March 2025 Northeast Edition

Boost Repair Revenues Through Sales Strategy

By Brian Bradley Autobody News

Optimizing sales results, maximizing lead conversion and driving sales leads are the three cornerstones that collision repair businesses should consider in their marketing strategy, Advanced Digital Media Services (ADMS) CEO Paul Donahue said during a webinar Jan. 15.

instance, repair shops have recently obtained the services of automation platforms to aggregate customers’ online reviews and expedite their responses, and are increasingly using artificial intelligence to streamline damage estimates and subrogation claim verifications.

Automation will likely be the biggest marketing-related driver of repair sales in 2025, and can

Those are the main pieces of an accelerated growth model that ADMS has constructed based on interactions with more than 250 repair shop owners over a 15-year period, that the company regularly advises its clients to follow.

Donahue’s input, provided during an Automotive Service Association (ASA) webinar, comes as the collision repair industry and automotive industry writ large are undergoing rapid technological transformation. For

help shops optimize their sales results, with local service ads (LSAs) providing the best return on investment (ROI), Donahue said. LSAs, which have only been launched in California and Florida so far, involve a tag designation of “Google Guaranteed” when a consumer searches for a particular type of business on a search engine.

“If we have anybody in here on this [webinar] that’s in Florida or

ON PAGE 36

Automaker Group Files Lawsuit Challenging Maine Right to Repair Law

By Brian Bradley Autobody News

A group representing vehicle manufacturers recently filed a lawsuit to prevent key parts of Maine’s 2023-enacted right to repair law from being enforced.

Filing in the U.S. District Court for the District of Maine, the Alliance for Automotive Innovation claimed that compliance with a November 2023 ballot measure passed by 84% of Maine’s voters is “impossible,” as the law is apparently “unconstitutionally vague,” violates due process, and harms vehicle manufacturers.

The group is seeking to delay enforcement of provisions that

require auto manufacturers to provide independent repair shops with standard, direct access to onboard diagnostic systems of all vehicle makes and models, upon authorization by the car owner.

That law took effect on Jan. 5.

The law also calls for the Maine Attorney General to create an independent entity to “establish and administer” access to vehiclegenerated data available through the on-board vehicle diagnostic system or sent via a standardized access platform, to ensure access to such data is continuously secure, and to develop policies and procedures for data transmission.

New York Assembly Bill Aims to Boost Consumer Transparency in Collision Repairs

By Ben Shimkus Autobody News

New York’s State Assembly is considering a measure to improve transparency for vehicle owners navigating collision repairs. Assembly Bill 75, sponsored by Assemblyman William Magnarelli, a Syracuse Democrat and chair of the Committee on Transportation, seeks to regulate the use of replacement parts and ensure consumers are fully informed before repairs are made.

If enacted, AB. 75, which currently remains In Committee Assembly, would require repair shops to disclose the type of replacement parts they intend to use. Shops must use new original equipment manufacturer (OEM) parts for the “first year of its manufacture and for the two years following.” The bill also mandates that repair shops provide a standardized disclosure form for all collision repairs to safeguard consumer awareness.

Magnarelli told Autobody News

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Abby Andrews

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Abby Andrews

Single Store Generalist Collision Repair Shops are Going Extinct – But That Could Be a Good Thing 16

Abby Andrews

Automaker Group Files Lawsuit Challenging Maine Right to Repair Law 1

Brian Bradley

Boost Repair Revenues Through Sales

1

Brian Bradley

Trump’s Flurry of Executive Orders Draws Mixed Opinions from Aftermarket Industry 4

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Collision Repair Operators Share Plans for 2025 to Go Deep on Key Goals ����� 6 Paul Hughes

Collision Shop Owner Turns Former Jiffy Lube into ‘Concierge Center,’ Seeks More ������������������������������������� 45 Paul Hughes

Some Auto Body Shop Owners Seek Scaling Back Over Outright Sale 50 Paul Hughes

Tim Allen’s New TV Show ‘Shifting Gears’ Built Around California Custom Shop�������������������������������������������������� 8 Paul Hughes

Automechanika Features Global Vehicle Tech Innovations Headed for U�S� Market ������������������������������������� 30

Stacey Phillips Ronak

Mark Claypool Brings Collision Repair Expertise to Lead AMi into a New Era 18

Leona Scott

Harder Paints Changed Collision Repair, But Modern Abrasives Could Speed Fixes 46 Ben Shimkus

New York Assembly Bill Aims to Boost Consumer Transparency in Collision Repairs 1 Ben Shimkus

CAPA Explains How Tier 1 Verification Compares to Its Other Non-OEM Part Certifications����������������������������������� 22 John Yoswick

CIC Highlights Changes to Estimating Guide for CCC System 35 John Yoswick

OEM Certification Programs Introduce Tiers for Fleet, Electric Vehicles������� 24 John Yoswick

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Trump’s Flurry of Executive Orders Draws Mixed Opinions from Aftermarket Industry

By Brian Bradley Autobody News

The first two weeks of President Donald Trump’s second term saw the release of a slew of executive orders, some of which impact the collision repair industry.

Among other things, the executive orders removed the former Biden administration’s “electric vehicle (EV) mandate,” and directed the Commerce Department to consider expansion of a prohibition of transactions involving certain components of connected vehicle systems.

Trump on Feb. 1 also imposed 25% tariffs on Canada, and additional 10% tariffs on China. Trump originally announced 25% tariffs on Mexico as well, before reaching an agreement with Mexican President Claudia Scheinbaum to curb immigration and illegal drug and firearm flows to the U.S. As of Feb. 3, tariffs against Mexico had been delayed for one month.

“We don’t know yet where the new path may take us,” Motor & Equipment Manufacturers Association (MEMA) Senior Vice President for Government Affairs Ana Meuwissen said. “Companies are just right now trying to navigate that uncertainty there. Also, many of our companies…are global in nature.”

Though overall impacts of the recent executive orders remain to be seen, reactions have varied across the aftermarket, from warnings of potential tariff impacts to praise for the lifting of the EV mandate.

The Specialty Equipment Market Association (SEMA) in a Jan. 20 statement applauded the reversal of the EV mandate.

SEMA Senior Vice President of Public and Government Affairs

Karen Bailey-Chapman said her organization’s members have responded largely positively to the removal of the EV mandate. About one-third of the organization’s 7,000 members are internal combustion engine-dependent, she said.

Issued Jan. 20, the “Unleashing American Energy” executive order calls for removing regulatory barriers to motor vehicle access and ensuring a level regulatory playing field for consumer choice by terminating state emissions waivers that “limit sales of gasoline-powered automobiles” and by eliminating “unfair subsidies” for EVs.

According to its statement, SEMA is calling on the U.S. Environmental Protection Agency (EPA) to send Clean Air Act waivers for California to

Congress to begin the Congressional Review Act oversight process. Waivers issued by the EPA during the Biden administration have allowed California to enact emission standards for new motor vehicles, independent of the federal process.

Currently, California has a regulation requiring all new car sales to be zero-emission by 2035, which could be overturned through the Congressional review process.

“If and when the EPA does that, it starts a 60-day clock with Congress to decide if they want to review it and what they want to say about it, and then, their outcome is the outcome,”

Association (ASA) head lobbyist Bob Redding said Jan. 31, a day before Trump announced the national security tariffs to enter into force on Feb. 4.

ASA is paying particular attention to original equipment manufacturer parts made in foreign countries. The tariffs cover all goods imported for consumption from China and Canada, except for Canadian energy.

During COVID-19, “the wait times on collision repair were extreme for some, and we don’t want to go back to that,” Redding said. “It’s just a matter of, what does that [tariff policy] impact from our perspective?”

Bailey-Chapman said. “It then will give and provide the opportunity for legislative language to, quite frankly, hopefully put the issue to rest for a very long time.”

In addition to the Congressional Review Act process, the Trump administration could roll back EV regulations through federal agency policy as well, she said.

The “America First Trade Policy” executive order directs the departments of Commerce and Homeland Security to suggest appropriate “trade and national security measures” on Canada, Mexico and China to resolve the emergency of “unlawful migration and fentanyl flows.”

That order also directs the government to “make recommendations regarding the United States’ participation” in the U.S.-Mexico-Canada Agreement, in advance of a July 2026 review that will evaluate the agreement’s impact on U.S. workers, service providers and other stakeholders.

“We’re watching, particularly this weekend, what they do and what we think will be the impact on [our] shops,” Automotive Service

and Automated Driving Systems (ADS) sourced from Russia and China.

Both Meuwissen and BaileyChapman reported their groups’ membership bases have expressed few, if any, concerns about supply chain impacts from that final rule.

But Bailey-Chapman said the aftermarket industry should still track any forthcoming regulations covering VCS and ADS systems from Russia and/or China.

Both MEMA and SEMA supported the removal of advanced driver assistance systems (ADAS) from an earlier version of the rule. In public comments on the earlier proposed rule, MEMA recommended the Commerce Department focus the prohibition on actual points of connectivity in vehicles where the level of risk may be more tangible than the entire infrastructure of a vehicle.

“Specifically, MEMA notes that if a vehicle is equipped with a device that has the capability of data transmission, such as a wireless modem (3G/4G/5G), Wi-Fi, or a physical port that has access to the vehicle’s local area network (LAN), then there is potential for the data collected by sensors on the vehicle to be transmitted off the vehicle to another source,” MEMA wrote.

Bailey-Chapman emphasized that Trump uses tariffs largely for negotiating leverage, and in the past has stated an intent to bring jobs back to the U.S.

“We tend to take a very rational approach to see how far he’ll push any of these foreign policy and commerce-related activities,” she said.

The administration has the authority to impose tariffs if it wishes, but in cases such as Colombia, for example, the U.S. government used a tariff threat simply as a negotiating tactic that prompted Colombia to quickly accept deportees back into the country, Bailey-Chapman noted.

“There’s usually a pretty quick reaction on the foreign countries’ part to respond in that negotiation,” she said. “We tend to take a bit of a keepcalm approach until it really starts to heat up, until there really is an issue.”

Another part of the America First Trade Policy Executive Order directs the Commerce Department to review potential expanded applicability for a Jan. 16 final rule, issued in the final days of the Biden administration, that bans certain transactions involving Vehicle Connectivity Systems (VCS)

Several other technologies are “basic” and don’t enable access to consumer and/or private data, the group wrote, and should therefore be excluded from the final rule.

SEMA applauded the Commerce Department from narrowing the proposed rule’s original scope, agreeing with the agency’s decision to ultimately exclude ADAS, battery management systems, and vehicle operating systems, unless they have VCS components that fall under the rule’s definition of VCS hardware.

While the final rule excluded these components, Trump’s traderelated executive order directs the Commerce Department to review whether controls on connected vehicles should cover additional connected products.

“We followed it very closely,” Meuwissen said of the rulemaking process. Broadly, MEMA is “waiting to see what the next steps will be once [Commerce Secretary nominee Howard] Lutnickis in place at the Commerce Department and has his team there determining their priorities going forward.”

Collision Repair Operators Share Plans For 2025 To Go Deep on Key Goals

By Paul Hughes Autobody News

Resolutions are a funny thing. We can make them, but are we doing the work?

A saying goes, “Don’t make resolutions — make changes.” But as another bit of wisdom notes, “You gotta start somewhere.” There’s surely a difference between saying we’re gonna do something and doing it.

So Autobody News asked the industry about that difference. We’d previously talked with owners, operators and others about Thanksgiving gratitude and Christmas giving.

The new question — What are your New Year’s resolutions? — garnered fewer responses, at greater depth.

Replies focused on only a few areas, including intentionality, which is that starting point: knowing what we want to do.

Three key action items flow from that: Interact with clients, develop shop staff, plan for the future.

Intentionality; three main tasks. Then get down to doing the work. Here’s some of how that looks for 2025.

Client Relationships: Come Prepared, Put in the Time Idaho shop owner Greg Solesbee will be spending more time with his customers this year. A lot more.

“Our revamp is to have everything 100% documented,” he said, “then give that information to the customer.”

This also has to do with shops getting paid for the work. It involves OEM legwork and the Database Enhancement Gateway and knowing the law, Solesbee said.

Nobody said better client interaction was easy. Simple, not easy – if it was easy, everyone would do it.

“Everything we do revolves around education,” Solesbee said, “and greater interaction with the customer.”

This goes from first greeting to driving the vehicle off your lot — or delivering it to the client… err, guest.

That’s what Rob Grieve calls them when they come to the shop. Grieve owns Nylund’s Collision Center in Englewood, CO.

“We call them guests here,” he said. And each one is invited to see inside, including during the repairs, “and they get to talk about it.”

That means truly listening to them. What’s really going on, in a from-thestart tough situation.

Then he talks with them more, on a YouTube channel where every

Saturday the shop drops a new video. Then there’s a real-time online discussion with viewers. Anyone can comment. Grieves answers questions right then.

“I talk insurance stuff, what technologies are coming out … in plain English,” Grieve said. “My channel is about consumer education.”

The channel has 250 videos in its vault and north of 900 subscribers. It’s approaching a quarter of a million views, functioning as business-side analog to those popular YouTube repair videos.

Comments are often “people begging for help” and from all across the country, he said. If those consumers of the show become guests of the shop, there’s more talk.

“We sit down with guests, showing them the procedures and the parts.”

Are Employees the Most Important Part of a Business?

Chicagoland shop owner John Melendez in 2025 is focusing on building and equipping his staff, in more ways than one. Last year, he bought new equipment and brought on new blood to run it, particularly in the paint department.

The plan for this year is giving them the tools to do well.

That includes physical tools, the actual stuff. With increasing complexity in collision repair, that’s a given. It’s also just the baseline requirement of doing the work; it’s a beginning, not a be all.

Beyond that comes a combination of technical and artistic needs: namely information and mentoring, he said.

“Utilize the older talent,” he said, and tap formal “training materials … pulling procedures … in your strong [standard operating procedures] program.”

This then is not the time to try YouTube, but instead to get on-board how to do the specific repairs your techs face. Work with suppliers of information and training.

This as it happens integrates with the personal approach to guest interaction.

I-CAR, talking 2025, puts the two — industry professionals and people they serve — together.

“My mission is to ensure families continue to ride safely in the vehicles our industry services by prioritizing excellence in every repair and industry project,” emailed Jeff Peevy, vice president of industry relations. This year is more focused on what it calls the “empty chair.”

The idea “serves as a powerful reminder for all industry professionals

to keep the well-being of families at the forefront of our discussions and decision-making.”

Intentionality Beyond 2025 Means More Planning — And More Action

Melendez adds an eye to the future. He recently told Autobody News about a program JDM Collision plans to start in a charter school for underserved kids. He also has upcoming work with high schools and community colleges on co-op programs for interns.

This isn’t necessarily cheap — if it was, all the people who didn’t do it when it wasn’t easy would join in.

But some easing of costs is possible. Get vendors and other business partners involved for starters.

Seek a state- or Department of Labor-certified program. Melendez noted the Collision Engineering Program, piloted at Ranken Technical College in St. Louis and now running at seven post-secondary schools nationwide.

Tax credits covering up to half of costs can be available, he said, “if businesses start doing their homework and investing in that individual.”

Training programs for new techs are regularly revised and improved. Laura Lozano at Contra Costa College in California said for 2025, “We took a step back to look at the program going into [the] year, see what we’ve learned so far, and continue to grow.”

A particular focus this year is “the student’s transition into the industry, the professional world. It’s fast, it’s loud, it’s a lot,” and the program will be working more with companies to implement new initiatives.

Melendez said: “We’re focusing on building a new young, solid crew for the future of the business.”

So 2025 goals overlap. Guest and staff experience met; developing staff looks to the future of the business.

“I’m looking to the future, 10 years down the line” said Joe Messina, who owns custom shop Roseleno Inc. in California. He means now the big picture, for a “longish-time dream now in the works.”

2025 for him is to add fun, and “the fun part has been building the business side of it, learning the nuances.”

The shop side, he’s learned since always: at his dad’s shop, or restoring a car a year “just about every year.”

As custom guys hit their ceiling finding labor, at capacity in their digs — and Messina’s is a “nice old building

with a sawtooth wood roof” he has no plans to give up -- they look for a new challenge.

Messina’s looks this year to involve a different angle on automotive services, and greater scale.

“You push all your chips back in the center again,” he said.

An Oar in the Water Headed for Home

Several respondents spoke of work and home in one and a half breaths.

Florida M&A consultant Laura Gay aims for “better balance of work/ life” with a focus on health. Her adult son, sick most of last year, is much improved, and she spends a lot of time on the road visiting shops.

“Each year I have become better at mastering work-life balance,” said Tiffany Silva, a California shop owner, “and I hope to continue that trend and chase my dreams with positivity and purpose.”

Pennsylvania certified collision center manager Randy Kuntz expressed — three ways! — a freewheeling approach to life, and talked of helping a sister shop achieve its own certification this year, along with, like Melendez in Chicago, more involvement with trade schools.

Liz Stein, vice president of strategic initiatives at shop network CCG, is developing “value added programs to help our shops generate revenue,” while planning a trip to Italy with her high school graduated daughter.

“How long is that going to last,” where parents can spend dedicated time with young adult children. “Spend the time,” she said. “It’s why we do what we do.”

Solesbee in Idaho also plans more family time, including trips, and “actually just doing more” in the family. “Our family’s word for the year is ‘intentional.’”

And there it is again: intention and action.

Casey Koehler, a shop owner in Mississippi, doesn’t make resolutions; they’re too easily dropped. There’s a day set aside for this: Quitter’s Day, on the second Friday of each year.

“Stuff can change in a blink,” he said. “You can have a goal, you can have that mindset, but why have it on one damn day. If you have it,” he added, have it always, and do the work.

Koehler is expanding for the second time, moving to a third building, and looking to greater growth this year. He’s 25 years old. Resolutions are a funny thing.

2025 Series Topics:

End of the Era of Single Store Generalist Shops

Technology Takeover: The Impact of ADAS & Calibration

Talent Shortage & Workforce Development

Sustainability in Collision Repair: Going Green

Evolution of OEM Certifications And more

Tim Allen’s New TV Show ‘Shifting Gears’ Built Around California Custom Shop

By Paul Hughes Autobody News

A body shop is on TV again.

Could say collision centers are ready for their close-up, but the industry hasn’t hurt for Hollywood attention. Shops have figured in film and television from “Corvette Summer” to “The Sopranos.” A collision center in Maryland once sought a reality TV gig.

Clint Eastwood’s “Juror #2” never shows a shop, but its plot discusses them, a hit-and-run, and vehicle damage. A current Modelo beer

Tesla-ing a hot rod. His classics are in a SoCal warehouse.

Samples from the throng will be in “Shifting Gears” as shop projects, said production designer Stephan Olson

Aim: Create Shop with Care, Like a Restoration

“He wanted this to reflect him,” Olson said.

“There’s a transportation department on the show,” he said, “with four or five cars on set” most of the time. Vehicles are moved around to illustrate a working shop

commercial shows three Latinas working on a lowrider’s engine, upholstery and paint. A California body shop recently for sale was once in an Adam Sandler film.

Now a custom and restoration operation is the setting for an ABC and Hulu sitcom, “Shifting Gears.”

For Love of the Restomod Game

The show airs Wednesdays at 8 p.m. on the broadcaster, early Thursday mornings on the streamer, produced by 20th Television. Walt Disney Co. owns 20th Television, ABC and Hulu.

A description, from the show’s press info: “‘Shifting Gears’ stars Tim Allen as Matt, the stubborn, widowed owner of a classic car restoration shop. When Matt’s estranged daughter (Kat Dennings) and her kids move into his house, the real restoration begins.”

It’s Tim Allen playing Tim Allen, at least as we’ve come to know him. Young dad in “Home Improvement,” middle-aged dad in “Last Man Standing,” now a granddad, and dad of an adult daughter in “Shifting Gears.” And Tim Allen loves classic cars, being widely known for restomod tendencies — co-creating a modern F-100 with McLaren or

Matt and Gabriel: rebuild a 1956 Ford F-100’s carburetor or install electronic fuel injection.

That conversation involves the owner, said Joe Messina, owner of a custom shop in Fullerton, CA.

and garaged overnight on the Disney production lot.

“We looked at a lot of shops online” in creating the set, he said, and “matched colors and architectural styles” as the focus settled on Allen’s personal restoration space in the warehouse.

More visuals came from BS Industries, a custom hot rod shop in L.A. Bodie Stroud has built for celebrities, including Allen and Johnny Depp, his website said.

“That was a big influence on us, for how a shop is set up,” Olson said, so “it wouldn’t just be a guy holding a crescent wrench.”

Two others crucial: Brett Gregory, who helps oversee Allen’s fleet, and Kady Fox, one of Allen’s daughters.

Co-Starring Vehicles from Tim Allen’s Car-Stack

Sometimes a completed vehicle will be partly “unrestored” Olson said, and work incorporated into the show.

Easter eggs abound. With one, shop manager Gabriel asked about an inverter and a hot rod, a nod to when Allen turned a 1934 Ford Victoria into an electric vehicle via its Tesla engine and drivetrain.

Another episode’s elaborate example sparked friction between

“It was active and fun to work there,” Payne said. “I wanted to be one of these shows.”

Pike “didn’t see anything that looked out of place” but “it didn’t really go into much about cars.”

“I’ll paint it pink if the check clears,” he said, “but I’m not in the business of making cars for me.”

But the story doesn’t include that talk.

But the reason mostly works: the truck was “stolen” — swiped in the last episode of “Last Man Standing” three years ago, from Tim Allen’s character, Mike Baxter. That show took place in Denver, CO — Allen’s birthplace — and the truck, which over Matt’s objection got EFI, has an owner mentioned on “Shifting Gears”… in Denver.

Operators Grade Show’s Mainly Above-Average Approach

Allen’s actual truck, filched from his character on one show, restored by a second Allen wrench-wielder here.

Story layers galore for hardcore car guys.

“An inverter in a hot rod?” asked NorCal custom shop owner Ken Pike, of Gabriel’s earlier comment.

He’s seen it.

“They spent such little time on the actual shop,” added Greg Solesbee, a collision center owner in Idaho.

That’s a fair cop: so maybe the show must only suggest a body shop. It’s not about the business, but the people.

Oregon custom shop guy

Mike McQuigg liked what he saw — “they got it pretty close” — and noted women working in Matt’s shop. “You don’t see a lot of women in the industry.”

Allen early on told Olson “‘the shop’s too clean,’ so we’re working on that subtly,” Olson said, adding, for instance, oil stains to the floor.

That’s the body shop image, which is changing. Operators agreed “Shifting Gears” as a TV show will show what people expect, with Tim Allen as Tim Allen: capable and gruff, doing guy stuff.

TV has tie-ins — 1950’s retro diner Ruby’s was one here — and

Pike’s shop “did the body and paint on a ’33 Roadster replica” in which the owner also put a Tesla drivetrain.

Messina’s electric inversion used a Bugatti chassis and a Tesla battery — until the owner stopped the project.

“We never did get to drive it.”

Dave Payne, a Class A tech with The Dent Co. in Texas and former custom shop owner in Southern California, is a big fan of Tim Allen’s restomods. So much so he once bought a 1996 Impala SS, because Allen has a 1995.

Stay Tuned for More Restorations

“I follow his car collecting,” Payne said.

When Payne ran 760 Kustomz in Victorville, he tried to get a reality TV show.

product placement other than Allen restomods — Lay’s potato chips, say. It also involves something owners don’t want, but TV shows must offer, even if ginned up.

“We’re a no-drama business,” Solesbee said. “We want the highfunctioning groups of a Mike Anderson,” but the show’s shop “is all about drama.”

USA Today declared “Shifting Gears” suitable mainly for Allen fans. There appear to be plenty. Over its first week, it became ABC’s mostwatched series debut in six years, with 17 million viewers.

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Mike Anderson’s First Live Podcast Explores Impact of Rhode Island’s Extensive Collision Repair Laws

By Abby Andrews Autobody News

“On the Road with Mike Anderson

– Serving Up Collision Advice,” a new monthly live podcast powered by Autobody News, premiered Feb. 10 with guest Randy Bottella, president of the Auto Body Association of Rhode Island (ABARI), who spoke about how his association changed the legislative landscape for the state’s repairers –and how other states can do the same. Anderson, who was joined by Sheryl Driggers, his colleague at Collision Advice, also fielded questions from the audience, submitted before the show, and encouraged Anderson opened the show by looking at state-by-state trends in collision repair in 2024. Rhode Island had the highest average severity in the U.S., at $6,969, including both DRP and non-DRP claims.

Rhode Island also showed increases between 2023 and 2024 in the average number of labor hours per repair in body, paint, frame and mechanical –an overall increase of 4.2 hours.

Anderson said Rhode Island’s high average severity can be largely attributed to its legislation. Bottella, who also owns Reliable Collision Repair in West Warwick, RI, agreed.

“We went to legislators because we couldn’t solve this on our own,” he said.

Over the past 15 years, ABARI members have worked tirelessly to educate legislators in order to enact laws that help collision repairers get fairly compensated for performing safe, proper repairs – which ultimately pays off for consumers, who can be sure their vehicles are restored to precollision condition.

Rhode Island’s Aftermarket Parts Law

Bottella said about 15 years ago, Rhode Island passed a law prohibiting insurers from requiring the use of nonOEM parts on vehicles less than 48 months beyond their manufactured date, unless the repairer received written consent from the vehicle owner to use non-OEM parts.

Last year, Rhode Island passed a bill forbidding insurance companies from refusing the use of OEM parts for vehicles between 48 to 72 months from their manufactured date. The length of time was adjusted in response to the increase in the cost of a vehicle and how long most owners take to pay off an auto loan.

Bottella said getting the first law written and passed was the “heavy

lift.” ABARI brought aftermarket and OEM parts to the Rhode Island State House as a “show and tell” to illustrate the difference in quality to lawmakers.

“That really hit home,” he said.

ABARI also showed lawmakers that OEM repair procedures require OEM parts for leased vehicles, and that customers could be charged for using aftermarket parts in a repair when turning the vehicle in at the end of the lease. ABARI invited consumers to testify about real situations where they were harmed by the problematic claims process.

repairers quickly ran into an issue with Asian brands that called necessary procedures “recommended” instead of “required.”

Anderson, who said he leads training for several OEMs through Collision Advice, explained that in Japan and Korea, it’s considered condescending or disrespectful to say something is “required.” Calling it “recommended” is polite.

Bottella said the law has since been amended to require insurers pay for both “recommended” and “required” procedures.

“Once they saw it could put consumers in harm’s way, they passed the law to protect consumers,” Bottella said.

He said most shops have a customer request form for OEM parts, which becomes part of the documentation turned into the insurance appraiser.

Timeframe to Complete Vehicle Inspections

Rhode Island law addresses the amount of time insurance carriers have to inspect a vehicle – three days for an original estimate, and four days for a supplement – but repairers said insurers weren’t adhering to it. “It could take weeks” to get an inspection, Bottella said.

Legislators amended the law to say if insurers don’t meet the timeframe criteria, they lose their right to do their own inspection of the vehicle.

“That has been a game changer,” Bottella said. “Insurance companies have stepped way up on their efforts to get here and inspect a car.”

Recommended vs Required OEM Procedures

Bottella said four years ago, Rhode Island passed a law mandating insurers pay for necessary procedures, but

Customers’ Perspectives on Rhode Island Laws

“Consumers are the cornerstone of what we do,” Bottella said of ABARI’s efforts to pass laws.

He said consumers in Rhode Island now know what ABARI is and everything it has done to protect them, because shops inform them of the laws in place.

“People aren’t versed in it until they’re in an accident,” Bottella said. “It takes public awareness campaigns and the shops to make them aware.”

Driggers said she once conducted research for an auto body shop in another state by asking customer focus groups about their thoughts on OEM parts and safety inspections.

“Customers can’t believe it’s even a question that OEM parts and safety inspections wouldn’t be paid for,” Driggers said.

“I hope states from around the country are tuning in to hear what Rhode Island did and how to facilitate that in their state,” she added.

How Other States Can Follow Rhode Island’s Lead

“This is unquestionably a worthwhile effort,” Bottella said. “It’s gonna take time, it’s gonna take money, but it is worth it in the long run.”

He said repair associations in other states shouldn’t look for a “magic bullet” – a single law that will fix all of their issues – because that doesn’t exist. They also shouldn’t get discouraged if a bill doesn’t get passed the first time around.

“It’s taken years,” Bottella said of the effort in Rhode Island. “I don’t want anyone to think they could solve all their problems in one or two years. This took well over 15 years.”

Insurance companies will always say proposed legislation will drive up customers’ premiums, or they might threaten to leave the state, Bottell said.

“It’s an empty threat because at the end of the day, they need to sell premiums to make money,” Bottella said.

Anderson said repairers should attend politicians’ fundraising events – not only because you have to “pay to play” in politics, but because it’s the best chance to educate lawmakers on the issues facing the industry.

“Legislators can’t be experts on everything that comes up in the bills every year,” Bottella agreed. “You have to be willing to go to their fundraisers and get that face time, to educate them on issues and how to solve them.”

Bottella said ABARI is willing to help any other state repair associations trying to get similar laws enacted.

“A lot of these laws didn’t exist anywhere else, but now we can show other states’ legislators examples of Rhode Island laws,” he said.

Submitted Questions

Anderson wrapped up the live podcast by answering viewer questions about the potential impact of tariffs on the industry, solutions to help customers shoulder unexpected out of pocket repair expenses, and blending difficult refinishes like pearl whites.

What’s Next ‘On the Road’

Anderson said future episodes of “On the Road with Mike Anderson” will be broadcast from shops around the U.S., and encouraged shop operators – or any industry stakeholders – to reach out to his team if they would like to be featured on the show.

The second episode, scheduled for 4 p.m. ET/1 p.m. PT March 10, will be broadcast live from Wallace Collision Center in Tennessee with John Baker, director of operations.

The focus will be on safety inspections, including live demos with a technician at Wallace Collision Center.

Preparing Finances, Operations – and Emotions – To Sell Your Collision Repair Business

By Abby Andrews Autobody News

As vehicles and repair procedures become more complex, the single store generalist body shop model is becoming less sustainable.

The Collision Vision podcast, driven by Autobody News and hosted by Cole Strandberg, is exploring the three paths forward to increased profitability for such shops: specializing, scaling and selling.

Strandberg, who is also a managing director with FOCUS Investment Banking, specializing in M&A and raising capital for companies in the collision repair industry, spoke to two of his colleagues at FOCUS — Giorgio Andonian, managing director, and Mike LeVasseur, senior advisor — for a closer look at selling.

All three have been involved in selling either their own or their family’s business. The discussion touched on every aspect of selling a collision repair business, including how to maximize value, the importance of culture fit, and the emotions involved in selling a business the owner may have had for a long time.

Trends in Collision Repair Selling

Andonian said consolidation activity is increasing in the industry, not just among the large MSOs, but among smaller ones trying to pick up single- or two-location businesses to grow their own presence.

“This goes across the entire automotive aftermarket post-COVID,” he said. “We’ve realized anything in the auto aftermarket is pretty much an essential business. It’s required. It’s stable, it’s consistent, it’s good with cash flows.”

Andonian said there is also “very limited succession planning” among owners, making collision repair a prime opportunity for investors to buy smaller businesses and make them part of something bigger.

Increased interest in buying collision repair businesses also brings increased valuations, Andonian pointed out.

LeVasseur said private equity interest in collision repair is another driving force.

“Private equity likes to back companies that can do well in this space. So there’s where the consolidators are shining right now,” LeVasseur said.

Increased pressure on operators to keep up with OEM repair procedures and the equipment, staffing and training required to complete them, as well dealing with insurance companies,

is also making selling more attractive to some owners, LeVasseur said.

When Is It the Right Time to Sell a Collision Repair Business?

Andonian said some owners decide to sell when they see a lot of other local businesses getting acquired, which means interest in their market is high –and so are valuations.

system. “That one feeds the other properly and feeds the shop and then it feeds into the bank,” he said.

The second thing to do is a “5S” – sort, set, shine, standardize and sustain. “It’s all the things we do to make our shop look like an operating room,” LeVasseur said.

Training is also key. “Get your guys I-CAR trained, get them OE trained, get them vendor trained,” LeVasseur said. “Then start to build the culture that we are the best. And this is why we’re the best.”

Andonian said there is a misconception about what it means to clean up a small business’ financials.

“We’re used to seeing all kinds of personal expenses running through the business, and that is completely OK,” he said. “Most buyers know to expect that.”

of extra money to buy their preferred equipment,” he said. “It’s getting better than what it was. But that’s one of the downfalls, where you have to over equip, you have to overtrain sometimes.

“But in the long run, the benefit is you repair the car properly, you get paid properly for what you do based on what the OEMs are directing, and that the cars are coming out properly, so you have the lack of the liability issue,” LeVasseur said.

The Selling Process]

Andonian said the selling process with FOCUS takes six to nine months. It starts with FOCUS learning the business inside and out –financials, processes, operations, equipment –to be able to market the “story” of the business to potential buyers.

“If everyone around you is sold, you’re running out of potential buyers, and you’ll end up having to put it on a listing website or brokerage, which will probably charge you higher fees,” Andonian said, adding those options also mean less effort goes into marketing the business.

“I’d always suggest to be ready. Have your books in order,” Andonian said.

LeVasseur added owners interested in selling should make sure their shops have “good curb appeal,” with friendly staff who greet customers and up to date equipment.

“Just like staging your house when you’re going to sell it, always have your business ready to sell,” he said.

It comes down to supply and demand, LeVasseur said. Consolidators are more interested in multi-shop businesses with good processes and solid leadership, but there are fewer of those available to buy.

Strandberg agreed, saying there are 100-plus private equity groups on the sidelines looking to get into the collision repair industry, competing with the big national consolidators also trying to acquire those businesses.

There is less desire to purchase smaller single shops, but LeVasseur said there are still ways for a shop to cut a deal.

Maximizing Your Collision Repair Business Valuation

LeVasseur said the first thing to do is ensure the business has good management and a solid financial

Accuracy is most important, “whether it’s in your balance sheet or on your financial statement,” Andonian said. “You have to be able to say, this exact charge is for my personal vehicle. Being able to reconcile all of those is incredibly important.”

It’s also important to consider the business’ corporate structure. Andonian recommended discussing the possibility of a future sale with a financial advisor to make sure the business is properly structured.

“This is something that comes up way more often than it should, where there are some major negative tax ramifications for prospective sellers if they’re not in the right structure,” he said.

Strandberg recommended working with a good CPA or hiring an in-house accounting team member or business attorney to ensure the financial health of the company, which will make it more seamless to sell, and likely bring a higher purchase price.

OEM Certifications

LeVasseur said DRPs often lead to a “repairer versus manufacturers” battle with an insurance company in the middle. OEM certifications, on the other hand, allows the shop to be more confident in the repair.

“The certification for each OEM, I think, is the wave of the future,” LeVasseur said. “Fix it the way the manufacturer wants it fixed.”

There can be some disadvantages, LeVasseur acknowledged.

Each OEM certification has different criteria, and “if you have two very similar programs, it could cost you a lot

FOCUS produces a confidential memorandum detailing the business, as well as a “blind teaser” to introduce the business to buyers in a generic way. “Say we have a five-location MSO, with about this kind of range of, revenue and size,” he said.

Interested buyers have to sign an NDA and approval from the seller to receive the confidential memorandum.

“I think that’s one of the most important things that we try and echo to our clients, is you have full control,” Andonian said. “You have full approval on everything that’s in the materials, on who we talk to, who we don’t talk to, and a veto any time we need to bring that in.”

Once a potential deal reaches the stage where the seller is receiving a letter of intent from a buyer, FOCUS works with the seller and their attorney in a negotiating period with the buyer.

“From there, it’s a lot of work,” Andonian said. “It’s the due diligence period where buyers are going to be asking for a lot of background information, financials, operations, history.”

Strandberg said beyond the sale price and the terms of the deal, it’s important sellers choose a buyer they are comfortable giving the keys.

LeVasseur said when he sold his own business, if he hadn’t had a broker like FOCUS, he “probably would have left some things on the table, whether it was money or opportunity.”

“I would say, yes, get yourself a broker, get yourself some advice and don’t sell yourself short,” he said. “It’s your life’s work, so it’s real important for you to tell that story to the broker or

Lennox Auto Body in Cheyenne, WY, founded in 1995, was recently acquired by national consolidator Crash Champions.

The Alliance for Automotive Innovation’s complaint said the Maine Attorney General must designate an independent entity that starts administering access to the standardized data platform before the group’s members “even attempt” to comply with the law’s access requirements.

“This is an example of putting the cart before the horse,” the group said in a Jan. 31 statement. “Before automakers can comply, the law requires the attorney general to first establish an ‘independent entity’ to securely administer access to vehicle data. The independent entity hasn’t been established. That’s not in dispute. Compliance with the law right now is not possible.”

Tasked with developing legislative recommendations for formation, implementation and enforcement of right to repair regulations in Maine, a working group led by the Office of the Maine Attorney General has met eight times since late August. Follow-up legislation related to Maine’s data law mandated creation of the working group, which includes representatives from the repair,

aftermarket, vehicle manufacturer and vehicle dealer sectors, in addition to consumer and data privacy advocates.

The group’s final suggestions, including for establishment of an independent entity, are due to the state legislature by Feb. 28.

In an interview with Autobody News, Maine Right to Repair Coalition Director Tommy Hickey challenged the lawsuit’s claim that an independent entity needs to be formed prior to implementation of the November 2023 Data Law.

Hickey noted that while he interprets the Data Law as being currently enforceable, the statute outlines the entity as “separate and distinct” from auto manufacturers’ duties for compliance.

“The law is pretty clear. It says if you are a manufacturer in the state of Maine and you have a car with telematic systems, you better be able to get that information to car owners. This entity was another part of the law,” Hickey added. “They try to tie the two up, and we don’t read it that way. It was not intended to be written that way. And we see it as an excuse to not comply with the law.”

The November law states that for each denial of data access, vehicle manufacturers could be responsible

for a penalty of up to $10,000 or treble damages, whichever is greater.

The lawsuit states Maine Attorney General Aaron Frey has taken a position that the requirement for establishment of a standardized and owner-authorized data platform is effective and enforceable against the Alliance for Automotive Innovation’s members as of Jan. 5.

The alliance declined to respond to Autobody News’ questions seeking clarity on whether the Attorney General’s Office had directly communicated this position to the group; whether the group was aware of any fines levied against manufacturers or dealerships for noncompliance; and whether it expects the future independent entity would serve as an enforcement body.

All Clear Joins CIECA

All Clear, an Alabama-based company specializing in advanced driver-assistance systems (ADAS) and automotive repairs, joined CIECA as a corporate member. Founded in 2019 by Justin Proctor, All Clear has grown rapidly, now employing more than 100 people across 14 states.

Coy Skipper, All Clear’s director of quality assurance, said the decision to join CIECA was influenced by its potential to address long-standing communication challenges in the automotive repair industry.

CIECA provides standards to improve electronic communication and information sharing within the collision repair industry. All Clear anticipates its membership will enhance its ability to meet customer needs and refine its operations.

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This strategic partnership reflects All Clear’s commitment to advancing the safety and reliability of modern vehicles through innovation and collaboration. Skipper said the company is optimistic about how this membership could support continued growth and operational improvements.

MADE EASY

FRANKLIN SUSSEX AUTO MALL

Single Store Generalist Collision Repair Shops Are Going Extinct – But That Could Be a Good Thing

By Abby Andrews Autobody News

“The era of the single store generalist body shop is coming to an end. How does that sentence make you feel? Angry? Scared? Defensive? Spoiler alert — I think it should excite you.”

Cole Strandberg, host of The Collision Vision podcast, driven by Autobody News, recently opened a new series, “End of the Single Store Generalist Shop Era,” by presenting an overview on why he thinks this is the case – and what single shop operators can do about it, “to not only survive in the future of collision repair, but to thrive,” he said.

In the coming weeks, the podcast will feature guests whose shops have specialized, scaled or sold in response to this very issue.

Strandberg grew up in the collision repair industry. In the late 1980s, his parents started a company supplying equipment to repairers. After college and a foray into investment banking, Strandberg joined the family business, and remained with it after it was acquired by a private equity group.

About three years ago, he joined FOCUS Investment Banking, where he works on mergers and acquisitions and raising capital within the collision repair industry.

“It’s an industry I love,” Strandberg said. “I’ve grown up around it, but it’s really been over the past maybe five or six years that I’ve realized my passion for the industry.”

At the 2023 SEMA Show, Strandberg participated in a panel discussion on consolidation with several other industry members. During a Q&A session with the audience at the end, Mike Anderson of Collision Advice asked why the panel had only talked about how single shop operators can sell to a consolidator, but didn’t touch on how to grow instead by using some of their same tactics.

“I realized he was 100% right,” Strandberg said. “We have some incredible high growth, massive organizations in our industry, but we also have some smaller, fast-growing ones as well. I think to educate on some of the tactics that the big national consolidators use is smart and timely.”

Why is the Single Shop Era Ending?

There are several reasons Strandberg thinks single shops that repair all vehicles are going by the wayside – insurance challenges, increasing vehicle complexity and OEM

certification training requirements chief among them.

“This era coming to an end is not a bad thing,” Strandberg said. “I think it represents some incredibly unique opportunities…It might be a real shortterm hindrance, but the opportunities and the doors that these challenges open are going to make for a very exciting future.”

After hosting The Collision Vision podcast for two years, Strandberg said his conversations with industry leaders have led him to believe there are three viable paths forward for single shop generalists – specializing, scaling or selling.

shops he sees in his work with FOCUS that have specialized are 50% to 100% more profitable than their generalist counterparts.

One downside to specialization is that it can limit a shop’s potential buyers if the owner decides to eventually sell, but Strandberg said that’s changing.

“Now we’re seeing groups who focus on specialized body shops popping up and growing left and right,” he said. “You are not limiting yourself by specializing by increasing profitability.”

The collision repair industry has always been David vs. Goliath, Strandberg said, but specializing helps the Davids beat the Goliaths by allowing them to fight the battle in their own way.

Specializing

“We’ve heard it time and time again from operators that the time in this industry has come where we are not going to be all things to all people,” Strandberg said.

Shop operators can consider their options – concentrating on exotic or luxury cars; domestic, European or Asian makes; EVs; specific brands; or trucks.

“What do you guys get the most of?

What is your team really good at fixing?” Strandberg said. “If you double down on specializing in what you know and what you do well and what is commonplace in your market, you’re going to increase efficiency.”

Specializing helps a shop build a reputation for excellence in its niche, and bring more services in-house, many of which are highly profitable.

It also leads to “massive efficiencies” in a shop, particularly in parts procurement, marketing and repair procedures.

It all contributes to perhaps the second-biggest benefit of specialization behind ensuring safe and proper repairs – increased profitability.

Strandberg said on average, the

If The Boyd Group were to purchase that hypothetical shop, “in theory, as soon as that acquisition becomes a part of Gerber, they have gone from a 50% of revenue valuation to a 193% of revenue valuation, about four times, or from a five times EBITDA multiple to a 15 times EBITDA multiple, about three times,” Strandberg said.

“So as soon as this acquisition got implemented, not only is it adding that revenue in that EBITDA, the value of that acquisition has tripled to quadrupled,” he said.

That example is a “quick and dirty” explanation of multiple arbitrage.

“[Consolidators] realize that one plus one equals three, four, five, six, 10, whatever it is, but it doesn’t equal two. That’s the value of scale,” Strandberg said.

Strandberg said the upcoming episode on specialization will take a closer look at how to choose one for your shop by looking at local market needs and your shop’s skillsets.

Scaling

The concept of scaling is misunderstood by a lot of smaller operators in the collision repair industry, Strandberg said, rooted in the simple math equation of 1+1=2.

“The magic comes in something called multiple arbitrage, where one plus one equals three or more,” he said.

As an example, he offered a hypothetical single shop doing $3 million in sales at a 10% EBITDA (earnings before interest, taxes, depreciation and amortization) margin. A national consolidator offers to purchase the shop for $1.5 million — 50% of revenue, or five times EBITDA margin.

For the example, Strandberg used The Boyd Group, which owns Gerber Collision & Glass, as it’s a publicly traded company. In the most recent results from 2023, Gerber’s sales were $2.9 billion, and its adjusted EBITDA was $368.2 million for a 12.5% EBITDA margin.

“So just right there, above the average for a generalist, from profitability, you can see how they’ve been able to get some efficiencies via scale,” Strandberg said.

Based on the same 2023 numbers, The Boyd Group is worth $5.6 billion.

“It’s a big company,” Strandberg said. “That valuation, depending on how you look at it, boils down to 193% of sales, or about 15 times EBITDA.

Multiple arbitrage is just as impactful on a small business that scales.

Strandberg said scaling offers other benefits that make scaled companies worth more than smaller ones.

“A positive side effect is you work yourself out of a job with scale,” he said. “It necessitates working more on the business rather than in the business, strategically plugging in layers of management, allowing you kind of, weirdly enough, a little more freedom with your time as you grow.”

Scaling also offers the ability to hire top talent, Strandberg said, as there is a “sweet spot” in the hiring bell curve for shops in between single store generalists and national consolidators.

First, semi-scaled businesses can pay market rate to get good people. “They’re going to be able to be competitive with the bigger players in their salary and in their benefits,” Strandberg said.

Second, they can build a work culture that attracts technicians who don’t want to be perceived as “just a number,” or that they’re under pressure to simply hit production goals, whether or not the repair is done correctly.

Other benefits of scaling include increased acquisition interest when the time does come to exit, or opening up the business to private equity opportunities once it hits a certain size.

There are five options to fund scaling a collision repair business –writing a check, which is rare outside of national consolidators; taking on investors or partnering with private equity firms; taking out a traditional bank loan; seller financing; and using programs through the federal Small Business Administration (SBA).

Specializing in a particular type of vehicle, like EVs, can allow a single store collision repair business to carve its own niche.

Mark Claypool Brings Collision Repair Expertise To Lead AMi Into a New Era

By Leona Scott Autobody News

With more than 20 years of experience spanning technical operations, workforce development and industry leadership, Mark Claypool is poised to modernize the Automotive Management Institute’s (AMi) training programs and expand its influence across the repair sector.

As a veteran of the industry, Claypool’s career reflects a hands-on approach to nearly every aspect of collision repair. From the front office to the shop floor, he has worked to streamline processes, implement standard operating procedures and elevate operational efficiency for auto body shops. His extensive background includes leadership roles with organizations like VeriFacts Automotive and Optima Automotive and important contributions to initiatives like the National Auto Body Council (NABC).

Kathy Mello, CEO of TGIF Body Shop Inc. in Fremont, CA, recalled Claypool’s innovative mindset and his dedication to workforce development.

“I met Mark many years ago when he developed the very comprehensive Mentors at Work program. It was an innovative concept for the industry, focusing on structured on-the-job training rather than informal methods taught by whoever happened to be available. The program reflected his deep understanding of learning styles and the importance of matching mentors and students for compatibility,” she said.

Although the program was ahead of its time, Mello believes it highlights Claypool’s ability to identify long-term industry needs.

“Mark has an in-depth understanding of the different learning styles that best fit each person to succeed,” said Mello. “That,

coupled with his vast mechanical knowledge, his expertise in technology, and his understanding of marketing are attributes that equip him to easily put vision to work. His longtime industry relationships will help bring new teachings to the menu of classes. His passion for the importance of a learning culture in this industry is fuel for these times of complex repairs, and the ability for the consumer to be embraced in the sometimes challenging claims course.”

A Vision for the Future

Claypool steps into his new role with a clear goal: to ensure AMi remains the industry’s premier resource for training and accreditation. This includes a comprehensive review of AMi’s existing courses to ensure they meet the evolving needs of repair professionals. Under his leadership, the organization will prioritize eliminating outdated material and integrating cutting-edge topics, such as AI’s role in automotive repair and advanced online marketing strategies.

Scott Benavidez, chairman of the Automotive Service Association, member of the board of AMi and owner of Mr. B’s Paint and Body in Albuquerque, NM, emphasized Claypool’s qualifications to lead this effort.

“Mark has been a leader in our industry for many years. His knowledge and connections will lead AMi into its next chapter,” Benavidez said. “His passion for AMi is clear, and he understands the value it brings to both the collision and mechanical industries.”

Claypool also recognizes the growing importance of soft skills, business management, and customer service in fostering success for repair facilities. His focus on workforce development, internal culture and employee retention reflects his understanding of the industry’s pressing challenges.

Addressing Industry Needs

Like many other fields, the collision repair industry faces a workforce shortage and increasing demand for skilled professionals. Claypool sees AMi playing a critical role in bridging this gap by promoting apprenticeships and training programs that attract and retain talent from diverse backgrounds.

“His longtime work with SkillsUSA was an impetus to develop Mentors at Work, as he realized the potential talent that could be brought into the industry if a practical mechanism

were at hand,” Mello said.

Benavidez echoed this sentiment: “Mark will ensure the training you take today leads to a degree that demonstrates its value.”

As a collision repairer, Benavidez believes Claypool’s leadership at AMi will benefit collision repair professionals by raising education and accreditation standards.

Expanding AMi’s Reach

Since its inception, AMi has reached more than 300,000 enrollments across North America. Claypool is committed to significantly increasing that number by building awareness of AMi’s programs and emphasizing the value of accreditation.

“Training is an investment that pays off in countless ways,” Claypool said. “As a nonprofit, we’re here to support the industry, not profit from it. When the industry thrives, everyone benefits — from shop owners to the customers they serve.”

Mello believes Claypool’s longstanding relationships in the industry will help bring new teachings to AMi’s curriculum.

“His passion for the importance of training and learning in this industry will be instrumental in navigating these times of rapid change and

complex repairs,” she said.

A Champion for Training

Throughout his career, Claypool has been a staunch education and professional development advocate. His LinkedIn profile describes him as a “Champion for Industry Training,” a sentiment he has carried into every role he’s held.

“Mark’s natural leadership and vision make him the perfect person to take AMi into an exciting new era,” Benavidez said. “He has been given the task of ensuring we have the best training possible for our shops. You can see his passion for this in everything he does. AMi is blessed to have him on board.”

As AMi charts its path forward under Claypool’s leadership, the organization is set to strengthen its position as a cornerstone of the automotive repair industry. With a focus on innovation, inclusivity and practical solutions, Claypool’s vision promises to elevate repair facilities and professionals to new heights.

Mark Claypool

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Mike Anderson — From the Desk of Mike Anderson

Become One of Your Parts Vendors’ Best Customers by Understanding Their Perspective

In a previous column, I wrote about what shops are looking for from the wholesale parts vendors they work with. But through more than a dozen meetings I’ve conducted for an automaker, bringing together that OEM and its wholesale parts managers in a region along with collision repairers, I’ve also heard from those parts managers what shops do — or don’t do — that makes them the best customers those dealers have.

Why should shops care about this? Because just as you, as a collision repairer, will go above and beyond for your best customers, wholesale parts vendors will go above and beyond for their best shop customers.

Here’s what’s on their list: They want to work with shops that submit accurate orders. Shops that order what they THINK they need and then return half are not ever going to be among a parts vendor’s best customers. Accurate parts orders, many vendors say, convey the position on the car for the needed

parts: left/right, front/rear.

Order accuracy goes hand in hand with complete parts orders. Avoid having multiple parts order for a job.

They want to work with shops with a low return percentage. Parts returns add costs to everyone in the parts

problems, or they’re ordering just what they THINK they need.

I personally think parts vendors’ discounts should be structured based on a shop’s percentage of returns, with a lower discount for those with higher return rates.

chain. Wholesale parts vendors vary in what they view as a “low” return percentage, but most define that as less than 4% — excluding any core charges. I believe any shop returning more than 4% has an issue: They’re not doing complete disassembly, they’re pre-ordering parts on potential total losses, they’ve got some process

They want to work with shops that pay their bills on time. They generally would prefer shops to pay that bill via ACH, a transfer of money from the shop’s bank account to the dealership’s bank account. In these meetings, I explained to the parts vendors that many shops want to pay all their bill via credit card to get the cashback bonus.

Again, I personally think parts vendors’ discounts should also be structured based on the timeliness and method of shops’ payment practices.

Parts vendors want to work with shops that are loyal. If you are switching your business around among vendors based on some short-term gain, don’t ever expect to be considered as a “best customer” by any of those vendors.

They want to work with shops that aren’t regularly hitting them up with last-minute orders. I personally feel if you are regularly placing “rush orders,” you shouldn’t expect to get the best discount available.

They don’t want to work with shops that are gaming the system. This is a sensitive topic that I am very concerned about in our industry.

Parts vendors don’t want to work with shops asking for an OEM part price-match based on some nonOEM part or price that’s not really available. Ladies and gentlemen, this is not ethical or fair. I think it needs to stop. I know at least one manufacturer that will kick a shop off of its OEM certification program if it’s gaming the system like this. I personally think all automakers should do this.

So I’ve laid out what each side in the parts transaction — shops and vendors — want from the other. Next time, I’ll other some thoughts and idea on what shops and their parts suppliers can do together to each improve their business.

ACME NISSAN

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Direct: 732-821-9300 / 24 Hour Fax: 732-821-8295

E-mail: parts@acmenissan.com www.acmenissan.com

AN

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CAPA Explains How Tier 1 Verification Compares To Its Other Non-OEM

Part Certifications

By John Yoswick Autobody News

When the Certified Automotive Parts Association (CAPA) announced in 2021 the launch of a Tier 1 Replacement Parts Verification Program, concerns were raised about possibly creating confusion in the industry by adding yet another term to the list of parts nomenclature.

At the Collision Industry Conference (CIC) during SEMA week, a poll taken just prior to a CAPA presentation on the verification program found that more than two years after the first “Tier 1” parts were labeled as such by CAPA, 2 in 5 attendees acknowledged they were unclear what a Tier 1 part is.

The Tier 1 program differs from CAPA’s certification program for nonOEM parts. Those parts are often manufactured by a company that isn’t producing the same part for an auto manufacturer, and go through CAPA’s full testing program to physically check the fit, finish, paint adhesion, coating performance, weld integrity, etc.

In the CIC presentation, Stacy Bartnik of Intertek — the company that conducts CAPA’s testing and

certification of non-OEM parts — said the Tier 1 verification program is for parts produced by a Tier 1 supplier of OEM parts to the automakers, such as Bosch or Hella, but sold under different branding with no other changes from the corresponding part made by that company for an automaker. Such parts don’t go through CAPA’s testing.

no [OEM] branding, no [OEM] logos, and it’ll be in the packaging of that Tier 1 manufacturer.”

She said one of the reasons the program was launched was because of industry confusion over what an “opt-OE” part is, with Tier 1 suppliers wanting to somehow differentiate their parts from the different types of parts included in that designation.

“What we’re doing is we are taking an OE service part that a Tier 1 manufacturer makes, [and] verifying that that part, which is also being sold under the Tier 1’s own brand, is made in the same facility, with the same material, all the process is the same, the documentation is the same,” Bartnik said. “The only allowable difference is branding. So there will be

Most of the parts that have received the verification to date are headlamps and sensors.

Tier 1 verified parts receive a blue seal — as opposed to the yellow CAPA seal on certified non-OEM parts— and are listed on the CAPA website. They also are designated in the estimating systems using such codes as “CAPA Tier 1” in Mitchell, or “A/M: TIER 1” in the CCC Intelligent Solutions system.

Bartnik said the program has been a good partnership between CAPA and Tier 1 automaker parts suppliers to give the industry more choices of alternative parts.

“There’s a time and a place for all the

different part types that are available out there, and we want to make sure when someone’s using [alternative parts], that they are getting a safe, quality repair,” Bartnik said. “And that’s the whole goal is to give the industry options that are going to put that car back to being a safe vehicle to drive.”

Dave Mollner of Hella, one of the Tier 1 suppliers selling verified parts under the CAPA program, was asked what happens if there is a recall related to one of those parts.

“We have a complete compliance team that understands where those parts are sold, what distributors, and then that’s a process they handle,” Moller said.

This also distinguishes the Tier 1 verification program from CAPA’s certification program for non-OEM parts made by a company that isn’t supplying the same parts to the automaker. If CAPA issues a public safety notice about one of its certified non-OEM parts, shops that installed one of those parts will be contacted by CAPA directly only if the shop entered the CAPA seal number from the part into the CAPA Tracker online system when the part was installed.

Rather than a yellow CAPA sticker, Tier 1 verified parts receive a blue seal.

OEM Certification Programs Introduce Tiers For Fleet, Electric Vehicles

By John Yoswick Autobody News

Several automakers at the recent Collision Industry Conference (CIC) in Palm Springs, CA, provided updates on their body shop certification programs.

Kelli Doherty, who manages the collision repair network for General Motors, said the program now has more than 2,800 dealerowned and independent U.S. shops participating in at least one of the program’s four tiers — basic; battery electric; specialty, such as the Cadillac CT6; and fleet.

“Recently we added what we call ‘fleet,’ which is essentially a medium-duty delivery van that we call BrightDrop, so that’s making a big splash,” Doherty said. “It’s now badged as a Chevrolet, and we’re working to grow that network as well.”

There are parts for those vehicles that will be sold only to fleet-certified shops.

Doherty also discussed the role of the GM Collision Assistance app in pointing drivers to a GMcertified shop after an accident. Launched this past October, the app — branded differently for each GM line of vehicles — sends a popup notification to the driver’s phone about 10 minutes after a crash is detected. It then helps guide them through collecting information about the incident. Lastly, it offers them a list of GM-certified shops in the area.

Doherty said in addition to providing customer assistance, the app can also help GM-certified shops see a return on their investment in qualifying for and participating in the program.

Without providing a precise timeline, Doherty said “eventually” the app will provide customers a list of only the GM shops certified to repair their particular vehicle model.

“For instance, if you’re driving a beautiful Corvette, the app will serve up only shops that are

certified for that Corvette,” Doherty said. “There’s nothing worse than taking a vehicle to a shop and being told, ‘This car has restricted parts, I can’t fix it. You’ve got to go down the road.’ So we want to take that pain point out for the consumer.”

She said the program regularly

“You have to be Volvo certified to get on our EV tier.”

KEN PARK VOLVO

reviews the lists of tools and equipment required in each tier of shop certification.

“That happens, obviously, when there’s new model changes, but additionally we review these lists with our engineers four times a year just to make sure that we have the latest and greatest,” Doherty said. “Specifically, we’re looking at specbased tools and equipment. We’re not in the business to sell the tools. We’re just trying to make sure that you have the correct equipment to repair the vehicle. So it’s really important that it’s spec-based, for one thing,” rather than requiring a specific tool or piece of equipment.

“But we’re also open to new tools and equipment. There’s constantly new technology out there, and we’re not close-minded,” Doherty added. “There might be a better [option] out there. So we’re constantly reviewing new tools. We’ll bring them in house, we’ll test them and make sure that they meet our specs.”

New EV-Certified Shop Tier

Also during the presentation at CIC, Ken Park said he started with Volvo in 2017 to develop that company’s shop program in the U.S., which has since grown to 297 shops. He offered an overview of two new Volvo models being introduced this year, both electric vehicles: the EX90 flagship model, and the EX30, which has a starting price of just below $35,000 without incentives.

“You have to be Volvo certified to get on our EV tier,” Park said. “It’s going to be a two-tier program. We’re not looking for all of our shops to be EV certified. We’re probably looking for about 10% of our current shops to get EV certified over the next 12 to 24 months. We know certain parts of the country are filled with more EVs, are more interested in having EVs than others.”

He said Volvo offers 20 webbased courses, and will have a

five-day hands-on course provided by I-CAR at its Chicago area training center. The program will require shops to have two trained technicians.

The battery itself in the vehicles is 110 kilowatts and 1,800 pounds, but Volvo will require its EV shops to have at least 2,700 pounds of battery table lift capacity.

“We want to make sure you’re future-proofing so you can use it in

Ken Park of Volvo said repairers can often get aspects of repairs approved for payment by insurers using automaker position statements.

case 150 kilowatt batteries” are in future vehicles, Park said.

Certification also will require at least two EV chargers — one interior, one exterior — two 1234yf refrigerant

recovery machines, and wheel dollies with a minimum of 1,750 pounds per unit. He said the EX90 is about 7,000 pounds, so while a 3.5-ton lift is all that is required, he strongly advises shops looking to buy a new lift to look at a 5-ton model.

Park encouraged shops to use the OEM1stop.com website to make sure they have all the position statements provided by each of the automakers. He noted that Volvo added five in the final quarter of last year alone, related to topics such as post-collision steering column inspections, vehicle scanning and diagnostics, and glass replacement.

“Our position statements are very direct and beneficial to the industry,” Park said. “For those who are not using position statements, I truly advise you to start doing so. I can tell you countless times that I’ve gotten calls from body shops trying to repair vehicles properly and they denied certain aspects of it [by insurers]. Once they show the insurance company the position statement, which in some areas are recommended or a requirement from the OEM, nine times out of 10 they’ll get that repair approved.”

Kelli Doherty of GM said the automaker has recently added a special shop certification for fleet vehicles.

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860.658.6210 Fax

fmanauto.com

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860.282.0191

860.290.6355 Fax

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the bill was initially introduced in 2019 after a New York State Auto Collision Technicians Association request.

“The purpose of this bill is twofold,” he said in a prepared statement.

“To ensure customers are aware when aftermarket parts are being used on their vehicles and to ensure that insurance companies are paying for repairs on newer vehicles using OEM parts. The overall goal is to ensure that insurance companies are not forcing substandard repairs on customers.”

Under the proposed legislation, “replacement crash parts” include commonly repaired or replaced components in collision shops, such as doors, fenders, bumpers and panels made from “sheet metal, plastic, fiberglass or similar materials.” Items such as windows and hubcaps are specifically excluded.

External groups, advocating for parts distribution in the state, opposed the legislation, claiming the proposed rules inhibit the use of aftermarket parts despite rigorous safety standards and potential warranties.

Edward Salamy, executive

director of the Automotive Body Parts Association (ABPA), wrote a letter to Magnarelli expressing concern the legislation could “confuse and mislead consumers.”

“This legislation, if enacted, will have significant negative consequences for New York drivers by increasing vehicle repair costs, raising insurance premiums, and limiting consumer choice in automotive repairs,” Salamy wrote.

In New York’s Consumer Bill of Rights, part of the state’s Repair Shop Act, collision technicians must provide written estimates for parts and labor costs before fixing a vehicle. Businesses must specify in invoices which replacement parts are not “original quality.”

The proposed legislation would expand the Consumer Bill of Rights. It also comes amid ongoing debates in

the auto repair industry over the role of aftermarket parts and increasing car insurance premiums. Several OEMs are still replenishing parts inventories after supply chain disruptions caused by strikes. Concurrently, dozens of U.S. states are proposing legislation to curtail historically inflated vehicle insurance premiums.

A few states over, Maine officials recently held a meeting to grapple with language that could similarly regulate independent repair shops. The Maine Automotive Right to Repair Working Group debated adding language to an approved November 2023 ballot initiative that requires manufacturers to provide the tools, parts, and information needed to repair vehicles independently. A recent stipulation in Maine’s bill would also require shops to inform customers about OEM parts used in repairs.

Axalta Coating Systems Ltd. announced Tim Bowes has been appointed president of Global Industrial Coatings, effective Jan. 27, succeeding Shelley Bausch, who will be stepping down from her role.

Most recently, Bowes served as Axalta’s senior vice president and chief transformation officer. Prior to joining Axalta, he served as senior vice president and president of Electrification, Industrial, Aftermarket, Purchasing & Supply Chain for Meritor.

Bowes has also served as senior vice president and president of the casting business unit for American Axle & Manufacturing, and CEO and president of Transtar Industries, an industrial and automotive aftermarket company. He also held executive leadership roles at ITT Automotive and Intermet.

Bowes has lived and worked in Asia and Europe and holds an MBA from Wayne State University in Detroit, MI, and a bachelor’s degree from Lawrence Technological University in Southfield, MI.

CONNECTICUT

Napoli Indoor Kia Milford

203-876-3331 (203) 876-3325 Fax

8am-6pm Mon-Fri paulc@napolimotors.com

Gary Rome Kia Enfield

860-253-5095 (860) 265-2674 Fax

8am-7pm Mon-Thu 8am-5pm Fri; 8am-4pm Sat parts@garyromekia.com

MASSACHUSETTS

Kia of Attleboro South Attleboro 508-761-9300 (508) 761-0768 Fax

8am-8pm Mon, Wed; 8am-5pm Tue, Thu, Fri 8am-4pm Sat frank@courtesyma.com www.courtesyma.com

Lev Kia of Framingham Framingham 800-462-1014 (508) 626-1585 Fax 7:30am-6pm Mon-Fri parts@levkia.com

MARYLAND

Bob Bell Kia Baltimore 800-638-4967 (410) 285-1376 Fax

7am-7pm Mon-Fri

7am-5pm Sat smelson@bobbell.com

NEW JERSEY

Liberty Kia Ramsey 201-818-8995 (201) 783-8848 Fax

8am-5pm Mon-Sat joel@libertykiaofnj.com www.libertykiaofnj.com

NEW YORK

Kia of Middletown New Hampton 845-374-6575 (845) 374-4718 Fax

8am-5pm Mon-Fri 8am-3pm Sat nissankiaofmiddletownparts@yahoo.com www.kiaofmiddletown.com

Northstar Kia

Long Island City (718) 683-5300 (718) 489-9889 Fax

M-F 7:30am-5pm; Sat 8am-2pm www.northstarkiany.com

PENNSYLVANIA

Brown Daub Kia Easton 610-829-3020 (484) 546-0292 Fax 7am-5pm Mon-Fri 7am-3pm Sat parts@browndaubkia.com www.browndaubkia.com

Outten Kia Hamburg 610-562-4166 (610) 562-9436 Fax 7:30am-5pm Mon-Fri 8am-12pm Sat rwagner@outtencars.com www.outtenkia.com

VERMONT

Berlin City Kia Williston 800-684-5779 (303) 928-6905 Fax

6am-6pm Mon, Wed, Fri 6am-7pm Tue, Thu 7am-3pm Sat ableau@berlincity.com

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dealers for your Honda or Acura Genuine parts needs.

Nucar Honda of Norwood Norwood

833-319-6270

781-619-6791

Dept Hours: M-F 7:30-5 bh-wholesale@boch com

LIA Honda Northampton Northampton

800-369-7889

413-587-2900

Dept� Hours: M-F 7:30-5; Sat 8-3 dstanisewski@liacars com

Clinton Honda

Annandale

877-657-2787

Dept Hours: M-F 8-5; Sat 8-2 abdulc@clintonhonda com

Honda of Turnersville Turnersville

800-883-0002

856-516-6262

Dept Hours: M-F 8-6; Sat 8-4 mbivario@penskeautomotive com

Hudson Honda

West New York

866-483-6917

201-868-9500

Dept Hours: M-Sat 8-5 mdasilva@hudsonhonda com

Acura Turnersville Turnersville

888-883-2884

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Autosport Acura

Denville

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Bill Vince’s Bridgewater Acura

Bridgewater

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Madison Honda Madison 800-648-0293

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Route 22 Honda Hillside

973-705-9100

Dept� Hours: M-Sat 8-5 rt22hondaparts@route22honda com

Scott Honda of Vineland Vineland 800-893-3030

856-692-4449

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Sussex Honda Newton 800-842-0557

973-579-3500

Dept Hours: M-F 8-5 realhondaparts@sussexhonda com

Ide Honda Rochester 800-462-0056 (N.Y.)

585-586-4919

Dept Hours: M-Thur 8-8; Fri 8-5:30; Sat 8-5 parts@idehonda com

Elite Acura Maple Shade

856-722-9600

Dept� Hours: M-Sat 7:30-6 bmartinsen@eliteacura com

Open Road Acura of East Brunswick East Brunswick

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732-238-5466

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Open Road Acura of Wayne Wayne 973-696-5151

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Lamacchia Honda Syracuse 315-471-7278

Dept Hours: M-F 7:30-5:30 parts@lamacchiahonda com

Lia Honda of Albany Albany

518-438-4555

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Lia Honda of Brewster Brewster 845-278-4177

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Lia Honda of Williamsville

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Ray Laks Honda Orchard Park 716-824-7852

Dept Hours: M, Tu, Th 8-8; W, F 8-6; Sat 8-5 jmaybee@raylaks com

Acura of Westchester Westchester 914-834-8887

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Advantage Acura Saint James 631-366-6000 631-366-4114

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Curry Acura Scarsdale 800-725-2877 914-472-7406

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Baierl Honda Wexford

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802 Honda Berlin 802-223-9700

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Paragon Acura Woodside 718-507-3990

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Baierl Acura Wexford 800-246-7457 724-935-0800

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Davis Acura Langhorne 267-296-1000 215-943-7000

Dept Hours: M-F 7-7; Sat 8-4 frankp@davisacura com

Automechanika Features Global Vehicle Tech Innovations Headed For U.S. Market

By Stacey Phillips Ronak Autobody News

With the automotive industry undergoing a profound transformation, professionals from more than 170 countries had an opportunity to view the latest vehicle innovations at Automechanika late last year in Frankfurt, Germany, many of which are headed for the U.S. market. Future technology and sustainability were key themes, with a focus on artificial intelligence (AI), electrification and digitization. The event, held every two years, was organized by Messe Frankfurt GmbH.

Detlef Braun, a member of the executive board of Messe Frankfurt, said the automotive industry is continuing to innovate at a breakneck pace and Automechanika featured the most important trends and developments in the industry today.

Some of the educational sessions held in the Body and Paint section included the transformation in preparation and refinish, innovations reshaping body repair, and innovations in AI, automation and sustainability.

As part of the Electric Vehicle

Expo, nearly a dozen Chinese auto manufacturers, including BYD and Geely Holding Group, with its brands Geely Auto, Lynk & Co. and ZEEKR, exhibited their EV lineup. CATL

Philipp von Westerholt, coordinator of business development and automotive events for the Messe Frankfurt Exhibition, at the Innovation4Mobility area of the show.

showcased its EV battery technology. This included Shenxing PLUS, which enables an approximate 830 km range and a 10-minute charge, and the Qilin battery, a lithium-ion battery pack.

Philipp von Westerholt, the coordinator of business development and automotive events for the Messe Frankfurt Exhibition, described Automechanika as a leading show for professionals in the automotive market. The event began in the early

1970s and primarily focused on the automotive aftermarket. Over the years, organizers have added topics pertaining to the developing automotive industry, including EVs, vehicle technology and mobility.

This is the second time Automechanika has included a dedicated area for Innovation4Mobility.

“For us, it’s important to find a bridge between the OEMs and the aftermarket industry,” von Westerholt explained. “This is the intention with the Innovation4Mobility area.”

He said it emphasizes that Automechanika is not only the leading show for the aftermarket industry internationally, but there is more. In addition to displaying industry technology, there was a networking space to encourage attendees to discuss industry issues.

“The idea is to offer attendees knowledge, so they get inspired,” said von Westerholt.

Innovation4Mobility organized various presentations to attend throughout the show focused on current and future issues. These included electric drive systems, hybrid cooling systems, hydrogen vehicles, sustainable fuels and cybersecurity.

In addition to the indoor Innovation4Mobility area, the Future Mobility Park in the outdoor Agora area allowed visitors to test alternative drive systems from BYD and Volkswagen and learn about e-charging systems, storage technology and batteries, alternative fuels and photovoltaics. An e-offroad vehicle powered by solar power, which reached the highest volcano in the world, was also on display.

The “Workshop of the Future” was organized in collaboration with the Zentralverband Deutsches Kraftfahrzeuggewerbe (ZDK) and the Zukunftswerkstatt 4.0 (Future Mobility Workshop 4.0) of the Institute for the Automotive Industry (IfA). Attendees could view technologies focused on artificial intelligence (AI), robotics, extended reality (XR), automation and digitalization.

Charles Canning, director of Cannings Auto, a third-generation motor body repair shop in Cape Town, South Africa, attended Automechanika for the first time. He said his business is very tech-driven and he came to the event for personal development and to learn about new technology available to stay ahead of

“There’s a lot to take in and it’s coming at us at a faster rate than I think we expect it to,” he said. “I want to have good insight into that from a business perspective.”

In addition to visiting his suppliers, Canning had an opportunity to listen to presentations and network with attendees. He recently became a director of HALO, a newly launched independent nonprofit company for motor body repairers (panel beaters) in South Africa. There are 11 directors strategically placed across South Africa.

Canning said there is a lot of funding available from local government and insurers in South Africa for smaller shops battling to get into the OEM space.

“I want to show the industry what is available in the insurance and OEM sectors in South Africa to empower motor body repairers to move forward with these trends and technology.”

The following is a summary of some of the products and services offered by exhibitors at the show.

Autel

Autel Europe showcased the MaxiSYS ADAS IA600 and the Intelligent MaxiSYS ADAS IA900WA Wheel Alignment.

The IA600 is a portable 3D

camera ADAS calibration tool that supports laser calibration technology. Massimo Girlanda, Autel Europe sales manager for diagnostics & ADAS, said it provides accurate calibration placement for ADAS and was designed with a modular frame to make it easy to move and transport.

“With its step-by-step graphic instructions, the IA600 makes the calibration process straightforward and easy to follow,” explained Girlanda. “By aligning with the vehicle’s thrust line, the tool ensures optimal calibration accuracy, even for complex ADAS systems.”

Europe showcased the MaxiSYS ADAS IA600 and the Intelligent MaxiSYS ADAS IA900WA Wheel Alignment and launched a new accessory for the IA900WA that allows the alignment of headlights using Matrix technology.

The Intelligent MAXISYS ADAS IA900WA and ADAS calibration frame enables repairers to do a four-wheel

alignment and ADAS calibration. It includes lane departure warning targets and boards for calibrations and the MaxiSys Ultra ADAS tablet with alignment and ADAS software. Girlanda said six high-resolution positioning and tracking cameras can monitor vehicle height on a shop lift and the robotic frame is easy to move. He added that the alignment reading accuracy is 0.02 degrees for precise alignments. The company also launched a new accessory at the show for the IA900WA that allows the alignment of headlights using Matrix technology.

Bosch

Bosch featured a variety of products, as well as live demonstrations and previews of future offerings. This included parts and test equipment for collision repairers, such as the DAS 300 S20 calibration and adjustment device. The new HV battery repair kit and ADAS One Solutions software were on display, as well as an updated version of the ESI[tronic] Evolution software for vehicle maintenance, diagnosis and repair.

The company also introduced the Bosch Vehicle Health Certificate. Using established diagnostics solutions, the data stored in the vehicle is read out remotely from the control units, processed and

consolidated in a vehicle-specific Bosch certificate.

Nico Krespach, Bosch’s mobility aftermarket public relations spokesperson, said it’s a quick and easy solution that assesses the status of used vehicles based on software. The certificate is targeted to body shops, fleet operators, used car dealers, vehicle appraisers and used car sellers and buyers. Krespach said it provides crash history to determine if the vehicle has an impact and from which direction, information about possible overdue service, and current error codes stored in the vehicle system. It can also indicate potential mileage deviation or manipulation. For EVs, it will determine the health

Autel

Bosch introduced the Bosch Vehicle Health Certificate and featured parts and test equipment, the new HV battery repair kit and ADAS One Solutions software, as well as an updated version of the ESI[tronic] Evolution software.

status of the high-voltage battery.

“It’s going to help with repair planning and writing more accurate estimates,” explained Krespach.

The product will initially be offered to the European market and is expected to be rolled out to the American market.

Circular Economy Solutions GmbH

Circular Economy Solutions GmbH (C-ECO) took part in Automechanika’s Sustainability Court, a dedicated space for companies and presentations focused on sustainability. As a worldwide operation company, C-ECO develops business models for the circular economy and showcased its CoremanNet service. CoremanNet provides a systematic circular economy for used automotive parts. This includes the physical collection, core inspection, warehousing and financial accounting.

“Until now, the economy has mainly operated on a ‘take-makedispose’ model — a linear model where every product is bound to reach its ‘end of life,’” according to company representatives.

The CoremanNet App, demonstrated at C-ECO´s booth, links technical vehicle data to used automotive parts to improve the remanufacturing of these components for a second product lifecycle.

“A lot of companies are struggling with core management,” said Markus Wagner, the innovation lead at C-ECO. “They know how to remanufacture their products but I think a major issue for them is how to get the used parts and get them back. Our aim is to enable companies to start and professionalize sustainable business models by taking away the complexity of core management.”

The company inspects old parts worldwide, sorts them for production and provides on-demand used parts to the corresponding remanufacturing plants. CoremanNet handles approximately 4 million used automotive parts worldwide.

DAT

DAT showcased a vehicle damage scanner built by Auto Damage Inspection (ADI).

Raphael Dammann, head of sales strategy at DAT, said the scanner is one of several ways of professionally recording damage. High-resolution cameras document the vehicle’s outer skin as the car is driven through the scanner. The DAT software then uses AI to detect and calculate the damage. The scanner is currently being used at the Düsseldorf airport to analyze vehicle damage on rental cars.

“The car scanner at the DAT stand at the Automechanika Frankfurt

2024 was a real crowd-puller for the numerous trade visitors and the many hundreds of trainees who came to see us,” said Dammann.

He said the vehicle scanner has a lot of potential; the goal is to continue expanding its use.

“Customers appreciate the combination of increased efficiency in everyday work, the documentation of the vehicles at entrance and our AI software FastTrackAI®,” he explained. “This form of convenient claim recording is to be made possible for an even larger group of customers in the future.”

FUTURUS

FUTURUS presented some of its latest technology in head-up display systems. This included the

augmented reality head-up display (ARHUD), which uses augmented

reality (AR) technology to project navigation guidance information onto the road. It uses virtual arrows that merge with the road to guide the vehicle, providing advanced notice for lane changes, turns, etc., without requiring additional thought from the driver. It also integrates with the AD functions to offer services such as night vision, collision warning, lane keeping, lane departure warning and blind spot warning.

“Compared to WHUD (windshield head-up display), ARHUD significantly enhances the user experience during driving, offering intuitive and effortless driving guidance,” according to the company.

FUTURUS has also developed a WHUD product that replaces traditional instrument panels. The company said it offers a superior optical experience with clarity, fineness and no distortion, double images or graininess. In addition to displaying various information on the dashboard, such as speed, tire pressure, fuel consumption and speed limits, it can project navigation, assisted driving and other multimedia screen information.

SATA

SATA introduced its Liner Cup System (LCS) during the show. Jari Pfander, head of marketing and

FUTURUS team members presented augmented reality head-up display (ARHUD) technology.

communications at SATA, GmbH *& Co. KG, said for shops that prefer working with flow cups — also known as liner cups — SATA’s new system fits on all the company’s paint spray guns with a Quick Cup Connector (QCC) connection. No adapter is required. Pfander said this provides a more favorable center of gravity, easier cleaning, low weight and less

damage to the spray gun. LCS is available in .40, .65 and .85 liter.

SATA also demonstrated the jet X spray gun, which is available in four versions: the jet x BASIC, jet X DIGITAL ready, jet X DIGITAL and jet X DIGITAL pro.

“The nozzle concept of the jet X is based on the innovative labyrinth airflow system,” explained Pfander.

“It guides the air in the nozzle in such a way that it exits each orifice at exactly the same pressure and is free of turbulence and pulsation. This enables painters to achieve fine and homogenous atomization and a new level of surface quality, both for high volume low pressure (HVLP) and reduced pressure (RP) technology.”

The jet X BASIC is an analog version with the same nozzle technology and ergonomics but without digitalization.

The jet X digital-ready spray gun can connect the SATA QAC (Quick Adam Connector) to add a digital adam X or adam X pro without a docking station.

The jet X DIGITAL includes adam X, which measures inlet pressure and temperature in the paint booth, operating time and battery status to ensure precise control and optimum painting results. It also provides the ability to switch from bar to psi.

The jet X DIGITAL pro offers a variety of digital functions and includes the adam X pro, which helps painters analyze and control the painting process. It can display deviations from the target pressure set; if the deviation exceeds .2 bar/29 psi, an optical alarm is triggered.

Snap-On

Snap-on Equipment GmbH showcased several pieces of

equipment as part of the Total Shop Solutions (TSS) Snap-on brand. This included the award-winning John Bean Tru-Point ADAS calibration tool that uses advanced camera and target technology to ensure precise placement of ADAS targets and fixtures. The company received a 2024 Automechanika Innovation Award in the Workshop & Service Solutions category for the John Bean Tru-Point 3D positioning of ADAS calibration accessories, featuring the TGT-05 and BKT-16.

The TGT-05 enhances 360-view calibrations for manufacturers using vinyl mats, which the company said is a significant improvement over traditional methods. The BKT16 advances ADAS accessory placement for blind spot calibrations, streamlining the calibration process.

“We are proud to share that the John Bean Tru-Point 3D Positioning of ADAS Calibration accessories has been judged as the unsurpassed winner of 52 entries in the Workshop & Service Solutions category,” said Mariana Montovaneli, director of marketing for John Bean. “Earning this prestigious award is an exciting moment for all of us and is a reflection of the expertise and dedication of our team.”

Jordan Krebs, product manager for alignment and ADAS in the

Americas, said the engineering group put a lot of effort into ensuring the accuracy of the products.

“Customer connection between product management and engineering led the development of these innovative products,” said Krebs. “It was a team effort to ensure the TGT-05 and BKT-16 met our demands for accuracy and improved shop efficiency.”

The booth also featured products from other Total Shop Solutions brands, including Hofmann, Blackhawk, Cartec, Car-O-Liner, Ecotechnics, Josam, Kansas Jack, Pro-Cut and SUN. Hands-on demonstrations were offered for many of the products.

Spanesi

Spanesi showcased a variety of equipment at the show, including the Minibench. Designed to repair

SATA team members, left to right: SATA GmbH Managing Director Florian Kaiser, SATA USA Inc. & SATA Canada President George Varagic, and SATA GmbH Managing Director Mike Carlos Wolf.

Spanesi team members in front of the ELECTRA all-electric spray booth.

small and medium damage, Jeramy Holloway, aftersales director, said it’s sturdy and compact, easy to use and occupies very little space inside a body shop.

“The Minibench can be used for most vehicles, including commercial vehicles, SUVs and 4x4s,” explained Holloway. “Incorporating the Touch electronic system, the Minibench can be used as a lift or straightening bench, with a 6-ton pull column capable of delivering 360° pulls around the entire vehicle.”

Demonstrating its commitment to sustainable development, Spanesi introduced its “GREEN LINE” products that have low environmental impact. The company featured the ELECTRA all-electric spray booth, which is currently being betatested in Europe. It uses short-wave infrared lamps distributed inside the cabin and software that optimizes ELECTRA’s performance.

Holloway said it is well suited to all those who need high-productivity painting systems, adding that it reduces cycle times substantially and is more economical and environmentally friendly.

“The operation of a fully electric substation allows significant savings in terms of operating costs in situations in which one enjoys

advantages or reductions in the purchase of electricity,” said Holloway.

Wuhan Onew Technology Co�, Ltd�

One of the busier booths at the event displayed the PaintGo Intelligent Spray Painting Robot. The robot is integrated with a wireless machine vision system to identify the work areas that need to be painted. Released in early 2024, the product is now available in Europe, Asia and America.

Eric Zhao, vice president of the overseas business group for Wuhan Onew Technology Co., Ltd., said the robot uses 3D sensors to scan the car and an AI algorithm to identify the work pieces.

“The PaintGo intelligent spray-

painting robot system boasts a ‘simulation brain’ that, based on paint processes, automatically plans the robot’s spray path for the target parts and simulates the best evaluation of the painting effect,” Zhao explained.

He said installation and operation are extremely simple. The robot is adaptable to a variety of working scenarios and no spray booth modifications are required.

“The PaintGo intelligent spraypainting robot system incorporates a quick-change spray gun mechanism, making cleaning and maintenance more efficient and eco-friendly,” he added.

With the predicted shortage of painters over the next decade, Zhao said products like the spraying robot will help shops complete high-quality repairs efficiently.

AUTOBODY

Car ADAS Solutions Partners With Hunter Engineering

Car ADAS Solutions announced a new partnership and collaboration with Hunter Engineering Company, to provide Car ADAS Solutions’ users with direct access to Hunter’s Ultimate ADAS, other products and training resources.

Car ADAS Solutions and Hunter Engineering’s team are working together to promote safe, efficient ADAS calibrations in the industry.

“This collaboration combines the history of quality, expertise and OEM approval from Hunter Engineering with the innovative solutions of Car ADAS Solutions,” said Greg Peeters, CEO of Car ADAS Solutions. “The partnership will bring the ADAS calibration industry enhanced services and support, including comprehensive partnership training, implementation, technical support and software integrations.”

“Car ADAS Solutions and Hunter Engineering are both leaders in the ADAS calibration space,” said Kaleb Silver, senior director of systems product management for Hunter Engineering Company. “Hunter’s goal is to provide Car ADAS’s customers and locations with stateof-the-art, OEM-approved ADAS calibration equipment.”

CIC Highlights Changes To Estimating Guide For CCC System

By John Yoswick Autobody News

Staying on top of changes made to the “P-pages,” or estimating guides, is important for estimators wanting to prepare complete repair plans that capture all labor and procedures involved in restoring a vehicle to preloss condition.

That’s why the Collision Industry Conference (CIC) Estimating and Repair Planning Committee regularly highlights what recent changes have been made.

At the first CIC of 2025, held in January in Palm Springs, CA, the committee focused on some of the changes made in 2024 to the MOTOR Information Systems’ Guide to Estimating. MOTOR is the developer of the underlying database used by the CCC Intelligent Solutions estimating system.

In looking at the guide, which is accessible within the CCC system or available for download at the Database Enhancement Gateway (DEG) website, degweb.org/cccmotor-pathways, sections with changes are identified with a yellow star, and the new or revised text itself is blue.

Committee member Aaron

Schulenburg of the Society of Collision Repair Specialists said the guide, for example, has a new section on stainless steel, noting “cosmetic repair to panels and paintless dent repair techniques are an acceptable method for repairing cosmetic panel damage,” but “OEM repair guidelines should be followed.”

dimensional accuracy or adjacent part alignment)” is not included.

The change follows MOTOR’s response to a DEG inquiry, which stated, “If more than one component installation is required for a specific repair plan, an on-the-spot evaluation should be used for the number of fitments beyond the first one required to perform the repair.”

That section of the guide now also states labor times do not include “capping [or] covering electrical connectors and fluid lines (of all types) to prevent contamination.”

been rivet-bonded, saying such wait time for drying or curing is not considered in MOTOR labor times. Last year, that was added to the Guide to Estimating, which now states, “MOTOR estimated work times are for the actual time that the technician spends on the physical procedure required to complete repairs of the damage.”

Committee member Erin Solis of Square One Systems said the guide now also notes that not just materials but also “consumable product costs” are on the not-included list.

The guide now indicates repair times in the system include just one test fit of a component. Motor clarified in its “estimate work time premise” that a “second or subsequent fitment of a component to the vehicle, for any reason (including verification of

Committee member Phillip Gallimore of MB Collision Group in Southern California said just as MOTOR has said flash or wait times between material applications are not included in refinish times, the company also has addressed wait times for other drying or curing operations.

Back in 2018, MOTOR responded to a DEG inquiry about automaker procedures that call for a vehicle to sit undisturbed on a bench or jigs after structural parts have

“You’ve got belts for your sanders, you’ve got drill bits, you’ve got welding tips, all of those kinds of consumables,” she said.

“I think people get caught up in what they perceive as a consumable,” Schulenburg added. “They perceive that it’s only a material that’s added to the vehicle and not necessarily some of these other components. I think it is easy for people to have a conception that a drill bit is the same as the drill. It’s not. The drill is the tool; the drill bit is the consumable that’s used on the tool.”

The committee also noted neither Solera (Audatex) nor Mitchell made changes to their P-pages or estimating guide in 2024.

Phillip Gallimore of

Boost Repair Revenues

California, your digital marketing agency, if you’re doing paid ads, should have already informed you of this a long time ago,” Donahue said. “Please look into it if you’re in those two states.”

Another key piece of results optimization is determining overall ROI, he noted, adding that shops should correlate dollars invested with the amount of revenue received on booked jobs.

Shops can measure ROI through online reporting, shop management programs, customer relationship management (CRM) platforms, or all three, Donahue said.

Conversion maximization is another important pillar of repair shops’ marketing strategy, as about 20% to 60% of today’s overall website traffic isn’t converted into sales, according to Donahue.

“When we hand things off to a marketing agency, all we’ll think about is leads,” he said. “But the reality is the money’s made in the conversion of those leads to booked jobs, and it’s really made in the conversion of those booked jobs into higher tickets.”

Quickly responding to Google, CARFAX and Yelp ratings can help

shops solidify their reputations and raise conversions, Donahue said.

“Before they visit your business… they’ll take a look at your Google ratings; they’ll look at your CARFAX ratings; Yelp; and, they’ll check you out,” he added. “If you don’t have any reviews, which is as bad as not having any current reviews, that’s important. Reviews need to be current; you need to be responding to them as much as possible.”

In addition to organic search engine optimization and paid searches, working your customer database and remarketing to them via text or email is a key prong of the driving leads pillar of ADMS’s accelerated growth model.

Tapping into the database is a low-cost way shops can quickly drive leads, Donahue said.

“Send out those offers each and every month to your current client base,” he said. “Even if they don’t like the offer, it doesn’t matter. It helps you stay top of mind with them, and when they start hearing a noise coming from their brakes, the first person they’ll think about is you, because you’re the person that’s constantly staying in touch with them.”

whoever you’re working with to sell it.”

The Emotional Impact of Selling LeVasseur said he was proud of the deal he made to sell his business, but about two weeks later – when the new owner started making changes – “I felt like somebody ripped my kids out from under me.”

“Owners usually don’t do well, moving into the next phase, unless they have a completely open mind,” he said. “I think the trauma of that is not realized until after it’s done.”

Strandberg said when his family sold their business to a private equity group, it was important to make sure their employees were taken care of, as well as the brand.

“I think finding the right partner and exiting at the right time for you really makes it more exciting than mournful,” he said, and recommended taking some time to celebrate the sale as a victory.

LeVasseur said it was “freeing” after the sale to no longer think about things that used to keep him up at night.

“Here’s the word that I get a lot, including from my father and a few of our clients as well: it’s weird,” Andonian said.

When his family sold their business, they walked away from it entirely. “It was a 100% equity sale,” Andonian said. “No continued involvement in the business on day one.”

Andonian said his dad didn’t know what to do with his life, but he eventually directed funds from the sale toward his passion for developing real estate.

“I tell him he’s busier now than he ever was with the business, but it’s in a much more relaxed state where he’s enjoying everything,” Andonian said.

“Freedom is what that buys, and it’s well earned,” Strandberg agreed.

Final Thoughts

“Buyers are hungry,” Andonian said. “The next couple of years is the best time to sell, if you’re looking to maximize value.”

The industry is evolving so quickly, he added, single shop operators need to decide if they are going to specialize, grow or sell.

“Don’t sell for fear,” LeVasseur added. “That’s not the time to sell. Look at what you have and have a succession plan. Do you have somebody else that’s going to come in? if you don’t have any of that stuff, just get your business ready. Always have it staged and ready to go. And, when it comes time, just make it happen. Just call one of us. We’ll get you there.”

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Strandberg talked more about private equity and the SBA.

“I can tell you there is tremendous interest in the collision repair industry for private equity buyers in 2024 alone,” Strandberg said. “I spoke with north of 100 private equity groups who are saying, ‘How do we get into collision repair? Are there any platforms available out there?’”

Those potential buyers are looking for, in general, a minimum of $2 million of EBITDA margin, which typically translates to more than $10 million in revenue.

“More private equity firms are going to have more interest the bigger you get,” Strandberg added, as platforms that large are low in supply, compared to the demand.

Striking a deal with a private equity investor also frequently offers a “second bite of the apple,” Strandberg said, which is appealing to younger, more aggressive business owners. By putting cash received in the deal back into the company, they “grow using someone else’s money.”

That concept has shifted the conversation about private equity in the past three to four years from “’I’m selling to private equity’ to ‘I’m

partnering with private equity,’ where we’re going to do this together,” Strandberg said.

Regarding the SBA, Strandberg said its programs are underused by the collision repair industry, partly due to a lack of awareness of their existence.

The primary business-buying program is the 7(a) loan program.

“It essentially gives you, an American citizen, up to a $5 million credit limit to go out and buy a company,” Strandberg said. “This is an amazing tool. It’s got strings attached. It does require a personal guarantee, so if you’re going in, you’re putting your skin on the line.”

The loan is government-backed, which means lower than typical financing rates and minimal down payment requirements.

“This is designed to promote small business ownership and growth,” Strandberg said of the program. “I think more body shop owners should pursue the SBA route as they look at going maybe from one to two, or two to three [shops], or anywhere in that range.”

Strandberg called it an “amazing tool short of partnering with a private equity group or giving up equity.”

Selling

The final strategy for single shop

generalists is selling. Strandberg recommended it for owners who are ready to retire or try something new.

“The good news is there are more buyers out there than ever,” he said.

Potential buyers include national consolidators, many of which have big growth targets and matching budgets for acquisitions; regional consolidators, which often have private equity backers; and private equity groups themselves.

In 2025, Strandberg predicted, valuations on collision repair businesses will remain steady at smaller levels and continue a trend of slightly ticking up at larger levels.

“It’s going to be some real fights for some premium assets in the space,” he said.

Strandberg wrapped up his overview by reminding listeners to tune in to the next three episodes for deeper dives on specializing, scaling and selling as a single shop generalist.

“The only thing you can’t do, in my opinion, is nothing,” he said.

“For as negative as maybe this conversation started, I’ll end on a real positive. And it’s something that I believe, and I hope you believe as well,” Strandberg said. “There has never been a better time to be a business owner in the collision repair space.”

The Auto Care Association announced the promotion of Daniel Zenko to senior director of data innovation, to lead the association’s efforts to harness data in innovative ways, collaborating closely with senior leadership to identify new market opportunities and refine strategies.

Zenko’s responsibilities include overseeing primary research, analyzing market trends and delivering actionable insights to inform marketing, sales and product development initiatives.

Zenko brings extensive experience in data analysis and strategic innovation to his new role. Previously, he helped shape the association’s data-driven strategies. In his expanded role, Zenko will continue working with industry influencers and strategic partners to develop innovative solutions tailored to the automotive aftermarket sector. His leadership will also focus on strengthening the association’s competitive position by managing the development of new products and driving their successful market launch. Key areas of emphasis include understanding consumer trends, conducting competitor analysis and optimizing data management processes.

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Authentic Auto Body Acquires APC Auto Body in Dartmouth, MA

Authentic Auto Body announced the acquisition of APC Auto Body in Dartmouth, MA, now Authentic’s second location.

APC Auto Body has a stellar reputation, loyal employee and customer base and unwavering commitment to quality, making it a natural choice for partnership. Known for its expertise in OEMcertified repairs and dedication to customer satisfaction, APC Auto Body’s values align perfectly with those of Authentic Auto Body.

“With the growing demand for high-quality collision repair services, this acquisition allows us to combine resources, expertise and technology to better serve our customers,” said Steve Proia president of Authentic Auto Body. “APC Auto Body’s strong foundation and talented team make this partnership a seamless fit.”

“This acquisition represents more than a business decision –it’s a commitment to continuing the legacy of excellence that both Authentic Auto Body and APC

www.capacertified.org

MASSACHUSETTS

Cityside Subaru Belmont (617) 826-5013 (617) 489-0733 Fax Mon.-Fri. 7:30-5:30 parts@citysidesubaru.com

Long Automotive Group

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The following dealerships are eager to serve your needs. Call your local Subaru collision parts specialist today!

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NEW HAMPSHIRE

Collision Shop Owner Turns Former Jiffy Lube Into ‘Concierge Center,’

Seeks More

By Paul Hughes Autobody News

Illinois body shop owner Tim Paap seeks a site that might otherwise be perfect for a quick-lube oil change joint — but not because he wants to open one.

He’s narrowed scouting to four cities near his headquarters in Mattoon and first “moon” in Charleston.

“I’ll add one, then another, one step at a time,” he said. “I’m still doing my research.”

That involves traffic studies, demographics —median income, say — and other elements. The state of Illinois offers publicly accessible, online information for how busy specific roads are, for instance. For areas’ income and wealth, he wants levels at or exceeding the median, and comparable with what he already does.

The Concierge is Always In

Considering expansion, Paap at first tried buying the competition.

Then, instead of the $3 million a full new facility would’ve required to build, he put a tenth of that into renovating the satellite. It’s about 3,000 square feet, roughly 80 by 40 feet. The second will cost the same as the first to build.

“It’s hard to put more than $300,000 into a satellite,” he said.

After Location, Communication is Key

Charleston and Mattoon are about 10 miles apart. The main site is between the two towns; the first satellite is closer to Charleston. Customers can drop off and pick-up vehicles at either — and any, once more are added.

groups — high school sports, scout troops — for carwash fundraisers. The interior heated open area is rentable for civic and corporate meetings.

“We’re just trying to create an extraordinary customer experience,” he said.

If Satellites are Moons, the Main Office is Paap’s Planet

Think of his Mattoon site as the sun and center of a solar system, or perhaps a planet, planning many moons.

Paap opened it in April 2001. It was a two-car garage at the time, 10 feet from his house.

“We blocked a main road to put in the frame rack,” he said.

Instead, he plans a second “concierge center,” to accompany the one he opened three years ago. Both facilities complement and contribute to the main site of Paap Auto Body, which next year hits the quarter-century mark. Paap’s mini-sites build his business — $3 million in revenue annually — at a fraction of expansion costs.

The first satellite was at an abandoned Jiffy Lube, closed for a decade. This time, Paap will likely have to build one. Construction takes six months, then he staffs up.

Satellite services include drop-off, drive-in estimating bays — Paap filled floor openings with concrete for the first one — bumper covers, PDR and PPF, and renting from his fleet of 11 Hyundais. Detailing is also possible and “the office is really inviting.”

If they’re renting a car — and rentals are a profit center for Paap, and available to the general public as well, not just a service — they drive in, get that initial look-see estimate, “and drive out the other door.”

He bought the fleet new and owns them outright.

“Good communication is key,” he said of the logistics of moving vehicles and staffers among the sites.

Whether detailing is on offer any given day, the space is available to

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Paap later built a larger site a grandiose 100 feet from home, and kept adding to it. Now it’s 12,000 square feet and pushing a dozen employees, when the second satellite opens. He does 25 to 30 cars monthly, to about $250,000 in revenue. Services include ADAS, alignment and glass.

He’s been in old cars some 35 years.

“Bought an old Mustang when I was about 13, started cutting it up, making stuff,” he said. “At 16, I knew exactly what I wanted to do.”

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Harder Paints Changed Collision Repair, But Modern Abrasives Could Speed Fixes

By Ben Shimkus Autobody News

Modern automotive paints are harder and more durable than ever. The new coatings, driven by environmental regulations and consumer demand for durability, have become increasingly difficult to manage with hand-held tools.

Automakers are purchasing lower volatile organic compounds paints (VOCs) at a higher rate, according to Globe Newswire. The Federal Clean Air Act regulates the use of VOCs — the chemicals radiate odorous toxins that may contribute to certain types of cancer.

The paint changes are forcing collision repair technicians to reassess their use of abrasive tools.

“From my experience, paints are now … more resistant to scratching and damage,” Nolan McGannon, a technician for Pet Auto Body in Calgary, Alberta, told Autobody News.

McGannon hasn’t noticed a change in the quality of Scotch-Brite, the commercial scouring pad his shop uses, but the paint changes have prompted a different approach.

“We need to allow adhesion for repairs and new products. The end result is maybe a few extra pieces of sandpaper used, and Scotch-Brite

Global Industry Relations Leader Jason Scharton and Global Application Engineering Director Dan Wittek said modern automotive clear coats have fundamentally changed collision repair. But rather than try to make Scotch-Brite harder, 3M has developed an entirely new class of abrasive technologies, including the recently released Cubitron II.

“Scotch-Brite is a non-woven abrasive product that doesn’t generate deep scratches — it’s good for removing some material,” Scharton said. “In collision repair, its biggest use was, and may still be, to prep the panel for refinish or blend.”

to de-gloss the larger surface using an interface pad, so you don’t completely flatten the factory peel because you want to retain that for orange peel retention. Then you just lightly dust over the edges with the machine sander.”

3M continues to collaborate with scientists, OEMs and paint manufacturers to develop tools suited for modern automotive finishes. The creation of 800 and 1,000 grit sanding materials, for instance, required developing advanced high-heat kilns that could ventilate excess energy without losing the fine ceramic materials.

doesn’t go as far over the day,” he said.

The increased preparation effort for repair professionals like McGannon doesn’t impact drivers because sanding tools are inexpensive to replace. However, vehicle repair experts at 3M, the company that made Scotch-Brite synonymous with automotive sanding, say there are more cost-effective, time-effective and modern solutions.

In an interview with Autobody News,

Wittek noted Scotch-Brite typically leaves linear scratches in vehicle paint. With modern finishes incorporating fine metallics and pearls, these handheld tools can create permanent indentations in the surface.

“If we’re talking about blend prep, our standard operating procedure would be to hand-scuff hard-to-reach body lines or edges with a grey Scotch Brite,” Wittek said. “Then, switch to a machine operation, like the Cubitron II,

“It’s literally sharp dust,” Wittek said. “How do you keep [the high grit material] from just going out in the ventilation? Those are the problems that just take their very difficult problems to solve. 3M is in a unique position to apply our material science to get to get the job done.”

While these new tools may represent higher upfront costs for shops, Wittek and Scharton emphasize their efficiency: technicians can now prep two doors in the time it previously took to sand one, ultimately saving body shops money through increased productivity.

refinishing tools may represent higher upfront costs for shops, but they can ultimately save body shops money through increased productivity.

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Some Auto Body Shop Owners Seek Scaling Back Over Outright Sale

By Paul Hughes Autobody News

Mike McQuigg will return to his first love, but he’s not necessarily selling his shop to do it.

McQuigg owns CarTech in southern Oregon, a conventional collision shop, and is setting up a smaller operation to refocus exclusively on custom and restoration work.

“I’m wasting a lot of time and skill fixing dents,” he said. The new set-up will be “way less stress, doing more of the stuff I enjoy.”

The 1930 Model A, 1972 Bronco, and Freedom CarTech, in Medford, is about 6,000 square feet grossing $800,000 a year. It has six employees and works on 60 to 70 cars a month. The shop’s been there eight years; McQuigg leases its dirt.

His new shop will be about 2,000 square feet. He’ll rent a paint booth.

McQuigg started out in his dad’s shop.

“It’s hard to find guys to do specialized work,” he said, “and I’m going to start doing stuff with my dad again.”

His current shop is permitted, with production accounts and off-the-street

work on Nissan, Dodge, Honda, Kia and others. He’s got plenty of tools for both shops, and doesn’t have to sell. His wife Cassy will oversee office duties and social media.

He has work lined up: a ’30 Model A and a ’72 Bronco. For his own stable, a wide body ’68 C-10.

“I’ve got a pretty good reputation for this kind of work,” he said. “Custom to me is whatever spikes my interest, the freedom to do what I want.”

Ron Collins Has Never Been This Old

In Middle River, MD, Ron Collins wants to downshift, and is looking for someone to run the business.

Collins Collision Auto Repair has been his since 1996; he’s been in the industry since about the mid-‘70s.

He started his shop because “I was tired of working for the dealer, and watching how other people do it.”

It’s possible to say Collins is stepping back for not dissimilar reasons: a certain amount of fatigue has set in.

“Time does not stand still,” the 64-year-old noted with some rue. “I’m not getting any younger.”

Collins looks at it not as retreat, but redirection, planning travel and time with grandkids.

“I’ll hunt a little more, fish a little more,” he said, and be with family.

The shop is 5,000 square feet and, “we’re not slow,” he said.

full-time status. From the flip side, one recent searcher sought a shop in Long Island, NY, where he could “rent-toown” so to speak, and pick up the slack an owner might want to give. It’s not as common as selling, though not unknown. Same time, they’re also not setting a trend.

Mike McQuigg owns CarTech in southern Oregon, a conventional collision shop, but is setting up a smaller operation, pictured here, to refocus on custom and restoration work.

Collins is looking for a manager, possibly a part-owner. “Either, or; it just depends.”

He said at one point Gerber had kicked the tires a bit, but talks ended.

“Eventually, I want to step down entirely.”

More Sell, Which Can

Be Harder

McQuigg and Collins aren’t alone. Autobody News found a North Carolina owner looking to dial down

Paul Williams, president of regional multi-state MSO Brightpoint Auto Body Repair, hasn’t seen the desire in about a dozen shops in six states. Occasionally when Brightpoint buys, a family member of the seller wants to stay with it and continue working in the shop, but for the most part, buyers buy and sellers sell.

“I haven’t run across this before,” he said in an email.

“The reason why is owners have a hard time letting go of the day-to-day operations.” It’s a “business ownership” mindset that’s reflected in their actually owning the shop, or by the intensity of their pursuit, if the buyer.

Most shops pursuing this will ultimately sell; most buyers will want to run the shop themselves.

For a few, though, it’s a way out — and a way in.

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EASTCHESTER

Absolute Collision’s Company Culture Helped It Quickly Scale To 7-Store

By Abby Andrews Autobody News

As increasing vehicle complexity and evolving repair procedures threaten to end the era of the single store generalist body shop, owners have three paths forward to remain competitive: specializing, scaling and selling.

The Collision Vision podcast, driven by Autobody News and hosted by Cole Strandberg, wrapped up its series of exploring all three options with a deep dive into scaling, featuring Thomas Goforth, an owner who made it work for him. Goforth bought two-store Absolute Collision in North Carolina in May 2020 and built it into a seven-store MSO in less than four years. He sold it to Classic Collision in 2024.

At that point, between Absolute Collision and an offshoot, Innovative Diagnostic Solutions, which performed ADAS calibrations for the collision centers, the company had 135 employees.

Goforth said he had key partnerships that helped him scale Absolute Collision so quickly, including a consulting service, Elevate, and a “phenomenal jobber,” Blue Ridge Color Company. They

helped Goforth set up centralized processes for parts procurement and reviewing estimates. He also added several corporate-level executives.

“It was just having those corporate pieces that didn’t make sense financially [at first], but as we grew, we were more of a proactive approach versus reactive,” Goforth said. “Obviously, there’s the growing pains of cash flow

building a cohesive culture was, as management, following through on promises and showing employees they mattered.

“It was just caring,” Goforth said. “It could be simple things. We always had, if it was somebody’s birthday, a cake and a gift card. Every year we had a banquet where we brought all the stores together and their

in those positions. But in the end, it turned out to be a good thing.”

Goforth said Absolute Collision’s footprint was widespread across North Carolina, from Shelby in the west, to Charlotte in the middle and Wilmington in the east.

He said an important part of

spouses — one year in Wilmington, then it was in Charlotte. So we just bounced back and forth, because some of these people have never even met each other.”

Unique Approach to M&A

To find acquisitions, Goforth said

he did a lot of cold calling of shop owners, along with networking at trade shows. He said his relatability as a fellow owner who understood the day-to-day stresses of running a shop was what “got me in the door.”

“We had commonalities and things that we could talk about,” Goforth said. “I was one of them. I was just blessed enough, or crazy enough — it depends how you look at it — to have seven of them.”

Goforth said he had a target list of 60 stores that had business models similar to Absolute Collision’s.

“You have your DRP, you have your certification. There might be a fleet side,” Goforth said. “So just identifying those shops that were similar to what we were doing and had the equipment in place, had the people in place.”

Goforth said he wasn’t interested in turning around struggling shops – “We did capital improvements, rebranded, etc., but it wasn’t looking to do that” – but he also wasn’t looking for a shop that was at its peak.

“There’s only so much you can [do to] make something better,” he said. “There’s going to be a plateau. There’s going to be a ceiling at some point.

“I was looking for the ones that had a little bit that we could put our critical

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mass together, you know, scalability, and take advantage of that,” he said.

Goforth said the “bread and butter” was shops producing between $2 million and $4 million in gross annual revenue.

Advice for Other Owners Looking to Scale

“You can’t dip your toe in it. It’s either you’re diving in the pool in the deep end, or you’re going to just stay outside the pool,” Goforth said.

If an owner doesn’t have a background in M&A, they should hire an accountant, broker or attorney who can help identify funding resources. “Make sure that you’ve got some experts, if it’s not yourself, that can walk you through that, to make sure that you’re going to have the cash flow to support that business and that growth,” he said.

Goforth also recommended finding a mentor.

“It’s good to talk through the challenges and have that person that’s been there, so instead of hitting potholes, you’ll minimize that and hit some speed bumps,” he said. “Instead of trying to recreate the wheel, talk to somebody that’s already got the wheel and can help you through it, because there’s plenty of people out there that will.”

Scaling requires overcoming

challenges, like staffing and permitting, to establish new locations.

“I would say the biggest thing is honestly getting the getting the buildings up and going,” Goforth said.

Staffing is easier when a company offers good benefits and competitive pay. Goforth said Absolute Collision “had a different pay plan.”

“We weren’t on flat rates, with all the safety and the complexity of even writing an estimate, getting the OEM procedures, the ADAS, the calibrations, just everything that goes into fixing a car,” he said. “We were either hourly or salary and did team bonuses, like everything was a team instead of an ‘I.’

“Everybody likes to be a part of the team, and I think that was key,” Goforth added.

A strong “back office” is crucial. “At our peak, I had a CFO, I had a controller, and I had three bookkeepers,” as well as a recruiter and human resources generalist.

“There could be 20 different vendors for fixing a car that you’re getting parts from,” Goforth said. “Having that back office support with accounting and HR is instrumental to when you grow to a certain size.”

When integrating a new acquisition, the “biggest thing is to instill that culture,” Goforth said. He said when he bought three stores

in Wilmington, his corporate team rented a house for three months so they could be in the shops every day.

“Implementation is a constant thing,” he said. “It’s not, ‘We’ve bought it. Let’s move on.’ No, you’re going to have to pay attention to it, because they were used to a different owner that was doing XYZ their way. With scalability, you can’t have seven different stores doing seven different processes.”

Once a closing date is established, he recommended the new owners visit the shop two to three weeks in advance “to rip the Band-Aid off.”

‘We would go in, introduce ourselves and just have a ‘campfire’ setting of talking through it,” Goforth said. “People don’t like change. And we just sit there for an hour, two hours, three hours, whatever it took, and just let people ask questions, and then we give them our number.

Of the six shops Goforth bought, he said he can probably “count on one hand” the existing employees who chose to leave.

“How I always viewed it: somebody’s going to leave,” Goforth added. “I’d rather them leave and know what we have to replace going into closing, versus getting there and saying, ‘Oh, we need a painter and an estimator.’”

Selling to Classic Collision

Absolute Collision had reached a point where it had to decide if it was smarter to expand into neighboring states to continue growing, or sell to a national consolidator.

“Where we had went, and what we have done was great, but where we’d have to go in the future, I don’t know if that’s exactly where I wanted to go,” Goforth said. “There’s a CEO for turnarounds, there’s a CEO for growth, there’s a CEO for stability and long holds. And just my skill set, I thought it was best to step aside.”

Goforth praised the team that helped Absolute Collision in the deal, including FOCUS Investment Banking. While Goforth and his internal team had been comfortable handling M&A deals themselves when buying other stores, selling seven was a different matter.

“That’s something I think you need an expert,” he said. “If I would have done it myself, it would still be for sale.”

Goforth said he is finally nearing the end of closing out all of his accounts after selling the business in September. He is currently exploring opportunities for his next move.

“I love the industry,” Goforth said. “I can’t say a whole lot, but it’s going to be a specialty, niche portion of the industry. I’ll leave it at that.”

The University of the Aftermarket Foundation (UAF) is offering more than $800,000 in scholarships for students enrolling in four- and two-year colleges, as well as ASE/NATEF-certified postsecondary programs in automotive, collision and heavy-duty/diesel fields — a significant increase from the 327 scholarships totaling $721,000 awarded in 2024.

Students interested in service and repair, engineering, supply chain, finance and IT/cybersecurity can apply through the foundation’s portals, AutomotiveScholarships.com and HeavyDutyScholarships.com. A single online application allows candidates to be considered for multiple scholarships, with the option to update their submissions until the March 31 deadline. A complete list of available scholarships, eligibility requirements and application details is available at UofA-Foundation.org. The foundation urges applicants to review individual scholarship criteria carefully to ensure they submit the required materials. For updates and reminders about the UAF scholarship program, interested students can text their name and email address to 720-903-2206.

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