"Too many shop owners are caught up in the day-to-day issues of running their business," Bullard said.  "They spend too much time doing things themselves that they should be delegating.  We think our business is fixing cars, but really it is all about managing people.  The sooner this industry realizes that, the more successful they'll be."

Bullard has 27 years in the aftermarket automotive repair industry and has owned and managed several successful automotive repair businesses, he said. 

Bullard's seminar, "Management by Results" or "Learn How to Get Employees to do What You Want Without the Drama," is a discussion focusing on four main areas of shop operations -- management methods and strategies; finding and selecting good people; the functions of leadership, and how to measure and leverage expected results.

Bullard said that his management experience within the repair industry gives him a keen insight into what works and what is destined to fail. 

"I help fix shops," he said.  "I consult with them on how to succeed in areas where they're not making it.  Many shops know what they're doing tomorrow, but don't have a clear picture of what's happening next year or the year after.  To succeed, they need a long-range plan and definite goals.  How many repair shops do you think have a business plan, for instance?  The answer is too few."

Bullard is an expert in tracking and understanding key business numbers that affect shops and using them to diagnose and improve business.  He is also an expert in designing and implementing systems and processes for the aftermarket automotive repair industry.

 "If a shop hopes to be successful, first they must devise an overall strategy and then develop systems for everything they do," Bullard said.  "And then they have to make sure that each one of their employees understands and embraces these systems.   Once your staff understands what you're trying to do, the more freedom they'll have to find ways to do their jobs effectively and increase productivity."

The end result is a staff that's highly motivated and more focused, Bullard said. 

"When people know their jobs and have freedom to do them, they work harder," he said.  "They see their effect on productivity and it gives them a sense of accomplishment.  And because their pay is productivity-based, they see how the entire operation is rewarded.  When an employee leaves your shop at night, he should either be satisfied because he knows he put in a good day's work or aware that he has to work harder tomorrow to meet the goals you've established."

Bullard is an ASE certified Master Technician and has a B.S. Degree in automotive engineering and technical Sales from Weber State University.  For the past five years, Bullard has managed Larry's Auto in Mountain View, Calif., and also works for the Automotive Training Institute as the head of training and coaching for the western region where he presents seminars and training classes on management and sales.