Show Summary:

This episode dives into the journey of Tonnika Haynes, the dynamic leader behind Brown’s Automotive in Chapel Hill, North Carolina. Hosted by Jimmy Lea, the conversation opens with laughter and memories, then unfolds into a powerful reflection on family legacy, leadership, and resilience. Tonnika shares how she went from being a little girl napping on a pleather couch in her father’s shop to running the service department solo after an unexpected handoff. She discusses the trials of business ownership, the lessons from her Marine father, and how she’s cultivated strength and success through grit, coaching, and personal growth. The episode is a must-listen for shop owners and aspiring leaders ready to turn life’s curveballs into victories.

Host(s):

Jimmy Lea, VP of Business Development

Guest(s):

Tonnika Haynes, Owner of Browns Automotive

Episode Highlights:

[00:03:00] - Tonnika recounts the early days of Brown’s Automotive, founded by her father after serving in the Marines.

[00:06:59] - In 2001, the business moved to a significantly larger location just two weeks before 9/11.

[00:08:01] - At age 16, Tonnika was unexpectedly left in charge of the shop, a pivotal learning experience.

[00:18:00] - In 2016, she was again thrust into leadership when her father retired, taking over the service department.

[00:23:00] - Tonnika discusses how The Institute helped her understand profitability and manage financial data with confidence.

[00:27:00] - She reflects on her greatest growth being in self-development and becoming a responsible leader for her team.

[00:35:17] - Her biggest business mistake: keeping the wrong people too long and the impact of toxic employees on culture.

[00:38:15] - Emphasizes hiring for character over skills, sharing success stories of loyal, high-integrity employees.

[00:40:45] - Tonnika shares her evolving “why” and plans to promote industry opportunities for youth and women.

[00:43:56] - If given a magic wand, she’d change the public’s perception of the industry to one of respect and professionalism.

👉 Unlock the full experience - watch the full webinar on YouTube: https://www.youtube.com/watch?v=u-TVQMePOk8

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Episode Transcript Disclaimer

Episode Transcript:

Jimmy Lea: Good morning, good afternoon, good evening, or goodnight, depending on when and where you are joining us from today. Hello my friends. It is good to see you. My name is Jimmy Lea. I am with the Institute for Automotive Business Excellence and thank you for joining today.

Jimmy Lea: We are going to have an amazing discussion today with a very good friend, someone who I met a few years ago at ASTA at an NATA conference, Tonnika Haynes. Thank you, Tonnika for being here. You are awesome and I love your hairstyle. Sister, you are looking fly. This is nice. 

Tonnika Haynes: It's like Jimmy, it's like yours.

Tonnika Haynes: We're twins. 

Jimmy Lea: Yeah. Yeah. Two inch, two inch hair and it stands right up. It gets out to about three and it just falls down. 

Tonnika Haynes: Yeah. I'm gonna cut it a little bit more so we'll be twins in Pennsylvania when I come See you at tools. 

Jimmy Lea: Hey, good. Yeah, you're gonna be at tools. That'll be fun. 

Tonnika Haynes: And oh, and I've got my jacket ready.

Jimmy Lea: You do? I got a couple ready. I'll be bringing a couple jackets 'cause jaded mechanic is supposed to be bringing my jacket back from Canada and I'll be bringing him a new jacket. 

Tonnika Haynes: Jeff had, what did he put, like one arm in your jacket? 

Jimmy Lea: Oh yeah. He looked like the big man in a small jacket. That man in a coat.

Jimmy Lea: I need footage. I need to see that. Oh, sister. Oh he was on the stage at Asta. He's like, Hey, can I wear your jacket? Sure. Of course you can. Yeah.  

Tonnika Haynes: I gotta find a picture of that. Oh my goodness. Yeah. It was last year. 

Jimmy Lea: He was the panel. He, yeah, when he is MCing. Yeah. Which he had his back to us the entire time talking to the panel.

Jimmy Lea: That's funny. 

Tonnika Haynes: Okay. Let leave him alone. 

Jimmy Lea: Leave. He did such a. I, I was very proud of him. He has come a long way in the industry, so thank you for joining Tanika. And how's Brown's Automotive? How's the family? 

Tonnika Haynes: I'm doing good. Everybody's good. You know, work and life is a rollercoaster and we are riding, but mostly up, so.

Jimmy Lea: Nice. 

Tonnika Haynes: Yeah. Nice. 

Jimmy Lea: All good stuff is right. So, in our discussion today you are the rock star of Browns Automotive. You are the rock star of Chapel Hill, North Carolina. Love Chapel Hill. Been there a couple times. Absolutely gorgeous. I wanna talk about Browns Automotive and your journey.

Jimmy Lea: And I think we need to go back to 1980 when your dad founded Browns Automotive after service in the Marines, who raw to the Marines. My daughter's in the Marines and our our own Ryan Daley is a Marine. So back to that what thank you to all those servicemen and women that are keeping us free and that are fighting for our freedoms.

Jimmy Lea: We really appreciate it. Thank you very much. What do you remember about his journey in him founding the shop? The foundation of the shop. What do you remember? 19 80, 81, 82, 83. What do you remember of dad setting up the shop? 

Tonnika Haynes: So, of course I was only three. I don't remember a whole lot. So when I look at the pictures, I remember just had, how busy was, he was always busy.

Tonnika Haynes: He worked like, I wanna say dad worked 18, 20 hour days. I remember summertime spending all the summer with dad and the dogs. We had dogs to keep me busy and falling asleep on this blue pleather couch and sweating to death 'cause it was summertime. But I do remember my dad being so busy. But I enjoyed it 'cause I would do anything to be around him still.

Tonnika Haynes: Just whatever. What are we doing? I don't know what he is doing, but I'm just gonna be standing beside dad to be with him. But a busy man is what he was. Yeah. Worked all the time. 

Jimmy Lea: So did he have employees? Was there more than him or was it him? A bucket and a wrench. And he ran the whole show. 

Tonnika Haynes: So, he did have employees, I wanna say I remember it only being maybe two or maybe three at the most in our older location in the beginning.

Tonnika Haynes: But he was hands on. He didn't just do the office that did office, and he was still the primary body man. And so he just had a couple employees. But yeah, mostly him. 

Jimmy Lea: So Brown's Automotive was a body shop? 

Tonnika Haynes: Yes. Brown's Automotive started as a body shop in 1980. Oh my. When did that? I'm the body shop world.

Tonnika Haynes: Oh, that's, yeah. A lot of people don't know that. So we started off in a body shop and we were in this very small location for a very long time, and we moved to our current location. And when we did that, my dad built two buildings. Because a lot of people don't know that insurance rates are very low still.

Tonnika Haynes: I believe the insurance rate is about 42 to $44 per hour. I don't think it's above 50 yet, but here's the kicker. 

Jimmy Lea: Wow. 

Tonnika Haynes: Yeah. So if you get in an accident front end collision, or right, three quarter front, whatever, and you have suspension work that needs to be done right, the insurance company only pays that existing labor rate.

Tonnika Haynes: So at the time, I think when we got out, it was like 38 to 40. What I could take that same work to be done at a local mechanic and they would pay them their full rate. 

Jimmy Lea: Yeah. 

Tonnika Haynes: And so you could sublet the work and they would pay it with no problem. So dad say, okay, I'm gonna play this game too. He built two buildings.

Tonnika Haynes: One was where I work now in the mechanic shop, different tax ID number, different name, and said, okay, well I will sublet the work to myself. And so that's how we got into the service side of everything. 

Jimmy Lea: Way to go pops. That is so smart. 

Tonnika Haynes: Yeah. And so that's how we ventured into the service center. 

Jimmy Lea: Oh, that is so smart. Way to go. Yeah. That is very cool. So, how old was the business when you moved to the current location? Or what year was that you guys moved? We moved 

Tonnika Haynes: in 2001. We moved two, was it 2001? We moved two weeks before nine 11. 

Jimmy Lea: Oh my word. 

Tonnika Haynes: Yes. So we moved in like a location that was probably, I'm not really good with square footage, but I wanna say about 30 times the size of our first location.

Tonnika Haynes: Yeah. 

Jimmy Lea: Like, we don't have enough furniture to fill this place up. 

Tonnika Haynes: Right? There was construction on the highway in front of our building. They were widening the street and two weeks before nine 11. So let's talk about struggles. 

Jimmy Lea: Yeah, that's a struggle bus for sure. 

Tonnika Haynes: We are still here. 

Jimmy Lea: You're still here and you're doing well and still kicking.

Tonnika Haynes: Yep. 

Jimmy Lea: That's good. That's good. So you moved into current location 2011. Was that the first summer that you were handed the reins and Pop said, have at it? Good luck, sister. 

Tonnika Haynes: So summer I turned 16, but that would've been 93. 

Jimmy Lea: Oh, you were at the old location? 

Tonnika Haynes: Yeah, we did at the old location, just in the body shop.

Tonnika Haynes: And it was the summer I turned 16 because I had my own car. I could drive back and forth to work by myself and I get to work early in the summer and dad looks at me and he says, okay, I'm going on vacation. Yeah, brother just left me there and told me to handle it. Yeah. 

Jimmy Lea: You're 16 and he's like, here's the keys.

Tonnika Haynes: That's how my father, any and everything, that's how he's gonna teach you. You wanna learn how to swim? Yeah. Wanna learn how to swim? Let's go to the middle of the lake. I'll push you in order. But did you die? Like the whole, but did you die? That was way before that movie. Yeah. Uhuh. Yeah. But that's how he taught.

Tonnika Haynes: But then people say, well, you know, you're only 16. I know as a mother now, and I know as his daughter for the last 48 years that. He was teaching me the whole time I had been taking classes from William Brown since I was three. Yeah. So in order for this man to leave his 16-year-old daughter alone for what, two or three months, he already trusted me.

Tonnika Haynes: You know what I'm saying? 

Jimmy Lea: Yeah. So he had taught you for, let's call it 13 years, right? You were in tutelage for 13 years. You had a master's degree in running the shop. Where most people they're not even close. So speaking of that dynamic you mentioned it just here in the same sentence, your father and William Brown.

Tonnika Haynes: Oh yeah. What's 

Jimmy Lea: the difference between working with dad and working with William Brown? 

Tonnika Haynes: I've never worked with my dad. My dad has me rotten. I'm spoiled. Oh yeah. Daddy, I need a dolphin. Okay. I'm on the way to get your dolphin baby. I am spoiled, but William Brown, that's a different person. William Brown is a teacher.

Tonnika Haynes: He is Mr. Miyagi. So how do you teach a 16-year-old girl to run your shop or any 16-year-old girl or boy to leave them at the shop your business, and you just leave that way? Because for the last 13 years I was straight up doing some wax on, wax off and didn't really know that I was practicing karate moves.

Tonnika Haynes: You get it? Like we had to think about the karate kid. Everybody knows that. Yeah. Coat on, coat off, wax on, wax off, paint up, paint down. And then at the end of that, when it was time to fight, it was just natural for him. And so when it was time for me to fight, it was just natural. 

Jimmy Lea: You were ninja. 

Tonnika Haynes: You were nin is the what do you call him?

Tonnika Haynes: Sensei. 

Jimmy Lea: He was your sensei. Oh, absolutely. Right. So 13 years of training, he hands you the keys, like I mean, when we say, he says, I'm going on vacation, was he gone? 

Tonnika Haynes: He was gone. No, he was, I mean, he was at home. I don't know what he did between office hours, but he was not at 1 0 2 Cobb Street. So he was gone.

Tonnika Haynes: No. 

Jimmy Lea: Huh. Wow. Wow. I mean, I know 

Tonnika Haynes: that's not true. He had to, for the people that know my father. Yeah. And the people that are watching this or that will watch it, they're laughing 'cause they know that's who he is. So yeah. That's how it was taught. So yeah, eh, go do it. What? But nothing. Go do now.

Tonnika Haynes: Love you. Bye. 

Jimmy Lea: The butts have it. Get down. Yeah. Let's count. Oh, wow. 

Tonnika Haynes: Right. 

Jimmy Lea: Do you feel like that training prepared you? Like you were ready? Or did you feel like you were still unsure? 

Tonnika Haynes: I'm pretty sure I was still unsure. 

Jimmy Lea: Yeah, 

Tonnika Haynes: but you can't live like life like that. I wasn't raised like that.

Tonnika Haynes: You didn't, that wasn't an option for you to sit back and say, well, what if what if it's gonna be fine? So you, if you're gonna fail, you're gonna fail forward. Like before all these cliches came out, this is how I was raised. So if you're unsure, you know, we'll talk about that tomorrow. But right now we've got stuff to do.

Tonnika Haynes: So I couldn't sit and have a pity. Have customers and employees and cars to fix. Yeah. So maybe at night when I went home, I might have cried in my pillow or whatever and not have come to Jesus, but from eight to five or whatever the hours were, there was no room for that. Right. And I'm not sure that's So like the people out there to watch it like that seems so cruel.

Tonnika Haynes: It's not. That's actually what a lot of people need. You know, that push that, I mean, not a gentle push, but a shove and like go and do it. 

Jimmy Lea: Yes. Yeah. Yes. Well, for sure. Right, for sure. Do you think, do you feel that because of your upbringing, you have raised your sons the same? 

Tonnika Haynes: Yes. Poor kids. And I know when people see them online, they think they are spoiled.

Tonnika Haynes: 'cause again, they have their mom and then there's Tanika. But I know, and as they get older, so they're 19 and Santana will be 21 in a couple weeks. When your kids come back and they tell you things in a light that, hey, they got it like they were listening. Or when they're comparing themselves to other kids like, mom, this dude cannot find his way out of a paper bag because it's real.

Tonnika Haynes: Like these 20-year-old kids don't know how to do anything because we huddled them a lot. I mean, I love my boys from the moon and back. I mean, I, if I could pick them up and put them in my pocket, I would, but I know they can't live in my pocket. The world is no matter, the world is ugly, it's cutthroat.

Tonnika Haynes: People are mean. Society is a mess. You're gonna find people in your life that are gonna bring you in and take care of you and love on you, but for the most part, the world doesn't give a crap about you. And that sounds so mean. And I'm pretty sure the comment section is gonna flip out, but it's not a lie.

Tonnika Haynes: And I wasn't gonna raise my kids on a lie. 

Jimmy Lea: Right, right. So yeah, 

Tonnika Haynes: suck it up buttercup. You fall down, get up and try it again. Their knees are skinneded up. There's plenty of blood on my carpet. They went outside to play and they smelled really bad when they came in. They did sports, but they didn't do sports.

Tonnika Haynes: 'cause I thought they were going to the NBA or the NFL or whatever, like Santana's a big joker. But that's not why I put them in sports. I put them in sports to be coachable. 

Jimmy Lea: I 

Tonnika Haynes: put them in sports so they would have to listen to other people. 'cause they will have to listen to other people in the world.

Tonnika Haynes: Totally. Like even you gotta think in families Now. When I got in trouble as a kid, you got in trouble with everybody because it was a village, right? You got in trouble with the neighbor, the little old lady up the street. Everybody heard about it. Everybody helped you raise like I thought coaches were very important for them.

Tonnika Haynes: Their grandfather, William Brown, was very important. So yeah, I was very strict, but with a purpose. And now I can see the difference in my kids versus from others, but we won't talk about that. 

Jimmy Lea: No well, I'll tell you a quick story about my son. 

Tonnika Haynes: We were 

Jimmy Lea: at church and somebody came up to me and he says, Hey, can my son hang out with your son?

Jimmy Lea: I was like odd requests, but yeah, sure. Why? Well, your son seems to have street smarts, like he's got common sense and. My son doesn't have so much. Right? Like, yeah. Well you're gonna have to let him out. He's gonna be able to have to go outside and stay out after dark. Yes. You okay with this? And he is like, Ooh, let check with my wife.

Jimmy Lea: Okay. There's boogeyman out 

Tonnika Haynes: there, but the boogeyman iss gonna be out there when they're adults too. So won't we teach 'em about 'em now? 

Jimmy Lea: Yeah, teach 'em. Let 'em learn. Skin, knees, skin, elbows. Yes. Yes. More please. Yeah. 

Tonnika Haynes: But now you know, the kids are like this. 

Jimmy Lea: Oh 

Tonnika Haynes: yeah. They can make eye contact and they can't have a conversation.

Jimmy Lea: Yeah. Yeah. My girls so I was a scoutmaster for 18 years. And I would take my girls out and I. Coach and train and teach them. They knew all the knots and sharpen knives and light fires. And my daughter now is Marine and she's in Hawaii, but she's been deployed and I think it has prepared her and them with confidence and ability to do stuff.

Jimmy Lea: I told my girls, I, I would take you into any Boy Scout competition before I take any of these boys. 

Tonnika Haynes: Well, but it starts early. You have to start early in 'cause you're training up teeny humans. 

Jimmy Lea: Oh yeah. Yeah. 

Tonnika Haynes: You know, but they're not gonna be q forever. You're training your next, the next husband, the next wife, an employee, a boss.

Jimmy Lea: Yes. Yes. And in fact, to your point there, Tanika, I was asked, why in the world are you a scout master? You only have girls because I had two girls. And there's, so there's three years between the two girls and then five years between the my youngest daughter and my son. Why? Why are you doing boy scouts?

Jimmy Lea: And I said, well, one of these yahoos gonna wanna marry my girl, so I'm gonna make sure these yahoos are worthy. 

Tonnika Haynes: Exactly. And people forget about that. I think we do forget about that when it comes to raising kids and we're so busy. But I mean, children are a gift. Yes. Sometimes curse, but they're a gift and God gives you these, this child and says, okay, what are you gonna do with it?

Tonnika Haynes: Yeah, you just gonna get him a bunch of toys. What are you gonna teach him? You gonna wait for the school to do it? Yeah. What is he gonna do when he has to go outside and like the boogey man is outside and he doesn't recognize the boogey man. 

Jimmy Lea: Yep. Yep. So, yep. Totally agree. I think Crystal has said it very well that you're training these children while they're young, because then when they get old, they'll remember.

Jimmy Lea: And

Tonnika Haynes: I'm at the phase of remembrance. I'm getting to hear it from my kids that they remember. 

Jimmy Lea: Yes. Isn't not, we're doing something right. Yep. We're doing something right. So now to the time in your life, 2016, you take over Brown's auto. What does that look like? What's that transition? I mean, is this like when you turn 16 and Pop says, here's the keys.

Jimmy Lea: Good luck. God bless you. Love you. 

Tonnika Haynes: Actually, it was. I haven't thought about. Yes, because listen, we're a body shop. We're just using the service department for to keep it in house. 

Jimmy Lea: Right. We didn't 

Tonnika Haynes: mark it to the outside. We didn't mark Brown's Tire and Automotive is what it was called at the time. We didn't do any of that.

Tonnika Haynes: And so when he retired and he made a decision to rent out the body shop, which I knew. And left me the service department, which I did not know. I didn't know, I didn't know anything about that. Sister was mad. Jim was mad. I was mad and sad. 

Jimmy Lea: Well, you're mad is here. He goes, throws you in the deep end again.

Tonnika Haynes: He threw me in the deep end again. As a matter of fact, I think we should call him right now and ask him what his problem is, like get him on the phone. He threw me. He, but he knows what he's doing. I look back, he knew what he was doing. He pushed me outta my comfort zone. Again, nobody asked him to do all of that, but that's what he did.

Tonnika Haynes: And I remember thinking to myself, 'cause the boys were young okay, all if I can just make this amount of money, I need this amount money to break even. And then I just have to have this amount of money to make sure I can pay the bills. And I was just in a mindset of, okay, I just need to figure out enough to get by.

Tonnika Haynes: And so I became the state inspection and oil change queen. 

Jimmy Lea: Oh goodness. 

Tonnika Haynes: I would say yes to everything because

Jimmy Lea: that's what you knew 

Tonnika Haynes: somebody said to do. And I entertained all the bottom 

Jimmy Lea: feeders 

Tonnika Haynes: and I ran myself crazy, I think. 

Jimmy Lea: Oh, yeah. 

Tonnika Haynes: Yep. 

Jimmy Lea: Oh yeah. 

Tonnika Haynes: I think my average repair order, I looked back, it was maybe a hundred dollars if it was that.

Tonnika Haynes: Since we've been talking numbers, I just went back, I was like, oh my goodness, how far have I come? But yeah, and so I didn't have confidence, not be, I did have it, I just didn't know it. So let me rephrase that. But yeah, he threw me on the deep end again and says, okay, what are you gonna do? Now 

Jimmy Lea: what? 

Tonnika Haynes: Now what?

Jimmy Lea: How do you like me now? 

Tonnika Haynes: You like me now? So, yeah. Oh, you work for your dad. It must be great. It is great. It is great. It ain't easy because he's like, because he knows who I am and he knows what I can do. And you know, at times we can doubt ourselves. And Dad wasn't having that. I remember in high school he would say, if I would get a C well I don't have no average child.

Tonnika Haynes: Ain't nothing about you. Average. So what you get that for? I'm just like, I just, I did. Okay. Okay. Is not good enough for William Brown. Neither it is from, it's not for me either. I've grown into that, but I'm more like him than I think, which is scared to say out loud, which I'm just like that man. But if he wouldn't have pushed me, then 

Jimmy Lea: what?

Jimmy Lea: Yeah. Yeah. 

Tonnika Haynes: We'll be talking to you. 

Jimmy Lea: Yeah. Oh, I'm glad he pushed you. I'm glad you survived the deep end. I'm glad that you are able to stand up to the challenges and you've trained and taught your beautiful boys the same. Principles, the same character, the same work ethic. Yes. And I'm glad that they're coming back to you saying the same thing.

Jimmy Lea: Thank you, mom. My friends really don't know what they're doing. 

Tonnika Haynes: It's hilarious. 

Jimmy Lea: Yeah. 

Tonnika Haynes: I was like, oh yeah, mom, you remember, you know what the worst, my worst, best punishment was. I'm like, why are we having these conversations? And they can remember. That's how my father was. You know, you did something once. Oh, you were not gonna do it again?

Tonnika Haynes: No. He taught lessons, not abusive. I mean, in 2025 standards, you know, somebody probably should call it Department of Social Services, but hey, it worked. Oh, it does. It does. 

Jimmy Lea: And the 

Tonnika Haynes: couple of, 

Jimmy Lea: just as the song says, the children are our future and we've gotta train 'em. Right. 

Tonnika Haynes: Because 

Jimmy Lea: we don't want a bunch of marshmallows running in the future.

Tonnika Haynes: No. 

Jimmy Lea: Yeah. 

Tonnika Haynes: Yep. 

Jimmy Lea: So question for you about joining the the Institute for Automotive Business Excellence. 

Jimmy Lea: What have you learned? What have you grown to what were, if you were to describe your experience to somebody else, what would you tell them? 

Tonnika Haynes: So, this has been good for me. My coach is good.

Tonnika Haynes: Jennifer's, she's good. She can call me on my own bull crap. 'cause I got a lot of y'all. I get in my own way and one thing that I have not, in the nine years I've been completely on my own a hundred percent. I've been afraid of the numbers. Truly understanding them. You know, in the beginning you learn about your KPIs, you learn how to set your labor rate and whatever, but one thing that I struggle with is you thinking, okay, I'm a million dollar shop, but hey, are you a profitable million dollar shop?

Tonnika Haynes: What? There's a difference. Bottom line, there's a difference. What is your bottom line? Are you recycling money or do you have money to spare? And how much of that million dollars did you profit? You know, was it 8%, 1122? What do you know and where's your money going? Like, how much did you spend on charity?

Tonnika Haynes: How many elementary school charities can you donate to What is your marketing budget? So digging into the numbers and having a resources I love it. I love it that you can just go and press, play and listen to a class. I love the reporting that I get back every day. Those daily emails that are telling you, Hey, you're on track.

Tonnika Haynes: Hey, you not on track. But watching those numbers, which people are afraid of, I'm still afraid of them. That has been like one of the biggest things for me, actually, seeing where my money's coming in, where it's going out, making adjustments so I can keep more in my pocket. Make an adjustments so we can pay your employees better and make an adjustment so that I can actually offer benefits.

Tonnika Haynes: You know, I can't say that the institute did it, but before the institute, you know, I had I didn't have health insurance, but now I have health, life, disability, vision. I can offer all of that stuff now because I know exactly where my money is and I know exactly how to spend it. 

Jimmy Lea: Well, I, there's most people that don't need lessons in how to spend it 'cause they can spend it very well.

Jimmy Lea: But it's definitely more important to know where to spend it and why To spend how to spend it. Exactly. Yeah. I love that. And you went to college for accounting? 

Tonnika Haynes: I went to college for accounting. But here's the thing. My first couple classes my i's were crossing, even now when I have to do my composite reporting, I will get a message like, hey.

Tonnika Haynes: Put your numbers in. I'm like, oh my God, because you know, your, I start across and there's like a million numbers on there and no, so I didn't graduate as an accountant. I just know I decided to change courses. Business administration is what I did in management and marketing. So numbers are scary to me.

Tonnika Haynes: I'm no I'm no accountant. 

Jimmy Lea: No. 

Tonnika Haynes: I could fight people that develop QuickBooks. Right. We wanna fight people to develop. I do, but it has to be done. 

Jimmy Lea: Yeah. 

Tonnika Haynes: It has to be done. If I'm going to succeed and I'm gonna bring in a million or two or eight, you can't just be bringing it in and not budgeting and not bouncing your checkbook.

Jimmy Lea: Right. 

Tonnika Haynes: Crazy now, wouldn't it? 

Jimmy Lea: Yeah. No I'm glad you're paying attention to the numbers. I'm glad you're able to know. The million dollar successful shop is the one that is able to have more money in the bank every year. 

Tonnika Haynes: Right. 

Jimmy Lea: It's how much you keep, it's 

Tonnika Haynes: how much you keep. 

Jimmy Lea: Is there, what are some of the biggest successes or breakthroughs that you've had since stepping into an ownership or leadership position?

Tonnika Haynes: Oh, that's a good question. Biggest success. It sounds arrogant, but I would have to say my self development.

Tonnika Haynes: Don't know how to elaborate on that without crying. So I'm not doing this with you right now, Jimmy, LOL. But continuing to learn to be myself, continuing to grow, continue to allow myself to be challenged by different things. I'm responsible for currently eight households. 

Tonnika Haynes: So we talk about leadership, we talk about running the business, but I'm literally responsible for feeding eight families 

Jimmy Lea: and the roof and the utilities, and the right shoes on the babies and the diapers.

Tonnika Haynes: So I don't get to crawl in the hole and cry and die. I have to step up, you know, I have to move forward. I have to keep learning. And so just con the learning part of it. And I feel like, and I know people, oh, you're already doing it. Leadership, that's a good word. Like everybody leadership.

Tonnika Haynes: That is a scary word. 

Jimmy Lea: Yeah. 

Tonnika Haynes: You know, leading I. My family of employees. 

Jimmy Lea: Yeah. 

Tonnika Haynes: Being I'm saying a lot. I'm sorry 'cause it really tickles my heart, but people are actually looking up to me in the industry, so that's weird. You know, the direct messages, they're asking real business questions.

Tonnika Haynes: I'm like, whatcha asking me for, I dunno, either. I'm in the same boat as you guys, but yeah, just growing in my, in myself. 

Jimmy Lea: For me. How do you feel like your leadership has changed over, I mean, shoot, since you've been doing this in 96? 

Tonnika Haynes: It's still a work in process. 

Jimmy Lea: Yeah. 

Tonnika Haynes: Because William Brown was the leader forever, and then for, I had an employee mindset.

Jimmy Lea: Right. 

Tonnika Haynes: So changing your mindset from an employee to the boss or the leader, the business owner, making all those executive decisions, that's a lot of growth there. 

Jimmy Lea: It is. So how can we prepare, or what advice would you give to an aspiring shop owner who is stepping out of the shoes of employee into the shoes of business ownership?

Jimmy Lea: How do they. Work on that mindset to be the boss. 

Tonnika Haynes: I would change what is entering into your ears? For me, it started with a lot of podcasts, a lot of motivational speakers, a lot of books, a lot of audio books. Reading Fundamental. I would tell somebody to find a business owner that you admire. And get in their ear and ask for help because you know, I've never been a mechanic.

Tonnika Haynes: I can't turn wrenches, right? But here's what I can do. I can cook, a sister can cook. I can cook, man, I can make a me macaroni and cheese. But just because you can do that doesn't necessarily mean you can go open a restaurant. Right. So I think sometimes in the forms and the Facebook groups, you know, people are asking questions like, how much do I charge?

Tonnika Haynes: People don't know how to set their labor rate to be profitable and to pay the bills. I will tell that person take business classes 'cause it's more than just fixing the car. 

Jimmy Lea: Right, right. Well, and with those nails, you are definitely not turning a wrench, sister. No, by the way, gorgeous. You have gorgeous nails.

Jimmy Lea: Love, love your nails. So what are you reading right now 

Tonnika Haynes: again? I am reading profit First again. 

Jimmy Lea: Nice. I'm going through 

Tonnika Haynes: that. You know, we, my favorite thing to read is nothing to do with Business. 

Jimmy Lea: Okay. 

Tonnika Haynes: It's The Alchemist. 

Jimmy Lea: Oh, I need to read that. I've heard that before. 

Tonnika Haynes: So I actually don't read it every time I listen to it on the audiobook, probably twice a year.

Jimmy Lea: Oh wow. You really like this book. 

Tonnika Haynes: I the story is amazing. The story can apply to anybody. It's about finding your personal goal. He is going after these goals. It's hard to explain, but I love it. The audio audible version because it's a story being taught to you so you don't have to really focus on the book.

Tonnika Haynes: 'cause you can get lost in the pages, but once you listen to it over and over again, it sticks with you. And I started listening to it in the car. When we take trips, long trips with the kids, like, we're gonna be in here forever. We're gonna listen to books. So that is the book that I listen to all the time.

Jimmy Lea: Nice. It's like the the book, the Richest Man in Babylon. It's a story. The 

Tonnika Haynes: Richest Man in Baby. It's a story just like that. 

Jimmy Lea: Yeah. Yeah. And a big shout out there to Parker's comment about go to your local Chamber of Commerce. Take all the business classes and courses that you can possibly take, consume it, absorb it, sponge it.

Tonnika Haynes: Yep. And a lot of this stuff is out here for free, right. I mean, there are some things that the Institute offers for free. You've got a couple free. Classes in there there's free stuff available. You have to start somewhere. And the key word is starting, 

Jimmy Lea: like yes, 

Tonnika Haynes: I know it sounds cliche, but a lot of people just do not know what they don't know or they think they know everything.

Tonnika Haynes: If you know everything, then you might as well just be dead. You should always be learning. Always. Nobody knows everything. 'cause even, like, who is it? I'm not a sports person, but basketball. You think about basketball, you got five guys on the court, NBA. They're good. They're the cream and a crop, right? Best of the best.

Tonnika Haynes: And on the side, on the sideline, who's the coach? What does the coach look like? Does he look like them? Not necessarily. He can't do that anymore. He can't run up and down that court. He'd die. I mean, he's an overweight, older guy, but he's got the experience, right? 

Jimmy Lea: Yes. 

Tonnika Haynes: And when the clock is at what? So the clock is at.

Tonnika Haynes: 10 seconds. Right? Game's about be over. It's Todd. You've got these million dollar players looking for this guy on the sideline. What? Help me out, coach. Yep. Yeah. Great Stu. Even NBA players have coaches, so everybody should help a coach. And I know if, oh, coaches are stupid, that man took my money. Every coaching company is not gonna fit every person a personality.

Tonnika Haynes: But to not get one and to not need one, to not need one, to think you need one. That would be like one of the biggest. Mistakes that a person can make. 

Jimmy Lea: Yeah. 

Tonnika Haynes: In my opinion, 

Jimmy Lea: yeah. Coaching companies have value. 

Jimmy Lea: Check it out. Go in there, be part of it. Dig in deep. If it's not your jam, if it's not your song, don't go it.

Jimmy Lea: Go find the next one. Go find the one that connects with you. 

Tonnika Haynes: Right? 

Jimmy Lea: Yeah. I mean, all these professional athletes that not only do they have one coach. They might have 3, 4, 5, 6, 7 coaches. I think of Michael Phelps as a swimmer. I was a swimmer in high school and he had like seven coaches, one for each stroke, one for his flip turns, one for his dive, one for his streamline.

Jimmy Lea: Yeah. You gotta have multiple coaches looking out for you. 

Tonnika Haynes: Right, because you can't let your arrogance cost you money. 

Jimmy Lea: Oh, amen. Yep. Absolutely. Absolutely. Oh, okay. Oh, man. We could just keep going down this road of path learning setbacks. Oh, yes. We learn more from failures than we do successes.

Jimmy Lea: Yes. Tanika, what is one of your greatest, strongest, most impactful failure that taught you the most? 

Tonnika Haynes: Keeping people too long. 

Jimmy Lea: Oh, 

Tonnika Haynes: employees. Yes. What do they say? You have to be quick to fire. Fire higher, slow to higher, quick to fire. I had never practiced that. I've kept people in places too long. And that's been it for me, and I'm still working on it.

Tonnika Haynes: I'm a work in process in progress, so. Keeping people too long keeping the wrong person in that position. People are not always who they are in front of you. In the last 60 days, I fired two service advisors hired and fired. Two, you gotta go. I would get up. Gotta go. 

Jimmy Lea: Wow.

Tonnika Haynes: But it took a long time for me to get there because, you know, I need them.

Tonnika Haynes: I need them. You do not. And the quicker you fire them, the quicker you'll be forced to hire the next person. 

Jimmy Lea: Well. It's almost like you're attracting the right person. Like you, you've gotta get rid of this bad apple. 

Tonnika Haynes: Because 

Jimmy Lea: The right person will not be attracted to your shop or to your business, right.

Jimmy Lea: With this cancer or this bad apple in your community, in your culture. 

Tonnika Haynes: Yeah. I've had technician that we had to fire, and when I fired him, it was like the sun came out in the back of the shop. I mean, like everybody's attitude changed and I'm sitting there like, y'all didn't like him. Why You didn't say something?

Tonnika Haynes: We did. You were not listening. You thought you had to have them. It's like, oh, okay. So that was me. You put that on me I'll take that. But it will mess up. You know? I say one bad apple. It's true. It's true. All those cliches are true. So yeah, I've had some hiring problems. 

Jimmy Lea: Yeah. 

Tonnika Haynes: But we found solutions now.

Tonnika Haynes: Like the team I have now, very proud of them, 

Jimmy Lea: so. Okay. So, and thank you and I'm glad you're proud of your team. Do you hire, there's a question for, we've got a webinar coming up that's going to deep dive into this with Promotive and Mike Gross of Glen's Auto Outta California. Into, are you hiring for skill or character?

Tonnika Haynes: I'm focusing on hiring for character. The people that I've hired for character in the past are still with me. Resumes lie. 

Jimmy Lea: Yeah, people 

Tonnika Haynes: lie. Trying to dig into someone's character and figure out who they really are. I'm struggling with that 'cause I try to love and like everybody Yeah. Most of the time.

Tonnika Haynes: But the people that I've hired in the past for character, and I'm not gonna say his name, I'm gonna say his name, everybody's name. I remember the first young man I hired. He literally said, I'm not a mechanic. I know how to change parts. He's been with me nine years. I remember him saying that nine years ago.

Tonnika Haynes: Wow. He's got integrity written all over him. 

Jimmy Lea: Yeah. Yeah. 

Tonnika Haynes: My newest service advisor, she is 20, 22 now, but she was 20 when she started with me, but I knew she was the one after hours of having a conversation, you know? I can teach skills, she can get training, I can, Albert can get training. You have to want it, you know, everything else can be taught, but an attitude, integrity, you're born with that stuff and I'm not gonna try to coach that out of you.

Jimmy Lea: Yeah. I like what, yeah. I've already 

Tonnika Haynes: raised two kids. Yeah. We're not doing that. 

Jimmy Lea: Yep. Yep. We raised two. We're good. I like what Stu said here, that you hire for attitude, not aptitude.

Tonnika Haynes: That's true 

Jimmy Lea: because it's, and 

Tonnika Haynes: that's hard to hear because you want to put somebody in that position, say, Hey, you already know how to do it.

Tonnika Haynes: I don't have to spend time and money. Yay. Now I can leave and go to the 

Jimmy Lea: beach. Yeah. 

Tonnika Haynes: But no matter how much money they're bringing in, so they've got a $1,200 a RO, the customers hate 'em. 

Jimmy Lea: Yeah. 

Tonnika Haynes: So they sold that one job, they'll never be back. Yeah. So they can, you know, do this job in 50% of book time.

Tonnika Haynes: Everybody else in the shop hates 'em. Yeah. And you're slowing down everybody else because there's so much venom back there. Yep. That's tough. Tough. It's a crazy struggle. But that is, that's it for me. That's my struggle. 

Jimmy Lea: Yeah, it is. It is. Alright, so let's talk about today. What makes you the most proud about Brown's Automotive today?

Tonnika Haynes: Well, that I can sit here in my health. A webinar and know that the people that are there running the show are doing a great job.

Tonnika Haynes: That my community stands up for me. That when people walk in the doors and I see them, and I don't, not at the front desk all the time, that I can still remember their names, that we can catch up that we're not too big for our britches yet. That our customers are really celebrating our growth, so it feels good.

Jimmy Lea: I love that. That's very cool. Very cool. What is the future of Brown's Automotive? What does that look like for Tanika? 

Tonnika Haynes: So that is something that everybody should ask themselves, and that's another one, you know, was that Simon said, you know, your why. So my why has changed big. So like the kids are gone.

Tonnika Haynes: My why was always about Santana and Jordan. It still is, you know, but it's not my focus 'cause they're adults now. So now that's been the question for the last year or so. What next? And for me I know I say I'm not gonna do it, but I think after I, when I turn 50, I'll probably be a multi shop owner. I might have another location, so that may be in the stars.

Tonnika Haynes: We won't talk about it. But I want to continue to use my voice in whatever platform that I can build to encourage the youth to come into the industry. I think they get a bad rep. Also, and I want more women naturally to speak out, speak up, come into the industry like you. Imagine a young lady's that's been wrenching with her dad or her pop for the last couple years, and she's really not interested in being in the back of the shop.

Tonnika Haynes: There's a spot for her in the front of the shop, you know? Yeah. So there's so many opportunities in the industry for our youth, and I wanna highlight that. So I think my future is about not teaching and coaching, 'cause that's not me. I don't think that's me at all. But promoting the industry 

Jimmy Lea: good. And growth.

Tonnika Haynes: And growth. 

Jimmy Lea: I hear growth. I hear growth in, in promoting and communicating. And promoting the automotive aftermarket to the next generation, right? Both male and female. This is a great opportunity there. There is a space here. 

Tonnika Haynes: For 

Jimmy Lea: everybody, for whatever your interest might be, whether it's tech and wrenching service, advising, selling management.

Tonnika Haynes: Yeah. 

Jimmy Lea: Marketing. Oh yeah. Marketing, communication, social media websites. Yeah. There's so much that can be done in this industry. I. We just need more people to know about it. 

Tonnika Haynes: Right? So I wanna be a part of that. 

Jimmy Lea: I agree. Well, we will make sure and help in any way we can to make sure that you're part of that.

Jimmy Lea: All right magic wand question now, before we ask the magic wand question, if there's any questions, comments, concerns that people have that are part of our audience, type in your questions now so we can ask Tanika. What your questions are, put them in the comments so that we can ask and get some feedback from Tonnika as she has just done such a phenomenal job with Brown's Automotive.

Jimmy Lea: I'm sure your pops is just so proud of you and what you've accomplished. 

Tonnika Haynes: He says he is. I think he is. 

Jimmy Lea: I think he is. I hope so. Okay. Well, we're not gonna cry. 

Tonnika Haynes: No, we're. 

Jimmy Lea: No, we're not doing that. Not today. Magic wand question goes into if you had a magic wand, Tanika, and maybe it's a magic wrench for the automotive industry, if you had a magic wand and you were to wave this wand, what would you change about the automotive aftermarket?

Tonnika Haynes: I would change how the public perceives us. I would change I wouldn't allow YouTube mechanics. 

Jimmy Lea: I wouldn't 

Tonnika Haynes: allow people to just be able to go into AutoZone or wherever and buy parts and try to fix it. I mean, some things, yeah. But I wish we had more respect from the public and sometimes I believe that some of that problem comes from us.

Tonnika Haynes: The industry itself. But I wish I could wave a magic wand and get some respect on. For automotive professionals, you know, because we're fixing one of the, you know, maybe the second most expensive thing people are gonna buy. 

Jimmy Lea: Yeah. 

Tonnika Haynes: And drive their families around in it. Okay. Yeah. It could potentially kill you or someone else.

Tonnika Haynes: Yet they want us to be the cheapest, the same conversations that customers have. With the last minute stuff. All the things that we all know that run us crazy are not had with the HVAC company. They're not had the plumber, the electrician you call HVAC and you, it is hot. It's 95 degrees outside and 110 in your house, and they tell you we'll be out to see you next Tuesday.

Tonnika Haynes: You know what you say? Oh man. Okay. We're gonna charge you to come out there and sometimes they will charge you a prepayment to show up and you know what we say? Okay. But we do not get the same respect. So if I had that, Juan, Jimmy, and I would have some like rhinestones on it, it'll be very glittery, Juan.

Tonnika Haynes: Okay. Of course it 

Jimmy Lea: would. 

Tonnika Haynes: Yes, that is, yeah. I would just make that happen for us. 

Jimmy Lea: You, your wand. And my wand will be twins for sure. Yeah. 

Tonnika Haynes: You wand. We'll make 

Jimmy Lea: that happen. Oh, I love that. The wave of the wand is for respect and perspective. 

Tonnika Haynes: Exactly. 

Jimmy Lea: I love it. I love it. All right. I got a couple of rapid fire questions I wanna throw at you.

Jimmy Lea: This is a one word answer only. Let's end with a couple of quick hits. What is your leadership style? 

Tonnika Haynes: Wealthy. 

Jimmy Lea: What is your favorite car? 

Tonnika Haynes: Mercedes. 

Jimmy Lea: Which Mercedes?

Tonnika Haynes: Right now I'm looking for S 63 or G Wagon. Ooh. I have just a E 43 and a 400. 

Jimmy Lea: Nice. Well then that G wagon, that'll put some tax benefits for you too, by the way. 

Tonnika Haynes: Yeah, I've been working on that for a while, but I gotta take it easy 'cause I know what my numbers are and. 

Jimmy Lea: Yeah. Yeah. Shop culture in one word.

Tonnika Haynes: Silly fun. Had I say two? 

Jimmy Lea: That's okay. Biggest strength. 

Tonnika Haynes: Ooh, pass. 

Jimmy Lea: One thing. You never leave home without. 

Tonnika Haynes: Red lipstick. 

Jimmy Lea: It might not 

Tonnika Haynes: be your own, but it's in my pocketbook because I gotta be ready at all times. 

Jimmy Lea: Ready at all times. Biggest motivator. 

Tonnika Haynes: My kids. 

Jimmy Lea: Oh, amen. Secret. 

Tonnika Haynes: All kids. All kids. But definitely my kids.

Jimmy Lea: All kids. Yeah. Yep. Coffee or tea? 

Tonnika Haynes: Tea. Unsweetened. 

Jimmy Lea: Unsweetened. 

Tonnika Haynes: Don't judge me. Judge your mama. Don't judge me. 

Jimmy Lea: Yes ma'am. Late night or early riser? 

Tonnika Haynes: Early riser.

Tonnika Haynes: Like what? 

Jimmy Lea: You got a bad sister? Oh my gosh. Alright, last question. Legacy in one word,

Tonnika Haynes: it's gotta be two words. 

Jimmy Lea: Go for it. Two words. 

Tonnika Haynes: Hang.

Jimmy Lea: We said we weren't gonna do this. Gonna 

Tonnika Haynes: do this. Santana and Jordan, my babies. 

Jimmy Lea: Amen. Sister. It's family. It's family. Thank 

Tonnika Haynes: you Megan. 

Jimmy Lea: Thank you Megan. Yeah. Yeah. Family. It, at the end of the day, it is all about family. Thank you. Thank you for what you're doing in the industry. Thank you for your communication, your inspiration, your influence.

Jimmy Lea: Keep it going, sister. Keep it going. 

Tonnika Haynes: All right, Jimmy, I will. You too. 'cause you're doing a lot and we all appreciate you. 

Jimmy Lea: Thank you. Thank you very much. Appreciate the shout out. 'cause I'm a backup singer, but I'm a pretty good backup singer. 

Tonnika Haynes: You singing in the background? 

Jimmy Lea: Yeah. So, and for the last couple of minutes here we throw out a commercial for the institute to say, Hey, you know what, we're all in this together.

Jimmy Lea: It's a crazy storm. Not all ships are created equal. If we lock arms and we do this storm together we can survive together, we can make it together, we can thrive together, we can make sure that no one's left behind because this crazy aftermarkets all about building a better business, resulting in a better life for you as a shop owner, and the net result is a better industry for all.

Jimmy Lea: So come join us at the Institute. We'd love to meet with you to talk about your business. No judgment, we'll talk about your numbers. No judgment. Where are you today? Let's do an analysis. Let's look at your numbers and see what can you do to improve. Or are you hitting on all eight cylinders and you're doing a great job?

Jimmy Lea: We'd love to sit down and talk to you. So as we conclude, there will be a QR code up for about 30 seconds. To which you can scan that QR code and set up an appointment with me or my team, and we can sit down and look at you and look at your shop and look at your numbers. My name is Jimmy Lee. I'm with the Institute.

Jimmy Lea: Tanika. Thank you so much for joining me today. This has been so much fun. I look forward to seeing you next week. Bring your blank. 

Tonnika Haynes: Oh, I'm ready for it. Jim, you don't want none of this. 

Jimmy Lea: I know you're, I'm like nervous. I'm like I need a different jacket. 

Tonnika Haynes: I'm so sorry. Keep in the comments inside joke.

Tonnika Haynes: Yeah. You should join a fun, get a bling jacket. 

Jimmy Lea: Gotta bring a jacket. Bring a good jacket. Bring your jacket. Love you all. Thank you very much. See you again soon.