling

Who are you really doing business with? Corruption. Bribery. Fraud. Money laundering. Illegal financing or activities (e.g., funding terrorism). Companies of all sizes and in all industries, including automotive recycling, can benefit from knowing your customer or client and avoid working with untrustworthy or illegal companies. Every article I write is committed to educating you … Read more Know Your Customer (KYC) in Converter Recycling

Boost Airbag Bounty Revenue with External Labor

Throughout Paul’s amazing 29 years in the automotive recycling industry, he has never seen issues concerning labor become as prominent as today. During our travels, we are constantly hearing the same mantra “It’s hard to attract and retain good employees.” This shortage of labor not only affects larger recyclers, but also the Mom & Pop … Read more Boost Airbag Bounty Revenue with External Labor

Recruiting & Hiring: Understanding and Supporting Your Hiring Needs

Hiring new employees can be a daunting task. We know it’s difficult to hire … time consuming and costly. Where do you need to begin? Do you need to hire another salesperson? Or perhaps a dismantler because you are busy buying but you are missing engine and transmission sales because you are bottle necked in … Read more Recruiting & Hiring: Understanding and Supporting Your Hiring Needs

Your Inventory; What You Buy, How Your Show It, and How You Price It

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 more Your Inventory; What You Buy, How Your Show It, and How You Price It