AJ Nealey is the owner and “Chief Cheerleader” of Nealey Tire & Auto, a rapidly growing multi-location auto repair business in Maryland. A self-taught technician who began his career turning wrenches in a one-bay garage behind his home, AJ built his company through relentless curiosity, hard work, and a passion for serving people. Over time, he shifted from technician to leader and eventually into multi-store ownership; a journey marked by both breakthrough growth and painful lessons. His story highlights how vision, faith, and perseverance can transform a small operation into a purpose-driven organization.

In this episode…

Growing an auto repair business is never a straight line and the wrong decisions can derail even the strongest momentum. Many shop owners underestimate how quickly expansion can expose weaknesses in leadership, staffing, finances, and operations. So, what are the biggest mistakes shop owners make when scaling, and how can they avoid them?

According to AJ Nealey, it starts with understanding the difference between opportunity and danger. In this candid conversation, AJ opens up about the auto repair business mistakes that nearly halted his growth, including buying distressed shops that required more time, money, and emotional energy than expected. He explains the hidden challenges behind reviving broken locations and why shop owners must stay aligned with their values, systems, and operating model before expanding.

AJ also shares the mindset shifts that helped him evolve from technician to leader. From learning the business side through RLO Training, to letting go of the tools, to building a team-based culture centered on service and purpose. AJ reveals what truly drives sustainable growth. The episode also explores how his faith shapes the way he leads, mentors employees, and views his business as a platform for service.

On this episode of Gain Traction, Mike Edge sits down with AJ Nealey to discuss the realities of scaling an auto repair business, the mistakes that taught him the most, and the vision that continues to move his company forward.

Here’s a glimpse of what you’ll learn:

[01:03] Who is AJ Nealey?

[01:34] How AJ entered the auto repair industry as a self-taught technician

[06:40] The biggest challenge he faced in buying his first store

[08:09] How moonlighting in a one-bay garage became the start of Nealey Tire & Auto

[09:01] The turning point: discovering RLO Training and learning business fundamentals

[11:20] The long road to opening his first full shop location in 2016

[13:39] What AJ learned about hiring, delegation, and transitioning into leadership

[15:53] The expansion mistake he warns shop owners never to repeat

[18:10] Why AJ doesn’t regret the struggle and how hardship built resilience

[22:18] What motivates him internally and how faith shapes his business

[26:30] The mantra AJ lives by as a leader and business owner

Resources mentioned in this episode:

• Gain Traction Podcast on YouTube
• Gain Traction Podcast Website
• Mike Edge on LinkedIn
• AJ Nealey LinkedIn
• Nealey Tire & Auto

Quotable Moments:

• “Don’t buy a dumpster fire.”
• “You have to go through the valley to appreciate the win.”
• “It’s not what you get paid for the hour, it’s the value you bring to the hour.”
• “Customers vote with their wallet.”
• “We look at our business as a ministry.”

Action Steps:

1. Evaluate expansion opportunities carefully: Avoid distressed shops that drain time and capital.
2. Strengthen your leadership skills: Learn to delegate, coach, and develop your team.
3. Align acquisitions with your operating model: Ensure new stores fit your systems and values.
4. Invest in training: Like AJ, consider formal business education to support smarter growth.
5. Build a purpose-driven culture: Lead with service, celebrate wins, and create meaningful employee experiences.

Gary Skidmore is a longtime tire industry leader whose career began in his father’s independent shop and eventually grew into franchise ownership and executive roles within Big O Tires. With experience spanning the sales counter, the service bays, and corporate leadership, Gary brings a rare, full-circle view of what makes tire dealers successful. Today, he helps guide one of the most recognized dealer networks in the country, applying decades of hands-on operational knowledge, market strategy, and people development to support franchise growth across 466 locations.

In this episode…

Understanding how to scale a tire business begins with learning from someone who’s lived every level of it. In this conversation, Gary walks through his early shop experiences, the lessons learned from becoming a franchise owner, and the leadership principles that shaped his approach to growth. He explains how Big O Tires expanded to 466 stores, why intentional market selection matters, and what franchisees truly receive beyond brand recognition.

Gary also breaks down the two traits he believes predict franchise success better than any other metric; insights gained from decades of watching operators thrive or struggle. From the realities of franchise renewals to how often field consultants actually visit stores, he gives a transparent look into how a major tire network supports its people.

This episode is packed with clarity and real-world wisdom for anyone interested in scaling a tire business the right way, through smart operations, strong leadership, and steady, intentional growth.

Here’s a glimpse of what you’ll learn:

[01:04] Who Gary Skidmore is and how he entered the tire business

[01:29] Why snow days meant shop days growing up

[02:59] From part-time college job to Big O franchise owner

[05:57] How Big O Tires grew to 466 locations

[07:35] What really happens after 10 years: franchise renewal insights

[08:33] What Big O franchisees receive and how support is structured

[10:40] Why consultant visits vary by store size and operational needs

[11:54] Where new franchisees typically come from

[14:56] The two traits that reliably predict franchise success

[22:50] Work stories that shaped Gary’s leadership style

[26:55] A memorable day at the counter and its lesson

[28:10] Gary’s favorite movie and a childhood story that still inspires him

Resources mentioned in this episode:

• Tread Partners
• Gain Traction Podcast on YouTube
• Gain Traction Podcast Website
• Mike Edge on LinkedIn
• Gary Skidmore
• Big O Tires’ LinkedIn
• Big O Tires’ Website

Quotable Moments:

• “Growth only works when the support behind it works, too.”
• “You can’t fake integrity. It shows up in every decision you make.”
• “The strongest operators are proactive, not reactive.”
• “Franchise systems thrive when people feel supported, not managed.”

Action Steps:

1. Evaluate your growth strategy: Is your expansion structured and intentional?
2. Strengthen your support systems: Ensure operators receive meaningful field guidance.
3. Develop leadership habits: Accountability and integrity set the tone for every store.
4. Define the ideal franchisee: Identify traits that align with long-term success.
5. Review your store culture: Strong values drive consistent performance and customer trust.