Thanks to our Partner, NAPA Autotech Training and Pico Technology

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Matt riffs on a surprisingly quiet moment from Rocky—the late-night scene where Rocky admits he can’t beat Apollo and Adrian simply asks, “What do we do?” From that question, Matt draws a blueprint for technicians and shop owners: set realistic, self-assigned wins and stack them. Instead of living and dying by big, binary outcomes (“fixed/not fixed,” “hit benchmark/missed benchmark”), build momentum with attainable goals that compound into competence, confidence, and better shop results.

Big Ideas

• “What do we do?” beats “You can do it!” Swapping empty hype for practical next steps creates traction.
• Redefine winning: Rocky doesn’t win the fight; he wins by “going the distance.” Translate that to your day: hit achievable targets that move you forward.
• Stack small, durable improvements: The path to 40+ billed hours or top-quartile shop productivity runs through many smaller, consistent wins.
• Perfection limits joy: Ambition is good; impossible standards starve you of pride and progress.
• Benchmarks aren’t commandments: Continuous improvement may matter more than someone else’s KPI.

Practical Takeaways for Techs

• Scope reps, not scope heroics: Use the oscilloscope on easy cars and routine checks—pair voltage with time until it’s second nature, then add a second channel and a low-amp probe where it makes sense.
• Thermal imager habits: Pull it out on brake inspections, wheel-bearing complaints, and on known-good vehicles to calibrate your eye for “normal.”
• Micro-goals to build hours: If you’re billing ~20 hrs/week, aim for 25 (≈+1 hr/day). Then 30. Ask: Where can I reclaim two hours? (economy of motion, fewer tool trips, better setup).

Practical Takeaways for Shop Owners/Leads

• Aim for +10–15% improvements first: If techs are ~60% productive, target 70%, not 100% overnight. Design the system to enable the next step.
• Design wins into the week: Encourage daily scope/thermal reps, short debriefs, and “wins boards” that recognize process improvements—not just hero fixes.
• Coach with the Adrian question: When someone says, “I can’t hit that,” respond with: “What do we do?” Identify the next two concrete actions.

Memorable Lines

• “We can define our own successes—it doesn’t have to be everyone else’s.”
• “Set wins somewhere earlier in the process, not only at the final repair.”
• “I hope you’re proud of yourself—and that you let yourself feel it.”

Chapter Guide

1. Cold open & sponsors — NAPA Auto Tech Training, Pico Technology
2. Why Rocky still hits — the “What do we do?” scene
3. Defining ‘going the distance’ at work
4. Tech micro-wins — scope reps, thermal habits, pairing voltage & current
5. Shop micro-wins — stepwise productivity goals, system design > pep talks
6. Perfection vs. pride — making room to feel accomplished

Thanks to our Partner, NAPA Autotech Training

NAPA Autotech’s team of ASE Master Certified Instructors are conducting over 1,200 classes covering 28 automotive topics. To see a selection, go to