Changing The Industry Podcast

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

In this episode, Lucas Underwood welcomes Laura Gay and Chad Smith of Consolidation Consultants to delve into the intricacies of selling collision shops. Laura underscores the vital importance of obtaining a proper business valuation before selling, cautioning shop owners about the sale's potential financial complexities and tax implications. Chad Smith shares his rich experience, emphasizing the need for shop owners to prepare for business consolidation well in advance and to prioritize maintaining a competent, fully-staffed team to enhance the shop's appeal to consolidators. The discussion concludes with Lucas sharing a personal anecdote highlighting the necessity of a well-thought-out exit strategy. 

00:00 Shop owner buys equipment from failing business.
06:39 Business owners must prepare and avoid neglecting management.
11:33 Owners have different ways of managing businesses.
18:20 Consolidators seek large, profitable, fully-staffed shops.
21:38 More focus on employee-centric integration is essential.
28:47 Shop owners getting unsolicited business offers.
32:21 Understand key financial implications before selling the business.
39:09 Technicians' high wages lead to disloyalty and layoffs.
48:07 Passion for technical work led to business success.
50:21 Resistance to retooling creates industry education disparity.
57:33 Initially sold to avoid work, but returned.
01:00:18 Business owners should plan for emergencies.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

In this episode, Lucas Underwood is joined by Jimmy Purdy to dive into the challenges and complexities of the automotive repair industry.

Jimmy shares valuable insights on the essential business practices that must be addressed, such as taxes and bookkeeping. Drawing from a painful personal experience, Lucas highlights the importance of calmness and rationality when facing business troubles. Both hosts stress the detrimental effects of emotional decision-making and the significance of having a solid vision for any business venture.

00:00 Promote active listening to foster genuine conversations.
06:07 "Automotive trade show sparks new ideas."
10:35 Apologize if needed, but it's expected.
17:18 Dined at Gordon Ramsay's; no yelling expected.
25:52 Need to improve the industry's image professionally.
29:32 The Auto repair industry is moving in a good direction.
32:56 American savings are at an all-time low, raising concerns.
37:26 Anxiety is defined as fear of something irrational.
44:04 Advisors learn communication and perspective without emotion.
49:48 Recognize weaknesses and strengths for business success.
56:45 Struggled with back pain, stress, and work.
59:04 Product success hinges on appealing to consumers.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

In this episode, hosts Lucas Underwood and David Roman welcome Bret Fadely to explore the complexities of lifestyle choices and the impact they have on well-being. 

Amid humor and candor, the trio dives into the challenges of maintaining sustainable eating habits, with Lucas sharing his personal struggles with impulse control and David offering advice on avoiding diet exhaustion. Furthermore, Bret brings a significant update on the association's event planning, emphasizing the active involvement of the board of directors and the positive changes leading to increased attendance. 

00:00 Calling Mike for information about a story.
06:04 Agreement to say "drains" instead of "holes."
08:06 Water park slide is unsafe for those over 250.
10:54 Myrtle Beach is dangerous; a shooting incident is described.
15:36 Reckless driving leads to avoidance of accidents.
19:23 Annoyed by improper zipper merging on roads.
20:38 Traffic studies show small delays cause big impacts.
25:27 Reckless driver in clapped out vehicle endangering others.
28:13 People continue smoking despite serious health risks.
31:55 Reject fear of aging and incontinence.
33:07 Overseas reporter diagnosed with thyroid cancer.
38:38 Man accidentally loses glass eye, shares experience.
39:27 Regretting smoking cigarette with diesel oil.
43:25 Marketing association, spreading the word, making changes.
47:02 Hesitant about plans due to busy schedule.
49:48 Ate a lot, then had a caramel apple.
55:14 Food is fuel, calories in, calories out.
55:59 Enjoy food and travel for unique dining experiences.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

Lucas Underwood and David Roman welcome the founder and CEO of AutoOps, Steven Fafel for a deep dive into the complexities of workplace motivation and compensation. 

Steven weighs in on how background shapes attitudes towards money and professional contentment, narrating the subtle dance between ethics and earnings in the auto industry. Lucas introspects a paramedic's dual life as a rock climber, symbolizing the balance between passion and livelihood, while David shares the story of Cameron Haynes to reinforce the notion of working to fuel personal pursuits. The trio engages in a lively debate on the auto shop pay structures, contrasting salary with commission-based models, and the implications on staff motivation.

00:00 Desire for faster, touchscreen tablets persists.
04:20 OE subscription provides accurate and reliable data.
07:44 Dealerships prioritize data for sales opportunities.
10:20 Expect complacency in demanding work environments.
12:42 The Commission structure should align with company values.
18:16 Incentivizing staff can improve trust in sales.
19:41 Neglecting to schedule impacts the shop's work and revenue.
22:20 Choosing fulfillment over money, pursuing meaningful activities.
27:50 Disruptive car service leads to customer compensation.
30:29 Workers unload quickly, stacking boxes efficiently.
35:00 Trump's persona and fame lead to danger.
35:43 Appreciate the chat, I always enjoy it.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

Bryan Pollock of ScannerDanner.com joins Lucas Underwood and David Roman in this episode. They tackle the consequences of taking political action while also diving into the personal toll of cancer and the somber reality of existence. Along with these heavy themes are tales of encounters in the wild, reflections on the acquired tastes of game meat, and an anecdote-driven evaluation of various "gastronomic" experiences.

00:00 Trapped in enemy territory, preparing for action.
05:04 Hunting, bear scratch, grunting, wet dog odor.
07:05 Self-defense: avoid the situation and retreat.
13:08 Deer taste like what they eat.
15:07 Friends have chickens, some as pets, others for food.
18:03 Planned meal at Holiday Inn with Mr. Johnson.
20:36 Enthusiastic about sushi and sausage with coleslaw.
24:00 Ensure empty space; get a faster two-terabyte hard drive.
28:52 Frustration with gaming and shortcuts, embarrassment.
31:26 Observation of disappointment and multiple photo zoom-ins.
35:24 Deeply empathizing with Tim Kite's cancer battle.
37:42 Filler phrases to maintain conversational flow.
41:06 A News reporter discovers cancer through an on-air message.
44:16 Concerns about colon cancer and preventive health.
47:19 Watching Shelly suffer, feeling empathy, sharing the burden.
50:16 Fitting in training, research, and networking daily.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

In this bonus episode, Lucas and David welcome guest Yaron Saghiv, Chief Marketing Partner at UVI. Yaron divulges the advancements of AI in vehicle diagnostics, detailing the precision of underbody scanning and the importance of differentiating between smart AI and catalog-based machine learning. 

David and Lucas reflect on the potential of deep learning to revolutionize the auto repair industry, speculating on its capability to standardize diagnostics and enhance the customer experience. As Yaron shares about UVI's partnership with major car manufacturers and the technology's role in improving safety and efficiency, the trio contemplates the future of vehicle inspections and maintenance.

00:00 Israeli UVI partner creates innovative car scanners.
05:15 Uvi started with under-vehicle scanning technology.
07:29 Scaling operations, improving consistency and standardization.
13:09 OES recommends tire replacement after four years.
14:20 Customers neglect spare tires, resulting in issues.
19:08 Vehicle recording, AI applications, and analysis tools were discussed.
20:58 Fascination with machine learning and automotive sensors.
25:57 Analyzed car parts to detect plastic pollution.
27:55 Impact of advanced engine technology in industry.
32:01 AI identifies recurring trends in sales data.
35:01 People have a tendency to crook but appreciate transparency.
38:48 Capture license plate, VIN number, and vehicle history.
42:10 Company's focus, achievements, and partnerships in tech.
45:10 Solution for installing equipment in various locations.
47:41 Maximize profits by utilizing the system strategically.
52:37 Consider hiring someone to save time. Marketing potential.
53:39 Upgrade to vehicle scanning for marketing purposes.
57:20 Find information online at uvi.com or email [email protected]

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

Lucas and David sit down with Maylan Newton at the TOOLS Conference 2023. In their conversation, they examine the necessity of firm yet compassionate leadership to offset negative impacts that can arise from problematic employees. They explore the misconceptions around business ownership and wealth while speaking about the importance of financial literacy within their teams.|

The episode also critiques current industry standards of professionalism and underscores the primacy of business insight over technical expertise.

00:00 Improved social sharing revealed unawareness of local events.
04:08 Lack of time to promote upcoming events.
08:51 Developing classes based on industry feedback and professionalism.
09:45 Trade show budget is $70-80,000 yearly. Uniform importance.
15:25 Shop owners often misidentify core business issues.
17:35 Understanding numbers, planning ahead, asking long-term goals.
22:09 Set clear expectations, align with spouse, and incentivize.
25:12 Helping George set realistic expectations for buying.
26:39 Encourage ownership, creativity, and financial guidance.
29:47 Choose a used Toyota and save for retirement.
35:15 Leaders prioritize profits, demanding sacrifices from employees.
37:42 Guidance for helping those stuck in negativity.
40:25 Business owners need ruthlessness, balance, and empathy.
43:15 Employees' mindset must align with owners'.
46:17 No problem with a guy and his toys.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

In this episode, recorded live at ASTE 2023, Mike Cleary and John Firm join David and Lucas to unravel the contentious topic of ASE certification, dissecting its authenticity and efficiency. 

00:00 She never communicated, leading to misunderstandings.
05:30 Regret and introspection following recent loss.
11:27 Raising the minimum wage to address low income.
17:13 Certifications don't guarantee competency in industry.
21:38 Judge Phil Gin is a fair and brilliant man.
26:18 Request to participate in test via Facebook.
34:47 ASE certification lacks consumer influence, affects technician attitude.
42:13 Parent expressing concern over mandatory school mask policy.
42:57 Disagreement over masks and school closures.
48:51 Richard King developed King Ranch from nothing.
59:13 Conferences focus on revenue, lacking member value.
01:05:04 Coaching prioritizes company culture and purpose over KPIs.
01:07:35 Challenging entities to provide discounted member training.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

Matt Koppi joins David and Lucas live at ASTE 2023. He recounts his personal battle to quit smoking and its influence on his life and business. He details the crucial steps that led to a significant revenue increase for his shop, underscoring the importance of location, skilled staffing, and nurturing a positive workplace culture.

00:00 Military mechanic transitioned to mobile fleet maintenance.
06:37 Vision, determination, and expansion in small business.
08:48 Focus shifting to efficiency for shop improvement.
11:22 Hiring skilled technicians is crucial for success.
18:54 Busy single bay repair shop services used cars.
22:53 Black Mountain, small town, picturesque, unknown.
25:35 Started BMW group, grew revenue astronomically.
28:29 Struggling with hiring, growing business, and increasing sales.
30:45 Maintain a mindset to avoid getting too busy.
34:56 Many people admire Mr. Underwood's popularity.
40:00 The Soldier's wife accidentally injured his private part.
41:21 VA decisions based on liability; no lawsuit.
44:32 Wash your hands to prevent spreading germs.
47:59 Doctor relays bladder cancer fears to patients.
51:01 Father-in-law diagnosed with small cell carcinoma. Treatable but risks due to smoking.
55:33 Air Force precision shattered by hot oil.
59:14 Surround yourself with those you aspire to.
59:53 Prefer BMW, quit vaping, avoid smokers.

Don't get to the end of this year wishing you had taken action to change your business and your life.
Click here to schedule a free discovery call for your business: https://geni.us/IFORABE

Don't miss an upcoming event with The Institute: https://geni.us/InstituteEvents2026

Shop-Ware gives you the tools to provide your shop with everything needed to become optimally profitable.
Click here to schedule a free demo: https://info.shop-ware.com/profitability

Transform your shop's marketing with the best in the automotive industry, Shop Marketing Pros!
Get a free audit of your shop's current marketing by clicking here: https://geni.us/ShopMarketingPros

Shop owners, are you ready to simplify your business operations? Meet 360 Payments, your one-stop solution for effortless payment processing.

Imagine this—no more juggling receipts, staplers, or endless paperwork. With 360 Payments, you get everything integrated into a single, sleek digital platform.

Simplify payments. Streamline operations. Check out 360payments.com today!

In this episode, Lucas Underwood and David Roman welcome Arun Coumar, the mind behind Driven Auto Co in Union City, CA. Their discussion cuts to the heart of auto industry challenges, focusing on the ethical complexities of service pricing and customer service relations.

Coumar shares his transition from finance to auto entrepreneurship, bringing to the fore the delicate dance required to navigate customer expectations and the fallout from service errors. The episode illuminates the pressures on shop owners to balance top-tier service with savvy business management and the pivotal role of transparent communication.

00:00 Started free, built confidence, pursued own business.
07:28 Decisive career shift to automotive industry consulting.
11:04 Creating intake form transformed the shop's operations.
18:03 High quality, but lacking in customer service.
26:41 Free evaluation, up to $250 if needed.
28:03 Transitioned traditional shop, led improvements, became shop coach.
35:02 Struggling with tax code, hope to save time.
42:53 Bought stake, grew business, clashed with partner.
47:35 Beware, a car will break your heart.
54:07 Cylinder heads cleaned, new gaskets, unexpected repair.
59:09 Complex repair, additional costs may arise. Trackable.
01:02:43 Apology for shortage, followed by repair process.
01:05:30 Change perception of cars and service data.
01:10:46 Disagreement with podcast, proud of opinion.