INTRODUCTIONS – Pages 5-22

• Who is Automotive Consultants Group, & what do we do?
• Understanding Consultants, what they do, & how they can help You
• A few things before we get started – A Reality Check
• THE PLAN — What is it we really want from our business?
• Setting and achieving goals
• Bob’s Garage Corporate goals and objectives
• The Attitude Triangle

1. CHAPTER ONE — The basics of business for the automotive repair shop – Pages 23-32

• An understanding of various forms of businesses
• Essential finance & accounting methods
• Financial Accounting
• Management Accounting – KPIs
• Essential computer & software products
• Time is money
• Phones
• Technical repair information
• Management software
• IATN
• You need to learn
• Provide a product or service at a fair and reasonable price
• Knowing your market
• Beginning to understand your competition

2. CHAPTER TWO – Understanding Profit & Loss – Pages 33-70

• An introduction to the Profit & Loss Statement
• Bob’s Garage Income Statement, basic
• Sales
• Profit Center Analysis
• Other profit centers
• Shop Supplies Sales
• Additional Profit Centers
• Calculating gross profit margins
• Income statement benchmarks and variances
• P & L margins
• Bob’s Income statement with calculated profit margins
• Bob’s income statement with margins against benchmarks
• Bob’s income statement with Variance percentages against benchmarks
• Bob’s income statement with Variance dollars showing lost revenue
• An Understanding of Calculating lost revenues
• Increasing sales – Myth #1 explained
• Calculating Percent to Sales
• How to achieve gross sales targets
• Several scenarios to achieve gross sales targets
• Understanding Production Capacity toward Gross Sales
• Why increasing your shop labor rate isn’t the best idea
• What happens if we add a tech
• Several Examples of Hitting Gross Sales Targets
• Increasing car count and the story behind it
• Decreasing costs – Myth #2 explained
• Controlling shop expenses – Expense benchmarks
• Calculating what it costs to the shop owner to “put the key in the door”
• Bob’s income statement – calculating operating costs per hour
• Increasing gross profit margin – Why it’s the Real Choice
• A comparison of all three strategies – a cool chart
• Understanding the labor rate – it’s effect on your knowledge
• More about labor rate charges
• An introduction to the parts pricing matrix – 3 tables
• Shop productivity explained – important formulas
• Menu pricing and its advantages
• Effective labor rates and how to calculate
• Calculating Overall Production Labor Rate – Much Lower Than You May Realize

3. CHAPTER THREE – Facility Management – Pages 71-78

• More than just brick & mortar
• Paint, light, and clean
• Bragging rights – display of credentials
• POS silent salesmen
• CEL – explaining diagnostic charges
• Knowing when to purchase new equipment
• The right tools
• Equipment profit planning – a Worksheet

4. CHAPTER FOUR – Your production staff – Pages 79-89

• A review of everything we’ve learned up to now
• The NFL
• Tool boxes have wheels
• Building your team
• Technician & staffing planning
• Job descriptions & how to write
• Policy handbooks
• Writing a Mission Statement
• Finding competent help
• Management strategies – working with the team
• Technician Pay Plans – The Matrix
• Motivating technicians toward higher production
• Communicating to the Team
• Technician Training & Certification
• 3 Key Considerations toward Higher Production & Quality

5. CHAPTER FIVE – Customer handling skills – Pages 91- 96

• The Word gets around
• Know your customers’ buying habits
• The 80/20 rule
• AAA survey
• The 20% money
• The 80% time wasters
• Evaluating where your money comes from
• Converting over lesser customers

6. CHAPTER SIX – Regulatory compliance – Pages 97 – 100

• The wisdom of regulation
• Managing automotive & body shop wastes

7. CHAPTER SEVEN – Vehicle Air Conditioning Regulations

• Refrigerant Report
• EPA Finalizes CFC Recovery Rule
• A/C Technician Certification
• Recycling of Blend Refrigerants
• EPA-Certified Reclaimers

8. CHAPTER EIGHT – Resources you’ll likely need

• Federal Agency Contacts for Businesses
• State & Private Agency Contacts
• Directory of State Environmental, Health, & Safety Agencies for Georgia

9. CHAPTER NINE – Sample Business Forms

• Income Statement
• Cash Flow Statement
• Balance Sheet
• Job Description
• Mechanics Application Evaluation
• Employee ASE Record
• ASE Pay Matrix
• Employee Performance Appraisal
• Equipment Profit Planning Worksheet