Secrets to Scaling Your Auto Service Business With Joe Tomarchio Jr. of FOCUS Investment Banking

Joe Tomarchio Jr. is a Managing Director at FOCUS Investment Banking, where he specializes in helping auto service businesses scale and prepare for acquisition. Before joining FOCUS, Joe co-founded and scaled a 26-location tire and auto service chain, generating over $50M in revenue before selling it to Monro. With over 65 major acquisitions under his belt, he is one of the most seasoned professionals in the industry. Joe now consults for private equity firms and dealers seeking exponential growth or strategic exits. In this episode…

Auto service businesses often undervalue their labor, hurting both profitability and employee retention. Many operators struggle with hiring because they don’t charge enough to offer competitive wages or create appealing work environments. How can owners realign their pricing and culture to build a more sustainable and attractive operation?

According to Joe Tomarchio Jr., who leads strategic growth initiatives for FOCUS Investment Banking, the key lies in charging what you're worth and investing that revenue back into your team. By adjusting labor rates and responding rapidly to cost increases, Joe helped transform underperforming stores into profitable ones. His four-pillar hiring approach focused on attitude, enthusiasm, work ethic, and moral compass fosters loyalty, high standards, and accountability.

On this episode of Gain Traction, Mike Edge welcomes Joe for a discussion about strategic pricing, acquisitions, and creating a workplace where technicians and staff want to stay. Joe shares his leadership principles, anecdotes from his time at Monro, and actionable advice for shop owners looking to grow, sell, or simply survive in today’s competitive market. Here’s a glimpse of what you’ll learn:

• [02:04] The journey from one store in Baltimore to a $50M tire and auto service empire
• [06:22] Why Joe Tomarchio Jr. focused solely on acquisitions for the last 8 years at Monro
• [08:05] The link between low labor rates and hiring challenges in auto shops
• [09:15] Why paying employees well is essential for customer satisfaction and retention
• [15:06] Joe’s customer service philosophy: empower frontline staff with $500 autonomy
• [16:50] Why allowing employees to make mistakes is crucial for growth
• [18:01] The four pillars Joe used for hiring: enthusiasm, attitude, work ethic, and moral compass
• [29:26] Joe’s current work at FOCUS Investment Banking helping dealers grow or exit

Resources mentioned in this episode:

• Joe Tomarchio Jr. on LinkedIn
• FOCUS Investment Banking
• Richard Balan on LinkedIn
• Raven Truck Accessories
• Robert Gross obituary
• Mike Edge on LinkedIn
• Tread Partners

Quotable Moments:

• “If you can’t charge enough, you can’t pay enough — and then you can’t retain the right people.”
• “Pay more, but demand more. I strive for perfection and settle for excellence.”
• “To beat me, you have to eat me. If I haven’t won, the war isn’t over.”
• “You pay peanuts, you get monkeys — and monkeys don’t deliver superior service.”
• “I know the top 10% and the bottom 10% of my team. Guess which one you don’t want to be?”

Action Steps:

1. Raise your labor rates now: Don’t wait for inventory to turn — adjust pricing as soon as costs increase.
2. Invest in your team: Pay above market rate to attract and retain top technicians and managers.
3. Screen for character, not just skill: Use the four pillars — attitude, enthusiasm, work ethic, and moral compass — as your hiring filter.
4. Empower store managers: Give them financial autonomy to resolve customer issues quickly and effectively.
5. Lead from the field: Spend time in your stores to connect with employees and understand operational challenges firsthand.

Sponsor for this episode...
This episode is brought to you by Tread Partners.
At Tread Partners, we provide digital marketing for multi-location tire dealers and auto repair shops.
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