Fixed Ops Magazine - 2022 Vol19 05 - 16

FEATURE INTERVIEW WITH TULLY WILLIAMS
AN
INTERVIEW WITH
TULLY WILLIAMS
Tully's Words of Wisdom
H
is enthusiasm for his work, his people, and
his customers are the first things you notice
about Tully Williams, Fixed Operations Director
at The Niello Company in Northern California.
Get him talking about his " hours not dollars " formula
for shop capacity and profitability, or his love of new
technology, or how he's in the " repeat and referral
business " and you'll understand why many who know
him compare his exuberant style and passion to the
best color-commentator of all time: John Madden.
Tully's career in fixed ops began while a student at
California's De Anza College, where he enrolled in
a General Motors Service Tech education program.
Upon graduation, he went to work as a tech for a
Pontiac, GMC, and DeLorean dealership. With a few
years of experience under his belt, he became an entrepreneur,
opening Auto Clinic with a partner. Over 15
years, it grew to employ eight technicians.
Ready to return to the dealership fold, Tully took a job
as Service Manager at Anderson Chevrolet, moved up
16
to Service Director at Courtesy Chevrolet, and then
to Fixed Operations Manager at Del Grande Dealer
Group in San Jose. In 2018, he joined The Niello Company.
For nearly four years, he has been in charge of
fixed ops for 11 luxury stores, including BMW, Jaguar,
Land Rover, Porsche, Acura, and Volvo.
" IT'S ALL ABOUT THE HOURS "
Tully is a self-described " disrupter, " and that starts
with his belief that Fixed Ops success is all about the
hours. As he said, " We don't sell dollars, we sell hours.
Everything starts with our hours forecast for everyone.
This includes techs, parts managers, writers, you
name it. Everyone is paid off our hours forecast. " He
learned the formula from well-known dealership consultant
Randy Brenckman, and as Tully said, " I loved
the idea and never looked back. "
HOW DOES IT WORK?
Tully adds the hours per day per flat rate tech with the
hours per day per hourly tech to find the total available

Fixed Ops Magazine - 2022 Vol19 05

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2022 Vol19 05

Fixed Ops Magazine - 2022 Vol19 05 - 1
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