Advertise on podcast: Repair Shop Reckoning

Your technicians are finding the work. Your service advisors aren't quoting it. Your shop is slow, and you're wondering where the hell all the money is going. You're sitting on opportunities every single day, and you're lighting them on fire! In this episode of Repair Shop Reckoning, Kevin Brown and Jason Tracey tackle the mindset surrounding Digital Vehicle Inspections (DVIs) and why so many shops are missing the real opportunity right in front of them. A DVI isn't just another checklist or some b******t task your technicians don't want to do. It's an opportunity to find legitimate repairs, educate your customers, build trust, protect your shop, and create future business. But what happens when your technicians don't believe in the process, your service advisors aren't presenting the work, and declined repairs are getting deleted to make close rates look better? In this episode, we're getting into: -Why DVIs are an opportunity to make more money while providing better customer service. -How service advisors are leaving thousands of dollars on the table by failing to quote the work technicians identify. -Why a 90% close rate might be complete b******t when you're only quoting a fraction of the repairs. -How deleting declined work destroys future sales opportunities and creates liability for your shop. -Why proper technician documentation and communication can prevent costly problems before they happen. -How to turn today's DVIs into tomorrow's scheduled work instead of sitting around hoping the phone rings. Kevin also shares why he refused $4,500 in approved repairs rather than send a customer down the road with a major unresolved problem. Because taking care of your customer isn't about selling everything you can. It's about doing what's right and having the confidence to stand behind it. Here's the reality. You can't sell what you don't offer. And you can't build a successful shop when your own people are throwing away the opportunities you're paying to create. Stop looking at DVIs as extra work. Start looking at them as an opportunity to serve your customers, grow your business, and take CONTROL. We're not here to sugarcoat the problems in this industry. We're here to call out the b******t, challenge the excuses, and help shop owners go from Chaos to CONTROL. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

You want to charge premium prices, but your repair order looks like it was written on a napkin. Two lines, no pictures, no explanation, and a $3,000 price tag. Then you wonder why the customer thinks you're ripping them off. In this episode of Repair Shop Reckoning, Kevin Brown and Jason Tracey get into why so many shops are devaluing themselves before they ever get a chance to sell the repair. Kevin breaks down how his shops are using AI, pictures, and detailed repair orders to build value, sell diagnostics, and eliminate confusion. We're also getting into the dirty lobbies, terrible first impressions, and service advisors who can't explain what the hell the customer is paying for. You'll hear: -Why a confused customer doesn't buy. -How better repair orders are helping shops sell hundreds of dollars in diagnostics. -Why your customer experience might be killing your sales before you even present the estimate.  -How one repair order saved Kevin's shop from an expensive comeback dispute. -Why documentation, accountability, and processes are the difference between running your shop and letting your shop run you. And here's the kicker. Those same repair orders that help you sell the work can save your ass when a customer comes back months later claiming you screwed something up. Stop blaming customers for not seeing your value. Stop giving money away because you can't prove what happened. And stop expecting your employees to follow processes you've never put in place. It's time to stop making excuses and start fixing what's broken. From Chaos to Control! Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Every decision costs you something. But the decisions you refuse to make might be costing you everything. Running an auto repair shop isn't just about fixing vehicles, managing employees, or keeping customers happy. It's about making decisions. And sometimes the hardest part isn't knowing what needs to be done. It's having the guts to deal with what happens afterward. In this episode of Repair Shop Reckoning, Kevin Brown and Jason Tracey get into the reality of leadership, accountability, and the decisions that can make or break a business. Kevin shares real stories from decades of business ownership, including firing a customer worth $250,000 a year after he tried to steal his employees, navigating a business partnership that went sideways, and making a $50,000 equipment investment just as COVID was shutting businesses down. That last decision ultimately helped keep Motor City afloat. Jason brings in real coaching experiences, including a business owner who repeatedly fired and rehired the same toxic employee, only to discover that avoiding the difficult decision made the situation worse. In this episode, we get into: -Why refusing to make a decision is still making a decision. -The real reason owners keep toxic employees and difficult customers. -When to act immediately and when to play the long game. -How fear, ego, and personal relationships destroy accountability. -Why the loudest technician in your shop isn't necessarily your most productive. -The difference between making a bad decision and refusing to adapt. -Why systems, processes, and knowing your numbers give you the confidence to lead. -What happens when you stop letting your business run you. Some decisions cost money. Some cost relationships. Others require you to work harder, take responsibility, and get uncomfortable. But keeping the wrong employee, tolerating the wrong customer, or refusing to confront a problem comes with a price too. The question isn't whether that decision is going to cost you something. It's how much you're willing to lose by continuing to avoid it. This is Repair Shop Reckoning. Real conversations. Real systems. Real solutions. Ready to take control of your shop? Learn more about Repair Shop Reckoning Consulting and our one on one coaching programs for shop owners, leaders, and front counter teams at repairshopreckoning.com. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Your customer says you're too expensive. The shop down the street is cheaper. The parts store will scan their car for free. And suddenly, your service advisor is standing at the front counter trying to justify a $2,400 repair. Sound familiar? In this episode of Repair Shop Reckoning, Kevin Brown and Jason Tracey revisit a conversation recorded a few months ago that has become even more relevant through their work coaching repair shops across the country. Here's the problem: Too many shops are trying to sell parts and labor instead of communicating the real value of doing business with them. Your customers aren't just paying for a wheel bearing, a diagnostic test, or the time it takes to complete a repair. They're paying for trained technicians, accurate diagnostics, quality parts, warranties, accountability, safety, and the peace of mind that comes from knowing somebody has their back. But there's another side to this conversation. You can't confidently sell premium service if your shop isn't actually delivering it. Kevin and Jason break down what it takes to communicate your value without apologizing for your prices, why free code scans aren't the same as professional diagnostics, and how the entire customer experience, from the first phone call to the final quality inspection, influences what customers are willing to pay. And there's one lesson every shop owner needs to hear: Don't let your customer be your quality control. Since originally recording this conversation, these exact challenges have continued to surface in our one on one CONTROL Front Counter Coaching, where we work directly with service advisors on phone calls, in person customer conversations, communication, confidence, and taking control of the customer experience. Because selling value isn't about memorizing a script or talking someone into spending money. It's about understanding what makes your shop different, building the systems to deliver on those promises, and having the confidence to stand behind what you sell. If you're a shop owner or service advisor struggling with price objections, selling diagnostics, or explaining why your shop is worth more, this episode is for you. Stop defending your prices. Start delivering and communicating your value. Repair Shop Reckoning. Real conversations. Real systems. Real solutions. From Chaos to Control. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Integrity Is Expensive: The Price of Doing What's Right Everybody loves talking about integrity. They'll put it on their website, hang it on the wall, and tell customers it's what their business stands for. But what happens when integrity costs you $4,000? What happens when doing the right thing means losing a customer, confronting an employee, or walking away from money? In Part 2 of our conversation, Kevin Brown and Jason Tracey get into the real price of leadership, accountability, and doing what's right in the automotive repair industry. Kevin shares real stories from the shop, including an expensive technician mistake, two suppliers who handled warranty problems very differently, a dangerously unsafe party bus, and the business decisions he made when COVID created uncertainty. We also get into why shop owners avoid difficult conversations, how weak leadership creates chaos, and the difference between genuine confidence and an ego that needs constant validation. Because leadership isn't about having your name on the building. It's about what you do when something goes wrong. And integrity? It doesn't mean much until it costs you something. Repair Shop Reckoning. From Chaos to Control. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

America isn't short on males. It's short on men willing to take responsibility. In this 1st of 2 episodes of Repair Shop Reckoning, Kevin Brown and Jason Tracey get into what leadership actually looks like when you're the one responsible for the shop, the employees, the decisions and the consequences. This isn't about acting tough, screaming louder or being the biggest a*****e in the room. It's about standards. Structure. Telling people the truth. Keeping your word after the excitement wears off. Admitting when you're wrong. Making the decision nobody wants to make. And having the courage to be disliked when doing the right thing requires it. Kevin also gets personal about one of his own leadership failures, why loyalty caused him to hold onto someone longer than he should have, and the brutal decision that eventually forced him to look in the mirror and lead. Because when there's a recurring problem inside your shop, sometimes the first place the owner needs to look is the mirror. By the end of this conversation, we arrive at the question that sets up Part 2: What happens when doing the right thing actually costs you something? Because integrity is expensive. Repair Shop Reckoning. From Chaos to Control. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Most shops are watching labor rates, car count, gross profit, and technician productivity.  Meanwhile, there could be thousands of dollars sitting on a shelf, underneath a toolbox, waiting on a parts driver, or buried in a credit nobody followed up on. This week on Repair Shop Reckoning, Kevin and Jason dig into one of the least talked about profit leaks in the repair industry: cores, returns, wrong parts, and warranties.Kevin breaks down the system his shop uses to track every core and return from the moment the part comes through the door until the credit hits the books, including the process that helped them recover a missing $900 credit. They also get into the real cost of warranty work, why a replacement part doesn't make your shop whole, how wrong parts create chaos throughout the entire shop, and why major engine and transmission jobs can turn into financial hand grenades when you don't know the warranty requirements upfront. Kevin also breaks down a $5,000 job that would have actually lost the shop roughly $800 at the insurance company's pricing and explains why knowing your numbers matters before somebody else decides what your work is worth. The message is simple:Treat cores like cash, not junk.Because two missed $75 cores a week is $7,800 a year walking out the door. And when the same leaks exist across cores, returns, warranties, wrong parts, lost technician time, and missed credits, those “little” holes can quietly sink the ship. If your process is based on “I think they picked it up,” “I'm pretty sure we got the credit,” or “we'll deal with it later,” you don't have control.You have an assumption. From chaos to control. This is Repair Shop Reckoning. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Everybody wants better employees. Better technicians. Better service advisors. Better attitudes. More accountability. But what if the problem isn't your people? What if it's your leadership? This week on Repair Shop Reckoning, Kevin Brown and Jason Tracey dig into one of the biggest problems hiding inside repair shops: great technicians become shop owners, but nobody ever teaches them how to lead people. Kevin shares what more than 30 years of leadership mistakes taught him, while Jason breaks down how the same employee can completely change under a different leader. From knowing what actually motivates your people, to setting clear standards, inspecting what you expect, having difficult conversations, recognizing great work, and knowing when it's finally time to let someone go, this conversation gets into what leadership actually looks like inside a shop. They also share real stories about employees who were written off before becoming top performers, young people learning to lead, firing high dollar customers to protect your standards, and why your team's attitude can change the moment the owner walks through the door. Because leadership isn't a title. It's not sitting in the office telling everybody what they're doing wrong. It's creating clarity, setting the standard, developing your people, making the hard decisions, and leading from the front.If you're constantly asking why your employees won't step up, this episode might make you ask a different question: What are they seeing from the person they're supposed to follow? Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

The cars have changed. The technology has changed. The repair procedures have changed. So why are so many shops still operating like it’s 1995? This week, Kevin sits down with John Voulgarakis of Lightning Auto Service for a conversation that starts with ADAS calibration and quickly exposes a much bigger problem across the collision industry. John says he still encounters body shops that believe ADAS calibrations are a scam, even when OEM procedures require them. But when cameras, radar and other safety systems are controlling how a vehicle sees the road, “we’ve always done it this way” isn’t good enough anymore. They dig into the battle with insurance companies, OEM position statements, aftermarket parts, DRPs, paint and material profitability, documentation, technician education and why shops need to understand the business behind the repair instead of simply fighting for more hours. John also shares how his company was put through insurance SIU investigations after its invoices came in higher than others in the market. The difference? His team was documenting and performing procedures other shops weren’t capturing, and the investigations found nothing improper. Then the conversation turns toward Tesla and what legacy manufacturers and repair shops can learn from a company that has simplified everything from purchasing and parts to software, calibration and the customer experience. But the biggest lesson isn't about ADAS, insurance companies or EVs. It's about adaptation. The shops that learn the technology, follow the procedures, document their work, know their numbers and invest in their people are positioning themselves for the next 20 years. The ones refusing to change? As Kevin puts it: Grow or die. This is Repair Shop Reckoning. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Owning a repair shop can look pretty damn good from the outside. The cars are moving. The team is working. The bills are getting paid. Maybe there is even money sitting in the bank. So why does it still feel like everything could fall apart tomorrow? This week on Repair Shop Reckoning, Kevin and Jason dig into the stress that comes with owning a business and the pressure nobody really sees. Payroll. Vendors. Insurance. Employees. Customers. Loans. Slow weeks. Bad reviews. Staffing problems. Rising costs. Personal guarantees. And the constant fear that if you let up for even a minute, something is going to go wrong. Kevin gets very real about how easy it is to convince yourself the business is in trouble even when the numbers say otherwise, how high performers can become their own worst critics, and why the fear of failure can keep an owner trapped in survival mode long after the business has become healthy. But this episode is not just about stress. It is about what you can actually do about it. Kevin and Jason break down the power of the 24 hour rule, Kevin’s “stop loss” mindset, setting boundaries with employees and customers, learning to stop bringing the shop home with you, using systems and documentation to remove uncertainty, and teaching your people enough about the numbers that every problem does not have to land on your desk. They also get into one of the hardest lessons for any owner to learn: You can build a business that no longer needs you every minute and still struggle to give yourself permission to step away. Because sometimes the shop is not what is destroying your peace. Sometimes it is the pressure you keep putting on yourself. And sometimes the people around you are feeling that pressure too. If you are constantly worried, constantly checking, constantly chasing, constantly second guessing, and constantly preparing for a disaster that has not happened, this episode is for you. You may not be failing. You may already be winning. You might just need to stop long enough to see it. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Who actually controls whether your collision shop makes money? You own the building. You pay the technicians. You buy the equipment. You warranty the repair. You deal with the customer when something goes wrong. You carry the liability. But someone else is telling you what parts to use, what they'll pay for those parts, how much markup they'll allow, how many labor hours the job should take, what labor rate they'll recognize, and what work they're simply not going to pay for. In this episode of Repair Shop Reckoning, Kevin and Jason go down the rabbit hole starting with CAPA certified aftermarket parts and quickly uncover a much bigger problem: shops are carrying the responsibility and the risk while surrendering more and more control over the economics of the repair. Kevin breaks down failed aftermarket parts, hidden labor costs, parts invoices, shrinking labor times, estimating systems, ADAS and sublet battles, unpaid administrative time, free estimates, paint and material margins, and why some collision shops that appear profitable may actually be losing money. And this isn't just about blaming insurance companies. Because the insurance company knows its numbers. Do you know yours? If you don't know what a repair actually costs your shop before you accept it, somebody else can hand you an estimate that looks like revenue while you're slowly working yourself out of business. It's time to stop asking, “What will the insurance company pay?” Start asking, “What does it actually cost us to perform this repair correctly and profitably?” Because you can't take back control of your shop until you understand exactly where you're giving it away. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

What if the kids who never fit the system were exactly the ones built to fix it? This week on Repair Shop Reckoning, Kevin Brown gets more personal than usual. After using AI to explore patterns and tendencies he has noticed in himself his entire life, the conversation starts with school, Ritalin, being labeled hyperactive, struggling with social cues, feeling like an outsider, intense routines, direct communication, pattern recognition, and the feeling that his brain has always worked differently. But the conversation quickly becomes much bigger than Kevin. Because when Kevin and Jason start looking around the trades, they see a familiar pattern. The kids who were bored in class. The kids who acted out. The kids whose desks ended up in the hallway. The kids who struggled to sit still, follow the expected path, or fit the mold. A lot of those kids grew up to become mechanics, electricians, welders, HVAC technicians, fabricators, builders, entrepreneurs, and problem solvers. And now the world desperately needs them. Kevin and Jason dig into why the same traits that can create problems in one environment can become strengths in another, how traditional education often failed hands-on learners, why removing vocational programs had consequences, and why the explosion of AI, data centers, infrastructure, and technology may make skilled trades more valuable than ever. They also talk about using AI as a tool for self-reflection, understanding contracts, identifying patterns, learning faster, and giving people new ways to access information that may not have worked for them before. This episode is not about diagnosing anybody. It is about looking back at the people who were told they were too loud, too distracted, too blunt, too different, or headed nowhere and asking a different question: What if they were never broken? What if they were just built for something the system did not know how to measure? Because the future still needs people who can build it, wire it, repair it, cool it, diagnose it, and figure out what to do when the instructions stop working. And a lot of those people? They were the kids in the hall. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

You can be busy. You can have trucks lined up outside. You can be selling work every single day. And you can still go broke. This week on Repair Shop Reckoning, Kevin is joined by his wife, Marilyn Brown, and daughter, Jordan Valle-Perez, for a very different kind of episode. They go back to a time when the business was fighting to survive, the line of credit was nearly tapped out, customers owed tens of thousands of dollars, and Kevin and Jordan suddenly found themselves trying to figure out QuickBooks, payroll, sales tax, accounts receivable, and cash flow with almost no idea what they were doing. They learned the back end of the business the hard way. Kevin, Marilyn, and Jordan unpack how they slowly built the systems that brought the numbers under control, why getting paid is completely different from making a sale, how bad bookkeeping can hide what's really happening inside your shop, and why an owner can never completely hand responsibility for the numbers to somebody else. Because nobody is going to watch your money like you watch your money. That experience eventually became the financial backbone behind the businesses Kevin operates today. And after seeing the same problems over and over again inside the shops Repair Shop Reckoning works with, the Brown family is taking the next step. In this episode, they officially introduce Metrics Accounting Services, with Marilyn and Jordan bringing their experience, systems, and repair shop knowledge to owners who need help cleaning up the back end of their businesses. This isn't accounting theory from a textbook. It's what they built when payroll had to be made, bills had to be paid, customers weren't paying, and failure wasn't an option. You worked too damn hard to make the money. You better know where it's going! Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

This week on Repair Shop Reckoning, Kevin and Jason dig into a problem happening in shops everywhere: technicians are being blamed for not producing enough hours, but nobody is stopping to ask whether those hours were ever sold in the first place. If you expect a technician to produce 40, 50, or 60 hours, what is your service advisor actually putting on the board? Kevin breaks down what he's uncovering while digging through real shop numbers, including artificially high close rates, deleted declined work, underpriced labor, poor technician documentation, weak service advisor communication, and owners who think they need another technician when they haven't filled the capacity they already have. But this isn't about blaming the front counter either. A service advisor can't sell what the technician doesn't communicate. A technician can't produce what the advisor doesn't sell. And neither one can consistently succeed when leadership hasn't built the systems, training, pricing, and accountability to connect the entire operation. Kevin and Jason also get into why actual labor time needs to be measured, the difference between a legitimate decline and simply deleting work, why customers buy value instead of confusing technical explanations, and how bad data can make a broken shop look healthy. The message is simple: Stop blaming people until you diagnose the system.Before you tell your technicians they need to work faster, look at the numbers. Look at the hours being proposed. Look at the hours being sold. Look at what's actually reaching the shop floor.Because your technicians can't produce hours you never sold. This is Repair Shop Reckoning: From Chaos to Control. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.

Customers do not buy brake pads, transmissions, tires, or diagnostics. They buy confidence that their family will be safe, their truck will get them back to work, their trip will stay on schedule, and the problem will finally be handled. In Part Two of this Repair Shop Reckoning conversation, Kevin Brown and Jason Tracey break down what effective service advisor training should actually accomplish. This is not about turning advisors into aggressive salespeople. It is about teaching them how to listen, understand what matters to the customer, explain the repair clearly, build trust, and confidently lead the next step. Kevin and Jason also explain why some advisors lose the sale after the customer has already agreed, how automatic discounting destroys value, and why customers often focus on price only when the shop has failed to create confidence. In this episode, you’ll learn: • How to sell the outcome the customer actually wants instead of overwhelming them with parts, technical language, and repair details • Why listening, honest prioritization, and clear education create more trust than pressure, fear, or discounting ever will • How to recognize when the customer is ready to move forward, stop overselling, remove logistical obstacles, and make the repair easy to buy This episode also covers how to handle questions you cannot immediately answer, why promised callbacks must actually happen, how to explain risk without manufacturing fear, and why a friendly advisor can still cost the shop money when they have never been trained to control the conversation. The repair is the work. Peace of mind is the product. Become a supporter of this podcast: https://www.spreaker.com/podcast/repair-shop-reckoning--6688688/support.