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Sales By Rob Rainwater The ROI Factor – Don’t Forget the Team I


was recently asked to moderate a recy- clers panel for the Ontario Auto Recy-


clers Association spring conference. I was honored to be involved with such a great and respected group of recyclers. We can never learn more than from our peers and the practices they have in place. The most intriguing question I heard was “what we have learned over the last 13 months and what do we plan to do in the future.”


Secondly, the topic of hiring new staff and the struggles we as an industry are having finding them was a hot topic. The strange thing was the recyclers that have always invested in their employees are not having the same issues as the rest. Is it strange or is it that they have branded themselves as a great place to work, a culture of teamwork and respect? If you are struggling to find staff, you should be


LEADERSHIP IS NOT A POSITION OR A TITLE, IT IS ACTION AND EXAMPLE. So, what are the best practices with the biggest ROI? PEOPLE.


I have been around the United States and Canada, and visited many facilities. I have consulted for many companies. I have been involved in many a profit team meeting with hundreds of recyclers. The facilities


The most intriguing question I heard was “what we have learned over the last 13 months and what do we plan to do in the future.” The overwhelming response was “getting more done with less employees.”


The overwhelming response was “getting more done with less employees.” The thing that has always impressed me with recyclers was they always get the job done under any circumstances. When we started the COVID-19 era, some of us were forced to reduce staff and completely change the way we ran our businesses. This included closing show- rooms, curbside pickup, remote sales and office staff, and hands-free delivery, just to name a few. We were forced to rely more on technology and, most importantly, on our key staff.


In the words of Marty Hollingshead from Northlake Auto Recyclers, “We’re only as good as the team around us.” I hope that as we now start to pull away from this pandemic, we can reflect on all the outstanding staff that kept our fac- tories moving. I was asked to write this article on best practices and the ROI that is created from them. You will never get a larger ROI than an investment into your team! These are the women and men that worked through COVID, rain, snow, cold, heat and never complained. Please do not forget them and their hard work and loy- alty to you and your company. Cheers to all of them!


36 // May-June 2021


that were the best, most profitable, and the ones I personally learned the most from all had one thing in common. They all believed in their team. They invested in them with benefits, fair pay, training, and most of all, strong leadership from the top down.


Ontario Automotive Recyclers Association (OARA) virtual training session, led by Rob Rainwater of Profit Team Consulting, Marty Hollinshead, Shan McMillon, Dalbert Livingstone and Stuart Ady discussed the current state of the Canadian and U.S. salvage markets, sharing the skills they’ve found helpful in navigating the so-called new normal.


asking yourself “why.” You can blame the stimulus money and the unemployment if you like excuses; I prefer solutions. Try to understand why people do not want to work there. You get what you pay for; so, if you have expectations of a $14 per hour employee being an overachiever, there is the first issue. Ask yourself what it costs to rent an apartment, pay utilities, cell phone, car and insurance, food, health insurance in your area. Can they live on $600 a week before taxes and deductions? I refer to Marty: We’re only as good as the team around us. Believe in your people and they will believe in you.


Look in the mirror and ask yourself why you just cannot seem to find employees. “Why do I not have any long-term employees? Why don’t they stay?” Could the problem be you, the culture, your actions, or the example you’re setting?


Read more about the training at https://canadianrecycler.ca.


With 30 years in automotive recycling, Rob Rainwater is a Strategic Business Consultant with the Profit Team Consulting.


His talent lies in transforming industry businesses into multi-million-dollar companies. His focus is in the development of strong leaders, teams, and automatic profit centers. Rob can be reached at 518-257-0663 or rainwaterrobert@gmail.com


Automotive Recycling


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