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: Master Blocking and Tackling
There have been a lot of changes recently with ARA, our National Association. ARA and its leadership are focused on how to better serve its members, and the biggest need as I see it is in training and education. ARA is reinventing itself, and more importantly, each and every Recycler in this industry must participate, … Read moreThe ARA (Peer to Peer) Mentoring Program
It is critical that Recyclers establish an Early Warning System to detect defective Takata airbags in their inventory. A recycler would want to do this for several reasons. First, it sends a message to your employees that you are serious about playing a part in the removal of defective Takata airbags. Second, it gives the … Read moreLet’s Talk Recalls: Do you have an Early Warning System for Defective Takata Airbags?
In my last month article, Leadership from Within, I referenced two leaders, Jim Butler and Shannon Nordstrom from our industry. Jim Butler of Butler’s Auto Parts is in Pensacola, Florida and their newest yard is in Milton, Florida. The Milton location used to be an old Lumber 84. I met Shannon Nordstrom many years ago … Read moreLeadership From Within – Part II
A Strong First Impression I’ve always been someone who works hard at making a great first impression. Do I look professional? Did I bring everything to this event I need to have? Am I prepared to meet the right people? Those are just a few of the many questions that run through my head while … Read moreA Strong First Impression
In the last few years, we have had the chance to train auto parts sales reps from across the country. We hone sales pitches, learn to deal with customer objections, and work to always move towards a close. Regardless of their location, there are some common sales training roadblocks that every sales manager will have … Read more3 Common Roadblocks to Effective Sales
I was recently asked which reports are the best to look over every month. One of the things that you need to do to continue to develop as managers and motivators of people, is create good habits and routines. As the leaders of the business you need to get your own routine in place of … Read moreMonthly Recap for Managers and Owners
Two years ago, we were part of an auto catalyst technology seminar, held in Atlanta, GA, with 104 delegates and where 18 presentations were given by industry leaders in the field of automotive exhaust catalyst. One of the greatest take-aways from that seminar was a presentation by Peter Duncan, General Manager of Market Research for … Read moreKeeping it Simple May Not be so Easy with the Cats of the Future
I posed this question to some of my customers and on social media recently: Are you attending the ARA convention in Orlando this year? Several people said, “Yes, I never miss it!” A few said it was too far this year or had other commitments. Some said that they could not afford to take the … Read moreShould I go to Tradeshows?
My articles this month and next are about Leadership. In these articles, I’ll reference two locations. This month’s article is about the leadership of Jim Butler, GM at Butler Auto Recycling located in Pensacola, Florida. It’s a family-run, family-owned, second generation business. Next month, I’ll show-case the leadership of Shannon Nordstrom from Nordstrom Automotive located … Read moreLeadership from Within
All companies should always be looking to the future in such a way as to be prepared for what is to come. This forward look should include: Sales People Facilities Sales All facilities are looking for more sales. Trying to navigate the future with the same revenue is a slow way of going out of … Read morePreparing the Future
We have a quarterly cycle involving the peer groups that we work with. We have just finished the latest round and it never ceases to amaze me how themes develop with common issues and problems that the recycler is battling. This round of meets saw us spending a lot of time discussing delegation. Delegation has … Read moreDelegate
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 : Pulling People Through Keyholes
ARA is pleased to announce that Sandy Blalock has been named the Association’s new Executive Director. Sandy has been serving as interim CEO for the past six weeks, working closely with ARA leadership and staff during the transition. “Over the past several weeks, it has been our priority to find the individual best suited to lead … Read moreSandy Blalock Hired as Executive Director of ARA
Dear Esteemed Industry Influencer, We are proud to announce that Ford Motor Company has joined the RAS Takata Airbag Recovery Program for Auto Recyclers. Ford, Lincoln, and Mercury models affected are part of the program. See the attached flyer for additional information. There are approximately 3.5M air bags represented in the Ford Air Bag Recovery Program. Ford has also … Read moreMajor Recall Announcement!!
What do Shredders, Self Service and Scrap Yards have as an advantage in the removal of defective Takata airbags? VOLUME Large Volume Auto Recycling Operations could have an intake of 3,000 to 30,000 whole “end-of-life” vehicles per year. That volume of vehicles translates into opportunity when it comes to the defective Takata airbags … Read moreLet’s Talk Recalls: Shredders, Self Service, & Scrap Auto Recyclers in the Spotlight
I don’t normally talk about Car-Part.com products in my “Life on the Road” articles, but I have been receiving so many calls recently that I think it would be worthwhile to talk about Car-Part Gold this month. The 3 main things I have been receiving calls about are: “How can my parts be shown on part … Read moreIncrease Your Parts’ Visibility with Car-Part Gold
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: Inventory Turns and Purchasing
This calendar year has seen many changes for me both personally and professionally. Some of the really big things I have been hit with have been at the same time. Some people would refer to this as a run of bad luck. Others might call is coincidences while some might call it Karma as life … Read moreChange is in the Air!
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