Auto Care ON AIR

AAPEX 2025 Open Mic Sessions, Part 2

• Auto Care Association • Season 1 • Episode 81

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Curiosity isn’t a buzzword here; it’s the operating system. We start on the media side of the aftermarket with a candid look at how asking better questions... why, how, and so what... turns complex topics like AI, EVs, and ADAS into clear direction for shops, jobbers, and distributors. When leaders translate without jargon, trust grows. And in a world where institutional trust is shaky, that clarity matters more than ever.

We then pivot to the heart of our industry: taking care of our own. The Automotive Aftermarket Charitable Foundation joins us to share how they deliver rapid, practical support to people facing life’s hardest moments... cancer, paralysis, disaster, and sudden financial freefall. You’ll hear how a single mom technician kept her home during treatment and how a new father regained independence after paralysis with a custom wheelchair and home modifications. AACF’s new giving circle empowers individuals to chip in monthly, expanding impact beyond corporate sponsors and across both automotive and heavy-duty communities.

Finally, we dig into sustainable growth with fractional leadership. Many WDs, suppliers, and tech providers need senior strategy and execution without full-time overhead. Fractional leaders bridge the gap: they build the plan, then own the implementation. We talk about cutting through hype, choosing where to focus, aligning budgets with durable value, and preparing for succession. The throughline is simple and strong... ask better questions, back your community, and execute with discipline.

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To learn more about the Auto Care Association visit autocare.org.

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Stacey Miller:

We are back in the studio with another Auto Care on Air Open Mic. And I'm so excited to have Adam Malik back in the studio. Welcome.

Adam Malik:

Thank you for having me, Stacy. It's always lovely to talk to you.

Stacey Miller:

Always a pleasure. We're at Apex 2025. You can hear the show bustling in the background. Um, if you don't remember, Adam is the editor and chief of automotive group Turnkey Media, which publishes a bunch of fantastic content. List that off for us real quick.

Adam Malik:

All right, so we got uh two print magazines, Jobber News, Cars Magazine. And as the title suggests, Jobber News goes like the Jobber supply side of the industry. And then we have Cars Magazine, Kanye Automotive Repair and Service that goes to the shops, shop owners, foremans, lead techs, all that sort of stuff. Uh so between those two, you know, top to bottom, cover the industry, and then website autoserviceworld.com. We have daily news up there. Um, and uh we do the podcast, we have our own podcast, uh, Auto Service World Conversations, and uh and then I just share that through all channels, whether it be through newsletters, e-news, LinkedIn, and uh yeah, it's uh it's a lot of stuff, but you know what? This industry is so fun that there's so much stuff to cover and so much fun, so many fun things to talk about.

Stacey Miller:

Yeah, you're you're managing a lot. Um, it's pretty amazing because every time I go onto LinkedIn, you're at a different conference in a different city, and you're covering everything from the Canadian aftermarket to how the US is impacting the Canadian aftermarket. You're at um manufacturer stuff, you're at distributor stuff. I saw you at retail conferences and shop conferences, and like I just don't know what don't you cover. And it's very, it's very clear how curious you are and how deep you're delving into our industry. Like, what is driving that right now?

Adam Malik:

Just like you said, curiosity. You know, I mean I'm a journalist by trade, right? I've been doing this for 20 years about that. And the reason I got into journalism was because I was just curious about things. You know, I mean, I've been around people who are into journalism strictly to get the big story, expose this or that, whatever. That's not why I got it in the industry. I got it because I like asking questions and learning things, learning things that I don't know about, and believe it or not, I don't know very much about anything. So I'm always just asking questions and just I'm sitting in sessions that these are topics that like you know go way over my head, right? But I'm like, oh, okay, that's thing. And then I'll ask somebody about this and they'll further explain it to me, and then I'll help me, you know, better understand. And in this industry, it's is it fair to call that a complicated industry? Maybe that gets too strong, I don't know. But there's a lot of technicalities in this industry. Um, a lot of technical speak. And it's easy when you're not when you're in the industry for so long to understand the jargon words that that are said. So I was I was at a at a shop conference and the instructor, a shop coach, he was talking about how, you know, it's we make it complicated when we're talking to the customer about issues that are wrong with their issues with their car. And you know, you give them the report at the end, they walk out the door and they're reading it, they're going, what does this mean? You know, you words like diag. It sounds, you know, that's a jag we all know, but you know, the average customer doesn't know. They don't know what a math is. You know, so it was a matter of a matter of making it simple for people to understand. And that's the curiosity part of me is that you know, I want to I I need to understand, you know, what these things are. So I'm always trying to find out, okay, what is this, what is that, that sort of thing. And it and being curious is the best way to learn about something you don't know about, right? You're not just gonna wake up one day and be like, oh, I know all there is to know about thing X. So you have to be curious. And in this industry, we are going through a lot of change, a lot of technological change, be it AI, sure, but there's also electric vehicles, there's ADOS, uh business technology, the way we run our businesses, um and you don't learn how to use them effectively without asking questions. Why does it work? And that's the uh to me, it's the best way to get buy-in, you know, from from the people around you. We want to do this, we want to implement that. Why are we doing that? You know, and if you don't explain the why to people, like they don't care about this, and you're not gonna get the full effort of it. And so that's basically, you know, asking the why. Asking how does this work? You know, the five W's, I guess, the who, what, where, when, why, and how classic journalism talk there. Yeah. As I drop jargon from another industry here.

Stacey Miller:

No, I don't think that's jargon, but like the why and and the so what, you know, like I would coming up in my career, I always was told, well, so what? Like, what does it mean for the end user? What does it mean for the reader? What does it mean for the audience? What does it mean for the customer? Right. And if you don't, if you can't explain that simply, and if they can't say that back to you, then you're lost.

Adam Malik:

Yeah. And and the only way I'm gonna learn about whatever's happening in the industry is you know, as you mentioned, I attend a lot of events and stuff and talk to you is because that's the only way I'm gonna learn. And that how else can I best serve my readers? Like, if I just write a bunch of nonsense, they're gonna read right through it because they know a hundred times more than me. You know, and no matter how like I like a line I heard a long time ago, I'm getting a million-dollar education a dollar at a time.

Stacey Miller:

Wow.

Adam Malik:

You know, so I'm getting bits and pieces here and there, sort of thing. And if I want to speak intelligibly to my audience, I have to understand what's going on. So I have to ask the questions, be curious, go to those comments, understand what's going on, what the trends are, yeah, uh, what the issues are, what people are thinking about, what's worrying them, what's keeping them up at night, what's working well, what's not, you know, and you don't figure those things out without being curious and asking questions.

Stacey Miller:

That's right. And you know what? As you're saying it, it it really, it really struck me like that is what builds trust, right? Because you took the time to understand and to know and to communicate back to your audience in a way that they're speaking, in a way that they're thinking, in a way that you know that they may be listening. And trust is everything right now.

Adam Malik:

Trust is everything, right?

Stacey Miller:

Especially right now.

Adam Malik:

Especially right now. And when people trust you, you know, they will they will turn to you. But and trust is hard to build, easy to break, as they always say, right? And if you don't know what you're talking about, like I said, they'll sort through it and there goes your trust.

Stacey Miller:

Yeah. Do you know um about the Edelman Trust Barometer?

Adam Malik:

Explain it to me.

Stacey Miller:

So it's pretty cool. Um, so there's this big PR agency, it's called Edelman, and every year I believe they do this trust barometer and they measure consumer sentiment and trust with, you know, popular entities. And, you know, it it it wanes and it changes every year, but you know, the popular themes are that um we don't trust the government, um, we don't trust the media, and we don't trust brands. And so if we don't trust any of those, which is where we get a lot of our information, then who do we trust? And it's created this gap or this room for social media influencers, for independent journalism, um, you know, for brands and companies who really are curious and want to learn more about their target audience and speak their language, right? Like a way to build new trust pathways with the consumers and build long-lasting loyalty. So, this concept of curiosity, I think, is so important because we're rebuilding trust in an era where we don't trust anything or anyone. It's kind of a downer.

Adam Malik:

Yeah. You know, and I mean take it from even a perspective of you want to build your career. How do you build your career if you're not curious? You know, you if you want that high-paying job or whatever it is, you know, if you don't know how to do it, well, you have to ask, how do you do it? How do I do it? You gotta s shadow somebody and be curious about what they do every day. You know, curiosity. I they say curiosity killed a cat. Like, what happened? But who said that? Who made that up? I don't know. It's a bunch of nonsense, you know to me anyway, because I think curiosity just grows your mind and helps you like the more you learn, there I'll always be learning, right? They say and if you want to grow in your career, you don't just walk into a position and know everything. No, you gotta you gotta learn, you gotta put the work in. We heard this morning during the keynote with Wayne Gretzky, right? Put in the effort, put in the work, you know, respect the elders who have been around for a long time, who know how to do it. Show them that you want to know as much as they do. You stoke in the knowledge, ask them questions. Um, I I love that part of what what Wayne Gretzky was talking about this morning.

Stacey Miller:

Yeah, and I think that you know, there's also um kind of a parallel or a connection to the workplace as well. Like you were like ask questions. Like I get really nervous when I hire people or I work with people and like they don't ask questions. Because I'm like, uh oh, something's wrong. If they're not asking questions, like they probably don't understand it, and they have that mantra of curiosity killed the cat. So maybe that's you know, they're scared to ask questions, but like we can't be afraid to ask questions. Always ask. Because that's how we learn, right?

Adam Malik:

Ask questions. You know, it's like when you just told me the Edelman thing, I'm like, I don't know what we're talking about. Tell me about it, you know. And then when Josh talked about, I knew what you I knew what it was. I just didn't know it was referred to by that. But you know, just if you just sit there and go, Yeah, yeah, I know you're talking about, but you really don't, like you're gonna fall apart real fast, you know, because everyone's oh, you know that. Oh, you know that okay, fine. And then when you prove that you don't know it, yeah. Well, how much time have you just wasted on everybody else around you?

Stacey Miller:

Yeah. I think being so being curious about change too, I think is maybe like the final point I want to hit in this because I think you were talking a little bit about um like there's all this new technology, there's AI, like some people are really freaked out about AI, some people are really jazzed about AI. But it's like when change comes, we tend to like shrivel up. And yeah, did we both just think we both just like jerked and we got really scared when change comes? That's how people react. But the the thing that is inevitable is change.

Adam Malik:

So being curious. You know, and change is coming in some way, some manner, you know. You can choose to ignore it. It's gonna happen. So, I mean, I'm not saying if you see some if you know, pick your pick your technology, like AI, EVs, whatever it may be. I'm not saying you gotta jump all in on it, you know, but at least understand it so that you can understand if it works for you. It may not, this whatever technology thing. Uh, but at least you went out, asked the questions, got the information, and made a properly uh a proper, full rounded decision around uh for it. You know, it's not you just said, nah, I'm not gonna do it, it's not gonna work for me. Well, how do you know? Did you ask? Did you look into it? Did you check if this will work with your systems or with your market or whatever? Did you talk to the people who know more than you about it to get their insights on it? You know, like you do your research as they say, you know? Yeah. Um you gotta find out, like you gotta ask the questions just to just to make sure. Just be curious about change that's coming and make the decision then if it's right for you or not. Or should you do this or should you do that? Should you go take it back to your career, should you take that promotion, should you take that job somewhere else, should you start this project, you know, follow that.

Stacey Miller:

Yeah. I think um, you know, curiosity is a core value of autocare. Hopefully, we're showcasing it here in the podcast. I think some of the greatest leaders exemplify curiosity by asking why or why not. And I want to commend you for being one of those leaders because you're continually bringing like new and interesting content to Turnkey Media. And I see it. I see it every day on LinkedIn.

Adam Malik:

So yeah, one of the best questions you ask is why? You know, I made this why what was your thinking behind it? No, you're not challenging the decision, you're just asking what was the thought process behind it? You know, even if it's a terrible idea, what what led to that? You know, just asking those questions, just it can do so much good.

Stacey Miller:

Awesome. Any other takeaways you want to share?

Adam Malik:

Can I tell you a car dad joke?

Stacey Miller:

Oh my god, I forgot. Wait, okay, we have to close with a dad joke, but it has to be car related. So all right.

Adam Malik:

Why did the man take all the wheels off his car before a road trip?

Stacey Miller:

I'm really curious. Why?

Adam Malik:

Because he wanted the car to work. He wanted to drive the car tirelessly.

Stacey Miller:

Thank you. You're welcome. I've been waiting for that all day. Thank you so much, Adam, for being here.

Adam Malik:

Stacey, thank you so much for having me. I really appreciate it.

Behzad Rassuli:

John Karas, Executive Director of AACF, the Automotive Aftermarket Charitable Foundation. Thanks so much for sitting down with me. Bayzad, thank you very much for having me today. Yeah, appreciate it. Well, first thing I want to ask about is that pin you're wearing there, and then we'll ask about what the AACF is in general.

John Kairys:

Sure. Actually, this pin is a uh new uh campaign that we just launched uh about a month ago, and it is a recurring uh donation program uh that is uh very affordable. Uh it's designed to really get the uh assistance from individuals to help support our cause, as opposed to the corporate um uh audience, if you will. So again, it's uh it's a just a monthly recurring donation that could be as little as $5 a month, or you determine what that amount is, and every month you would make that donation to our foundation and uh until sub time that you would no longer want to donate. So just another program that we added to make it a little bit easier again for individuals that are in our industry to help others within our industry that need help.

Behzad Rassuli:

Okay, you just let into it a little bit, but your cause. Can you remind everyone what is the AACF and what is the mission of the organization?

John Kairys:

Sure. So the AACF actually goes back to 1959, is when it was founded. So we've been around for a long time, and the uh challenge that we have is uh a lot of people, as big as this industry is, and I heard this morning, at this morning's breakfast, Bill and Paul mentioned again reminding everybody, five million people within this industry. And there are way too many people that don't know who the AACF is and what it is that we do. So basically what we do, Bazad, through the through the generous um donations and sponsorships that we receive from a lot of our corporate sponsors, or partners rather, uh, in our industry. Uh they are from all different um uh areas of our industry. So not only the traditional automotive aftermarket, but the heavy duty aftermarket as well. Uh manufacturers, retailers, wholesalers, uh service providers to our industry, as well as associations, which we're very proud to have a relationship like yourself, Auto Care Association, MEMA, SEMA, TIA. So great support that we're getting. And what we do with those funds is we provide financial assistance to individuals and families within our industry and only our industry when they suffer life's hardship. So what could be a life's hardship? Could be an accident, it could be an illness, could be a death in the family, could be a natural disaster, wipes out their home. Uh, and also could be simply that they've gotten upside down financially and they need some financial help to get themselves back on their feet. So that's what this organization does, and I'm so proud to be a part of it. Uh, because uh the back to this pin, I guess, uh, you know, the giving the whole concept of this, this pin is is the after uh aftermarkets heart giving circle. And truly everything comes full circle. If if you're new to the industry, um we encourage you to go ahead and be part of this program because who knows, God forbid, someday you may need the help of the ACACF. Yeah. Um the other aspect of it, you take somebody like myself. Um, I have over 40 years in the automotive aftermarket, and uh I am so grateful and thankful for what this injury uh industry has done to provide for me and my family. And uh here's my opportunity to give back. So if you've been in the industry a long time, another way for you to give back and help those that are in it when they're in times of need.

Behzad Rassuli:

Well, the industry is lucky to have you, and it's lucky to have the AACF. As you talk about, you know, life's hardships and some of the challenges that people in this industry can go through. I mean, sounds like just anything in life, right? You know, like financially upside down, you can go into so, God forbid, any kind of medical issues or injuries or um accidents, natural disasters. You know, the it's so broad that maybe there's a it's tough to connect with how the AACF actually can help uh and in what moments they help and in what ways. Do you have any actual stories or you know uh like situations that you have the AACF has helped that you can share with us to help really, really connect the the kind of the mission to a a moment?

John Kairys:

Yeah, I sure can. Um and there's there's so many, right? Um and it's it's tough to uh be able to re relate that personal experience, so to speak, on paper, because that's what we really see. Um very rarely do we actually get an opportunity to speak to that individual um because of confidentiality issues, and some people are actually very reluctant, as you can imagine, to share their story.

Behzad Rassuli:

Yeah.

John Kairys:

Um, but we do get some really good things from some of our recipients. Um, I know during our event this weekend I I spoke to a couple crowd, a couple audiences, and had the opportunity to share a story with them, which I could share that same story. Please, please would be great. Some of your listeners may have already heard it. Um but basically uh there was a young young woman, single parent of three dependent children, uh ages five, four, and two. Uh she is a technician in a shop down in Louisiana, and unfortunately she came down with thyroid cancer. And um she was affected uh uh pretty extensively with this uh condition. So she had uh multiple treatments and unfortunately multiple operations as well. So the good news, if there is good news here, uh besides the ability of us to help her, uh she did have some insurance that helped pay for some of those medical costs, but not everything. Uh but quite frankly, she became upside down financially. Um there were some obligations she couldn't meet, and we stepped in, we actually helped her. So we helped her with back rent, we helped her with uh utility bills that needed to be paid, we helped her with uh car payments that were in arrears and assisted her with some some other things. And again, um so thankful, and and she provided us with a quote, and I'll do my best because I don't have it here in front of me. But um, she basically was thanking the AACF because without the AACF's help, she is fully convinced that her and her children would have been homeless.

Behzad Rassuli:

That's unbelievable.

John Kairys:

So that's that's just one story. Like I said, I'll share another one with you real quick. Yeah, because this one is this was pretty impactful, and and just you can hardly imagine this happening to an individual. But um this gentleman was a um marketing manager for an auto parts manufacturer. And um he had a back disc issue, and so he had gone in uh to get some surgery and uh unfortunately came out of the hospital uh paralyzed from basically from the waist down. And um of course he has you know recourse, I would imagine, uh, but that takes time. That process takes time. And one of the things that the AACF does very, very uh well is we step in very quickly. Uh as soon as we get an application, uh we respond within 24 hours of whether it's approved or not. Oh, okay. And we usually get funding to them within just a few days. So yeah, so this this instance we were able to help this gentleman with some mobility needs that he had. Um not only um some equipment needs, but also some some um redesign, if you will, to his home, as you can imagine. You know, having now having a wheelchair, there's ramps and all these other things that need to take place. So we helped him with that and some other financial aspects of uh of you know what he needed during that such time until again he get got back up on his feet. And if you don't mind, I do have a quote from him.

Behzad Rassuli:

I don't know if you're gonna have to do that. Absolutely. This is really for me connecting, you know, the mission of the AACF to how we actually help people in need and what kind of need you know ranges we're talking about.

John Kairys:

Yeah, and and again, this gentleman had a newborn at home and his income was reduced because he's not working now, right? And he continued to have those mounting expenses for his his condition now where he has these special needs, so to speak. So I'll read this to you real quick, and I because I wanted to make sure I got the quote right. But his his quote to us was the support from the AACF has already made a huge difference in my recovery, he shared. He helped me purchase they helped me purchase a custom wheelchair, modify our home, and get into a more accessible vehicle. In short, the AACF got me back on my wheels. So, you know, it's nice to understand that uh considering all that this gentleman has faced, that we were able to help him out, and sounds like we kind of actually restored his sense of humor a little bit too.

Behzad Rassuli:

So yeah, great. It's it sounds like such rewarding work that you're doing. I imagine there are millions of these stories out there. Uh and yeah, I I don't know how you hear all of them or how you get to help them. We have a huge industry, as you mentioned. You were in the industry, you've been in the industry for 40 plus years, and the one thing I know about this industry is we know how to come together, and I'm sure with the AACF financially they come together to help. But when it comes to you know, the mission of the organization, kind of collecting some funds uh from all the organizations and individuals now, and then distributing, which one's the harder problem? Finding people in need or collecting, you know, getting people to chip in?

John Kairys:

That's an awesome question.

Behzad Rassuli:

And what it is is finding people that need what we can provide to which is remarkable because it's there must be hundreds or thousands of these stories.

John Kairys:

Yeah. And and again, as I had mentioned, it's it's our single biggest challenge is driving awareness of the ACF, who we are, and what it is we do. And I think it's just amazing the work that has been done by our partners. Uh, we've asked everybody that we have touched to please share our mission with others. If you do hear of anyone that may need some assistance, please direct them to us. Uh, but there's so many things that can be done still, right? Five million people in this in this industry, and so many don't know what who we are and what we do. Um, but it's also leveraging those partnerships that we have. And I'll give you one more story. This is a most recent one, as in a couple days. Um we um we were alerted that um by the by Ted Hughes, in fact. Ted Hughes passed on to us that there was a uh a parts distributor in New Jersey who had a customer who had uh lost their shop in a fire. Total total loss, uh burnt to the ground. And so this uh gentleman um they employed nine technicians, and obviously those nine technicians are gonna be out of work for some time. Not only are they gonna be out of work, but they also lost all of their uh the possessions, their professional possessions, such as their tools, yeah, right, that were in the shop. And so um not only are we stepping forward to help those that are applying for for assistance, um, but I am reaching out to a couple of uh the tool manufacturers that uh are partners with us to see what they can do. Oh, that's I'm very hopeful that they can assist and help by providing some you know free goods to them or whatever the case may be to again get them back on their feet. So that once that shop opens, they're ready to go.

Behzad Rassuli:

Oh, so this is above and beyond. This isn't even within necessarily the financial kind of work of the of what the organization does. This is this is just your networking within the industry, kind of extending the mission.

John Kairys:

Yeah. So not only are we helping them financially, but again, giving the sir given the circumstances and fully understanding their loss because those are the tools of their trade, and you know how important that is to a technician and uh and how much pride some of those technicians have in those boxes and what's within them, right? So uh it's a big loss for them. And um, you know, we're just trying, we're hopeful, like I said, that uh maybe there's some manufacturers that can step up and assist us in this process of helping them out.

Behzad Rassuli:

Yeah. So John, I have to say, I, you know, in the time that you've been uh leading this organization, uh you know, I think we've seen remarkable change. We've seen some growth in the organization, a lot of recognition. Obviously, it sounds like it's not to where where you want it to be, which I imagine imagine is a pretty ambitious uh goal of visibility and awareness. Um where do you want to see this organization in a few years? And you know, what uh what are some of the the goals you're orienting yourself around in terms of uh success?

John Kairys:

Yeah, well, you know, our opportunities for growth, because of what I've already stated, is so vast. And uh we have such great opportunity. One of the things that we did do was execute on a plan to expand our reach within the aftermarket. So traditionally, we were automotive, we're just strictly automotive aftermarket. So um, and we also were, you know, part of that was especially an accessory side with our relationship with SEMA as well. Um, but there was another couple audiences that again were not getting our message. And one was a heavy-duty uh segment of our business. We've reached out, we've uh created a partnership with Vipar there and and have a great relationship with HDA truck pride and uh hope that uh we can continue to you know forge our way into that segment of the industry so that we can help more people. Yeah. Uh so that that was one thing. So that's kind of more recent, that is short term, and we've kind of you know accomplished that goal, and we're looking for uh great results as of that. Um when it comes to actually helping individuals, yeah, um, we want to reach a point where we are supplying them uh collectively within a course of an annual basis, a million dollars plus.

Behzad Rassuli:

Oh wow.

John Kairys:

And so um we're not quite there yet. Um we're roughly about uh three quarters of the way. And um we feel that uh certainly I I you know we're actually a little bit more than that in terms of what we budgeted for next year, which is great, which is tell again telling us that we're helping more people. Um, but uh that's our goal is to uh be consistently over a million dollars. And then once we do that for maybe one or two years, and it's a million and a half and two million, and it you know, where does it stop? That's incredible. The more we can get back, the the the better that this industry is gonna be.

Behzad Rassuli:

Well, can John, congrats on on the expansion of what uh the where the AACF is reaching into across the industry, the organizations you've partnered with, the brand recognition in terms of getting people involved in the program. And I I fully believe you will get to that million dollars of distribution. I mean, a million dollars going out uh to help people, that that's helping a lot of people. And so uh really want to thank you for what the work that you do for on behalf of the industry and for the uh success that you have seen and look look forward to seeing uh at AACF.

John Kairys:

Bizad, it's my pleasure. And if you don't mind, I do want to just take a couple seconds and mention just a couple things that uh there may be of interest to some folks that again don't know who we are. Um so from a standpoint of uh support that we could receive, uh we have a couple different campaigns. And uh we were so happy. I'm so glad to be here at this event because every year we look forward to again the networking and spreading that word here at Apex and also SEMA. And um every year we have um an industry cocktail reception on Sunday evening leading up to the week of Apex SEMA.

Behzad Rassuli:

Where is that?

John Kairys:

That is at Spanish Trail Country Club, a beautiful off-site resort that uh we've had a lot of success, so we've been doing it for years, and that's followed by Monday's uh golf tournament, which is uh this year was our 33rd annual Bob Shaber Memorial.

Behzad Rassuli:

Okay, so I was at that. Yeah, and I have to say, golf for a good cause during an intense trade show week doesn't get better.

Mike Chung:

Yeah.

Behzad Rassuli:

So that is uh kind of a no-brainer, and everything uh everything we do out there goes to to the AC.

John Kairys:

Yeah, we were blessed and had a wonderful day, so it was it was awesome. And then one more thing is it was new for us this year. We partnered with AWDA and we hosted for the very first time a cornhole tournament and a tailgate reception. And it sounds kind of funky, but it was a heck of a great time. It was a sports bar vibe, and everybody just uh again uh we were we were overwhelmed and uh uh very impressed by uh not only the attendance but the activation, the engagement. It was awesome.

Behzad Rassuli:

Yeah, John. John, how do people get a hold of you?

John Kairys:

So they can reach me uh through uh our website, first of all. Uh that website is www.aftermarketcharity.org. And then they can also email me at John at Aftermarket Charity.org, and uh I'll respond to you right away. So please do reach out to me if we is there somebody out there that we can help, or if you want to get involved, we can certainly uh find a way for you to support the AACF.

Behzad Rassuli:

John, I enjoyed the conversation. Uh love learning more about the AACF, and I look forward to seeing you uh next year uh at the uh on the golf course and at the uh at the cornhole toss.

John Kairys:

Well, thank you so much. We also want to thank you because the listeners need to know you're also one of our board members, and we're very, very pleased and excited to have you on our board, and we appreciate everything you contribute.

Behzad Rassuli:

So thank you so much. I really appreciate it. All right, take care.

John Kairys:

Enjoyed it. Pleasure. Thank you. Bye-bye.

Mike Chung:

Okay, well, welcome everybody to Las Vegas. We are at Apex. We are at the Auto Care on Air Open Mic sessions, and I have the wonderful opportunity to be with Megan Moody of Moody Blueprint. So welcome to the program, Megan.

Meagan Moody:

Thanks for having me, Mike. I'm glad to be here.

Mike Chung:

Absolutely. So tell us a little bit about yourself, your company.

Meagan Moody:

Yeah, sure. So um Megan Moody, I have been with the aftermarket, it totaled up now to 17 years. Um, and I had a discussion finally rolled in the the years I put in working in my uh uncle's jobber shop before I actually came over to the supplier side. So with that, I really grew up in the industry. So it's a huge passion of mine. And so when I made a career shift at the end of last year, it was a no brainer for me to decide to. Completely stay dedicated to the aftermarket. And uh so after 13 years, a little over 13 years, spending that on the supplier side, I launched my own firm this year. And so this starting now, I'm uh focused on fractional leadership and strategic consulting. And so that is a new venture and it's a really exciting one.

Mike Chung:

Congratulations. So tell me um about fractional leadership. Are you providing those services for companies in the aftermarket?

Meagan Moody:

Yes, completely. Uh completely dedicated to the aftermarket, built for the aftermarket. Um, you know, that's where my expertise is at, and it's where my passion is at. So with the difference, you know, kind of the fractional leadership seems to be a lot newer of a concept for our industry, although it's been extremely successful in a lot of other industries. Um, and so now I'm, you know, spending a lot of time over, especially over the last months, really kind of showing people the difference between the consulting aspect of it and then the fractional leader aspect of it. And really the the difference boils down to kind of the execution and management of it after that analysis and that project plan is done. Um, so the consulting phase is really kind of the that analysis, the project plan. But a fractional leader comes in and actually like joins your team in a way on a part-time basis and helps with that management ongoing strategy and the execution and implementation of that plan that kind of came from the consulting phase.

Mike Chung:

So it sustains that the implementation of a solution.

Meagan Moody:

Exactly. It really helps organizations who want to win, want to grow. And honestly, that all comes from sustainable growth. And not all organizations can, you know, add all of that additional headcount. Not all organizations even need a full-time VP of marketing or VP of strat or operations, whatever it may be, but they do need somebody to come in with that expertise, that background to help build the strategy, help build the top level, and then kind of manage, you know, those that can really support the execution and implementation.

Mike Chung:

Are you finding that this is more successful or more are companies of different sizes, um ages more receptive to this type of arrangement?

Meagan Moody:

Yeah, I mean, it's definitely um from a reception standpoint. I mean, the concept is great, right? Right. Once people realize how much money it can actually save a company and actually build money in the long run, because you don't have all of the additional overhead costs about bringing on one, a full-time salary, but all of the other overhead costs that go with hiring a headcount. So it the concept is great for kind of organizations of all sizes. However, those that it seems to kind of like fit in the best with is those that are a little bit more lean. Um, you know, those that are a lot more kind of cross-functional in some manners and aren't so siloed because everyone knows, you know, what's going on. Um, so a lot of what I'm working with or you know, even targeting for any of my new clients is a lot actually on the WD level. There's huge opportunity across the WD level is what I'm finding out. Um, and also smaller suppliers. And so that's really what I'm finding is kind of a little bit of a sweet spot right now. Uh, but you know, as we know, our industry constantly changes. And so who knows where the sweet spot will be for those organizations, especially as this concept grows in our industry.

Mike Chung:

You know, when when you were talking, Megan, I thought about companies that might be more um kind of technological, data driven, and providing, say, um, professional services, data analysis. But it's interesting you talked about WDs and was it manufacturing as well?

Meagan Moody:

Yeah, uh the smaller suppliers. But I mean, you bring up a good point even on the technology side. I do have clients that are on that side too, so it does work for them as well. Um honestly, because they're in such kind of a growth mode that they're either, you know, kind of growing, let's say too fast and are losing the the focus on the strategy and long-term sustainable growth versus that quick acceleration aspect. Um, but also some you know, software, some services companies are extremely lean. And so, yes, it does work for them as well.

Mike Chung:

Aaron Powell So what makes it successful, say a warehouse distributor or a supplier, is it because there's this opportunity for greater efficiencies from whether it's a supply chain perspective or integrating technology into a solution that they're providing?

Meagan Moody:

Well, I mean, it it can kind I think it kind of depends on what the gap in the organization is, right? I mean, it really can differ on whether someone has a huge supply chain issue, um, an inventory management, or does somebody have, you know, kind of a big gap in the fact that they just don't have a narrowed focus, right? They're you know, my whole concept is kind of like moving beyond the hype, right? There's so many things thrown at us in the industry constantly. And so, you know, is the organization kind of just losing focus and that's their gap? So it it really kind of differs from you know customer to customer based on what their gaps are.

Mike Chung:

You mentioned a lot of things being thrown at you. What two-part question? What are some of those things? And two, how do you kind of separate the noise from the really important things that when you throw them against the wall that really stick?

Meagan Moody:

Right. I know, because honestly, that list gets bigger and bigger. And after being here this week, right, how many more things are we going to add to our list after that? I mean, of course, the bigger ones, right, that we hear nonstop. Data, transformation, AI, consolidation, electrification, right? The those, all of those kind of bigger mega trends, micro trends that are just constantly, you know, in our face, in the news, in our industry, in other industries. Um, and so, you know, how do you kind of move past all of the buzzwords, right? You have to get beyond the hype. And it comes back to that focus, that clarity, that cooperation. You know, it's it's about what's sustainable because honestly, yes, quick wins are great. It's a great morale booster for any organization. But when you look at a long-term plan for the company, where you're gonna be in five, 10 years, you have to have a baseline of sustainable growth. And the only way to do that is to take acknowledgement of all the trends, but really decide, you know, what is going to impact your business. What can you be an expert in? What can you truly, you know, support and bring into your business or modify your product in order to, you know, support those trends in the industry? So that's where the focus comes in and that clarity, because those are what will drive sustainable growth for the long term.

Mike Chung:

On that note of sustainability, you mentioned growth. And certainly we think of economic, financial growth. But what other aspects of sustainability could you be referring to?

Meagan Moody:

Oh gosh, I mean, succession planning for one, right? I mean, we know that that's a big topic, especially kind of in the you know, the middle of the distribution chain.

Mike Chung:

Sure.

Meagan Moody:

Um, our our industry was built on family businesses, so sustainability from like, you know, of uh succession, what is your plan? Do you have children you want to hand this over to, or do you plan to sell it? So that's a big aspect, and that needs to be built into anyone's strategy for sure. Sure. Um, you know, other topics besides just a revenue aspect is what is your long-term um, I guess, target for your the perception of your business, right? Do you want to be a leader in in the industry on a specific area? And then sometimes that may like fall a little bit more on the supplier or the services side, right? Do you want to be recognized as, you know, the bearing person, or do you want to be recognized as the e-comm, you know, connector to the industry? So it's not, you're right, it's not just a revenue aspect that's a sustainable focus. It's what it's that whole package. It's really looking at things, you know, to in a 360 approach, kind of like when you're doing a marketing plan, right? It's you've got to have all those integrated aspects because typically you need more than just one focus in order to really have that long-term sustainability.

Mike Chung:

Thank you for sharing that. And it brings us to what we talked about in the beginning when you might have a consultant come in, implement a solution. So it could be sustaining that solution from an operational perspective. As you highlighted, sustainability from a um leadership, continuous, um, another aspect of operations. And when, of course, we have extended producer reliability and things that are environmentally sustainable, sustainability related. So there's quite a bit you can unpack in there. So yeah.

Meagan Moody:

You know, you look, you look at even like um shops, for example, you know, uh give you know, give a shout out to Irvine's uh, you know, out in Michigan, right? They they made that shift years ago, focusing on that the actual sustainability aspect of EVs, hybrids. And that, you know, that but that matters for your community, right? And so kind of it ties into both aspects on both the sustainability side and that leadership within your community. So many WDs and the shop levels, like that's where they want the leadership at. They want to be recognized as a community partner, and those are the things that start ma mattering.

Mike Chung:

Great. And kind of uh as we close this part of the discussion, are there other aspects of efficiencies, of um transformation that you and your I guess I was gonna say you and your company, but that you forgot that you are focusing on or other things that you might like to highlight?

Meagan Moody:

Um, you know, I I mean, of course, it it's at a growth aspect. It's determining, you know, really kind of where the budget should go, right? Because, you know, every trend, yes, it determin it it, you know, it does deserve acknowledgement, right? Any trend that's coming in, but um not every trend deserves your budget. And right. So it and again, it goes back, it ties all back to that sustainable growth from a long-term perspective. Um, but I would say that that would be, you know, really a big aspect. But I would also just say like it's not just the trends in our industry. It, you know, it is even that's why I'm focusing on what I'm focusing on, because this concept of fractional leadership is a large trend in other industries. And, you know, we've said in years past that our industry may be five, 10 years behind in certain other, you know, certain other aspects like that. But our our industry is progressing at such a fast rate right now that those are the kind of trends that we want to look at and start bringing in now. Sure. Um, and and this just allows that that expertise to to really come in and closes any gaps. Um, you know, is really a stop gap. Even if you want to bring on somebody full-time later on, uh it it really helps you keep moving now so you don't lose that pace.

Mike Chung:

Well, you bring up a couple of interesting points in the sense of the aftermarket, it's resilient, it grows steadily over time, very attractive investors, but it continues to be very competitive. So a solution, the ones that you're pro proposing and that you're selling to your customers makes a lot of sense to realize, to identify and then to realize those efficiencies in the sustainable.

Meagan Moody:

Right. Every time the the fact book comes out, right? We our growth in our industry, like you said, very steady. We're not jumping all over the place. And organizations should be trying to mirror that, is that constant, steady growth.

Mike Chung:

Right. And then borrowing from what other industries have been doing with the fractional leadership concept. So I've learned so much talking with you, Megan, and I wish the best for a success for you and your uh organization.

Meagan Moody:

Thank you. It's really been fun sitting here today with you. Yeah.

Mike Chung:

And so tell me about Apex. Or is it a good show for you this year? Is there anything that stands out for you?

Meagan Moody:

It is. Um I mean, it's of course always great to be here, get that vibe, get that energy going again, see everybody again that you haven't gotten to see. Um, but it is a good show. It's a completely different show for me, right? This is my 15th Apex. Um, but 14 of those shows I spent on the exhibitor side. So I would be on the show floor, but in a booth all day long. So it's definitely a different show for me this year, but it's it's fantastic.

Mike Chung:

Tell me a little bit about uh what's different for you in this particular go-around.

Meagan Moody:

Well, for one, my feet don't hurt as much. I actually get to sit down. I I feel like I get a little bit more quality time with the meetings that I have because I'm not I, you know, since it's just me, I'm not double and triple booking myself. And um, you know, I'm allowing a little bit of gaps in between meetings so that when I do, you know, see people as I'm running from meeting to meeting, I actually have a few extra minutes to stop and have a conversation. And I really like having that opportunity this year.

Mike Chung:

Glad to hear it. And one last question before we go any vacation plans on your horizon?

Meagan Moody:

Oh gosh, yeah. I will be officially aging out of Yang soon. Um, and so I do have a big 40th uh trip planned with my good friends. Um, and we're headed to the Dominican.

Mike Chung:

Oh, that should be a lot of fun. Yes. Well, I hope you have a wonderful milestone birthday celebration. Congratulations. And thanks so much for joining us. And hope that everybody here has enjoyed our program and that you've learned a lot from Megan.

Meagan Moody:

Thanks again, Mike.

Mike Chung:

You're welcome.

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Behzad Rassuli

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Jacki Lutz

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Michael Chung

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Stacey Miller

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