Dutch Silverstein - Straight Talk to Technicians - Matt Fanslow - Diagnosing the Aftermarket A to Z - a podcast by Carm Capriotto, AAP

Matt Fanslow and shop owner Dutch Silverstein speaks to techs about Jobs, Wages, and Opportunity
You need a record of your achievementsTechnicians need to show up on time for work, 15 minutes early
Have very few comebacksYou are reliable.
Know their production numbersIf they go shopping for a job, be able to substantiate to their new employer their productivity numbers
Ask prospective employer and see proof of production hour opportunitiesSignificant other: dinner with and a shop tour
A technician should have his attendance ready to show the prospective new employerThe intangibles are you're going to be increasing shop performance, increasing shop.  Standing in the community. And so far as reputation, the tangibles are basically the hours that you're going to turn, that you're going to prove that's going to result in more money if you're not willing to address both of those things.
The tangibles are basically the hours that you're going to turn, that you're going to prove that's going to result in more money if you're not willing to address both of those things.   
Often can knock back 60, 65 hours a week. That's great. That's wonderful. Be willing to show pay stubs to prove that.
Trust is earnedOwners should do reconnaissance to find top techs
If you had to get your car fixed where would you take it or have it servicedDo you know if a shop is focusing on:
Transactional vs Relationship businessAdvocacy vs salesmanship
Volume-based vs one that isn’tCar count or average repair order
You should ask what the gross margin is on labor in the shop along with the posted ratesNot hard to figure back if you can fit into the shop’s wage scale
You should ask about the marketplace they pull customers fromThe research should already be done to discover the average income level. That will help prospect understand the labor rate    
Ask to see work orders to see what type of work they are doing and the hours per ROHow many hours are your techs turning per day? The owner should have average RO
Is the shop busy?How is the shop equipped?
Do they do training?Is there high turnover?
How long have your techs been there?When leaving your current shop to go to work for Shop ‘B’ and your current employer will match your offer, don’t get righteous indignation until you understand the facts (reasons) behind the offer.
Understand what the owner is going through and talk as civil peopleToday technicians have leverage
Know where you are based on common numbers. What is your value?Dutch believes there needs to be a concerted campaign
This is not your dad's Oldsmobile. You’ve got to be smart to repair today’s vehicles
Being a technician is not a consolation prizeThere have to be practical tests
Standard set and need to be metSide work should stop to make room for better pay
Unfortunately auto repair is a commodityCan you afford ADAS equipment
Can you afford to hire rock star techniciansStop the march to the bottom
Techs can earn what they want to earn if they know how to ask for it, to receive the value. Techs have to know thenumbers so they have a better understanding of their place in the shop and the market

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