In this inspiring ASOTU CON 2025 session, Austin Conroy sits down with Richard Lupo of Apple Tree Honda to discuss a revolutionary approach to solving one of the industry's biggest challenges: technician and service advisor shortages. Richard shares how his dealership has implemented a forward-thinking talent development program, transforming their hiring practices from reactive to strategic. By replacing the traditional "lube tech" role with entry-level technician career paths, Apple Tree has created a stable pipeline of passionate, long-term team members. Lupo emphasizes the importance of identifying genuine enthusiasm for automotive work in candidates and providing them with mentorship, pay structure, and tool support that fosters growth and retention.

The conversation also dives into how the same philosophy is being extended to service advisors, using valet and assistant roles as the foundation for a new bench system. The program emphasizes hourly pay, weekly productivity bonuses, and structured overtime—all framed as intentional investments in the future of the dealership. With real-world results like a 250-hour weekly increase in express service output and the successful graduation of multiple technicians in under 18 months, Lupo proves that building a people-first culture is not just idealistic—it’s operationally sound.

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⏱️ Timestamped Takeaways

0:00 Intro

0:10 Richard Lupo joins to discuss technician shortages and sustainable hiring

0:43 Replacing lube techs with entry-level technicians improves candidate quality

2:09 Career path leads from quick service to flat rate in 12–18 months

3:27 Hiring focused on passion for cars, not prior certifications

5:25 Hourly pay plus weekly bonuses based on team productivity

6:24 Unapplied labor reframed as long-term training investment

6:48 Tool accessibility made easy to eliminate entry barriers

7:50 Similar bench-building strategy implemented for service advisors

8:43 Strategic investments prioritize people over short-term profits

10:15 Overtime scheduling accelerates skill growth and team retention