March 2025 Southwest 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

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REGIONAL NEWS

Open Road Calibrations Opens 7th Location

Car ADAS Solutions announced Sean Guthrie has opened his seventh calibration center, Open Road Calibrations in Chandler, AZ, joining his other six calibration centers in New Mexico, Texas, Oklahoma and Arizona.

Guthrie also owns Open Road Collision, a 28-location enterprise across the same four states. He is a veteran with decades of experience in the body shop industry and years of experience in advanced driver assistance systems (ADAS) calibration.

Guthrie and Open Road Calibrations opened their first calibration center in 2017, recognizing early the importance of

REGIONAL NEWS

ADAS calibration in modern vehicle repair.

“The growing demand for ADAS calibration services has propelled Open Road Collision’s success, but it is their commitment to quality and precision that sets them apart from others in the industry,” said Greg Peeters, CEO of Car ADAS Solutions.

“Every calibration is meticulously performed using manufacturerapproved tools and techniques. Sean was our very first calibration center client and we have truly appreciated our long-term and continuously growing partnership!”

“They have been in the ADAS space for many years and are a pillar

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Bishops Collision Repair in Arkansas Celebrates 30 Years

Bishops Collision Repair in Batesville, AR, is celebrating its 30th anniversary, marking three decades of growth, customer service and community support. What began as a backyard operation has transformed into a full-service collision and mechanical repair facility, reinforcing its reputation as a trusted local business.

According to White River Now, the company was founded by brothers Brenden and Kerwin Bishop, whose early experiences fixing their own vehicles led them to pursue careers in

collision repair. After gaining industry experience, they opened their first shop in a small three-car garage on Ruddell Hill. Their hard work and

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NATIONAL

Mike Anderson’s First Live Podcast Explores Impact of Rhode Island’s Extensive Collision Repair Laws������� 12

Abby Andrews

Preparing Finances, Operations – and Emotions – to Sell Your Collision Repair Business������������������������������������������ 16

Abby Andrews

Single Store Generalist Collision Repair Shops are Going Extinct – But That Could Be a Good Thing 14

Abby Andrews

Boost Repair Revenues Through Sales Strategy �������������������������������������������� 1

Brian Bradley

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

Brian Bradley

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 36 Paul Hughes

ASE Education Foundation Announces

REGIONAL

Bishops Collision Repair in Arkansas Celebrates 30 Years 1 Fix Auto Houston Expands Expertise with Ford Certification 32

NABC Recycled Rides Presents Refurbished Vehicles to U.S. Military Vets 34

COLUMNS

Become One of Your Parts Vendors’ Best Customers by Understanding Their Perspective 19 Mike Anderson

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 22

Stacey Phillips Ronak

Mark Claypool Brings Collision Repair Expertise to Lead AMi into a New Era 10

Leona Scott

CAPA Explains How Tier 1 Verification Compares to Its Other Non-OEM Part Certifications����������������������������������� 27

John Yoswick

CIC Highlights Changes to Estimating Guide for CCC System ����������������������� 9

John Yoswick

OEM Certification Programs Introduce Tiers for Fleet, Electric Vehicles 18

John Yoswick

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.”

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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.

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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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.

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Phillip Gallimore of the CIC Estimating and Repair Planning Committee said one recent change related to the CCC estimating system involves wait times related to drying or curing.

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

To meet with an account specialist contact:

Joey Marfin

832-771-7342 jmarfin@classicelite.com

Bobby Spears

832-597-2683 bspears@classicelite.com

Gary Allen

832-519-7699 gallen@classicelite.com

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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.

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.

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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.

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.

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

“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.”

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

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.”

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.

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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

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

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.

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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

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“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

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

Genuine Mitsubishi Crash Parts are close at hand from these quality

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

The ASE Education Foundation has announced its newly appointed officers and board members for the coming year. Dwayne Myers , president and CEO of Dynamic Automotive, will serve as the new chair of the foundation. Brian LaCroix , an automotive instructor at Capital Region BOCES, has been named vice chair, while Jim Sennett , manager of automotive repair programs for the American Automobile Association (AAA), will serve as treasurer. Fay Watts , technical support operations (TSO) technician development manager for Ford, has been appointed as secretary. Joelle Pollak , cofounder of Promotive, will continue contributing to the board in the role of past chair.

The foundation also welcomed two new board members, Andrew Graham and Doug Wilberg , while other board members are departing from their roles: Mitch Becker , Dennis Harden , Eric Kenar and Trey Michael

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

“What we’re doing is we are taking an OE service part that a Tier 1

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

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

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

in the communities they serve,” said Kevin Caruso, COO of Car ADAS Solutions. “Sean and the entire team at Open Road Collision are dedicated to precisely calibrating the vehicle safety systems to function as the manufacturer intended, which is industry-leading, and we are excited about this additional location.”

Guthrie’s journey into the world of automotive repair began at a young age in his family’s body shop in New Mexico. Over the years, he progressed from sweeping floors to managing a growing network of collision centers. His expertise and leadership have been instrumental in expanding Open Road Collision. In 2017, Guthrie added ADAS calibration to his repertoire.

The Chandler ADAS calibration center exemplifies Guthrie’s commitment to doing things right. Spanning a 40-by-70-foot suite, the facility is equipped with cuttingedge tools to handle even the most complex calibrations.

“Some calibrations need up to 30 by 50 feet of clear space,” Guthrie explained. “It’s not a cheap endeavor, but it’s the only way to ensure

accuracy and safety.”

Opening seven calibration locations has not been without its challenges.

“Scaling the business while maintaining our high standards has required careful planning and execution,” Guthrie shared. “Each market has unique needs, and we’ve had to adjust while ensuring our core values remain intact. Car ADAS Solutions has been instrumental in helping us overcome these hurdles. From leveling floors to implementing proper lighting and wall colors, their support has been critical.”

Additionally, Guthrie said Car ADAS offers invaluable technician training, including week-long programs at its Salt Lake City, UT, facility, which he described as instrumental in getting new team members up to speed. This combination of technical, operational and training support has solidified Car ADAS as an essential partner in Open Road’s growth and success.

Open Road’s innovative business model integrates calibrations directly with its collision services.

“When we reach a certain threshold of collision revenue in a market, it’s time to deploy a calibration center,” Guthrie explained. “By keeping calibrations in-house, Open Road is able to guarantee that

every step of the repair process — structural, cosmetic and advanced safety system calibration — meets its rigorous standards.”

Looking ahead, Guthrie plans to expand Open Road Calibrations while continuing to prioritize quality and safety.

“Calibration is critical,” he emphasized. “Even a slight misalignment can compromise a vehicle’s ability to detect obstacles accurately, putting lives at risk.”

With the Chandler center now operational, Guthrie is optimistic about the future.

“ADAS safety measures are about preventing accidents, and the best accident is the one that never happens,” he said. “Open Road Calibrations continues to lead the way, championing a safer, smarter driving experience for all.”

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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.

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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

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.

The Caliber family of automotive repair and service brands on Feb. 4 announced the appointment of Casey Santos as the company’s new chief technology officer (CTO), effective immediately.

In her new role, she will oversee Caliber’s technological initiatives and accelerate the advancement of new and innovative technology. Santos will report directly to Caliber CEO David Simmons

Ashley Denison, Caliber’s chief information officer, will partner directly with Santos to design and deliver transformational technology solutions. Caliber’s investment in evolving technology is a key component to its growth strategy. With more than 30 years of experience in technology strategy, innovation and delivery across the finance, insurance and technology services industries, Santos brings extensive expertise to support Caliber’s growth. Most recently, she led strategic technology initiatives, global technology infrastructure and operations and internal procurement as chief information officer at Asurion, a leading equipment insurance provider.

The final strategy for single shop

“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.”

Bishops Collision Repair

commitment quickly propelled the business forward, eventually leading to their current location on Lawrence Street and the expansion of Bishops Auto Clinic for mechanical services.

Over the years, Bishops Collision has embraced industry advancements, transitioning from handwritten estimates to computerized systems, integrating a downdraft paint baking booth for faster repairs, and becoming a direct service shop for insurance companies to streamline customer experiences.

Community support has been instrumental in the company’s success. The business services a wide range of vehicles, including personal cars, school buses, and emergency response vehicles. It also sponsors local schools, charities, and organizations such as John 3:16, Special Olympics and the Arkansas Sheriffs’ Youth Ranch.

“Community plays a large role in supporting small businesses, especially in the collision repair industry,” Kerwin told White River Now. “We are able to support and help our community the same way

they support us.”

Today, the business has expanded from three employees to a dedicated team, emphasizing quality service and customer trust. Reflecting on their journey, the Bishops credit their employees and loyal customers for their continued growth.

“The pride we take in our work and seeing the smiles on our customers’ faces when they pick up their vehicles keeps us motivated,” they said.

As they celebrate this milestone, the brothers remain committed to their founding values of honesty, perseverance, and hard work. Their message to the community is one of gratitude and continued service.

“Thank you for your support and for standing behind us throughout the years. We look forward to another 30!”

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.”

Preparing Finance

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

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

Fix Auto Houston Expands Expertise With Ford Certification

Fix Auto USA is thrilled to announce that Fix Auto Houston, owned by Kevin Taylor, has officially earned a Ford certification.

In addition to the new Ford certification, Fix Auto Houston holds an impressive range of other certifications, including I-CAR Platinum, I-CAR Gold, ASE, Rivian and GM. The Ford certification stands out as a major

of the hard work and dedication from our entire team,” said Kevin Taylor, owner of Fix Auto Houston. “At Fix Auto Houston, we continually invest in the latest training and best-in-class partners to provide the highest level of service to our customers.”

For a progressive and leading shop owner like Taylor, growth is defined not only by the number of sales and repairs completed but by a relentless pursuit of excellence. This means embracing relevant training and ultimately becoming the trusted collision repair expert the community needs.

Fix Auto Houston, which opened in 2023, marked the first

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NABC Recycled Rides Presents Refurbished Vehicles To U.S. Military Vets

The National Auto Body Council’s (NABC) Recycled Rides program recently gave two U.S. military veterans the gift of reliable transportation.

In Phoenix, AZ, a U.S. Navy veteran who once helped others by refurbishing vehicles for those in need found himself on the receiving end of generosity. On Jan. 15, Terry Lane was presented with a fully refurbished 2017 Chevrolet Silverado, made possible by a donation by Allstate and repair by Maaco Auto Body and Meineke Car Care.

Lane, who served two years in the U.S. Navy, went on to build a career in auto body repair, where he oversaw the restoration of minivans that were later gifted to families in need. A longtime advocate for veterans, Lane has been actively involved in supporting homeless veterans through various organizations. However, after a failed back surgery left him paraplegic, his ability to remain active in the community became significantly more challenging. Following a long recovery, Lane has

regained some mobility, using a walker to cover short distances.

Now, thanks to the donated truck, Lane plans to seek out new volunteer opportunities and continue giving back.

Lane was nominated for the vehicle by the Arizona chapter of Paralyzed Veterans of America.

The refurbishment was made possible by Maaco Tempe and Deer Valley and Meineke Deer Valley, both owned by Freedom Brands LLC, an MSO of five Meineke franchises and four Maaco locations across Arizona. This was the company’s third vehicle donation through NABC Recycled Rides.

“It has been a pleasure to work with our partners to be able to provide a vehicle to a veteran in need,” said Jake Brown, co-owner of Freedom Brands. “The gifting process is something we value in our company more than anything. We hope for many more opportunities to give back this year.”

Additional partners in this donation included American Warrior Auto Glass, Advanced Auto Parts, AutoZone, Freedom Foundation,

FMP Motorparts, New Image, Cars for Charity, Advanced Remarketing Services, Enterprise and Copart.

In San Antonio, TX, Kimberly Davis, a decorated U.S. Army veteran who served in Iraq, received a refurbished 2021 Kia Forte, a gift that will provide her with newfound independence and the ability to better support her family.

Davis has encountered significant challenges since returning home, including securing stable housing and reliable transportation. She has also undergone back surgery for injuries sustained both during and after her military service. Most recently, she gave birth to her first child. Despite these personal hardships, Davis has remained active in her community, volunteering with multiple veteran service organizations to assist fellow veterans and local youth.

The vehicle, donated by GEICO and repaired by Crash Champions, will improve Davis’s ability to attend medical appointments and continue her community service work. She was nominated for the program by Grace After Fire, an organization

that supports women veterans.

“Participating in the NABC Recycled Rides program is an honor and privilege,” said Matt Ebert, CEO and founder of Crash Champions. “Helping ensure that good, hardworking individuals have safe and reliable transportation exemplifies so much of the Crash Champions culture of putting people first.”

GEICO has donated nearly 1,000 vehicles since 2007.

Additional partners in Davis’s vehicle donation included ATE, Impressive Way Detailing, Cars for Charity, Advanced Remarketing Services, Enterprise and Copart.

NABC Recycled Rides has provided more than 3,500 vehicles valued at approximately $51 million to individuals and families in need since its inception in 2007. The initiative unites collision repair professionals, insurance companies, and other industry partners to refurbish and donate vehicles to those facing transportation barriers.

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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.”

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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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New Mexico

Co-President & Publisher

Nathan Gregory

Co-President & Publisher

Paul Stepanek

Editor Abby Andrews

Contributing Writers

Mike Anderson, Brian Bradley, Elizabeth Crumbly, Paul Hughes

Stacey Phillips Ronak, Leona Scott Ben Shimkus, Cole Strandberg John Yoswick

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