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Raising Golden Eggs

I was just two months shy of my 16th birthday when I found myself hanging from a balcony 20 feet off the ground with a half dozen strangers below holding...
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View From The Outside: What the Aftermarket Can Teach About Selling Parts, Tires & Accessories

Here are observations of the OE market from the perspective of a company with 9,000+ product installations in the Aftermarket.  Both the OE and the Aftermarket have strengths and weaknesses...
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Logic & Emotion: Decision Making in the Service Lane

In the service lane, which reigns supreme: Logic or Emotion.  Check out our article in the November-December 2012 issue of Fixed Ops.  Click here for a digital version.  See you...
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What’s Really in an Automotive Digital Menu Board?

Most of us are familiar with digital menu boards at restaurants and such, but may not know what to expect of an automotive specific application.  Check out this short sample...
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Tops Shops: Common Denominator

Gene and Robin Morrill’s Certified Automotive Specialists in Glendora, California has been awarded this year’s Motor Age Top Shop.  The competition is stiff for this coveted award.   The top 10...
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Shock Value: Sell More Shocks and Struts

    We rented an RV for fall break.  We had a great four-day weekend – with the exception of driving the RV.  The shocks were completely shot.  I’d say...
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Oil Slick: Sell More Synthetic Oil

When I was 17 I bought a brand new ’77 Chevy Nova.  For its first oil change, I treated it to synthetic.  I’ve been running synthetic most of the time...
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Change No to Yes!

I don’t think I’ve ever met someone who says they immediately say “Yes” to all their service advisors’ recommendations.  I’ve definitely talked with some who always say “No”.  Most of...
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My Momma Lied to Me

19 years old, walking down Huron Street in Ann Arbor, Michigan, 2,100 miles from home, I watched the wad of chewing gum I had just spit out arc into the...
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Throw in a Bag of Doritos and You’ve Got a Deal

 When our oldest son was about three, my wife and I told him we would paint his room any color he wanted.  His top two choices were a medium blue...
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