Running an auto repair shop is about more than just fixing cars—it’s about fine-tuning operations to increase profits and improve efficiency. But how can you achieve that? In a recent webinar, Cecil Bullard, CEO of the Institute for Automotive Excellence, and Jimmy Lee, VP of Business Development, shared essential strategies for optimizing your shop’s operations and boosting your bottom line. Let’s dive into a few key takeaways from the discussion!
Understanding your effective labor rate
Many shop owners think they understand their labor rate, but Cecil stressed that the effective labor rate is often misunderstood. “Your posted labor rate is one thing, but your effective labor rate reflects what you’re actually charging after considering factors like discounts, lost time, and inefficiencies,” he explained.
For example, if a technician clocks in for eight hours but only bills for seven, you’re losing revenue. Optimizing your labor rate involves ensuring technicians are productive for the full time they’re on the clock. Small adjustments here can lead to big improvements in profitability.
Labor is perishable - Use it or lose it
One of the standout moments in the webinar was when Cecil compared labor to a perishable good. “If I have three technicians working eight hours a day, that’s 24 hours of labor I need to sell today. If I don’t, it’s gone forever,” he says. Unlike parts, which can sit on a shelf and be sold later, labor is time-sensitive. You can’t get back those hours.
Boosting productivity with better processes
A shop’s efficiency is directly tied to its profitability, and Cecil emphasized that strong processes are key. Shops without well-structured workflows for diagnoses, assigning work, and selling repairs struggle to meet financial goals. Streamline your processes will help you ensure more billable hours and fewer inefficiencies.
“Your shop is like an engine designed to generate torque and horsepower,” Cecil explained. The more efficient your processes, the more profit your shop can produce.
Mastering technician productivity
Keeping technicians productive, even during slow times, is a common challenge. Cecil provided some valuable tips on scheduling and dispatching:
- Bring in cars early: Aim to have as many vehicles in the shop by 9 AM.
- Dispatch multiple jobs: Ensure each tech has more than one job on their plate to minimize downtime.
- Adjust throughout the day: Be ready to reassign tasks based on sold repairs or parts availability.
This approach keeps technicians busy and maximizes their productivity throughout the day.
Charging appropriately for diagnostics
Diagnostic services are more crucial than ever in today’s world of complex vehicles. Yet, many shops undervalue these services. Cecil urges shop owners to charge appropriately for diagnostics, recommending tiered diagnostic rates based on the complexity of the job.
- Level 1 diagnostics: For simpler issues, you might charge for an hour and a half at your highest labor rate.
- Level 2 or 3: For more complex problems, adjust the rate and time accordingly.
Communicating with customers about the value and complexity of diagnostics helps justify these rates and keeps your shop’s bottom line healthy.
Cecil emphasized the importance of having “canned jobs” for different types of diagnostics, like brake and electrical tests. This not only helps speed up the process but also boosts productivity. The quicker you can diagnose a vehicle, the sooner you can get it back on the road.
The concept of “Brown Bananas”
Being proactive in your pricing strategy ensures you’re prepared for these challenges and can maintain profitability.
Being proactive in your pricing strategy ensures you’re prepared for these challenges and can maintain profitability.
Closing thoughts
This webinar offered auto repair shop owners valuable insights into improving operations and boosting profitability. Whether it’s optimizing your effective labor rate, adjusting pricing based on job complexity, or streamlining processes, these strategies can help you rev up your shop’s performance.
Ready to dive deeper? Watch the full webinar to discover more actionable tips from Cecil Bullard and the team at the Institute for Automotive Excellence. Your business is like an engine—make sure it’s running smoothly to generate the horsepower and profits you need.
