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How To Measure Your Buying-Part 2

Ours industry does not have what the customer is looking for over half the time.  That is why buying is the most important job in our industry.   By improving our buying and measureing what we buy we can  predict future sales and therefore budget sales for upcoming months.

We simply cannot sell more inventory than we have.  However, since many recyclers don't measure what they buy they don't realize they sell everything they buy.  This is often the reason sales fall off and we think it just a bad week or a bad month.

Seven of the most important issues in our industy are covered in these videos.  This information is so important that we broke it down into three videos.  This is part 2 of 3 videos. Two more important measurements are covered in this video.

$189.00
(Ex Sales: $189.00)
Should I Do Late Model Vehicles

 Late model vehicles seem to have a exaulted status in the auto recycling industry.  This video explores the issues of dealing with both the vehicles and the customers who buy this product.  The video also covers the how this product affects inventory turnover and warhousing costs.

$129.00
(Ex Sales: $129.00)
How To Measure Your Buying-Part 3

Ours industry does not have what the customer is looking for over half the time.  That is why buying is the most important job in our industry.   By improving our buying and measureing what we buy we can  predict future sales and therefore budget sales for upcoming months.

We simply cannot sell more inventory than we have.  However, since many recyclers don't measure what they buy they don't realize they sell everything they buy.  This is often the reason sales fall off and we think it just a bad week or a bad month.

Seven of the most important issues in our industy are covered in these videos.  This information is so important that we broke it down into three videos.  This is part 3 of 3 videos. This way you can view them as you are ready for the next measurement and what each means.

$129.00
(Ex Sales: $129.00)
The Pond and Lake Story

 The amount of saleable inventory is one of the most important and misunderstood issues in our industry.   As a result we often believe we have lots of inventory to sell, when in reality sales may be down because we are starving for saleable parts.  I agree that we have a lot of parts, but that is different from the SALEABLE parts.  Salesable parts meet the demand of the customer who is calling TODAY.

This video explains in simple terms how inventory flows like water thru out business.  Once we can visualize the concept presented it will be easy to understand if you are buying enough to support current demand and sales goals.

$79.00
(Ex Sales: $79.00)
How to Increase Sales by Controlling the Phone Conversation

  Selling parts can be as easy as asking the right questions. This video discusses how to control the phone call and close more sales. Your sales staff needs to see this video to learn just how easy it is to sell parts. The way you handle phone calls may never be the same after you see how easy it is to sell recycled parts.

$349.00
(Ex Sales: $349.00)
Pay For Performance - Delivery Drivers

 Have you noticed that the drivers always get back to the shop about the same time every day, not matter how many stops they have.  That's because they have no incentive to get back and every incentive NOT TO.  If they get back before quitting time you give them more work or send them home early.  Most recyclers get from 25-35 stops a day using incentive pay.  Learn how to set up a pay-per-stop system in your business no matter whether the driver has to drive a 100 miles to the first stop or they are local deliveries.  Don’t hire another driver when the ones you have can handle all of your deliveries.

$299.00
(Ex Sales: $299.00)
Pay For Performance - Parts Pullers and Shippers

 You won’t believe the number of parts that can be pulled and shipped when the people have an incentive to do more instead of less work.  Get ready, because they will run out of work the first day and all those special projects that you could never get done will become their top priority.  The video comes with suggested prices and form so they can get paid for the special projects they now have time to do.  This video explains how you can set up a program which can double the number of parts pulled and shipped.  Incentive pay works.

$349.00
(Ex Sales: $349.00)
Pay For Performance - Sales People

This video shows you why your sales people should be on an incentive pay system and how to set one up. Incentive pay greatly increases the person’s interest in making more sales.  It will also allow your best employees to make more money, in direct proportion to the additional sales they make. The package comes with a manual of examples of rules and regulations and worksheets that help you determine what you currently pay your people as a percentage of sales.

$349.00
(Ex Sales: $349.00)
Pay For Performance- Vehicle Dismantler

If you can’t get your vehicles dismantled in a timely manner you are going to miss sales.  Customers will only wait so long.  Give your dismantler an incentive to process more vehicles without you having to stand over them to get it.  Instead of you worrying about how many vehicle they can process they will be worried that you are not buying enough vehicles.  This video comes with a complete explanation of how this works and worksheets with rule and expectations plus suggested prices for the tasks involved.  Incentive pay really works.

$349.00
(Ex Sales: $349.00)
How To Sell Extended Warranties and Make Money Doing It

 Extended Warranties are changing both the way we take care of our customers and increasing our bottom line profits. With net profits of 40-60% you cannot afford to miss out on this system. This video by industry expert Jim Counts covers the reason you want to sell extended warranties, how to sell them and how to honor the claims when you have a product fail. You can use this information to have a company meeting to explain the system or set in the comfort of your home and learn how to give the best warranty in town at the same time you increase your profits.

 

$449.00
(Ex Sales: $449.00)
How To Keep Part Prices Up To Date

Keeping the prices  of your parts current with supply and demand is one of the most important ways to sell parts for the most amount of money in the shortest period of time.  Learn how to use your inventory management system to spend the least amount of time and re-price the maximun mumber of parts.

$129.00
(Ex Sales: $129.00)
Who Should Get A Discount

There are many ways to give discounts.  These include discounts to customers who buy a lot of used parts, graduated discounts for different purchase goals, discounts to trading partners and other recyclers and of course discounts to friends and employees.  In this video Jim discusses the different ways discounts are handled and who should or should NOT get a discount.

$149.00
(Ex Sales: $149.00)
Company Policy Training for New and Current Inventory Person

Making sure new and current employees are following company policy and procedures is a major challenge for our industry. Most training is little more than "go watch Bill for a day" and then we throw them to the wolves. When they make a mistake, we lecture them, which is their next training session. An on and on it goes until the employee finally learns all the unwritten rules, we fire them or they quit in frustration.
Our manuals have the employee train themselves because you provide them with a daily questionnaire which the new employees must fill in each day as they work with a current employee. This way you can make sure they understand there job responsibilities because they have to write the current policy and procedure for each question on the sheet.

You can also use these questions to verify that current employees know what to do when a situation arises. These manuals take the work out of training and keep employees learning at a rapid and verifiable pace. You can also add questions to the training manuals to customize them to your business.

$159.00
(Ex Sales: $159.00)
Company Policy Training for New and Current Salesperson

Making sure new and current employees are following company policy and procedures is a major challenge for our industry. Most training is little more than "go watch Bill for a day" and then we throw them to the wolves. When they make a mistake, we lecture them, which is their next training session. An on and on it goes until the employee finally learns all the unwritten rules, we fire them or they quit in frustration.
Our manuals have the employee train themselves because you provide them with a daily questionnaire which the new employees must fill in each day as they work with a current employee. This way you can make sure they understand there job responsibilities because they have to write the current policy and procedure for each question on the sheet.

You can also use these questions to verify that current employees know what to do when a situation arises. These manuals take the work out of training and keep employees learning at a rapid and verifiable pace. You can also add questions to the training manuals to customize them to your business.

$159.00
(Ex Sales: $159.00)
Company Policy Training for New and Current Dismantlers

Making sure new and current employees are following company policy and procedures is a major challenge for our industry. Most training is little more than "go watch Bill for a day" and then we throw them to the wolves. When they make a mistake, we lecture them, which is their next training session. An on and on it goes until the employee finally learns all the unwritten rules, we fire them or they quit in frustration.
Our manuals have the employee train themselves because you provide them with a daily questionnaire which the new employees must fill in each day as they work with a current employee. This way you can make sure they understand there job responsibilities because they have to write the current policy and procedure for each question on the sheet.

You can also use these questions to verify that current employees know what to do when a situation arises. These manuals take the work out of training and keep employees learning at a rapid and verifiable pace. You can also add questions to the training manuals to customize them to your business.

$159.00
(Ex Sales: $159.00)
Company Policy Training for New and Current Parts Pullers

Making sure new and current employees are following company policy and procedures is a major challenge for our industry. Most training is little more than "go watch Bill for a day" and then we throw them to the wolves. When they make a mistake, we lecture them, which is their next training session. An on and on it goes until the employee finally learns all the unwritten rules, we fire them or they quit in frustration.
Our manuals have the employee train themselves because you provide them with a daily questionnaire which the new employees must fill in each day as they work with a current employee. This way you can make sure they understand there job responsibilities because they have to write the current policy and procedure for each question on the sheet.

You can also use these questions to verify that current employees know what to do when a situation arises. These manuals take the work out of training and keep employees learning at a rapid and verifiable pace. You can also add questions to the training manuals to customize them to your business.

$159.00
(Ex Sales: $159.00)
Company Policy Training for New and Current Drivers

Making sure new and current employees are following company policy and procedures is a major challenge for our industry. Most training is little more than "go watch Bill for a day" and then we throw them to the wolves. When they make a mistake, we lecture them, which is their next training session. An on and on it goes until the employee finally learns all the unwritten rules, we fire them or they quit in frustration.
Our manuals have the employee train themselves because you provide them with a daily questionnaire which the new employees must fill in each day as they work with a current employee. This way you can make sure they understand there job responsibilities because they have to write the current policy and procedure for each question on the sheet.

You can also use these questions to verify that current employees know what to do when a situation arises. These manuals take the work out of training and keep employees learning at a rapid and verifiable pace. You can also add questions to the training manuals to customize them to your business.

$159.00
(Ex Sales: $159.00)
Why Do The Phones Stop Ringing

How can you sell used parts when the phones are not ringing? It may seem like a helpless situation. After all, what can we do if we aren't getting the calls? Actually, you have more control than you think. This video covers the real reason the phones normally stop ringing and what you can do to get them ringing again.

$149.00
(Ex Sales: $149.00)
Job Descriptions and Procedures for Delivery Drivers

Ready to use practical job descriptions and procedures for your drivers, which are based on industry best practices. The job description outlines responsibilities, knowledge's, skills and abilities required in today's recycler operation. They also provide step-by-step detail in how to perform the jobs you need done. Each set provides you a 3 to 4 page job description and a list of procedures that can be easily modified to your business practices.

$49.99
(Ex Sales: $49.99)
Job Descriptions and Procedures for Parts Pullers

Ready to use practical job descriptions and procedures for employees who pull sold parts from shelves and vehicles. These are based on industry best practices. The job description outlines responsibilities, knowledge's, skills and abilities required in today's recycler operation. They also provide step-by-step detail in how to perform the jobs you need done. Each set provides you a 3 to 4 page job description and a list of procedures that can be easily modified to your business practices.

$49.99
(Ex Sales: $49.99)
Job Descriptions and Procedures for Inventory

Ready to use practical job descriptions and procedures for inventorying vehicles, which are based on industry best practices. The job description outlines responsibilities, knowledge's, skills and abilities required in today's recycler operation. They also provide step-by-step detail in how to perform the jobs you need done.  Each set provides you a 3 to 4 page job description and a list of procedures that can be easily modified to your business practices.

$49.99
(Ex Sales: $49.99)
Job Descriptions and Procedures for Sales

Ready to use practical job descriptions and procedures for your sales department which are based on industry best practices. The job description outlines responsibilities, knowledge, skills and abilities required in today's recycler operation. They also provide step-by-step detail in how to perform the jobs you need done. Each set provides you a 3 to 4 page job description and a list of procedures that can be easily modified to your business practices.

$49.99
(Ex Sales: $49.99)
A Simple Half Page Partnership Agreement

Partnerships can be a wonderful way to get a business started. However, many turn out to be far less than our original expectations and sometimes one party wishes to get out of the relationship or buy out a partner. If you failed to establish a way to accomplish this at the beginning of your partnership it is often difficult to establish an unemotional and reasonable method of parting friends after the business is started.

Several years ago someone provided me with this downloadable agreement. At the time I was in the process of setting up a partnership to buy our first auto and truck recycling business. The person who gave it to me had just dissolved a partnership and they swore this agreement kept both of the parties’ friendship and he was very satisfied with the results. I have executed it twice and both times it worked very well .

You should run this by your lawyer just to make sure it is legal in your state.

$299.00
(Ex Sales: $299.00)
Do I Need To Hire Another Salesperson?

  Hiring another sales person may reduce your sales and your ability to buy inventory.   This is too important of a decision to be left to chance and feelings.  Here are the facts you should consider before making this important decision. This video could save you $30-$50 thousand dollars if you can grow without hiring another person.

$129.00
(Ex Sales: $129.00)
Do I Need A Full Time Inventory Person

I see a lot of recyclers who are behind in getting salvage vehicles inventoried.  One of the main reasons is lack or productivity by the person assigned to this task.  Keep in mind that if they get caught up we give them more work.  If they get behind we pay them overtime or hire them an assistant.  This video breaks the steps down and assigns times to each step so you can evaluate whether your person is truly overloaded.  Normally, we find the inventory person has expanded their work to fill the day to avoid doing other activities.

Click on the title and then on the word HERE in the red box which will appear to view this video by Jim Counts.

$129.00
(Ex Sales: $129.00)
How To Reduce Your Parts Handling Payroll

You have probably heard me make the comment that most auto and truck recyclers are about 15-20% overstaffed. At the same time you probably could not imagine how you could get by with fewer employees.

This video is designed to explain how this works in the parts handling portion of your business.  We can do this at the same time we show the listener how to have more employee accountability.
Folks we can't keep paying more and more for inventory, cut our prices to match other recyclers and stay in business unless we can pick up income somewhere else or reduce overhead. This video is about getting more done with less people by having better work flow and payroll utilization.

Click on the article title and then the word HERE which will appear in the red box on the next page to listen to this video by Jim Counts

$99.00
(Ex Sales: $99.00)
How To Broker Parts At A Profit

The auto and truck recycling industry does not have what customers are looking for 50-65% of the time. Therefore, it is imperative that we be prepared to find parts for customers in order to maintain our status as their used parts supplier. However, recyclers often find they do not make money on brokered parts or don’t seem to be able to pay for them when the statements come in each month. This video addresses the 6 common reasons given for NOT brokering and explains why they are not valid. We also explain the most efficient methods of brokering and now to make this an extremely profitable and important part of your business.

Click on the title and then the "here" in the red box which will appear to view this video by Jim Counts.

$199.00
(Ex Sales: $199.00)
How To Write-off Inventory And Create An Accurate Profit And Loss Report

Are you or your accountant trying to figure out how to write-off your used parts and vehicle inventory cost? If so, this video was made for you. The video discusses both the good and bad practices the recycling industry uses when deciding how to value and write-off the cost of inventory. It also covers the type of profit centers needed on a good Profit and Loss report and how to make the report more accurate.

To view the video click on the title and then on the word "here" in the red box which will appear on the next screen.

$299.00
(Ex Sales: $299.00)
The Real Cost of Processing Your Vehicles (Adjusted Overhead)

     Have you ever figured the real cost of processing a vehicle or selling a part? If you not sure how to get this figure you may be handling vehicles that loss money without realizing it. It is not uncommon for recycles to be selling half their parts at a loss.

    
Are you having trouble buying trucks, SUV’s and other much needed high dollar vehicles? This video explains in detail how to calculate your overhead per vehicle and how you may be able to buy vehicles you previously thought were out of your price range.

$79.00
(Ex Sales: $79.00)
How To Measure Your Buying - Part 1

Ours industry does not have what the customer is looking for over half the time. That is why buying is the most important job in our industry. By improving our buying and measuring what we buy we can predict future sales and therefore budget sales for upcoming months.
We simply cannot sell more inventory than we have. However, since many recyclers don't measure what they buy they don't realize they sell everything they buy. This is often the reason sales fall off and we think it just a bad week or a bad month.

Seven of the most important issues in our industry are covered in these videos. This information is so important that we broke it down into three videos. This is part 1 of 3 videos. This way you can view them as you are ready for the next measurement and what each means.

$269.00
(Ex Sales: $269.00)