Spelling out clear goals and paying for performance are key components to Matlock’s strategy. “Dismantlers have a set of parts per car that they must remove. Other parts have their own price value,” Amanda explains. Dismantlers also break down their own engines and transmissions. “They do their best to make sure engines and transmissions are drained, bro- ken down, plugged and in great condition for our cus- tomers,” she adds. The parts puller at each location is paid commission by the part.

Salespeople, whom Amanda describes as “too com- petitive” for an individual bonus system, receive base pay plus a bonus based on the team’s overall per- formance. To be eligible for the bonus, the team must meet specific sales goals for the month. Salespeople

also earn a personal bonus for their warranty sales, and managers receive a bonus based on monthly sales. Although Jeff Matlock personally handles the buying and pricing, general managers at each location are responsible for day-to-day operations. This allows him to focus on major, business-changing decisions.

Stay Nimble Based on his observations of local market conditions

and competition, Jeff was a leader in the effort to estab- lish the iPart trading group in late 2013. He credits the group with enhancing customer service and strength- ening his market position. “We meet daily to swap parts so we know our cus- tomers will get their parts the next day.” Now includ-

May-June 2015 | Automotive Recycling 55