Downshift With Tonnika

Consistency is key - heard that! But, consistency is HARD. That's why I gave up on trying and let the experts handle it. Detect Auto. Let them clean up your estimating process and raise your ARO - like they did for me! CLICK HERE TO BOOK A DEMO

Anybody can run a shop. Building one that lasts? That's a whole different story. If you're ready to build smarter systems and a better experience for your team and customers, check out Tekmetric HERE

In this episode, Tonnika welcomes Michael Smith of The Institute for Automotive Business Excellence to talk about what it really takes to build a high-performing, people-first shop. Michael explains why genuine motivation can't be created by bonuses or external pressure—real motivation has to come from within. Tonnika brings up what she's learned about the differences between micromanagement and true leadership, opening up about the importance of self-awareness and the hard work of personal growth.

Timestamps:
00:00 – Why Real Motivation Comes from Within
02:20 – What’s Your Shop Actually Worth? Legacy, Acquisitions & Selling
05:08 – Why Shop Owners HATE Talking About the Big Picture
07:37 – Leadership vs. Management: The Truth Nobody Told You
10:06 – Facing Your Shadows: How Self-Awareness Changes Everything
13:00 – Not Just Cars: Building a People-First Shop
16:11 – Reverse Engineering Legacy: Starting with the End in Mind
18:55 – Planning Your Future vs. Living Day to Day
22:11 – The Secret Sauce of High-Performance Teams
23:44 – Motivation, Bonuses & What Really Drives Great Work
25:48 – The Power of Recognition vs. More Money
29:12 – Breaking Through Old Industry Mindsets
34:03 – Developing People First for Real Business Results
37:18 – Little Things You Can Do Now (That Change Everything)
42:00 – Resilience, Grit & The End of Imposter Syndrome
46:43 – The Science of Growth: Transcendence & Asking Bigger Questions
49:23 – Growth Means Getting Uncomfortable (And Why You Should Try)
55:10 – How to Break Your Own Ceilings & Why It’s So Worth It
59:48 – Recap: The Real Meaning of Leadership in Your Shop

Consistency is key - heard that! But, consistency is HARD. That's why I gave up on trying and let the experts handle it. Detect Auto. Let them clean up your estimating process and raise your ARO - like they did for me! CLICK HERE TO BOOK A DEMO

Anybody can run a shop. Building one that lasts? That's a whole different story. If you're ready to build smarter systems and a better experience for your team and customers, check out Tekmetric HERE

In this episode, Coralee Zueff joins Tonnika Haynes and Ash Kaplan to share her journey in the automotive industry, reflecting on how her passion for racing and cars led her from technician to acclaimed author and trainer. Their conversation highlights the importance of building genuine customer relationships at the service counter, with Tonnika and Ash emphasizing how personal connection and communication drive trust and success far beyond KPIs.

Find more about Coralee's book here

00:00 – Why it’s RARE for everything to run perfectly in the shop
01:00 – North Carolina cold vs. Canadian “lost snow”
03:02 – Meet Coralee: 24 years in the automotive game
04:13 – From car enthusiast teen to Red Seal technician
07:03 – Writing the next resource for women in the trades
08:22 – Why stories matter for the next generation of women
10:07 – The power of mentorship and finding your “Automotive Auntie”
12:21 – Advice for your younger self: embrace the winding road
14:00 – Passion for hands-on work and leadership lessons from water parks
16:00 – The reality and value of remote estimating
17:36 – Building powerhouse teams: train from scratch or hire experience?
19:27 – How service advisors from all backgrounds are raising the bar
21:32 – Training tips: one successful thing at a time
23:09 – Canadian in Texas: adventures at the Texas Two Step
28:36 – Finding community as a woman in a male-dominated industry
33:22 – No makeup, no judgment: the power of women’s retreats
35:36 – Autocross, drifting, and motorcycles—track life confessions
39:41 – Shop race cars and the benefits of getting employees out racing
40:13 – All-girls high school racing teams and changing the pipeline
41:43 – Will AI take our jobs? Not if people still need people
44:11 – How spending just 15 more minutes with each customer pays off
46:33 – Frontline service tips: name recognition and building trust
49:01 – Why the best advisors might be bartenders
51:21 – Setting expectations: the art of handling upset customers
54:03 – Downshift: Slow down for more meaningful growth
55:10 – Coralee on learning to say NO – and loving it
58:03 – Take an extra day, enjoy the journey
59:09 – Where to find Coralee’s books and training

Today, we welcome the man who started it all....William Brown, my daddio. It took some convincing to get him to open up, but I just HAD to let you meet him! Together with Ash Kaplan, we talk about how my dad didn't just build a shop, but and a legacy. He shares hard-earned wisdom from decades in the business, including how sacrifice and a refusal to quit paved the way for long-term success.

Timestamps:
00:00 Pricing for Profitability: Why YOUR benchmarks matter
01:22 The Brown Effect: William Browns shop owner origin story
05:10 From $3,000 Loans to $1.8 Million Shops—The Long Game
07:35 Childhood Lessons Learned in the Shop
09:02 “Excuses ain’t nothing but a made up lie”—Quitting in the Dip
12:17 Making Hard Financial Choices (Do you need the Escalade?)
16:28 When Is It OK to Treat Yourself? Dad’s Rules on Wealth
18:57 Six Months in the Bank: Protecting Team and Family
20:53 Work-Life “Balance”—What it Really Takes
24:00 If Your Labor Rate Isn’t THEIR Business—Why Benchmarks are Personal
28:38 “Pass the Baton”: Building Teams, Letting Go, and Growth
37:40 Leadership vs. Boss: Why Pouring Into Your People Matters
42:50 Firing, Hiring, and Being Held Hostage in Your Own Business
47:10 When You Outgrow Your Shop (and Why that’s a Win!)
56:25 Would You Do It Again? 

In this episode, Becky Witt joins Tonnika and Ash to say that having happy workers is the foundation for customer satisfaction. Becky also shares how a shift to annual maintenance and eliminating waiters doubled her average repair order, and drives home the importance of transparent pricing—encouraging shop owners not to discount out of emotion.

Timestamps:
00:00 Why “The customer is always right” is poppycock
01:06 Meet Becky Witt: Childhood car obsession to shop owner
05:25 From gas stations to Honda and back again
07:32 Climbing the dealership ladder & national recognition
09:47 Outgrowing stalls: The low-overhead secret
13:19 Specializing in Honda: Lessons from the product cheapening department
15:42 Luxury vs. lunch-bucket customers: Discovering your ideal clientele
17:21 Changing shop management for good: Consulting stories
20:00 What motivates techs (and how to find your own unicorn)
22:07 Why most shop owners have it backwards about business
25:11 Learning to get out of your own way as a leader
27:13 The $47,000 mistake: Wasted time every morning
30:06 Why you must always be open to new coaching and training
32:00 Becky’s donut stories—Making lessons unforgettable
34:16 Why she refuses to charge for her wisdom (and why that matters!)
38:31 Teaching the whole shop: How real change sticks
41:03 Real talk: Pricing from your own pocket hurts everyone
43:02 Clients, customers, and people with broken cars—who you REALLY want
46:00 Why shop loyalty starts with saying NO to the wrong jobs
48:28 How Becky pioneered wait-oil changes (and why she stopped!)
51:00 The annual maintenance model that doubled profits
54:01 Ditching rides for loaner cars—cutting costs, leveling up service
56:05 The #1 thing every new shop owner must do
58:20 Why your team’s happiness is everything
01:00:13 Why Becky won’t ever do “waiters” again
01:03:02 Life after live training: Becky's biker adventures
01:06:01 Advice for living your best (motorcycle-filled) life

In this episode, Tonnika Haynes is joined by Lola Schmidt and Kim Walker for a candid conversation about navigating business ownership, brand authenticity, and the importance of community engagement. Kim shares her journey from education to entrepreneurship, underscoring the value of finding your footing and staying true to your strengths. Lola offers practical branding advice, encouraging listeners to keep things simple and consistent while remaining authentic. Both guests agree that for struggling shops, the most effective—and often free—marketing begins with networking and showing up in your local community.

Timestamps: 
00:00 "Kim's Spider Story"

03:44 "Gym Encounter Shocks and Spreads"

07:06 "Ready for Montana Cold"

13:28 Women's Role in Business Support

14:44 "Know Yourself, Your Partner, Boundaries"

18:15 "Timing and Communication Challenges"

24:03 "Queen of Genuine Kindness"

26:44 "Discovering Identity and Natural Gifts"

30:50 "Learning Boundaries and Saying No"

32:06 "Expo Overwhelm and Recognition"

35:05 "Fostering Connection Among Women"

39:41 "Downshift to Gain Power"

43:57 "Lessons on Million-Dollar Success"

44:43 "Tracking Numbers Painfully Essential"

49:10 "Brian Always Figures It Out"

54:58 "Marketing Tips for Struggling Shops"

57:32 "Challenging Assumptions About Representation"

59:28 "Kids, Pajamas, and Montana Plans"

In this episode, Tonnika has on Rick White, president of 180 Biz. Rick explains why the best shop owners know when to slow down and reassess, not just push harder, and shares lessons on business leadership and the importance of being coachable. Tonnika opens up about her own journey letting go of micromanagement and learning to value her team.

Timestamps:
00:00 – Why discounts hurt more than you think (the “Disney World” account)
02:04 – The real story behind “downshifting” and slowing down to speed up
03:19 – Shop owner myths: Free time and business ownership realities
06:20 – Social media vs. reality: What new shop owners miss
08:01 – Coaching, DiSC personalities, and being (un)coachable
10:07 – Rick’s intake process: When do you “fire” a coaching client?
12:25 – Absentee ownership myth & staying connected to the shop
17:06 – Growing leaders and letting go—real talk for micromanagers
19:18 – “Embrace the suck”: Why bad weeks make you better
22:00 – The Disney World savings hack: Stop robbing your kids!
23:52 – The high cost of devaluing yourself
26:55 – Making the numbers work: From $100 ARO to $850+
29:12 – Responding to “You’re too expensive”—the mindset shift
36:09 – Profit, not just sales: The truth about hitting $1 million
42:00 – Working with family: Guardrails with kids in the shop
47:09 – Learning to ask for (and receive) help
49:13 – Rick’s Just One Thing: Value yourself, be a lifelong learner, and make an impact

In this episode, Tonnika Haynes welcomes Ash Kaplan to talk about the realities of shop ownership and building a business with authenticity. Tonnika Haynes shares her journey taking over her family’s automotive shop, highlighting the challenges of stepping into leadership and learning to trust her team. Ash details her path from tinkering as a kid to founding Golden Hour Garage, emphasizing the importance of meaningful connections, empowering shop owners to reclaim their time, and why authenticity is her #1 core value.

Timestamps:
00:00 Authority, legacy, and what it really means to be in control
00:28 Welcome & the power of “downshifting” in business
01:22 Meet Tonnika & Ash: Shop owner & efficiency expert introductions
02:19 Family, motherhood, and how your “why” changes with time
04:20 “Working on, not in the business”—the struggle to delegate
06:01 How an industry call led to a friendship—and better business
07:16 Generational divides & why standing out matters in shop life
11:14 Why Tonnika thought she needed “the old white guy up front” & learning to lead as herself
13:04 The moment walking into an industry event changed everything
17:33 The story behind “Downshift”—slowing down to level up
18:25 Relationships first: Building trust and brand beyond company names
21:06 Investing in people: How remote services help reclaim time & sanity
24:33 The health scare that became a wake-up call for better business balance
27:33 Letting go, trusting the team, and why delegation pays twice
29:13 The magic of remote estimating: More customer time, more profit
30:58 Selling with empathy, not assumptions—the secret to loyal customers
33:40 How serving people first changes everything
44:06 Ash’s journey from duct tape diva to shop problem-solver
53:00 The grit it takes: Advice for women entering the industry
01:04:42 Tonnika turns a struggling shop into a legacy of growth
01:16:34 Why shop culture means everything—and how to actually build it
01:22:04 Owning your story, embracing authenticity, and letting your “why” shine

In this episode, Tonnika Haynes and Ash Kaplan welcome Jeff Compton from The Jaded Mechanic Podcast. Jeff Compton shares his frustration with old, ineffective shop practices and highlights the need for better advisor training. Ash Kaplan emphasizes the importance of mutual respect and technical understanding between the front and back of the shop, arguing that process—and not just technology—drives real improvement. Together, they discuss the impact of emotional discounting, why shops must prioritize ongoing training for both advisors and techs, and how communication gaps are still holding the industry back.

Timestamps:
00:00 – Why calling the customer just once is lazy and outdated
[00:20] – Welcome to Downshift! The power of slowing down to speed up
[01:13] – Role reversal: Jeff Compton in the hot seat
[02:48] – Why only 5–10% are driving innovation in the industry
[03:15] – Reaching the “other 90%” and shaking things up
[04:10] – Stuck vs. Choosing: Are shops really “stuck” in old ways?
[06:25] – Emotional discounting and the problem with low estimates
[07:21] – The owner is often the problem—leadership and accountability
[08:07] – When mistakes happen: Liability, tech pressure, and distractions
[10:36] – Fixing communication: Front vs. Back of the shop
[12:11] – Why technical training matters for service advisors
[13:10] – The “family at the front counter” dilemma
[17:00] – Coaching, training, and addressing resistance to change
[18:12] – Why every shop needs advisor training—NOW
[20:06] – Stories of change: When bringing in the spouse works
[22:06] – The value of slowing car count to improve process
[23:24] – Podcasts as an affordable coach
[26:56] – The DVI process: Not a fix-all, but part of the system
[33:31] – Is all this new tech actually closing the communication gap?
[34:29] – You can’t fix your shop by only changing one thing
[35:05] – Stop sending only techs to training—your advisors need it too
[38:10] – How removing the emotional element boosts sales
[40:16] – Flat rate PTSD: Surviving and thriving as a tech
[43:17] – Focus on problem-solving, not hours produced
[45:38] – The problem with skip-diagnosis & how to get paid what you’re worth
[50:39] – Case study: Solving a Hemi truck issue the process-focused way
[53:46] – Why process, documentation, and repeatable systems protect you
[55:21] – Still calling the customer only once? It’s lazy—here’s why
[56:37] – The weight of being a voice for young techs
[58:47] – Technology is evolving—your training should too
[59:33] – How women in the industry make process work
[1:02:05] – Why free diagnostic devalues the work (and how to build value)
[1:06:02] – What gives Jeff Compton hope for the auto industry

It's our first ever episode!!!! Wow - never did I ever think I'd have a podcast. WHAT??!!! Yet, here we are. I'm ready for this journey and excited for you to join me. Today, for such a cool moment as episode one, who better to help kick it off than Diesel Jesus...Zeb Beard. He shares how he took bad advice and turned it into motivation, saying he's always been a dreamer and than now he's living that dream. My friend Ash Kaplan also joined us to talk about the value of continuous learning, whether through technical training or podcasts, and why having a supportive team—both in the shop and at home—matters. Thanks for listening! 

Timestamps: 
00:00 – Turning Bad Advice into Good Advice: Zeb’s approach to coaching
01:21 – Freak Show Cabernet & Favorite Wines
02:07 – MetaShades and the Power of Tech in the Shop
04:01 – Age, Gray Hair, and Embracing Milestones
08:00 – Big Dreams at Age 10: Zeb’s Early Ambitions
09:20 – Hustle Matters: From Junkyard Work to Road Grader
13:00 – Coaching Companies, Internet Reputation, and Giving Back
17:27 – Working with Susie: Family Hustle & Shop Processes
19:18 – Teamwork & Shared Goals: World Domination Mindset
20:55 – The Keys Vacation: Turning Goals into Motivation
26:09 – Upgrading the Shop: Lessons in Expansion
29:01 – Chasing the Chicken Plant—Political Realities
35:08 – Landing the Dream Shop: Monticello Success Story
36:45 – Visualization: Zeb’s Formula for Achievement
40:30 – Advice for Shop Owners Ready to Quit
43:23 – Building a Village: Friends, Faith, & Support
49:02 – Training: Whose Responsibility Is It?
51:15 – Hunger for Knowledge: Always Be Learning
55:10 – Mega Location vs. Multiple Shops
56:00 – Shop Organization: Lean Teams, Big Results
01:00:04 – Zeb’s Proudest Achievement: Family & Legacy

Downshift with Tonnika - new episodes each Thursday!