Business By The Numbers

Thanks to our partners Promotive, WickedFile, Maverick Shop Owners, and OverdryveWhat if the biggest fraud threat to your shop isn't a dishonest employee or a shady vendor, but your own customers? What if the payment you accepted last week could be reversed today, and there's nothing the police will do about it? And what if four shops across the country just got hit with the same scam, and yours could be next?In this solo episode, Hunt Demarest, CPA at Paar Melis & Associates, breaks down a wave of customer scams that hit shops from Colorado to Florida in a single week, all targeting one vulnerability most owners have completely overlooked. From a $15,000 BMW driven off without payment to a 28-tire credit card fraud scheme, Hunt unpacks the real math behind what a scam costs your shop, why theft of services is a civil issue the police won't touch, and how the shift to card-not-present payments has quietly handed fraudsters the upper hand. He covers chargebacks, payment types, extended warranty comebacks, and closes with a concrete action plan to lock down your process before it happens to you. Whether you're a seasoned shop owner who's never had a chargeback or someone who just got burned and isn't sure what went wrong, this episode is essential listening.What You'll Learn...(00:01) Intro, sponsor shoutouts, and what's on tap this week(03:57) Why fraud is probably already happening at your shop(07:13) One scam, three jobs: the real math behind what you lose(10:52) No cash, no car — the cardinal rule of vehicle release(11:53) Theft of services is civil, not criminal — why police won't help(18:00) Venmo, Zelle, and credit cards: what's reversible and what isn't(19:28) Card present vs. not present: the chargeback risk you're missing(21:54) Real tire fraud stories and the after-hours pickup scheme(28:53) The action plan: paperwork, signatures, and testing your teamIf you're ready to stop trusting that your payment process is airtight, start recognizing the scams already targeting shops like yours, and finally understand why one lost chargeback costs you three jobs to recover — this episode is essential listening.Thanks to our partner, PromotivePromotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our partner, WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Thanks to our partner, Maverick Shop OwnersYou're working on growing a more profitable shop - that's critical. That's exactly what the 24-video Blueprint course by Maverick Shop Owners addresses - customers, sales, profit, people, systems, and freedom. Get free access for our listeners only at https://maverickshopowners.com/blueprintThanks to our partner, OverdryveOverdryve is your AI-powered marketing operating system. It predicts slow weeks before they happen, automatically launches revenue-driving campaigns, tracks ROI down to the dollar, and optimizes performance in real time. Visit https://overdryvemarketing.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Beyond the Bays: A Financial Playbook for Auto Repair Shop OwnersWrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive, WickedFile, Maverick Shop Owners, and OverdryveWhat does the COO of the most widely adopted shop management software in the industry actually see when she looks at your data? In this episode, Hunt Demarest sits down with Lauren Langston, Chief Operating Officer of Tekmetric, for a candid, numbers-driven conversation about where the auto repair industry stands today — and where it's heading fast.Lauren brings a rare combination of investment banking, venture capital, and operating experience to one of the most trusted names in shop management software. She breaks down the four metrics that separate high-performing shops from the rest, explains why AI is coming to your dashboard in a very deliberate (and actually useful) way, and shares what private equity buyers look for when they're evaluating your business for acquisition.If you run a shop and you're serious about your finances, this one is essential listening.What You'll Learn…(00:08) From startup to 70% market share: how Tekmetric got here(04:52) Investment banking to auto repair: how Lauren landed at Tekmetric(07:01) The trust gap: why auto repair has a customer confidence problem(09:57) The four results behind every Tekmetric product decision(12:23) TUG, adoption data, and support tickets: how Tekmetric listens(18:49) Convenience, insights, and agents: Tekmetric's three-part AI roadmap(21:19) Why cheaper code doesn't mean custom software(26:45) PE, consolidation, and the jump from 20 shops to 50(29:36)150 cars. $550 ARO. The benchmarks — and what top shops do instead(31:19) Why skipping DVIs puts you in the order-taking business(34:27) The 80/20 problem: working on the business vs. in it(36:43)The MSO Suite: the bird's-eye view for multi-location owners(39:19) Tectonic: Tekmetric's first conference — built for techs and advisors tooIf you're ready to stop flying blind on your KPIs, understand what your data is actually telling you, and see exactly where AI is taking shop management software — this episode is essential listening.Resources MentionedTekmetric — tekmetric.comTectonic Conference (April 2025) — Visit Tekmetric's website for registration detailsTekmetric User Group (TUG) — Search "Tekmetric User Group" on FacebookThanks to our partner, PromotivePromotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our partner, WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Thanks to our partner, Maverick Shop OwnersYou're working on growing a more profitable shop - that's critical. That's exactly what the 24-video Blueprint course by Maverick Shop Owners addresses - customers, sales, profit, people, systems, and freedom. Get free access for our listeners only at https://maverickshopowners.com/blueprintThanks to our partner, OverdryveOverdryve is your AI-powered marketing operating system. It predicts slow weeks before they happen, automatically launches revenue-driving campaigns, tracks ROI down to the dollar, and optimizes performance in real time. Visit https://overdryvemarketing.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Beyond the Bays: A Financial Playbook for Auto Repair Shop OwnersWrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileYou know comeback work costs money, but do you know how much?Most shop owners look at what they paid their technician and stop there. Hunt Demarest shows why that number is almost always the smallest part of the loss.In this episode, Hunt breaks down the real math on a client's comeback situation — where a perceived $500 problem was actually closer to $5,000. He explains why labor inventory evaporates every single day, how parts inventory works differently, and why non-paying work that never hits your shop management system means you'll never truly understand your numbers.Whether you're dealing with chronic comeback issues, a technician whose mistakes keep slipping through, or you just want to finally put a real number on what non-paying work is costing you — this one is worth your time.What You'll Learn...(02:40) Understanding opportunity costs(06:00) The true impact of comeback jobs(08:50) Applying opportunity cost thinking to unproductive technicians(12:10) Goodwill work isn't free — how to quantify what you're giving away(15:10) Why shop owners undervalue parts inventory — and how to reframe it(18:00) Quantifying Non-Paying Work(20:50) Setting up a warranty/comeback credit card in your shop management software(23:00) How Backoffice and accounting link automate non-paying work trackingThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileWhat if that empty bay in your shop is costing you $175,000 a year?What happens when your best technician walks in on Friday afternoon and says they're not coming back Monday?In this episode, Hunt Demarest welcomes back Chris Lawson from Technician Find — the first returning guest on Business by the Numbers. Chris tackles the question shop owners struggle with most: Can you really afford to invest in recruiting when money is tight? Drawing on real shop data, Hunt and Chris break down the hidden cost of empty bays ($175,000 per year in lost gross profit for the average shop) and why treating recruiting as an optional expense is costing shops far more than any recruiting service ever could.Chris explains why recruiting is fundamentally different from advertising — you're not looking for people actively searching for jobs, you're reaching employed technicians who need a compelling reason to take the risk of leaving where they are. This requires completely different messaging, targeting strategies, and an understanding that ChatGPT-written ads on Indeed all look identical because they're copying each other. The conversation covers everything from why shops get 10+ applicants per opening while others get zero, to the emerging concept of "bench building" — maintaining relationships with potential hires before you desperately need them.This episode also dives into compensation strategy, the importance of running competitive salary surveys, and why the trades are positioned for continued wage growth as AI threatens white-collar careers but can't turn a wrench. Whether you're fully staffed and looking to build insurance against turnover, or scrambling to fill an empty bay, this conversation provides a framework for thinking about recruiting as an investment rather than an expense — and why waiting until you're desperate is the most expensive strategy of all.What you'll learn…(03:05) The real cost of empty bays: $2,000 per day vs. the cost of recruiting(05:00) Why recruiting is viewed as a vendor expense instead of an investment(05:30) The Indeed problem: Why every automotive technician job posting looks identical(07:10) How to write ads for employed technicians vs. people actively looking for work(09:00) Why good techs aren't on job boards — and where to find them instead(12:05) The evolution of technician recruitment(15:00) Optimizing the hiring process(18:00) Building a strong reputation(21:00) The essential role of interviews in recruitment(24:30) Understanding technician recruitment challenges(30:15) The importance of communication in recruitment(35:00) Leveraging AI in recruitment strategies(40:00) Future trends in technician wages and industry perceptionsThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileYou already know how to pay your technicians, but what about everyone else? Your service advisors, your counter staff, your shop manager... how do you build a pay plan that actually motivates them to perform?In this follow-up to last week's technician pay plan episode, Hunt Demarest walks through the three most common commission structures for front-office and management staff: paying off total sales, paying off gross profit, and paying off net income. Using a real client example, a shop owner who wants to reward his son for growing the business from $2 million to $2.5 million in annual sales, Hunt breaks down exactly how to calculate each structure, what percentage makes sense, and how to stress test the plan before you hand it to your employee.The big theme running through all three structures is: only reward people for what they can actually control. Paying a manager based on net income sounds fair in theory, but what happens when you buy a $30,000 side-by-side for the shop and write it off?Hunt explains why net income plans almost never work in practice, why gross profit plans are more aligned but more complex, and why a simple percentage of sales, with a few key guardrails around gross profit floors, is often the most transparent and motivating option for most shops.Whether you're building a plan from scratch or rethinking one that isn't driving the behavior you want, this episode gives you a clear, repeatable framework and a reminder that none of it matters unless your employee actually understands the plan and knows how their daily actions will move the needle.What you'll learn in this episode:(03:15) The benchmark that might surprise you about flat salaries(05:15) The rule every pay plan must follow relating to compensation and penalization. (08:30) A real case study and step-by-step instructions on building a payment plan.(10:20) The base pay ratio that makes or breaks a commission plan(12:00) How to protect yourself from a sales-based plan backfiring (including gross profit floors and percentage-of-increase structures)(17:40) Sales vs. gross profit plans(19:50) Shop management software vs. QuickBooks: why Hunt is adamant you should only use one of them to calculate commissions(23:40) The $30,000 side-by-side problem: why paying a manager off net income almost always ends in resentment and what to do instead.Thanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileWhat if you left college with an engineering degree and an MBA, only to realize your best opportunity was back home in the family auto shop?In this episode, Hunt Demarest sits down with Brad Templin of Scott's U-Save, a fourth-generation automotive professional and second-generation owner running multiple locations across the Midwest. Brad shares the real story of what it's like to return to a family business after pursuing a corporate career, work alongside your mom, and navigate the challenges of succession planning in an era when private equity is knocking on every door.Drawing on his own journey from aerospace engineering to MBA to tire tech, Brad explains why he spent his first six months working in the bays, how he and his mom built mutual respect through honest communication, and what it takes to grow a business when you're competing against both private equity buyers and the temptation of a comfortable corporate salary.This episode tackles the hard conversations every family business faces: working with parents, handling disagreements when personal relationships are on the line, deciding between private equity offers and building something on your own, and why succession planning doesn't have to mean selling to the next generation or selling out completely.Brad also shares practical advice on how to maintain family relationships when business tensions run high, and why honesty — even when uncomfortable is the foundation of making it work.What you'll learn…(03:15) How a fourth-generation automotive family built and rebuilt across 100 years(04:35) Why Brad's great-grandfather invented the hub-and-spoke model in the 1920s—the same strategy private equity uses today(08:50) The influence of education on career paths(12:00) Cultural shifts in the automotive industry(15:33) Building trust and respect in a family business(18:15) Why Brad spent six months as a tire tech before taking on leadership(24:50) Investigating family dynamics in business(28:59) Navigating growth and trust: Separating business disagreements from personal relationships(30:00) Why Brad admits he's not the 'bootstrap entrepreneur' — and why that's okay(34:15) Private equity: How Brad and his mom decided whether to sell or keep building(37:35) The real question: 'Are we still having fun?' — and why that matters more than the money(43:10) The future of the industry(48:30) Brad's advice for struggling family businessesThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileAre you unknowingly doing things that make the IRS take a closer look at your shop?What if one “small” filing mistake dramatically increases your audit risk this tax season?In this episode, Hunt Demarest walks through the most common tax mistakes that raise red flags with the IRS — and why many well-intentioned shop owners accidentally put themselves in the audit spotlight every year.Drawing on real audit cases from auto repair shops, Hunt explains how filing late, amending returns, underreporting income, and mismatched 1099 reporting can quickly escalate into full-blown audits, even when nothing dishonest was intended.This episode also breaks down why Schedule C amendments are especially dangerous, how credit card deposits and sales tax reporting can trigger IRS scrutiny, and what shop owners should do before filing to minimize risk, close the books cleanly, and move into the new year with confidence.What you’ll learn…(03:00) Understanding IRS audits and common mistakes(05:45) Hunt’s personal experience with being audited(06:40) How to prevent ever getting audited(09:00) What actually increases audit risk — and what doesn’t(11:50) Income reporting and its applications(15:05) The impact of K1’s and other income sources(17:55) High-risk income types and their audit potential(21:15) Losses and their effect on audit risk(24:00) Filing strategies to minimize audit risk(27:00) Final thoughts on tax preparation and auditsThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileAre you setting sales goals that actually make you more money — or just more tired?What if your biggest growth goal is quietly setting your shop up for failure?In this episode, Hunt Demarest breaks down one of the most common (and dangerous) mistakes shop owners make when planning for growth: setting sales targets without understanding the real constraints behind them.Building on the ideas introduced in Episode 200, Hunt walks through how to set profit-driven goals instead of vanity sales numbers — and how to pressure-test those goals against your people, pricing, productivity, and physical space before they turn into stress, burnout, or shrinking margins.Using real shop examples and simple math, this episode shows how to reverse-engineer a sales target from profit, identify your true limiting factors, and decide whether growth should come from pricing, car count, ARO, staffing, or capacity — not guesswork.What you’ll learn…(00:01) Why every shop owner needs a growth goal — and why the wrong one can lead to disaster(03:00) Setting sales goals vs profit goals(05:10) How to work backward from profit into gross profit and sales(06:35) Why sustained 30–50% growth is unrealistic for most auto repair shops(08:25) The danger of planning future years before fixing today’s constraints(10:40) Calculating sales targets for profit(13:30) Why labor rate is often the biggest lever — not car count(18:00) How to identify limiting factors in business growth(19:55) Using ARO versus car count to find the least painful path to growth(24:40) How to maximize profitability and resourcesThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileHealth insurance premiums keep climbing — but 2026 could bring the biggest shakeup in years.In this episode of Business by the Numbers, Hunt Demarest, CPA with Paar Melis & Associates, breaks down what’s happening in the small-business health insurance landscape after recent ACA subsidy changes — and why a new Republican-backed House bill could change how shop owners buy coverage and support their teams.Hunt explains the economics behind rising premiums, who’s actually affected by the loss of ACA subsidies, and why shop owners may see new opportunities if association health plans and expanded health reimbursement accounts (HRAs) become available.Whether you already offer health insurance or you’re considering it in 2026, this episode will help you understand what’s real, what’s political, and what’s worth watching.Ideal for shop owners and managers who want clarity on benefits costs, recruiting strategy, and what changes may be coming in the next open enrollment cycle.What you’ll discover…(02:00) The current state of small business health insurance — and why premiums keep rising 10–20% a year(05:40) How the ACA reshaped the market(06:30) What the new House bill is, why it’s being debated now, and the January 31 deadline looming in the background(08:00) Who the loss of ACA subsidies impacts most — and why many shops may see little direct effect(16:10) Association health plans: how small businesses could join buying groups like big employers (and why that could lower premiums)(19:25) Health Reimbursement Accounts (HRAs): the tax advantage shop owners may finally be able to use more flexibly(23:45) What to do now: when it’s smart to wait, when it’s not, and why open enrollment timing matters(25:00) The future of health insurance for small businessesThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileAre you leaving money on the table before the tax year closes?In this end-of-year episode of Business by the Numbers, Hunt Demarest, CPA with Paar Melis & Associates, walks through the essential tax moves shop owners must make before December 31st and the costly assumptions that lead many to overpay the IRS.From retirement contributions and HSA hacks to equipment purchases, inventory write-downs, and why your accounts receivable might be lying to you, Hunt explains how small oversights can snowball into massive tax bills. More importantly, he shows you exactly what to check, adjust, and document now to ensure you only pay what you owe and not a dollar more.If you’ve ever wondered whether to buy equipment before year-end, how to handle unpaid invoices, whether your payroll timing affects deductions, or how to set yourself up for a smoother tax season, this episode gives you the playbook.Ideal for shop owners, bookkeepers, and managers who want to tighten their financials, avoid costly mistakes, and maximize deductions before the year closes.What you’ll discover…(02:10) The repetitive tax mistakes and how to avoid them(03:45) Why retirement contributions are Hunt’s “favorite deduction.”(06:35) How much you can contribute to SIMPLE IRAs and 401(k)s before Dec. 31(09:25) Why Roth contributions don’t reduce your taxes (and when to use them)(10:30) The HSA contribution rules and how they can reimburse old medical bills(14:05) HSA vs. FSA: The real difference and how not to lose your money(16:10) The truth about deducting equipment — cash vs. financing vs. leasing(18:30) Major building improvements you can now deduct in year one(19:40) How to structure employee gifts, bonuses, and reimbursements(22:30) Four big things to keep an eye on to ensure maximum savings(25:16) Accounts payable: how missing December bills inflate your taxes(28:00) The most overlooked deduction in high-interest years(29:00) The fastest way to speed up your tax return (and avoid April chaos)Thanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileAre you rewarding your team, or paying extra taxes to do it? Could a few words on your payroll save you thousands a year?In this episode, Hunt Demarest, CPA with Paar, Melis & Associates, explains why the difference between an allowance and a reimbursement could save both you and your employees thousands of dollars a year.From cars and cell phones to tool truck payments, Hunt breaks down how changing just a few words on your payroll setup can turn a taxable perk into a tax-free benefit. Through clear examples and real-shop math, he reveals how to keep Uncle Sam’s cut out of your employee bonuses and put that money back where it belongs — in your business.If you’ve ever handed out end-of-year bonuses, paid mileage, or covered employee phone bills, this episode will show you a smarter, legally compliant way to do it.Shop owners, service advisors, and bookkeepers who want to reward staff without paying unnecessary payroll taxes.What you’ll discover…(02:00) How a small change in wording saves 25–30% in taxes(04:10) Why giving an “auto allowance” is the same as providing a raise (07:10) Cellphone allowance insights(11:00) Tools allowance and reimbursement insights(11:40) How a $200 tool payment becomes $150 after taxes, and how to make it a full $200 with one form(14:10) What the IRS calls “fringe benefits” and how to use them responsibly to benefit both sides(14:30) Turning bonuses into reimbursements so your team keeps 100% of their moneyThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Thanks to our partners Promotive and Wicked FileWhat if the biggest problems facing auto repair shops today aren’t what you think they are?And what if the future of the industry is being shaped right now, quietly, behind the scenes, by the conversations shop owners aren’t having?In this episode, Hunt Demarest sits down with Chris Jones, the editorial force behind Ratchet+Wrench and several of the industry’s most influential publications. From talent shortages to tech adoption, from mental health to multi-shop growth, Jones offers a clear-eyed look at where the automotive repair world is heading, and where shop owners should be refocusing their energy.This conversation cuts through the noise and gets real about the pressures, opportunities, and evolving expectations shaping today’s shop environment.Whether you’re struggling to hire, trying to improve efficiency, or simply looking for clarity in a rapidly changing industry, this episode will help you understand what today’s shop owners must prioritize — and how to build a healthier, more resilient business.What you’ll discover…(02:25) Why shops are finally catching up to retail-style convenience and technology(03:40) The mindset difference that sets high-performing shop owners apart(05:25) The MSO lesson that surprised everyone — and why process beats everything(07:45) The efficiency challenges shop owners can’t stop talking about(08:50) Why technician shortages aren’t unique to auto repair — and what must change(10:25) The shocking reality of six-figure tech jobs no one is filling(12:20) What 2025 really looked like for shops — and what 2026 may bring(15:10) How understanding neurodivergence can transform shop culture and performance(17:55) What customers actually want now: speed, communication, and clear expectations(21:25) Chris’s best advice for shop owners navigating today’s challengesThanks to our partner PromotiveIt’s time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.