The automotive aftermarket never stands still. Vehicles are lasting longer, technology is advancing faster and every year brings new challenges for shop owners trying to keep up. The same can be said for AAPEX—the show that mirrors the industry’s evolution in real time. For Kathleen Callahan, owner of Xpertech Auto Repair in Englewood, Fla., and Bernard Tansey, co-founder and COO of Euro Clinic in Santa Clara, Calif., navigating the show floor is a lot like navigating the business itself: it takes planning, focus and the flexibility to spot opportunities along the way. 

“There are so many shifts and changes that I’ve never seen technology move so fast in our industry,” Callahan says. “Before I go to an event like AAPEX, I go with a list. I talk to my technicians about what they’re seeing, what vendors or technology they want me to go check out, what training they’d like me to take a look at. I rely on my staff to tell me where to go.”

That same collaborative mindset applies to how she runs her shop. As technology transforms diagnostics, communication and repair procedures, Callahan sees AAPEX as a chance to benchmark her operation against where the industry is headed. “It’s the one place where you can see every piece of the aftermarket ecosystem working together,” she says.

Tansey agrees that preparation is everything, both in business and at the show. “When you’ve got an avenue like AAPEX that is so engulfed in so much information, as long as you take advantage of that and plan yourself out, you’re going to come back with a lot that’s going to set you up for at least the next year,” he says. “We go in with a game plan. My technicians might say, ‘We’re seeing a lot of ADAS,’ so we’ll focus on that. There’s new equipment, different training platforms, classes; we hone in on one specific item.”

Being Intentional in Business

Like running a repair business, success at AAPEX depends on efficiency and execution. “I’ll actually go on the AAPEX website and screenshot their floor map,” Tansey explains. “I used to just walk around and look at the cool stuff, but you realize you probably only saw 10% of the place. Now, I go with intent.”

Callahan shares that mindset. “You have to pace yourself and be intentional,” she says. “The segmentation of the show floor is going to streamline everything. It’s just like managing workflow in the shop. You’ve got to prioritize what matters most and leave room to discover what’s next.”

Whether it’s a new diagnostic tool or a better business process, both shop owners agree that navigating AAPEX is an exercise in navigating the future of the aftermarket itself. Watch the video above for even more details about AAPEX and aftermarket industry insight.