When was the last time you had the opportunity to be in the presence of a sitting judge and ask him a personal question? Do you know if a critical loss of stored data during a storm is covered under your garage keeper's policy? Do you know the components of your financial statements well enough to trust them? How many of you out there, like me, lost thousands of dollars by not learning the essential business management skills available to our industry?

The answers to all these questions can be found in management education. The spectrum of courses available today provide an exciting avenue to the knowledge required to take charge of your business. I recently completed the necessary 120 credits to become a graduate of the Automotive Management Institute (AMI).

Quite by accident, I met two highly trained, seasoned professionals at the International Autobody Congress and Exposition (NACE) last year while just hanging around an exhibitor's booth and on the shuttle bus to my hotel. The first was a very successful owner of a $17 million, four-shop operation. After just a few minutes of engaging business conversation with him, I knew he was an excellent example of the value of management education. For me, it was a wake-up call.

The second gentleman turned out to be a professional consultant-speaker specializing in dealership and auto body operations, and profitability. As the second gentleman and I conversed during a 30-minute shuttle ride, I sensed a sort of strange, bewildering, yet exhilarating feeling building within me. Strange as it may seem, the premise for this excitement was based on what I didn't know, rather than what I did know about the management and profitability of my collision repair business.

The ringing message of this story is that most of us do need some ongoing education to properly lead our employees, our businesses and ourselves.

Realtors, insurance agents and adjusters, electricians, accountants and lawyers are just some of the professionals required to participate in some form of ongoing education to retain their licenses. I think a lot of us are a little late in realizing that we too need this, but it's never too late to do the right thing.

Maybe with the proper training and organizational skills, some of those 80-hour weeks can become 50-hour weeks that allow some quality family time. I've always admired that professional who strikes a proper balance between family, community and business. They are my heroes.

This reminds me of something I learned watching late-night TV. A marriage counselor described how a spouse feels when their partner works too many hours. After exhausting all his pleasantries, wit and compassion at work, a husband wearily comes home to his wife, late once again. The wife proceeds to dump the kitchen trash all over the floor, saying, "This is what you bring me after your long work day, the remains of something that was once good." Every business owner or manager has probably played this role at one time or another. The important message here is that we should pass through this stage, not park there permanently.

Pursuing management education provides very effective ways to better deal with difficult matters. AMI has shown me how to manage my affairs before they manage me. Attending management courses also provides the opportunity to meet peers, develop friendships and discuss common problems.

A lot of good has happened to me in the past year by simply "hanging around" at industry events. I even won a free pass to the recent AMI Spring All-star Seminar by hanging around at the ASA Annual Convention. I'm very pleased to have sent my manager and salesman to start their AMI training.

For me, 120 credits are just the beginning!

Bob Pearson, AAM, is the owner of Pearson Auto Body in Shakopee, Minn. He has been an ASA member since 1982.

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